Build a Digital Workspace Strategy

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  • Parent Category Name: End-User Computing Strategy
  • Parent Category Link: /end-user-computing-strategy
  • IT must figure out what a digital workspace is, why they’re building one, and what type they want.
  • Remote work creates challenges that cannot be solved by technology alone.
  • Focusing solely on technology risks building something the business doesn’t want or can’t use.

Our Advice

Critical Insight

Building a smaller digital workspace doesn’t mean that the workspace will have a smaller impact on the business.

Impact and Result

  • Partner with the business to create a team of digital workspace champions.
  • Empower employees with a tool that makes remote work easier.

Build a Digital Workspace Strategy Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should partner with the business for building a digital workspace, 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 the digital workspace you want to build

Create a list of benefits that the organization will find compelling and build a cross-functional team to champion the workspace.

  • Build a Digital Workspace Strategy – Phase 1: Identify the Digital Workspace You Want to Build
  • Digital Workspace Strategy Template
  • Digital Workspace Executive Presentation Template

2. Identify high-level requirements

Design the digital workspace’s value proposition to drive your requirements.

  • Build a Digital Workspace Strategy – Phase 2: Identify High-Level Requirements
  • Sample Digital Workspace Value Proposition
  • Flexible Work Location Policy
  • Flexible Work Time Policy
  • Flexible Work Time Off Policy
  • Mobile Device Remote Wipe Waiver Template
  • Mobile Device Connectivity & Allowance Policy
  • General Security – User Acceptable Use Policy

3. Identify initiatives and a high-level roadmap

Take an agile approach to building your digital workspace.

  • Build a Digital Workspace Strategy – Phase 3: Identify Initiatives and a High-Level Roadmap
[infographic]

Workshop: Build a Digital Workspace 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 Identify the Digital Workspace You Want to Build

The Purpose

Ensure that the digital workspace addresses real problems the business is facing.

Key Benefits Achieved

Defined benefits that will address business problems

Identified strategic business partners

Activities

1.1 Identify the digital workspace’s direction.

1.2 Prioritize benefits and define a vision.

1.3 Assemble a team of digital workspace champions.

Outputs

Vision statement

Mission statement

Guiding principles

Prioritized business benefits

Metrics and key performance indicators

Service Owner, Business Owner, and Project Sponsor role definitions

Project roles and responsibilities

Operational roles and responsibilities

2 Identify Business Requirements

The Purpose

Drive requirements through a well-designed value proposition.

Key Benefits Achieved

Identified requirements that are based in employees’ needs

Activities

2.1 Design the value proposition.

2.2 Identify required policies.

2.3 Identify required level of input from users and business units.

2.4 Document requirements for user experiences, processes, and services.

2.5 Identify in-scope training and culture requirements.

Outputs

Prioritized functionality requirements

Value proposition for three business roles

Value proposition for two service provider roles

Policy requirements

Interview and focus group plan

Business process requirements

Training and culture initiatives

3 Identify IT and Service Provider Requirements

The Purpose

Ensure that technology is an enabler.

Key Benefits Achieved

Documented requirements for IT and service provider technology

Activities

3.1 Identify systems of record requirements.

3.2 Identify requirements for apps.

3.3 Identify information storage requirements.

3.4 Identify management and security integrations.

3.5 Identify requirements for internal and external partners.

Outputs

Requirements for systems for record

Prioritized list of apps

Storage system requirements

Data and security requirements

Outsourcing requirements

Streamline Your Workforce During a Pandemic

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  • Parent Category Name: Lead
  • Parent Category Link: /lead

Reduced infection rates in compromised areas are providing hope that these difficult times will pass. However, organizations are facing harsh realities in real time. With significant reductions in revenue, employers are facing pressure to quickly implement cost-cutting strategies, resulting in mass layoffs of valuable employees.

Our Advice

Critical Insight

Employees are an organization’s greatest asset. When faced with cost-cutting pressures, look for redeployment opportunities that use talent as a resource to get through hard times before resorting to difficult layoff decisions.

Impact and Result

Make the most of your workforce in this unprecedented situation by following McLean & Company’s process to initiate redeployment efforts and reduce costs. If all else fails, follow our guidance on planning for layoffs and considerations when doing so.

Streamline Your Workforce During a Pandemic Research & Tools

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

1. Meet with leadership

Set a strategy with senior leadership, brainstorm underused and understaffed employee segments and departments, then determine an approach to redeployments and layoffs.

  • Streamline Your Workforce During a Pandemic Storyboard
  • Redeployment and Layoff Strategy Workbook

2. Plan individual and department redeployment

Collect key information, prepare and redeploy, and roll up information across the organization.

  • Short-Term Survival Segment Evaluation Tool
  • Skills Inventory for Redeployment Tool
  • Redeployment Action and Communication Plan
  • Crisis Communication Guide for HR
  • Crisis Communication Guide for Leaders
  • Leadership Crisis Communication Guide Template
  • 3i's of Engaging Management – Manager Guide
  • Feedback and Coaching Guide for Managers
  • Redeployment Communication Roll-up Template

3. Plan individual and department layoffs

Plan for layoffs, execute on the layoff plan, and communicate to employees.

  • Employee Departure Checklist Tool
  • 10 Communication Best Practices in the Face of Crisis
  • Termination Logistics Tool
  • Termination Costing Tool
  • COVID-19: Employee-Facing Frequently Asked Questions Template
  • COVID-19: Employee-Facing Frequently Asked Questions
  • Standard Internal Communications Plan

4. Monitor and manage departmental effectiveness

Monitor departmental performance, review organizational performance, and determine next steps.

  • HR Metrics Library
  • Standard HR Scorecard
[infographic]

Enter Into Mobile Development Without Confusion and Frustration

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  • Parent Category Name: Mobile Development
  • Parent Category Link: /mobile-development
  • IT managers don’t know where to start when initiating a mobile program.
  • IT has tried mobile development in the past but didn't achieve success.
  • IT must initiate a mobile program quickly based on business priorities and needs a roadmap based on best practices.

Our Advice

Critical Insight

  • Form factors and mobile devices won't drive success – business alignment and user experience will. Don't get caught up with the latest features in mobile devices.
  • Software emulation testing is not true testing. Get on the device and run your tests.
  • Cross form-factor testing cannot be optimized to run in parallel. Therefore, anticipate longer testing cycles for cross form-factor testing.

Impact and Result

  • Prepare your development, testing, and deployment teams for mobile development.
  • Get a realistic assessment of ROI for the launch of a mobile program.

Enter Into Mobile Development Without Confusion and Frustration Research & Tools

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

1. Make the Case for a Mobile Program

Understand the current mobile ecosystem. Use this toolkit to help you initiate a mobile development program.

  • Storyboard: Enter Into Mobile Development Without Confusion and Frustration

2. Assess Your Dev Process for Readiness

Review and evaluate your current application development process.

3. Prepare to Execute Your Mobile Program

Prioritize your mobile program based on your organization’s prioritization profile.

  • Mobile Program Tool

4. Communicate with Stakeholders

Summarize the execution of the mobile program.

  • Project Status Communication Worksheet
[infographic]

Workshop: Enter Into Mobile Development Without Confusion and Frustration

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

1 Build your Future Mobile Development State

The Purpose

Understand the alignment of stakeholder objectives and priorities to mobile dev IT drivers.

Assess readiness of your organization for mobile dev.

Understand how to build your ideal mobile dev process.

Key Benefits Achieved

Identify and address the gaps in your existing app dev process.

Build your future mobile dev state.

Activities

1.1 Getting started

1.2 Assess your current state

1.3 Establish your future state

Outputs

List of key stakeholders

Stakeholder and IT driver mapping and assessment of current app dev process

List of practices to accommodate mobile dev

2 Prepare and Execute your Mobile Program

The Purpose

Assess the impact of mobile dev on your existing app dev process.

Prioritize your mobile program.

Understand the dev practice metrics to gauge success.

Key Benefits Achieved

Properly prepare for the execution of your mobile program.

Calculate the ROI of your mobile program.

Prioritize your mobile program with dependencies in mind.

Build a communication plan with stakeholders.

Activities

2.1 Conduct an impact analysis

2.2 Prepare to execute

2.3 Communicate with stakeholders

Outputs

Impact analysis of your mobile program and expected ROI

Mobile program order of execution and project dependencies mapping

List of dev practice metrics

Negotiate SaaS Agreements That Are Built to Last

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  • Parent Category Name: Vendor Management
  • Parent Category Link: /vendor-management
  • Internal stakeholders usually have different – and often conflicting – needs and expectations that require careful facilitation and management.
  • SaaS solutions bring forth a unique form of “switching costs” that can make a decision to migrate solutions financially, technically, and politically painful.

Our Advice

Critical Insight

  • Conservatively, it’s possible to save 5% of the overall IT budget through comprehensive software and SaaS contract review.
  • Focus on the terms and conditions, not just the price.
  • Learning to negotiate is crucial.

Impact and Result

  • Take control of your SaaS contract negotiations from the beginning.
  • Look at your contract holistically to find cost savings.
  • Guide communication between vendors and your organization for the duration of contract negotiations.
  • Redline the terms and conditions of your SaaS contract.
  • Prioritize crucial terms and conditions to negotiate.

Negotiate SaaS Agreements That Are Built to Last Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out how to redline and negotiate a SaaS agreement, review Info-Tech’s methodology, and understand the different 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. Gather requirements

Build and manage the stakeholder team, and then document the business use case.

  • Negotiate SaaS Agreements That Are Built to Last – Phase 1: Gather Requirements
  • RASCI Chart
  • Vendor Communication Management Plan
  • Software Business Use Case Template
  • SaaS TCO Calculator

2. Redline contract

Redline the proposed SaaS contract.

  • Negotiate SaaS Agreements That Are Built to Last – Phase 2: Redline Contract
  • SaaS Terms and Conditions Evaluation Tool

3. Negotiate contract

Create a thorough negotiation plan.

  • Negotiate SaaS Agreements That Are Built to Last – Phase 3: Negotiate Contract
  • SaaS Contract Negotiation Terms Prioritization Checklist
  • Controlled Vendor Communications Letter
  • Key Vendor Fiscal Year End Calendar
  • Contract Negotiation Tactics Playbook
[infographic]

Workshop: Negotiate SaaS Agreements That Are Built to Last

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 Collect and Review Data

The Purpose

Assemble documentation.

Key Benefits Achieved

Understand current position before going forward.

Activities

1.1 Assemble existing contracts.

1.2 Document their strategic and tactical objectives.

1.3 Identify current status of the vendor relationship and any historical context.

1.4 Clarify goals for ideal future state.

Outputs

Business Use Case.

2 Define the Business Use Case and Build a Stakeholder Team

The Purpose

Define the business use case and build a stakeholder team.

Key Benefits Achieved

Create a business use case to document functional and non-functional requirements.

Build an internal cross-functional stakeholder team to negotiate the contract.

Activities

2.1 Establish a negotiation team and define roles.

2.2 Write a communication plan.

2.3 Complete a business use case.

Outputs

RASCI Matrix

Communications Plan

SaaS TCO Calculator

Business Use Case

3 Redline the Contract

The Purpose

Examine terms and conditions and prioritize for negotiation.

Key Benefits Achieved

Discover cost savings.

Improve agreement terms.

Prioritize terms for negotiation.

Activities

3.1 Review general terms and conditions.

3.2 Review license and application specific terms and conditions.

3.3 Match to business and technical requirements.

3.4 Redline the agreement.

Outputs

SaaS Terms and Conditions Evaluation Tool

SaaS Contract Negotiation Terms Prioritization Checklist

4 Build a Negotiation Strategy

The Purpose

Create a negotiation strategy.

Key Benefits Achieved

Controlled communication established.

Negotiation tactics chosen.

Negotiation timeline plotted.

Activities

4.1 Review vendor and application specific negotiation tactics.

4.2 Build negotiation strategy.

Outputs

Contract Negotiation Tactics Playbook

Controlled Vendor Communications Letter

Key Vendor Fiscal Year End Calendar

Achieve Digital Resilience by Managing Digital Risk

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

Businesses are expected to balance achieving innovation through initiatives that transform the organization with effective risk management. While this is nothing new, added challenges arise due to:

  • An increasingly large vendor ecosystem within which to manage risk.
  • A fragmented approach to risk management that separates cyber and IT risk from enterprise risk.
  • A rapidly growing number of threat actors and a larger attack surface.

Our Advice

Critical Insight

  • All risks are digital risks.
  • Manage digital risk with a collaborative approach that supports digital transformation, ensures digital resilience, and distributes responsibility for digital risk management across the organization.

Impact and Result

Address digital risk to build digital resilience. In the process, you will drive transformation and maintain digital trust among your employees, end users, and consumers by:

  • Defining digital risk, including primary risk categories and prevalent risk factors.
  • Leveraging industry examples to help identify external risk considerations.
  • Building a digital risk profile, addressing core risk categories, and creating a correlating plan for digital risk management.

Achieve Digital Resilience by Managing Digital Risk Research & Tools

Start here – read the Executive Brief

Risk does not exist in isolation and must extend beyond your cyber and IT teams. Read our concise Executive Brief to find out how to manage digital risk to help drive digital transformation and build your organization's digital resilience.

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

1. Redefine digital risk and resilience

Discover an overview of what digital risk is, learn how to assess risk factors for the five primary categories of digital risk, see several industry-specific scenarios, and explore how to plan for and mitigate identified risks.

  • Achieve Digital Resilience by Managing Digital Risk – Phases 1-2
  • Digital Risk Management Charter

2. Build your digital risk profile

Begin building the digital risk profile for your organization, identify where your key areas of risk exposure exist, and assign ownership and accountability among the organization’s business units.

  • Digital Risk Profile Tool
  • Digital Risk Management Executive Report
[infographic]

Workshop: Achieve Digital Resilience by Managing Digital 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 Scope and Define Digital Risk

The Purpose

Develop an understanding and standard definition of what digital risk is, who it impacts, and its relevance to the organization.

Key Benefits Achieved

Understand what digital risk means and how it differs from traditional enterprise or cybersecurity risk.

Develop a definition of digital risk that recognizes the unique external and internal considerations of your organization.

Activities

1.1 Review the business context

1.2 Review the current roles of enterprise, IT, and cyber risk management within the organization

1.3 Define digital transformation and list transformation initiatives

1.4 Define digital risk in the context of the organization

1.5 Define digital resilience in the context of the organization

Outputs

Digital risk drivers

Applicable definition of digital risk

Applicable definition of digital resilience

2 Make the Case for Digital Risk Management

The Purpose

Understand the roles digital risk management and your digital risk profile have in helping your organization achieve safe, transformative growth.

Key Benefits Achieved

An overview and understanding of digital risk categories and subsequent individual digital risk factors for the organization

Industry considerations that highlight the importance of managing digital risk

A structured approach to managing the categories of digital risk

Activities

2.1 Review and discuss industry case studies and industry examples of digital transformation and digital risk

2.2 Revise the organization's list of digital transformation initiatives (past, current, and future)

2.3 Begin to build your organization's Digital Risk Management Charter (with inputs from Module 1)

2.4 Revise, customize, and complete a Digital Risk Management Charter for the organization

Outputs

Digital Risk Management Charter

Industry-specific digital risks, factors, considerations, and scenarios

The organization's digital risks mapped to its digital transformation initiatives

3 Build Your Digital Risk Profile

The Purpose

Develop an initial digital risk profile that identifies the organization’s core areas of focus in managing digital risk.

Key Benefits Achieved

A unique digital risk profile for the organization

Digital risk management initiatives that are mapped against the organization's current strategic initiatives and aligned to meet your digital resilience objectives and benchmarks

Activities

3.1 Review category control questions within the Digital Risk Profile Tool

3.2 Complete all sections (tabs) within the Digital Risk Profile Tool

3.3 Assess the results of your Digital Risk Profile Tool

3.4 Discuss and assign initial weightings for ownership of digital risk among the organization's stakeholders

Outputs

Completion of all category tabs within the Digital Risk Profile Tool

Initial stakeholder ownership assignments of digital risk categories

4 Manage Your Digital Risk

The Purpose

Refine the digital risk management plan for the organization.

Key Benefits Achieved

A targeted, organization-specific approach to managing digital risk as a part of the organization's projects and initiatives on an ongoing basis

An executive presentation that outlines digital risk management for your senior leadership team

Activities

4.1 Conduct brief information sessions with the relevant digital risk stakeholders identified in Module 3.

4.2 Review and revise the organization's Digital Risk Profile as necessary, including adjusting weightings for the digital risk categories

4.3 Begin to build an actionable digital risk management plan

4.4 Present your findings to the organization's relevant risk leaders and executive team

Outputs

A finalized and assessed Digital Risk Profile Tool

Stakeholder ownership for digital risk management

A draft Digital Risk Management plan and Digital Risk Management Executive Report

Activate Your Augmented Reality Initiative

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  • Parent Category Name: Customer Relationship Management
  • Parent Category Link: /customer-relationship-management
  • 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.

Optimize the Mentoring Program to Build a High-Performing Learning Organization

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  • Parent Category Name: Employee Development
  • Parent Category Link: /train-and-develop
  • Many organizations have introduced mentoring programs without clearly defining and communicating the purpose and goals around having a program; they simply jumped on the mentoring bandwagon.
  • As a result, these programs have little impact. They don’t add value for mentors, mentees, or the organization.
  • It can be difficult to design a program that is well-suited to your organization, will be adopted by employees, and will drive the results you are looking for.
  • In particular, it is difficult to successfully match mentors and mentees so both derive maximum value from the endeavor.

Our Advice

Critical Insight

  • As workforce composition shifts, there is a need for mentoring programs to move beyond the traditional senior–junior format option; organizational culture and goals will dictate the best approach.
  • An organization’s mentoring program doesn’t need to be restricted to one format; individual preferences and goals should also factor in. Be open to choosing format on a case-by-case basis.
  • Be sure to gain upper management buy-in and support early to ensure mentoring becomes a valued part of your organization.
  • Ensure that goal setting, communication, ongoing support for participants, and evaluation all play a role in your mentoring program.

Impact and Result

  • Mentoring can have a significant positive impact on mentor, mentee, and organization.
  • Mentees gain guidance and advice on their career path and skill development. Mentors often experience re-engagement with their job and the satisfaction of helping another person.
  • Mentoring participants benefit from obtaining different perspectives of both the business and work-related problems. Participation in a mentoring program has been linked to greater access to promotions, pay raises, and increased job satisfaction.
  • Mentoring can have a number of positive outcomes for the organization, including breaking down silos, transferring institutional knowledge, accelerating leadership skills, fostering open communication and dialogue, and resolving conflict.

Optimize the Mentoring Program to Build a High-Performing Learning Organization Research & Tools

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

1. Align the mentoring program with the organizational culture and goals

Build a best-fit program that creates a learning culture.

  • Storyboard: Optimize the Mentoring Program to Build a High Performing Learning Organization

2. Assess the organizational culture and current mentoring program

Align mentoring practices with culture to improve the appropriateness and effectiveness of the program.

  • Mentoring Program Diagnostic

3. Align mentoring practices with culture to improve the appropriateness and effectiveness of the program.

Track project progress and have all program details defined in a central location.

  • Mentoring Project Plan Template
  • Peer Mentoring Guidelines
  • Mentoring Program Guidelines

4. Gather feedback from the mentoring program participants

Evaluate the success of the program.

  • Mentoring Project Feedback Surveys Template

5. Get mentoring agreements in place

Improve your mentoring capabilities.

  • Mentee Preparation Checklist
  • Mentoring Agreement Template
[infographic]

Stabilize Infrastructure & Operations During Work-From-Anywhere

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  • member rating overall impact: 9.0/10 Overall Impact
  • member rating average dollars saved: After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve.
  • member rating average days saved: Read what our members are saying
  • Parent Category Name: Strategy and Organizational Design
  • Parent Category Link: /strategy-and-organizational-design

Work-from-anywhere isn’t going anywhere. IT Infrastructure & Operations needs to:

  • Rebuild trust in the stability of IT infrastructure and operations.
  • Identify gaps created from the COVID-19 rush to remote work.
  • Identify how IT can better support remote workers.

IT went through an initial crunch to enable remote work. It’s time to be proactive and learn from our mistakes.

Our Advice

Critical Insight

  • The nature of work has fundamentally changed. IT departments must ensure service continuity, not for how the company worked in 2019, but how the company is working now and will be working tomorrow.
  • Revisit the basics. Don’t focus on becoming an innovator until you have improved network access, app access, file access, and collaboration tools.
  • Aim for near-term innovation. Once you’re a trusted operator, become a business partner by directly empowering end users at home and in the office.

Impact and Result

Build a work-from-anywhere strategy that resonates with the business.

  • Strengthen the foundations of collaboration tools, app access, file access, network access, and endpoint standards.
  • Explore opportunities to strengthen IT operations.
  • Proactively help the business through employee experience monitoring and facilities optimization.

Stabilize Infrastructure & Operations During Work-From-Anywhere Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should build a strategy for improving how well IT infrastructure and operations support work-from-anywhere, 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. Stabilize IT infrastructure

Ensure your fundamentals are solid.

2. Update IT operations

Revisit your practices to ensure you can effectively operate in work-from-anywhere.

3. Optimize IT infrastructure & operations

Offer additional value to the business by proactively addressing these items.

  • Roadmap Tool

Infographic

Workshop: Stabilize Infrastructure & Operations During Work-From-Anywhere

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 Stabilize IT Infrastructure

The Purpose

Strengthen the foundations of IT infrastructure.

Key Benefits Achieved

Improved end-user experience

Stabilized environment

Activities

1.1 Review work-from-anywhere framework and identify capability gaps.

1.2 Review diagnostic results to identify satisfaction gaps.

1.3 Record improvement opportunities for foundational capabilities: collaboration, network, file access, app access.

1.4 Identify deliverables and opportunities to provide value for each.

Outputs

Projects and initiatives to stabilize IT infrastructure

Deliverables and opportunities to provide value for foundational capabilities

2 Update IT Operations and Optimize

The Purpose

Update IT operational practices to support work-from-anywhere more effectively.

Key Benefits Achieved

Improved IT operations

Activities

2.1 Identify IT infrastructure and operational capability gaps.

2.2 Record improvement opportunities for DRP & BCP.

2.3 Record improvement opportunities for endpoint and systems management practices.

2.4 Record improvement opportunities for IT operational practices.

2.5 Explore office space optimization and employee experience monitoring.

Outputs

Projects and initiatives to update IT operations to better support work-from-anywhere

Longer-term strategic initiatives

Deliverables and opportunities to provide value for each capability

Set a Strategic Course of Action for the PMO in 100 Days

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  • Parent Category Name: Project Management Office
  • Parent Category Link: /project-management-office
  • As a new PMO director, you’ve been thrown into the middle of an unfamiliar organizational structure and a chaotic project environment.
  • The expectations are that the PMO will help improve project outcomes, but beyond that your mandate as PMO director is opaque.
  • You know that the statistics around PMO longevity aren’t good, with 50% of new PMOs closing within the first three years. As early in your tenure as possible, you need to make sure that your stakeholders understand the value that your role could provide to the organization with the right level of buy-in and support.
  • Whether you’re implementing a new PMO or taking over an already existing one, you need to quickly overcome these challenges by rapidly assessing your unfamiliar tactical environment, while at the same time demonstrating confidence and effective leadership to project staff, business stakeholders, and the executive layer.

Our Advice

Critical Insight

  • The first 100 days are critical. You have a window of influence where people are open to sharing insights and opinions because you were wise enough to seek them out. If you don’t reach out soon, people notice and assume you’re not wise enough to seek them out, or that you don’t think they are important enough to involve.
  • PMOs most commonly stumble when they shortsightedly provide project management solutions to what are, in fact, more complex, systemic challenges requiring a mix of project management, portfolio management, and organizational change management capabilities. If you fail to accurately diagnose pain points and needs in your first days, you could waste your tenure as PMO leader providing well-intentioned solutions to the wrong project problems.
  • You have diminishing value on your time before skepticism and doubt start to erode your influence. Use your first 100 days to define an appropriate mandate for your PMO, get the right people behind you, and establish buy-in for long-term PMO success.

Impact and Result

  • Develop an action plan to help leverage your first 100 days on the job. Hit the ground running in your new role with an action plan to achieve realistic goals and milestones in your first 100 days. A results-driven first three months will help establish roots throughout the organization that will continue to feed and grow the PMO beyond your first year.
  • Get to know what you don’t know quickly. Use Info-Tech’s advice and tools to perform a triage of every aspect of PMO accountability as well as harvest stakeholder input to ensure that your PMO meets or exceeds expectations and establishes the right solutions to the organization’s project challenges.
  • Solidify the PMO’s long-term mission. Adopt our stakeholder engagement best practices to ensure that you knock on the right doors early in your tenure. Not only do you need to clarify expectations, but you will ultimately need buy-in from key stakeholders as you move to align the mandate, authority, and resourcing needed for long-term PMO success.

Set a Strategic Course of Action for the PMO in 100 Days Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out how capitalizing on your first 100 days as PMO leader can help ensure the long-term success of your PMO.

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

1. Survey the project landscape

Get up-to-speed quickly on key PMO considerations by engaging PMO sponsors, assessing stakeholders, and taking stock of your PMO inventory.

  • Set a Strategic Course of Action for the PMO in 100 Days – Phase 1: Survey the Project Landscape
  • Mission Identification and Inventory Tool
  • PMO Director First 100 Days Timeline - MS Project
  • PMO Director First 100 Days Timeline - MS Excel

2. Gather PMO requirements

Make your first major initiative as PMO director be engaging the wider pool of PMO stakeholders throughout the organization to determine their expectations for your office.

  • Set a Strategic Course of Action for the PMO in 100 Days – Phase 2: Gather PMO Requirements
  • PMO Requirements Gathering Tool
  • PMO Course of Action Stakeholder Interview Guide

3. Solidify your PPM goals

Review the organization’s current PPM capabilities in order to identify your ability to meet stakeholder expectations and define a sustainable mandate.

  • Set a Strategic Course of Action for the PMO in 100 Days – Phase 3: Solidify Your PPM Goals
  • Project Portfolio Management Maturity Assessment Workbook
  • Project Management Maturity Assessment Workbook
  • Organizational Change Management Maturity Assessment Workbook
  • PMO Strategic Expectations Glossary

4. Formalize the PMO’s mandate

Communicate your strategic vision for the PMO and garner stakeholder buy-in.

  • Set a Strategic Course of Action for the PMO in 100 Days – Phase 4: Formalize the PMO's Mandate
  • PMO Mandate and Strategy Roadmap Template
  • PMO Director Peer Feedback Evaluation Template
  • PMO Director First 100 Days Self-Assessment Tool
[infographic]

Workshop: Set a Strategic Course of Action for the PMO in 100 Days

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 the Current Project Ecosystem

The Purpose

Quickly develop an on-the-ground view of the organization’s project ecosystem and the PMO’s abilities to effectively serve.

Key Benefits Achieved

A comprehensive and actionable understanding of the PMO’s tactical environment

Activities

1.1 Perform a PMO SWOT analysis.

1.2 Assess the organization’s portfolio management, project management, and organizational change management capability levels.

1.3 Take inventory of the PMO’s resourcing levels, project demand levels, and tools and artifacts.

Outputs

Overview of current strengths, weaknesses, opportunities, and threats

Documentation of your current process maturity to execute key portfolio management, project management, and organizational change management functions

Stock of the PMO’s current access to PPM personnel relative to total project demand

2 Analyze PMO Stakeholders

The Purpose

Determine stakeholder expectations for the PMO.

Key Benefits Achieved

An accurate understanding of others’ expectations to help ensure the PMO’s course of action is responsive to organizational culture and strategy

Activities

2.1 Conduct a PMO Mission Identification Survey with key stakeholders.

2.2 Map the PMO’s stakeholder network.

2.3 Analyze key stakeholders for influence, interest, and support.

Outputs

An understanding of expected PMO outcomes

A stakeholder map and list of key stakeholders

A prioritized PMO requirements gathering elicitation plan

3 Determine Strategic Expectations and Define the Tactical Plan

The Purpose

Develop a process and method to turn stakeholder requirements into a strategic vision for the PMO.

Key Benefits Achieved

A strategic course of action for the PMO that is responsive to stakeholders’ expectations.

Activities

3.1 Assess the PMO’s ability to support stakeholder expectations.

3.2 Use Info-Tech’s PMO Strategic Expectations glossary to turn raw process and service requirements into specific strategic expectations.

3.3 Define an actionable tactical plan for each of the strategic expectations in your mandate.

Outputs

An understanding of PMO capacity and limits

A preliminary PMO mandate

High-level statements of strategy to help support your mandate

4 Formalize the PMO’s Mandate and Roadmap

The Purpose

Establish a final PMO mandate and a process to help garner stakeholder buy-in to the PMO’s long-term vision.

Key Benefits Achieved

A viable PMO course of action complete with stakeholder buy-i

Activities

4.1 Finalize the PMO implementation timeline.

4.2 Finalize Info-Tech’s PMO Mandate and Strategy Roadmap Template.

4.3 Present the PMO’s strategy to key stakeholders.

Outputs

A 3-to-5-year implementation timeline for key PMO process and staffing initiatives

A ready-to-present strategy document

Stakeholder buy-in to the PMO’s mandate

Make the Case for Product Delivery

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  • Parent Category Name: Architecture & Strategy
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  • Organizations are traditionally organized to deliver initiatives in specific periods of time. This is in contention with product-centric delivery practices. This form of delivery acknowledges the reality that solutions of all shapes and sizes deliver continual and evolving business value over their lifetime.
  • 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.

Our Advice

Critical Insight

  • Delivering products doesn’t mean you will stop delivering projects! Product-centric delivery is intended to address the misalignment between the long-term delivery of value that organizations demand and the nature of traditional project-focused environments.

Impact and Result

  • We will help you build a proposal deck to make the case to your stakeholders for product-centric delivery.
  • You will build this proposal deck by answering key questions about product-centric delivery so you can identify:
    • A common definition of product.
    • How this form of delivery differs from traditional project-centric approaches.
    • Key challenges and benefits.
    • The capabilities needed to effectively own products and deliver value.
    • What you are asking of stakeholders.
    • A roadmap of how to get started.

Make the Case for Product Delivery Research & Tools

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

1. Make the Case for Product Delivery Deck – A guide to help align your organization on the practices to deliver what matters most.

This project will help you define “product” for your organization, define your drivers and goals for moving to product delivery, understand the role of product ownership, lay out the case to your stakeholders, and communicate what comes next for your transition to product.

  • Make the Case for Product Delivery Storyboard

2. Make the Case for Product Delivery Presentation Template – A template to help you capture and detail your case for product delivery.

Build a proposal deck to help make the case to your stakeholders for product-centric delivery.

  • Make the Case for Product Delivery Presentation Template

3. Make the Case for Product Delivery Workbook – A tool to capture the results of exercises to build your case to change your product delivery method.

This workbook is designed to capture the results of the exercises in the Make the Case for Product Delivery Storyboard. Each worksheet corresponds to an exercise in the storyboard. The workbook is also a living artifact that should be updated periodically as the needs of your team and organization change.

  • Make the Case for Product Delivery Workbook
[infographic]

Further reading

Make the Case for Product Delivery

Align your organization on the practices to deliver what matters most.

Table of Contents

Define product

Define your drivers and goals

Understand the role of product ownership

Communicate what comes next

Make the case to your stakeholders

Appendix: Additional research

Appendix: Product delivery strategy communication

Appendix: Manage stakeholder influence

Appendix: Product owner capability details

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.
  • Organizations are under pressure to align the value they provide with the organization’s goals and overall company vision.
  • 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 is in contention with product-centric delivery.
  • Product delivery acknowledges the reality that solutions of all shapes and sizes deliver continual and evolving business value over their lifetime.
  • 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 will enable you to build a proposal deck to make the case to your stakeholders for product-centric delivery.
  • You will build this proposal deck by answering key questions about product-centric delivery so you can identify:
    • A common definition of product.
    • How this form of delivery differs from traditional project-centric approaches.
    • Key challenges and benefits.
    • The capabilities needed to effectively own products and deliver value.
    • What you are asking of stakeholders.
    • A roadmap of how to get started.

Info-Tech Insight

Delivering products doesn’t mean you will stop delivering projects! Product-centric delivery is intended to address the misalignment between the long-term delivery of value that organizations demand and the nature of traditional project-focused environments.

Many executives perceive IT as being poorly aligned with business objectives

Info-Tech’s CIO Business Vision Survey data highlights the importance of IT initiatives in supporting the business in achieving its strategic goals.

However, Info-Tech’s CEO-CIO Alignment Survey (2021; N=58) data indicates that CEOs perceive IT to be poorly aligned to business’ strategic goals.

Info-Tech CEO-CIO Alignment Diagnostics, 2021 (N=58)

40% Of CEOs believe that business goals are going unsupported by IT.

34% Of business stakeholders are supporters of their IT departments (n=334).

40% Of CIOs/CEOs are misaligned on the target role for IT.

Info-Tech Insight

Great technical solutions are not the primary driver of IT success. Focusing on delivery of digital products that align with organizational goals will produce improved outcomes and will foster an improved relationship between business and IT.

Increase product success by involving IT, business, and customers in your product roadmaps, planning, and delivery

Product management and delivery seek to promote improved relationships among IT, business, and customers, a critical driver for business satisfaction.

IT

Stock image of an IT professional.

1

Collaboration

IT, business, and customers work together through all stages of the product lifecycle, from market research through the roadmapping and delivery processes and into maintenance and retirement. The goal is to ensure the risks and dependencies are realized before work is committed.

Stakeholders, Customers, and Business

Stock image of a business professional.

2

Communication

Prioritize high-value modes of communication to break down existing silos and create common understanding and alignment across functions. This approach increases transparency and visibility across the entire product lifecycle.

3

Integration

Explore methods to integrate the workflows, decision making, and toolsets among the business, IT, and customers. The goal is to become more reactive to changes in business and customer expectations and more proactive about market trends.

Product does not mean the same thing to everyone

Do not expect a universal definition of products.
Every organization and industry has a different definition of what a product is. Organizations structure their people, processes, and technologies according to their definition of the products they manage. Conflicting product definitions between teams increase confusion and misalignment of product roadmaps.

“A product [is] something (physical or not) that is created through a process and that provides benefits to a market.” (Mike Cohn, Founding Member of Agile Alliance and Scrum Alliance) “A product is something ... that is created and then made available to customers, usually with a distinct name or order number.” (TechTarget) “A product is the physical object ... , software or service from which customer gets direct utility plus a number of other factors, services, and perceptions that make the product useful, desirable [and] convenient.” (Mark Curphey)

Organizations need a common understanding of what a product is and how it pertains to the business.

This understanding needs to be accepted across the organization.

“There is not a lot of guidance in the industry on how to define [products]. This is dangerous because what will happen is that product backlogs will be formed in too many areas. All that does is create dependencies and coordination across teams … and backlogs.” (Chad Beier, “How Do You Define a Product?” Scrum.org)

Products enable the long-term and continuous delivery of value

Diagram laying out the lifecycles and roadmaps contributing to the 'Continuous delivery of value'. Beginning with 'Project Lifecycle' in which Projects with features and services end in a Product Release that is disconnected from the continuum. Then the 'Hybrid Lifecycle' and 'Product Lifecycle' which are connected by a 'Product Roadmap' and 'Product Backlog' have Product Releases that connect to the continuum.

Phase 1

Build the case for product-centric delivery

Phase 1
1.1 Define product
1.2 Define your drivers and goals
1.3 Understand the role of product ownership
1.4 Communicate what comes next
1.5 Make the case to your stakeholders

This phase will walk you through the following activities:

  • Define product in your context.
  • Define your drivers and goals for moving to product delivery.
  • Understand the role of product ownership.
  • Communicate what comes next for your transition to product.
  • Lay out the case to your stakeholders.

This phase involves the following participants:

  • Product owners
  • Product managers
  • Development team leads
  • Portfolio managers
  • Business analysts

Step 1.1

Define product

Activities
  • 1.1.1 Define “product” in your context
  • 1.1.2 Consider examples of what is (and is not) a product in your organization
  • 1.1.3 Identify the differences between project and product delivery

This step involves the following participants:

  • Product owners
  • Product managers
  • Development team leads
  • Portfolio managers
  • Business analysts

Outcomes of this step

  • A clear definition of product in your organization’s context.

Make the Case for Product Delivery

Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5

Exercise 1.1.1 Define “product” in your context

30-60 minutes

Output: Your enterprise/organizational definition of products and services

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Discuss what “product” means in your organization.
  2. Create a common, enterprise-wide definition for “product.”
“A product [is] something (physical or not) that is created through a process and that provides benefits to a market.” (Mike Cohn, Founding Member of Agile Alliance and Scrum Alliance) “A product is something ... that is created and then made available to customers, usually with a distinct name or order number.” (TechTarget) “A product is the physical object ... , software or service from which customer gets direct utility plus a number of other factors, services, and perceptions that make the product useful, desirable [and] convenient.” (Mark Curphey)

Record the results in the Make the Case for Product-Centric Delivery Workbook.

Example: What is a product?

Not all organizations will define products in the same way. Take this as a general example:

“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.”

Info-Tech Insight

A proper definition of product recognizes three key facts:

  1. 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 the delivery of value.
  3. There is more than one stakeholder group that derives value from the product or service.
Stock image of an open human head with gears and a city for a brain.

How do we know what is a product?

What isn’t a product:
  • Features (on their own)
  • Transactions
  • Unstructured data
  • One-time solutions
  • Non-repeatable processes
  • Solutions that have no users or consumers
  • People or teams
You have a product if the given item...
  • 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

Exercise 1.1.2 Consider examples of what is (and is not) a product in your organization

15 minutes

Output: Examples of what is and isn’t a product in your specific context.

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Leverage the definition you created in exercise 1.1.1 and the explanation on the slide What is a product?
  2. Pick examples that effectively show the difference between products and non-products and facilitate a conversation on the ones that seem to be on the line. Specific server instances, or instances of providing a service, are worthwhile examples to consider.
  3. From the list you come up with, take the top three examples and put them into the Make the Case for Product Delivery Presentation Template.
Example:
What isn’t a product?
  • Month-end SQL scripts to close the books
  • Support Engineer doing a password reset
  • Latest research project in R&D
What is a product?
  • Self-service password reset portal
  • Oracle ERP installation
  • Microsoft Office 365

Record the results in the Make the Case for Product Delivery Workbook.

Product delivery practices should consider everything required to support it, not just what users see.

Cross-section of an iceberg above and below water with visible product delivery practices like 'Funding', 'External Relationships', and 'Stakeholder Management' above water and internal product delivery practices like 'Product Governance', 'Business Functionality', and 'R&D' under water. There are far more processes below the water.

Products and services share the same foundation and best practices

For the purpose of this blueprint, product/service and product owner/service owner are used interchangeably. 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)

Exercise 1.1.3 Identify the differences between project and product delivery

30-60 minutes

Output: List of differences between project and product delivery

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Consider project delivery and product delivery.
  2. Discuss what some differences are between the two.
    Note: This exercise is not about identifying the advantages and disadvantages of each style of delivery. This is to identify the variation between the two.
Theme Project Delivery (Current) Product Delivery (Future)
Timing Defined start and end Does not end until the product is no longer needed
Funding Funding projects Funding products and teams
Prioritization LoB sponsors Product owner
Capacity Management Project management Managed by product team

Record the results in the Make the Case for Product Delivery Workbook.

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 –› Improves product maturity and support
Assignment of people to work — Work allocation –› Assignment of work to product teams
Project manager manages — Capacity management –› Team manages capacity

Info-Tech Insights

  • Product ownership should be one of your first areas of focus when transitioning from project to product delivery.
  • 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

Diagram laying out the lifecycles and roadmaps contributing to the 'Continuous delivery of value'. Beginning with 'Project Lifecycle' in which Projects with features and services end in a Product Release that is disconnected from the continuum. Then the 'Hybrid Lifecycle' and 'Product Lifecycle' which are connected by a 'Product Roadmap' and 'Product Backlog' have Product Releases that connect to the continuum. Projects within products

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

The purpose of projects is to deliver the scope of a product release. The shift to product delivery leverages a product roadmap and backlog as the mechanism for defining and managing the scope of the release.

Eventually, teams progress to continuous integration/continuous delivery (CI/CD) where they can release on demand or as scheduled, requiring org change management.

Step 1.2

Define your drivers and goals

Activities
  • 1.2.1 Understand your drivers for product-centric delivery
  • 1.2.2 Define the goals for your product-centric organization

This step involves the following participants:

  • Product owners
  • Product managers
  • Development team leads
  • Portfolio managers
  • Business analysts

Outcomes of this step

  • A clear understanding of your motivations and desired outcomes for moving to product delivery.

Make the Case for Product Delivery

Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5

Exercise 1.2.1 Understand your drivers for product-centric delivery

30-60 minutes

Output: Organizational drivers to move to product-centric delivery.

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Identify your pain points in the current delivery model.
  2. What is the root cause of these pain points?
  3. How will a product-centric delivery model fix the root cause (drivers)?
Pain Points
  • Lack of ownership
Root Causes
  • Siloed departments
Drivers
  • Accountability

Record the results in the Make the Case for Product Delivery Workbook.

Exercise 1.2.2 Define the goals for your product-centric organization

30 minutes

Output: Goals for product-centric delivery

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Review the differences between project and product delivery from exercise 1.1.3 and the list of drivers from exercise 1.2.1.
  2. Define your goals for achieving a product-centric organization.
    Note: Your drivers may have already covered the goals. If so, review if you would like to change the drivers based on your renewed understanding of the differences between project and product delivery.
Pain Points
  • Lack of ownership
Root Causes
  • Siloed departments
Drivers
  • Accountability
Goals
  • End-to-end ownership

Record the results in the Make the Case for Product Delivery Workbook.

Step 1.3

Understand the role of product ownership

Activities
  • 1.3.1 Identify product ownership capabilities

This step involves the following participants:

  • Product owners
  • Product managers
  • Development team leads
  • Portfolio managers
  • Business analysts

Outcomes of this step

  • Product owner capabilities that you agree are critical to start your product transformation.

Make the Case for Product Delivery

Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5

Accountability for the delivery of value through product ownership is not optional

Tree of 'Enterprise Goals and Priorities' leading to 'Product' through a 'Product Family'.

Info-Tech Insight

People treat the assignment of accountability for products (aka product ownership) as optional. Without assigning accountability up front, your transition to product delivery will stall. Accountable individuals will be focused on the core outcome for product delivery, which is the delivery of the right value, at the right time, to the right people.

Description of the tree levels shown in the diagram on the left. First is 'Enterprise Goals and Priorities', led by 'Executive Leadership' using the 'Enterprise Strategic Roadmap'. Second is 'Product Family', led by 'Product Manager' using the 'Product Family Roadmap'. Last is 'Product', led by the 'Product Owner' using the 'Product Roadmap' and 'Backlog' on the strategic end, and 'Releases' on the Tactical end. In the holistic context, 'Product Family is considered 'Strategic' while 'Product' is 'Tactical'.

Recognize the different product owner perspectives

Business
  • Customer facing, revenue generating
Technical
  • IT systems and tools
Operations
  • Keep the lights on processes

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?).

Info-Tech Insight

Recognize that product owners represent one of three primary perspectives. Although all share the same capabilities, how they approach their responsibilities is influenced by their perspective.

“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 Product Owners”)

Implement the Info-Tech product owner capability model

As discussed in Build a Better Product Owner, 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. 'Product Owner Capabilities': 'Vision', 'Leadership', 'Product Lifecycle Management', '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

Details on product ownership capabilities can be found in the appendix.

Exercise 1.3.1 Identify product ownership capabilities

60 minutes

Output: Product owner capability mapping

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Write down the capabilities product owners need to perform their duties (one per sticky note) in order to describe product ownership in your organization. Consider people, processes, and tools.
  2. Mark each capability with a plus (current capability), circle (some proficiency), or dash (missing capability).
  3. Discuss each capability and place on the appropriate quadrant.

'Product Owner Capabilities': 'Vision', 'Leadership', 'Product Lifecycle Management', 'Value Realization'.

Record the results in the Make the Case for Product Delivery Workbook.

Differentiate between product owners and product managers

Product Owner (Tactical Focus)
  • Backlog management and prioritization
  • Epic/story definition, refinement in conjunction with business stakeholders
  • Sprint planning with Scrum Master
  • Working with Scrum Master to minimize disruption to team velocity
  • Ensuring alignment between business and Scrum teams during sprints
  • Profit and loss (P&L) product analysis and monitoring
Product Manager (Strategic Focus)
  • Product strategy, positioning, and messaging
  • Product vision and product roadmap
  • Competitive analysis and positioning
  • New product innovation/definition
  • Release timing and focus (release themes)
  • Ongoing optimization of product-related marketing and sales activities
  • P&L product analysis and monitoring

Info-Tech Insight

“Product owner” and “product manager” are terms that should be adapted to fit your culture and product hierarchy. These are not management relationships but rather a way to structure related products and services that touch the same end users.

Step 1.4

Communicate what comes next

Activities
  • 1.4.1 How do we get started?

This step involves the following participants:

  • Product owners
  • Product managers
  • Development team leads
  • Portfolio managers
  • Business analysts

Outcomes of this step

  • A now, next, later roadmap indicating your overall next steps.

Make the Case for Product Delivery

Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5

Make a plan in order to make a plan!

Consider some of the techniques you can use to validate your strategy.

Cyclical diagram of the 'Continuous Delivery of Value' within 'Business Value'. Surrounding attributes are 'User Centric', 'Adaptable', 'Accessible', 'Private & Secured', 'Informative & Insightful', 'Seamless Application Connection', 'Relationship & Network Building', 'Fit for Purpose'.

Go to your backlog and prioritize the elements that need to be answered sooner rather than later.

Possible areas of focus:

  • Regulatory requirements or questions to answer around accessibility, security, privacy.
  • Stress testing any new processes against situations that may occur.
Learning Milestones

The completion of a set of artifacts dedicated to validating business opportunities and hypotheses.

Possible areas of focus:

  • Align teams on product strategy prior to build
  • Market research and analysis
  • Dedicated feedback sessions
  • Provide information on feature requirements
Stock image of people learning.
Sprint Zero (AKA Project-before-the-project)

The completion of a set of key planning activities, typically the first sprint.

Possible areas of focus:

  • Focus on technical verification to enable product development alignment
  • Sign off on architectural questions or concerns
Stock photo of a person writing on a board of sticky notes.

The “Now, Next, Later” roadmap

Use this when deadlines and delivery dates are not strict. This is best suited for brainstorming a product plan when dependency mapping is not required.

  • Now
    What are you going to do now?
  • Next
    What are you going to do very soon?
  • Later
    What are you going to do in the future?
A priority map laid out as a half rainbow with 'Now' as the inner, 'Next' as the middle, and 'Later' as the outer. Various 'Features', 'Releases', and an 'MVP' are mapped into the sections.
(Source: “Tips for Agile product roadmaps & product roadmap examples,” Scrum.org, 2017)

Exercise 1.4.1 How do we get started?

30-60 minutes

Output: Product transformation critical steps and basic roadmap

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Identify what the critical steps are for the organization to embrace product-centric delivery.
  2. Group each critical step by how soon you need to address it:
    • Now: Let’s do this ASAP.
    • Next: Sometime very soon, let’s do these things.
    • Later: Much further off in the distance, let’s consider these things.
A priority map laid out as a half rainbow with 'Now' as the inner, 'Next' as the middle, and 'Later' as the outer. Various 'Features', 'Releases', and an 'MVP' are mapped into the sections.
(Source: “Tips for Agile product roadmaps & product roadmap examples,” Scrum.org, 2017)

Record the results in the Make the Case for Product Delivery Workbook.

Example

Example table for listing tasks to complete Now, Next, or Later

Step 1.5

Make the case to your stakeholders

Activities
  • 1.5.1 Identify what support you need from your stakeholders
  • 1.5.2 Build your pitch for product delivery

This step involves the following participants:

  • Product owners
  • Product managers
  • Development team leads
  • Portfolio managers
  • Business analysts

Outcomes of this step

  • A deliverable that helps make the case for product delivery.

Make the Case for Product Delivery

Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5

Develop a stakeholder strategy to define your product owner landscape

Stakeholder Influence

Stakeholders are a critical cornerstone to product ownership. They provide the context, alignment, and constraints that influence or control what a product owner is able to accomplish.

Product teams operate within this network of stakeholders who represent different perspectives within the organization.

See the appendix for activities and guidance on how to devise a strategy for managing stakeholders.

Image of four puzzle pieces being put together, labelled 'Product Lifecycle', 'Project Delivery', 'Operational Support', 'and Stakeholder Management'.

Exercise 1.5.1 Identify what support you need from your stakeholders

30 minutes

Output: Clear understanding of stakeholders, what they need from you, and what you need from them.

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. If you don’t yet know who your stakeholders are, consider completing one or more of the stakeholder management exercises in the appendix.
  2. Identify your key stakeholders who have an interest in solution delivery.
  3. Consider their perspective on product-centric delivery. (For example: For head of support, what does solution delivery mean to them?)
  4. Identify what role each stakeholder would play in the transformation.
    • This role represents what you need from them for this transformation to product-centric delivery.
Stakeholder
What does solution delivery mean to them?
What do you need from them in order to be successful?

Record the results in the Make the Case for Product Delivery Workbook.

Exercise 1.5.2 Build your pitch deck

30 minutes (and up)

Output: A completed presentation to help you make the case for product delivery.

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Take the results from the Make the Case for Product Delivery Workbook and transfer them into the presentation template.
  2. Follow the instructions on each page listed in the instruction bubbles to know what results to place where.
  3. This is meant to be a template; you are welcome to add and remove slides as needed to suit your audience!

Sample of slides from the Make the Case for Product Delivery Workbook with instruction bubbles overlaid.

Record the results in the Make the Case for Product Delivery Workbook.

Appendix

Additional research to start your journey

Related Info-Tech Research

Product Delivery

Deliver on Your Digital Product Vision

  • Build a product vision your organization can take from strategy through execution.

Build a Better Product Owner

  • Strengthen the product owner role in your organization by focusing on core capabilities and proper alignment.

Build Your Agile Acceleration Roadmap

  • Quickly assess the state of your Agile readiness and plan your path forward to higher value realization.

Implement Agile Practices That Work

  • Improve collaboration and transparency with the business to minimize project failure.

Implement DevOps Practices That Work

  • Streamline business value delivery through the strategic adoption of DevOps practices.

Deliver Digital Products at Scale

  • Deliver value at the scale of your organization through defining enterprise product families.

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.

Related Info-Tech Research

Application Portfolio Management

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 for Small Enterprises

  • There is no one-size-fits-all rationalization. Tailor your framework to meet your goals.

Streamline Application Maintenance

  • Effective maintenance ensures the long-term value of your applications.

Build an Application Rationalization Framework

  • Manage your application portfolio to minimize risk and maximize value.

Modernize Your Applications

  • Justify modernizing your application portfolio from both business and technical perspectives.

Review Your Application Strategy

  • Ensure your applications enable your business strategy.

Application Portfolio Management Foundations

  • Ensure your application portfolio delivers the best possible return on investment.

Streamline Application Management

  • Move beyond maintenance to ensuring exceptional value from your apps.

Optimize Applications Release Management

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

Embrace Business-Managed Applications

  • Empower the business to implement their own applications with a trusted business-IT relationship.

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 IT 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

Org Design and Performance

Redesign Your IT Organizational Structure

  • Focus product delivery on business value–driven outcomes.

Build a Strategic IT Workforce Plan

  • Have the right people, in the right place, at the right time.

Implement a New IT 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

  • Measure employee sentiment to drive IT performance

Set Meaningful Employee Performance Measures

  • Set holistic measures to inspire employee performance.

Master Organizational Change Management Practices

  • PMOs, if you don't know who is responsible for org change, it's you.

Appendix

Product delivery strategy communication

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.

Diagram on how to get from product owner capabilities to 'Business Value Realization' through 'Product Roadmap' with a 'Tiered Backlog', 'Delivery Capacity and Throughput' via a 'Product Delivery Pipeline'.
(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.

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.

Two-part diagram showing the 'Product Backlog' segmented into '1. Current: Features/ Stories', '2. Near-term: Capabilities', and '3. Future: Epics', and then the 'Product Roadmap' with the same segments placed into a timeline.

Multiple roadmap views can communicate differently, yet tell the same truth

Product managers and product owners have many responsibilities, and a roadmap can be a useful tool to complete those objectives through communication or organization of tasks.

However, not all roadmaps address the correct audience and achieve those objectives. Care must be taken to align the view to the given audience.

Pie Chart showing the surveyed most important reason for using a product roadmap. From largest to smallest are 'Communicate a strategy', 'Plan and prioritize', 'Communicate milestones and releases', 'Get consensus on product direction', and 'Manage product backlog'.
Surveyed most important reason for using a product roadmap (Source: ProductPlan, 2018)

Audience
Business/ IT leaders Users/Customers Delivery teams
Roadmap View
Portfolio Product Technology
Objectives
To provide a snapshot of the portfolio and priority apps To visualize and validate product strategy To coordinate and manage teams and show dev. progress
Artifacts
Line items or sections of the roadmap are made up of individual apps, and an artifact represents a disposition at its highest level. Artifacts are generally grouped by various 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 features and technical enablers that support those features.

Appendix

Managing stakeholder influence

From Build a Better Product Owner

Step 1.3 (from Build a Better Product Owner)

Manage Stakeholder Influence

Activities
  • 1.3.1 Visualize interrelationships to identify key influencers
  • 1.3.2 Group your product owners into categories
  • 1.3.3 Prioritize your stakeholders
  • 1.3.4 Delegation Poker: Reach better decisions

This step will walk you through the following activities:

To be successful, product owners need to identify and manage all stakeholders for their products. This step will build a stakeholder map and strategy.

This step involves the following participants:

  • Product owners
  • Product managers
  • Development team leads
  • Portfolio managers
  • Delivery managers
  • Business analysts

Outcomes of this step

  • Relationships among stakeholders and influencers
  • Categorization of stakeholders and influencers
  • Stakeholder and influencer prioritization
  • Better understanding of decision-making approaches and delegation
Product Owner Foundations
Step 1.1 Step 1.2 Step 1.3

Develop a product owner stakeholder strategy

Stakeholder Influence

Stakeholders are a critical cornerstone to product ownership. They provide the context, alignment, and constraints that influence or control what a product owner is able to accomplish.

Product owners operate within this 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 accomplishing these missing pieces, product owners will encounter obstacles, resistance, or unexpected changes.

Image of four puzzle pieces being put together, labelled 'Product Lifecycle', 'Project Delivery', 'Operational Support', 'and Stakeholder Management'.

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.

Legend
Black arrow with a solid line and single direction. Black arrows indicate the direction of professional influence
Green arrow with a dashed line and bi-directional. Dashed green arrows indicate bidirectional, informal influence relationships

Info-Tech Insight

Your stakeholder map defines the influence landscape your product operates in. 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.

1.3.1 Visualize interrelationships to identify key influencers

60 minutes

Input: List of product stakeholders

Output: Relationships among stakeholders and influencers

Materials: Whiteboard/flip charts, Markers, Build a Better Product Owner Workbook

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  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.
    1. Use black arrows to indicate the direction of professional influence.
    2. Use dashed green arrows to indicate bidirectional, informal influence relationships.
  5. Record the results in the Build a Better Product Owner Workbook.

Record the results in the Build a Better Product Owner Workbook.

Categorize your stakeholders with a prioritization map

A stakeholder prioritization map helps product owners categorize their stakeholders by their level or influence and ownership in the product and/or teams.

Stakeholder prioritization map split into four quadrants along two axes, 'Influence', and 'Ownership/Interest': 'Players' (high influence, high interest); 'Mediators' (high influence, low interest); 'Noisemakers' (low influence, high interest); 'Spectators' (low influence, low interest). Source: Info-Tech Research Group

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.

1.3.2 Group your product owners into categories

30 minutes

Input: Stakeholder map

Output: Categorization of stakeholders and influencers

Materials: Whiteboard/flip charts, Markers, Build a Better Product Owner Workbook

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  1. Identify your stakeholder’s 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 Build a Better Product Owner Workbook.
Same stakeholder prioritization map as before but with example positions mapped onto it.
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 Build a Better Product Owner Workbook.

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 prioritization table with 'Stakeholder Category' as row headers ('Player', 'Mediator', 'Noisemaker', 'Spectator') and 'Level of Support' as column headers ('Supporter', 'Evangelist', 'Neutral', 'Blocker'). Importance ratings are 'Critical', 'High', 'Medium', 'Low', and 'Irrelevant'.

Consider the three dimensions for 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 the focus of your attention. The table to the right indicates how stakeholders are ranked.

1.3.3 Prioritize your stakeholders

30 minutes

Input: Stakeholder matrix, Stakeholder prioritization

Output: Stakeholder and influencer prioritization

Materials: Whiteboard/flip charts, Markers, Build a Better Product Owner Workbook

Participants: Product owners, Product managers, Development team leads, Portfolio managers, Business analysts

  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 Build a Better Product Owner Workbook.
Stakeholder Category Level of Support Prioritization
CMO Spectator Neutral Irrelevant
CIO Player Supporter Critical

Record the results in the Build a Better Product Owner Workbook.

Define strategies for engaging stakeholders by type

Stakeholder strategy map assigning stakeholder strategies to stakeholder categories, as described in the adjacent table.

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 the Mediators and Players are met.

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.

Appendix

Product owner capability details

From Build a Better Product Owner

Develop product owner capabilities

Capability 'Vision' with sub-capabilities 'Market Analysis, 'Business Alignment', and 'Product Roadmap'.

Each capability has three components needed for successful product ownership.

Definitions are on the following slides.

Central diagram title 'Product Owner Capabilities'.

Define the skills and activities in each component that are directly related to your product and culture.

Capability 'Leadership' with sub-capabilities 'Soft Skills', 'Collaboration', and 'Decision Making'.
Capability 'Product Lifecycle Management' with sub- capabilities 'Plan', 'Build', and 'Run'. Capability 'Value Realization' with sub-capabilities 'KPIs', 'Financial Management', and 'Business Model'.

Capabilities: Vision

Market Analysis

  • Unique solution: Identify the target users and unique value your product provides that is not currently being met.
  • Market size: Define the size of your user base, segmentation, and potential growth.
  • Competitive analysis: Determine alternative solutions, products, or threats that affect adoption, usage, and retention.

Business Alignment

  • SWOT analysis: Complete a SWOT analysis for your end-to-end product lifecycle. Use Info-Tech’s Business SWOT Analysis Template.
  • Enterprise alignment: Align product to enterprise goals, strategies, and constraints.
  • Delivery strategy: Develop a delivery strategy to achieve value quickly and adapt to internal and external 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.
  • Go to market strategy: Create organizational change management, communications, and a user implementation approach.

Info-Tech Insight

Data comes from many places and may still not tell the complete story.

Capability 'Vision' with sub-capabilities 'Market Analysis, 'Business Alignment', and 'Product Roadmap'.

“Customers are best heard through many ears.” (Thomas K. Connellan, Inside the Magic Kingdom)

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.

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' with sub-capabilities 'Soft Skills', 'Collaboration', and 'Decision Making'.

“Everything walks the walk. Everything talks the talk.” (Thomas K. Connellan, Inside the Magic Kingdom)

Capabilities: Product lifecycle management

Plan

  • Product backlog: Follow a schedule for backlog intake, refinement, 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 the 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.

Info-Tech Insight

Product owners must actively manage the full lifecycle of the product.

Capability 'Product Lifecycle Management' with sub- capabilities 'Plan', 'Build', and 'Run'.

“Pay fantastic attention to detail. Reward, recognize, celebrate.” (Thomas K. Connellan, Inside the Magic Kingdom)

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.

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.

Capability 'Value Realization' with sub-capabilities 'KPIs', 'Financial Management', and 'Business Model'.

“The competition is anyone the customer compares you with.” (Thomas K. Connellan, Inside the Magic Kingdom)

Avoid common capability gaps

Vision

  • Focusing solely on backlog refining (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

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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.com, 19 Dec. 2017. Web.

VersionOne. “12th Annual State of Agile Report.” VersionOne, 9 April 2018. Web.

Verwijs, Christiaan. “Retrospective: Do The Team Radar.” Medium.com, 10 Feb. 2017. Web.

“How do you define a product?” Scrum.org, 4 April 2017, Web.

“Product Definition.” TechTarget, Sept. 2005. Web

Bibliography – Product Roadmap

Ambysoft. “2018 IT Project Success Rates Survey Results.” Ambysoft. 2018. Web.

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, Herzlia, Israel, 2012 IEEE International Conference on Software Science, Technology and Engineering, 12 June 2012. 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, n.d. Accessed Sept. 2018.

Leffingwell, Dean. “SAFe 4.0.” Scaled Agile, Inc., 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 Oct. 2015. Accessed Sept. 2018.

Schuurman, Robbin. “Tips for Agile product roadmaps & product roadmap examples.” Scrum.org, 7 Dec. 2017. Accessed Sept. 2018

Research Contributors and Experts

Photo of Emily Archer, Lead Business Analyst, Enterprise Consulting, authentic digital agency.

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.

Photo of David Berg, Founder & CTO, Strainprint Technologies Inc.

David Berg
Founder & CTO
Strainprint Technologies Inc.

David Berg is a product commercialization expert that has spent the last 20 years of his career 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 the goal to develop an understanding of treatment behavior, interactions, and chemical drivers to guide future product development.

Research Contributors and Experts

Blank photo template.

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.

Photo of Charlie Campbell, Product Owner, Merchant e-Solutions.

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

Photo of Yarrow Diamond, Sr. Director, Business Architecture, Financial Services.

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.

Photo of Cari J. Faanes-Blakey, CBAP, PMI-PBA, Enterprise Business Systems Analyst, Vertex, Inc.

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

Photo of Kieran Gobey, Senior Consultant Professional Services, Blueprint Software Systems.

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.

Photo of Rupert Kainzbauer, VP Product, Digital Wallets, Paysafe Group.

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. Together 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

Photo of Saeed Khan, Founder, Transformation Labs.

Saeed Khan
Founder,
Transformation Labs

Saeed Khan has been working in high tech for 30 years in both Canada and the US and has held a number of leadership roles in Product Management over 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.

Photo of Hoi Kun Lo, Product Owner, Nielsen.

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

Photo of Abhishek Mathur, Sr Director, Product Management, Kasisto, Inc.

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.

Photo of Jeff Meister, Technology Advisor and Product Leader.

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

Photo of Vincent Mirabelli, Principal, Global Project Synergy Group.

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.

Photo of Oz Nazili, VP, Product & Growth, TWG.

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

Photo of Mark Pearson, Principal IT Architect, First Data Corporation.

Mark Pearson
Principal IT Architect
First Data Corporation

Mark Pearson is an executive business leader grounded in the process, data, technology, and operations of software-driven business. He knows the enterprise software landscape and is skilled in product, technology, and operations design and delivery within information technology organizations, outsourcing firms, and software product companies.

Photo of Brenda Peshak, Product Owner, Widget Industries, LLC.

Brenda Peshak
Product Owner,
Widget Industries, LLC

Brenda Peshak is skilled in business process, analytical skills, Microsoft Office Suite, communication, and customer relationship management (CRM). She is a strong product management professional with a Master’s focused in Business Leadership (MBL) from William Penn University.

Research Contributors and Experts

Photo of Mike Starkey, Director of Engineering, W.W. Grainger.

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.

Photo of Anant Tailor, Cofounder & Head of Product, Dream Payments Corp.

Anant Tailor
Cofounder & 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’s 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

Photo of Angela Weller, Scrum Master, Businessolver.

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.

Make the Case for Legacy Application Modernization

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  • Parent Category Name: Selection & Implementation
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  • Organizations are under continual pressure to deliver faster, with shorter time-to-market, while introducing new products and services at the same time.
  • You and your team have concerns that your existing portfolio of applications is not up to the task.
  • While you understand the need for more investments to modernize your portfolio, your leadership does not appreciate what is required.

Our Advice

Critical Insight

  • Legacy modernization is a process, not a single event.
  • Your modernization approach requires you to understand your landscape and decide on a path that minimizes business continuity risks, keeps the investments under control, and is prepared for surprises but always has your final state in mind.

Impact and Result

  • Evaluate the current state, develop a legacy application strategy, and execute in an agile manner.
  • When coupled with a business case and communications strategy, this approach gives the organization a clear decision-making framework that will maximize business outcomes and deliver value where needed.

Make the Case for Legacy Application Modernization Research & Tools

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

1. Make the Case for Legacy Application Modernization Storyboard – Understand legacy application modernization in the context of your organization, assess your landscape of applications, and define prioritization and disposition.

This blueprint provides the steps necessary to build your own enterprise application implementation playbook that can be deployed and leveraged by your implementation teams.

  • Make the Case for Legacy Application Modernization Storyboard

2. Make the Case for Legacy Application Modernization Presentation Template – The key output from leveraging this research is a presentation to pitch the modernization process.

Build a proposal deck to make the case for legacy application modernization for your stakeholders. This will contain a definition of what a legacy application is in the context of your organization, a list of candidate applications to modernize, and a disposition strategy for each selected application.

  • Make the Case for Legacy Application Modernization Presentation Template
[infographic]

Further reading

Make the Case for Legacy Application Modernization

Revamp your business potential to improve agility, security, and user experience while reducing costs.

Analyst Perspective

An old application may have served us reliably, but it can prevent us from pursuing future business needs.

Legacy systems remain well-embedded in the fabric of many organizations' application portfolios. They were often custom-built to meet the needs of the business. Typically, these are core tools that the business leverages to accomplish its goals.

A legacy application becomes something we need to address when it no longer supports our business goals, is no longer supportable, bears an unsustainable ownership cost, or poses a threat to the organization's cybersecurity or compliance.

When approaching your legacy application strategy, you must navigate a complex web of business, stakeholder, software, hardware, resourcing, and financial decisions. To complicate matters, the full scope of required effort is not immediately clear. Years of development are embedded in these legacy applications, which must be uncovered and dealt with appropriately.

IT leaders require a proactive approach for evaluating the current state, developing a legacy application strategy, and executing in an agile manner. When coupled with a business case and communications strategy, the organization will have a clear decision-making framework that will maximize business outcomes and deliver value where needed.

Ricardo de Oliveira, Research Director, Enterprise Applications

Ricardo de Oliveira
Research Director, Enterprise Applications
Info-Tech Research Group

Executive Summary

Your Challenge Common Obstacles Info-Tech's Approach
  • Organizations face continual pressure to decrease time-to-market while also introducing new products and services.
  • You and your team have concerns that the existing application portfolio is not up to the task.
  • While you may understand the need for greater investment to modernize your portfolio, leadership does not appreciate what is required.
  • For well-established organizations, applications can have a long lifespan. Employees who are used to existing tools and processes often resist change.
  • Modernization plans can be substantial, but budget and resources are limited.
  • Poor documentation of legacy applications can make it challenging to know what to modernize and how to do it effectively.
  • There are concerns that any changes will have material impacts on business continuity.
  • Info-Tech will enable you to build a proposal deck to make the case for legacy application modernization for your stakeholders. This will assist with:
    • Defining what a legacy application is in the context of your organization.
    • Creating a list of candidate applications for modernization.
    • Articulating the right disposition strategy for each selected applications.
    • Laying out what is next on your modernization journey.

Info-Tech Insight
Legacy modernization is a process, not a single event. Your modernization approach requires you to understand your landscape and decide on a path that minimizes business continuity risks, keeps investments under control, and is prepared for surprises but always has your final state in mind.

An approach to making the case for legacy application modernization

Understand
Assess the challenges, lay out the reasons, define your legacy, and prepare to remove the barriers to modernization.
Assess
Determine the benefits by business capability. Leverage APM foundations to select the candidate applications and prioritize.
Legacy Application Modernization
Define
Use the prioritized application list to drive the next steps to modernization.

Legacy application modernization is perceived as necessary to remain competitive

The 2022 State CIO Survey by NASCIO shows that legacy application modernization jumped from fifth to second in state CIO priorities.

"Be patient and also impatient. Patient because all states have a lot of legacy tech they are inheriting and government is NOT easy. But also, impatient because there is a lot to do - make your priorities clear but also find out what the CIO needs to accomplish those priorities."

Source: NASCIO, 2022

State CIO Priorities

US government agencies feel pressured to deal with legacy applications

In fiscal year 2021, the US government planned to spend over $100 billion on information technology. Most of that was to be used to operate and maintain existing systems, including legacy applications, which can be both more expensive to maintain and more vulnerable to hackers. The Government Accountability Office (GAO) identified:

  • 10 critical federal IT legacy systems
  • In operation between 8 and 51 years
  • Collectively cost $337 million per year to operate and maintain

Source: U.S. Government Accountability Office, 2021

Example: In banking, modern platforms are essential

Increasing competition from fintech 73% of financial services executives perceive retail banking as being the most susceptible to fintech disruption (PwC, 2016)
Growing number of neo-banks The International Monetary Fund (IMF) notes the fast growth of fintech in financial services is creating systemic risk to global financial stability (IMF, 2022)
Access to data and advanced analytics Estimated global bank revenue lost due to poor data is 15% to 25% (MIT, 2017)
Shifting client expectations/demographics 50% of Gen X, millennials, and Gen Z use a digital bank to provide their primary checking account (Finextra, 2022)
Generational transfer of wealth It is estimated that up to US$68 trillion in wealth will be transferred from baby boomers (Forbes, 2021)

Case Study

Delta takes off with a modernized blend of mainframes and cloud

INDUSTRY: Transportation
SOURCE: CIO Magazine, 2023

Challenge
The airline has hundreds of applications in the process of moving to the cloud, but most main capabilities are underpinned by workloads on the mainframe and will remain so for the foreseeable future.
Some of those workloads include travel reservation systems and crew scheduling systems - mission-critical, 24/7 applications that are never turned off.
Solution
Delta has shifted to a hybrid architecture, with a customer experience transformation that makes the most of the cloud's agility and the mainframe's dependability.
Delta's foray into the cloud began about two years ago as the pandemic brought travel to a virtual halt. The airline started migrating many front-end and distributed applications to the cloud while retaining traditional back-end workloads on the mainframe.
Results
Hybrid infrastructures are expected to remain in complex industries such as airlines and banking, where high availability and maximum reliability are non-negotiable.
While some CIOs are sharpening their mainframe exit strategies by opting for a steep journey to the cloud, mainframes remain ideal for certain workloads.

Phase 1: Make the Case for Legacy Application Modernization

Phase 1
1.1 Understand your challenges
1.2 Define legacy applications
1.3 Assess your barriers
1.4 Find the impacted capabilities
1.5 Define candidate applications
1.6 Now, Next, Later

This phase will walk you through the following activities:

  • Understand your challenges with modernization
  • Define legacy applications in your context
  • Assess your barriers to modernization
  • Find the impacted capabilities and their benefits
  • Define candidate applications and dispositions

This phase involves the following participants:

  • Application group leaders
  • Individual application owners

Adapt Your Onboarding Process to a Virtual Environment

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  • Parent Category Name: Attract & Select
  • Parent Category Link: /attract-and-select
  • For many, the WFH arrangement will be temporary, however, the uncertainty around the length of the pandemic makes it hard for organizations to plan long term.
  • As onboarding plans traditionally carry a six- to twelve-month outlook, the uncertainty around how long employees will be working remotely makes it challenging to determine how much of the current onboarding program needs to change. In addition, introducing new technologies to a remote workforce and planning training on how to access and effectively use these technologies is difficult.

Our Advice

Critical Insight

  • The COVID-19 pandemic has led to a virtual environment many organizations were not prepared for.
  • Focusing on critical parts of the onboarding process and leveraging current technology allows organizations to quickly adapt to the uncertainty and constant change.

Impact and Result

  • Organizations need to assess their existing onboarding process and identify the parts that are critical.
  • Using the technology currently available, organizations must adapt onboarding to a virtual environment.
  • Develop a plan to re-assess and update the onboarding program according to the duration of the situation.

Adapt Your Onboarding Process to a Virtual Environment Research & Tools

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

1. Assess current onboarding processes

Map the current onboarding process and identify the challenges to a virtual approach.

  • Adapt Your Onboarding Process to a Virtual Environment Storyboard
  • Virtual Onboarding Workbook
  • Process Mapping Guide

2. Modify onboarding activities

Determine how existing onboarding activities can be modified for a virtual environment.

  • Virtual Onboarding Ideas Catalog
  • Performance Management for Emergency Work-From-Home

3. Launch the virtual onboarding process and plan to re-assess

Finalize the virtual onboarding process and create an action plan. Continue to re-assess and iterate over time.

  • Virtual Onboarding Guide for HR
  • Virtual Onboarding Guide for Managers
  • HR Action and Communication Plan
  • Virtual Onboarding Schedule
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Master the Secrets of VMware Licensing to Maximize Your Investment

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  • A lack of understanding around VMware’s licensing models, bundles, and negotiation tactics makes it difficult to negotiate from a position of strength.
  • Unfriendly commercial practices combined with hyperlink-ridden agreements have left organizations vulnerable to audits and large shortfall payments.
  • Enterprise license agreements (ELAs) come in several purchasing models and do not contain the EULA or various VMware product guide documentation that governs license usage rules and can change monthly.
  • Without a detailed understanding of VMware’s various purchasing models, shelfware often occurs.

Our Advice

Critical Insight

  • Contracts are typically overweighted with a discount at the expense of contractual T&Cs that can restrict license usage and expose you to unpleasant financial surprises and compliance risk.
  • VMware customers almost always have incomplete price information from which to effectively negotiate a “best in class” ELA.
  • VMware has a large lead in being first to market and it realizes that running dual virtualization stacks is complex, unwieldy, and expensive. To further complicate the issues, most skill sets in the industry are skewed towards VMware.

Impact and Result

  • Negotiate desired terms and conditions at the start of the agreement, and prioritize which use rights may be more important than an additional discount percentage.
  • Gather data points and speak with licensing partners to determine if the deal being offered is in fact as great as VMware says it is.
  • Beware of out-year pricing and ELA optimization reviews that may provide undesirable surprises and more spend than was planned.

Master the Secrets of VMware Licensing to Maximize Your Investment Research & Tools

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

1. Manage Your VMware Agreements – Use the Info-Tech tools capture your existing licenses and prepare for your renewal bids.

Use Info-Tech’s licensing best practices to avoid shelfware with VMware licensing and remain compliant in case of an audit.

  • Master the Secrets of VMware Licensing to Maximize Your Investment Storyboard

2. Manage your VMware agreements

Use Info-Tech’s licensing best practices to avoid shelfware with VMware licensing and remain compliant in case of an audit.

  • VMware Business as Usual – Install Base SnS Renewal Only Tool
  • VMware ELA RFQ Template

3. Transition to the VMWare Cloud – Use these tools to evaluate your ELA and vShpere requirements and make an informed choice.

Manage your renewals and transition to the cloud subscription model.

  • VPP Transactional Purchase Tool
  • VMware ELA Analysis Tool
  • vSphere Edition 7 Features List

Infographic

Further reading

Master the Secrets of VMware Licensing to Maximize Your Investment

Learn the essential steps to avoid overspending and to maximize negotiation leverage with VMware.

EXECUTIVE BRIEF

Analyst Perspective

Master the Secrets of VMware Licensing to Maximize Your Investment.

The image contains a picture of Scott Bickley.

The mechanics of negotiating a deal with VMware may seem simple at first as the vendor is willing to provide a heavy discount on an enterprise license agreement (ELA). However, come renewal time, when a reduction in spend or shelfware is needed, or to exit the ELA altogether, the process can be exceedingly frustrating as VMware holds the balance of power in the negotiation.

Negotiating a complete agreement with VMware from the start can save you from an immense headache and unforeseen expenditures. Many VMware customers do not realize that the terms and conditions in the Volume Purchasing Program (VPP) and Enterprise Purchasing Program (EPP) agreements limit how and where they are able to use their licenses.

Furthermore, after the renewal is complete, organizations must still worry about the management of various license types, accurate discovery of what has been deployed, visibility into license key assignments, and over and under use of licenses.

Preventive and proactive measures enclosed within this blueprint will help VMware clients mitigate this minefield of challenges.

Scott Bickley
Practice Lead, Vendor Management
Info-Tech Research Group

Executive Summary

Your Challenge

Common Obstacles

Info-Tech’s Approach

VMware's dominant position in the virtualization space can create uncertainty to your options in the long term as well as the need to understand:

  • The hybrid cloud model.
  • Hybrid VM security and management.
  • New subscription license model and how it affects renewals.

Make an informed decision with your VMware investments to allow for continued ROI.

There are several hurdles that are presented when considering a VMware ELA:

  • Evolving licensing and purchasing models
  • Understanding potential ROI in the cloud landscape
  • Evolving door of corporate ownership

Overcoming these and other obstacles are key to long-term satisfaction with your VMware infrastructure.

Info-Tech has a two-phase approach:

  • Manage your VMware agreements.
  • Plan a transition to the cloud.

A tactical roadmap approach to VMware ELA and the cloud will ensure long-term success and savings.

Info-Tech Insight

VMware customers almost always have incomplete price information from which to effectively negotiate a “best in class” ELA.

Your challenge

VMware's dominant position in the virtualization space can create uncertainty to your options in the long term driven by:

  • VMware’s dominant market position and ownership of the virtualization market, which is forcing customers to focus on managing capacity demand to ensure a positive ROI on every license.
  • The trend toward a hybrid cloud for many organizations, especially those considering using VMware in public clouds, resulting in confusion regarding licensing and compliance scenarios.

ELAs and EPPs are generally the only way to get a deep discount from VMware.

The image contains a pie chart to demonstrate that 85% have answered yes to being audited by VMware for software license compliance.

Common obstacles

There are several hurdles that are presented when considering a VMware ELA.

  • A lack of understanding around VMware’s licensing models, bundles, and negotiation tactics makes it difficult to negotiate from a position of strength.
  • Unfriendly commercial practices combined with hyperlink-ridden agreements have left organizations vulnerable to audits and large shortfall payments.
  • ELAs come in several purchasing models and do not contain the EULA or various VMware product guide documentation that govern license usage rules and can change monthly.

Competition is a key driver of price

The image contains a screenshot of a bar graph to demonstrate virtualization market share % 2022.

Source: Datanyze

Master the Secrets of VMware Licensing to Maximize your Investment

The image contains a screenshot of the Thought model on Master the secrets of VMware Licensing to Maximize your Investment.

Info-Tech’s methodology for Master the Secrets of VMware Licensing to Maximize Your Investment

1. Manage Your VMware Agreements

2. Transition to the VMware Cloud

Phase Steps

1.1 Establish licensing requirements

1.2 Evaluate licensing options

1.3 Evaluate agreement options

1.4 Purchase and manage licenses

1.5 Understand SnS renewal management

2.1 Understand the VMware subscription model

2.2 Migrate workloads and licenses

2.3 Manage SnS and cloud subscriptions

Phase Outcomes

Understanding of your licensing requirements and what agreement option best fits your needs for now and the future.

Knowledge of VMware’s sales model and how to negotiate the best deal.

Knowledge of the evolving cloud subscription model and how to plan your cloud migration and transition to the new licensing.

Insight summary

Overarching insight

With the introduction of the subscription licensing model, VMware licensing and renewals are becoming more complex and require a deeper understanding of the license program options to best manage renewals and cloud deployments as well as to maximize legacy ROI.

Phase 1 insight

Contracts are typically overweighted with a discount at the expense of contractual T&Cs that can restrict license usage and expose you to unpleasant financial surprises and compliance risk.

Phase 1 insight

VMware has a large lead in being first to market and it realizes running dual virtualization stacks is complex, unwieldy, and expensive. To further complicate the issues, most skill sets in the industry are skewed toward VMware.

Phase 2 insight

VMware has purposefully reduced a focus on the actual license terms and conditions; most customers focus on the transactional purchase or the ELA document, but the rules governing usage are on a website and can be changed by VMware regularly.

Tactical insight

Beware of out-year pricing and ELA optimization reviews that may provide undesirable surprises and more spend than was planned.

Tactical insight

Negotiate desired terms and conditions at the start of the agreement, and prioritize which use rights may be more important than an additional discount percentage.

Blueprint deliverables

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

VMware ELA Analysis Tool

VMware ELA RFQ Template Tool

VPP Transaction Purchase Tool

VMware ELA Analysis Tool

Use this tool as a template for an RFQ with VMware ELA contracts.

Use this tool to analyze cost breakdown and discount based on your volume purchasing program (VPP) level.

The image contains screenshots of the VMware ELA Analysis Tool. The image contains a screenshot of the VMware ELA RFQ template tool. The image contains a screenshot of the VPP Transaction Purchase Tool.

Key deliverable:

VMware Business as Usual SnS Renewal Only Tool

Use this tool to analyze discounts from a multi-year agreement vs. prepay. See how you can get the best discount.

The image contains screenshots of the VMware Business as Usual SnS Renewal Only Tool.

Blueprint Objectives

The aim of this blueprint is to provide a foundational understanding of VMware’s licensing agreement and best practices to manage them.

Why VMware

What to Know

The Future

VMware is the leader in OS virtualization, however, this is a saturated market, which is being pressured by public and hybrid cloud as a competitive force taking market share.

There are few viable alternatives to VMware for virtualization due to vendor lock-in of existing IT infrastructure footprint. It is too difficult and cost prohibitive to make a shift away from VMware even when alternative solutions are available.

ELAs are the preferred method of contracting as it sets the stage for a land-and-expand product strategy; once locked into the ELA model, customers must examine VMware alternatives with preference or risk having Support and Subscription Services (SnS) re-priced at retail.

VMware does not provide a great deal of publicly available information regarding its enterprise license agreement (ELA) options, leaving a knowledge gap that allows the sales team to steer the customer.

VMware is taking countermeasures against increasing competition.

Recent contract terms changed to eliminate perpetual caps on SnS renewals; they are now tied to a single year of discounted SnS, then they go to list price.

Migration of list pricing to a website versus contract, where pricing can now be changed, reducing discount percentage effectiveness.

Increased audits of customers, especially those electing to not renew an ELA.


Examining VMware’s vendor profile

Turbonomics conducted a vendor profile on major vendors, focusing on licensing and compliance. It illustrated the following results:

The image contains a pie graph to demonstrate that the majority of companies say yes to using license enterprise software from VMware.

The image contains a bar graph to demonstrate what license products organizations use of VMware products.

Source: Turbonomics
N-sample size

Case Study

The image contains a logo for ADP.

INDUSTRY: Finance

SOURCE: VMware.com

“We’ll have network engineers, storage engineers, computer engineers, database engineers, and systems engineers all working together as one intact team developing and delivering goals on specific outcomes.” – Vipul Nagrath, CIO, ADP

Improving developer capital management

Constant innovation helped ADP keep ahead of customer needs in the human resources space, but it also brought constant changes to the IT environment. Internally, the company found it was spending too long working on delivering the required infrastructure and system updates. IT staff wanted to improve velocity for refreshes to better match the needs of ADP developers and encourage continued development innovation.

Business needs

  • Improve turnaround time on infrastructure refreshes to better meet developer roadmaps.
  • Establish an IT culture that works at the global scale of ADP and empowers individual team members.
  • Streamline approach toward infrastructure resource delivery to reduce need for manual management.

Impact

  • Infrastructure resource delivery reduced from 100+ days to minutes, improving ADP developer efficiency.
  • VMware Cloud™ on AWS establishes seamless private and public cloud workflows, fostering agility and innovation.
  • Automating IT management redirects resources to R&D, boosting time to market for new services.

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

DIY Toolkit

Guided Implementation

Workshop

Consulting

“Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.” “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.” “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.” “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

Diagnostics and consistent frameworks used throughout all four options

Guided Implementation

What does a typical GI on this topic look like?

Phase 1 Phase 2 Phase 3

Call #1: Discuss scope requirements, objectives, and your specific challenges.

Call #2: Assess the current state.

Determine licensing position.

Call #3: Complete a deployment count, needs analysis, and internal audit.

Call #4: Review findings with analyst:

  • Review licensing options.
  • Review licensing rules.
  • Review contract option types.

Call #5: Select licensing option. Document forecasted costs and benefits.

Call #6: Review final contract:

  • Discuss negotiation points.
  • Plan a roadmap for SAM.

Call #7: Negotiate final contract. Evaluate and develop a roadmap for SAM.

A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

A typical GI is between 2 to 6 calls over the course of 1 to 2 months.

Phase # 1

Manage Your VMware Agreements

Phase 1

Phase 2

1.1 Establish licensing requirements

1.2 Evaluate licensing options

1.3 Evaluate agreement options

1.4 Purchase and manage licenses

2.1 Understand the VMware subscription model

2.2 Migrate workloads and licenses

2.3 Discuss the VMware sales approach

2.4 Manage SnS and cloud subscriptions

This phase will walk you through the following activities:

  • Understanding the VMware licensing model
  • Understanding the license agreement options
  • Understanding the VMware sales approach

This phase will take you thorough:

  • The new VMware subscription movement to the cloud
  • How to prepare and migrate
  • Manage your subscriptions efficiently

1.1 Establish licensing requirements

VMware has greatly improved the features of vSphere over time.

vSphere Main Editions Overview

  • vSphere Standard – Provides the basic features for server consolidation. A support and subscription contract (SnS) is mandatory when purchasing the vSphere Standard.
  • vSphere Enterprise Plus – Provides the full range of vSphere features. A support and subscription contract (SnS) is mandatory when purchasing the Enterprise Plus editions.
  • vSphere Essentials kit – The Essentials kit is an all-in-one solution for small environments with up to three hosts (2 CPUs on each host). Support is optional when purchasing the Essentials kit and is available on a per-incident basis.
  • vSphere Essentials Plus kit – This is similar to the Essentials kit and provides additional features such as vSphere vMotion, vSphere HA, and vSphere replication. A support and subscription contract (SnS) is sold separately, and a minimum of one year of SnS is required.

Review vSphere Edition Features

The image contains a screenshot to review the vSphere Edition Features.

Download the vSphere Edition 7 Features List

1.2 Evaluate licensing options

VMware agreement types

Review purchase options to align with your requirements.

Transactional VPP EPP ELA

Transactional

Entry-level volume license purchasing program

Mid-level purchasing program

Highest-level purchasing program

  • Purchasing in this model is not recommended for business purposes unless very infrequent and low quantities.
  • 250 points minimum
  • Four tiers of discounts
  • Rolling eight-quarter points accumulation period
  • Discounts on license only

Deal size of initial purchase typically is:

  • US$250K MSRP License + SnS (2,500 tokens)
  • Exceptions do exist with purchase volume

Minimum deal size of top-up purchase:

  • US$50K MSRP License + SnS (500 tokens)
  • Initial purchase determines token level
  • Three-year term

Minimum deal size of initial purchase:

  • US$150K-$250K
  • Discounted licenses and SnS through term of contract
  • Single volume license key
  • No final true-up
  • Global deployment rights and consolidation of multiple agreements

1.2.1 The Volume Purchasing Program (VPP)

This is the entry-level purchasing program aimed at small/mid-sized organizations.

How the program works

  • The threshold to be able to purchase from the VPP program is 250 points minimum, equivalent to $25,000.
  • Discounts attained can only be applied to license purchases. They do not apply to service and support/renewals. Discounts range from 4% to 12%.
  • For the large majority of products 1 VPP point = ~$100.
    • Point values will be the same globally.
    • Point ratios may vary over time as SKUs are changed.
    • Points are valid for two years.

Benefits

  • Budget predictability for two years.
  • Simple license purchase process.
  • Receive points on qualifying purchases that accumulate over a rolling eight-quarter period.
  • Online portal for tracking purchases and eligible discounts.
  • Global program where affiliates can purchase from existing contract.

VPP Point & Discount Table

Level

Point Range

Discount

1

250-599

4%

2

600-999

6%

3

1,000-1,749

9%

4

1,750+

12%

Source: VMware Volume Purchasing Program

1.2.2 Activity VPP Transactional Purchase Tool

1-3 hours

Instructions:

  1. Use the tool to analyze the cost breakdown and discount based on your Volume Purchasing Program level.
  2. On tab 1, Enter SnS install base renewal units and or new license details.
  3. Review tab 2 for Purchase summary.

The image contains a screenshot of the VPP Transactional Purchase Tool.

Input Output
  • SnS renewal details
  • New license requirements and pricing
  • Transaction purchase summary
  • Estimated VPP purchase level
Materials Participants
  • Current VMware purchase orders
  • Any SnS renewal requirements
  • Transaction Purchase Tool
  • Procurement
  • Vendor Management
  • Licensing Admin

Download the VPP Transactional Purchase Tool

1.3 Evaluate agreement options

Introduction to EPP and ELA

What to know when using a token/credit-based agreement.

Token/credit-based agreements carry high risk as customers are purchasing a set number of tokens/credits to be redeemed during the ELA term for licenses.

  • Tokens/credits that are not used during the ELA term expire and become worthless.
  • By default in most agreements (negotiation dependent), tokens/credits are tied to pricing maintained by VMware on its website that is subject to change (increase usually), resulting in a reduced value for the tokens/credits.
    • Therefore, it is necessary to negotiate to have current list prices for all products/versions included in the ELA to prevent price increases while in the current ELA term.
  • Token-based agreements may come with a lower overall discount level as VMware is granting more flexibility in terms of the wider product selection offered, vendor cost of overhead to manage the redemption program, currency exchange risks, and more complex revenue recognition headaches.

1.3.1 The Enterprise Purchasing Program (EPP)

This is aimed at mid-tier customers looking for flexibility with deeper discounting.

How the program works

  • Token-based program in which tokens are redeemed for licenses and/or SnS.
    • Tokens can be added at any time to active fund.
    • Token usage is automatically tracked and reported.
  • Minimum order of 2,500 tokens, equivalent to $250,000 (1 token=$100).
    • Exceptions have been made, allowing for lower minimum spends.
  • Restricted to specific regions, not a global agreement.
  • Self-service portal for access to license keys and support entitlements.
  • Deeper discounting than the VMware Volume Purchase Program.
  • EPP initial purchase gets VPP L4 for four years.

Benefits

  • Able to mix and match VMware products, manage licenses, and adjust deployment strategy.
  • Prices are protected for term of the EPP agreement.
  • Number of tokens needed to obtain a product or SnS are negotiated at the start of the contract and fixed for the term.
  • SnS is co-termed to the EPP term.
  • Ability to purchase new products that become available at a future date and are listed on the EPP Eligibility Matrix.

EPP Level & Point Table

Level

Point Range

7

2,500-3,499

8

3,500-4,499

9

4,500-5,999

10

6,000+

Source: VMware Volume Purchasing Program

1.3.2 The ELA is aimed at large global organizations, offering the deepest discounts with operational benefits and flexibility

What is an ELA?

  • The ELA agreement provides the best vehicle for global enterprises to obtain maximum discounts and price-hold protection for a set period of time. Discounts and price holds are removed once an ELA has expired.
  • The ELA minimum spend previously was $500,000. Purchase volume now generally starts at $250K total spend with exceptions and, depending on VMware, it may be possible to attain for $150K in net-new license spend.

Key things to know

  • Customers pay up front for license and SnS rights, but depending on the deployment plans, the value of the licenses is not realized and/or recognized for up to two years after point of purchase.
  • License and SnS is paid up front for a three-year period in most ELAs, although a one- or two-year term can be negotiated.
  • Licenses not deployed in year one should be discounted in value and drive a re-evaluation of the ELA ROI, as even heavily discounted licenses that are not used until year three may not be such a great deal in retrospect.
    • Use a time value of money calculation to arrive at a realistic ROI.
    • Partner with Finance and Accounting to ensure the ROI also clears any Internal Hurdle Rate (IHR).
    • Share and strategically position your IHR with VMware and resellers to ensure they understand the minimum value an ELA deal must bring to the table.
  • Organizational changes, such as merger, acquisition, and divestiture (MAD) activities, may result in the customer paying for license rights that can no longer be used and/or require a renegotiated ELA.

Info-Tech Insight

If a legacy ELA exists that has “deploy or lose” language, engage VMware to recapture any lost license rights as VMware has changed this language effective with 2016 agreements and there is an “appeals” process for affected customers.

1.3.3 Select the best ELA variant to match your specific demand profile and financial needs

The advantages of an ELA are:

  • Maximum discount level + price protection
  • SnS discounted at % of net license fee
  • Sole option for global use territory rights

General disadvantages are:

  • Term lock-in with SnS for three years
  • Pay up front and if defer usage, ROI drops
  • Territory rights priced at a premium versus domestic use rights

Type of ELAs

ELA Type

Description

Pros and Cons

Capped (max quantities)

Used to purchase a specific quantity and type of license.

Pro – Clarity on what will be purchased

Pro – Lower risk of over licensing

Con – Requires accurate forecasting

All you can eat or unlimited

Used to purchase access to specified products that can be deployed in unlimited quantities during the ELA term.

Pro – Acquire large quantity of licenses

Pro – Accurate forecasting not critical

Con – Deployment can easily exceed forecast, leading to high renewal costs

Burn-down

A form of capped ELA purchase that uses prepaid tokens that can be used more flexibly to acquire a variety of licenses or services. This can include the hybrid purchasing program (HPP) credits. However, the percentage redeemable for VMware subscription services may be limited to 10% of the MSRP value of the HPP credit.

Pro – Accurate demand forecast not critical

Pro – Can be used for products and services

Con – Unused tokens or credits are forfeited

True-up

Allows for additional purchases during the ELA term on a determined schedule based on the established ELA pricing.

Pro – Consumption payments matched after initial purchase

Pro – Accurate demand forecast not critical

Con – Potentially requires transaction throughout term

1.4 Purchase and manage licenses

Negotiating ELA terms and conditions

Editable copies of VMware’s license and governance documentation are a requirement to initiate the dialogue and negotiation process over T&Cs.

VMware’s licensing is complex and although documentation is publicly available, it is often hidden on VMware’s website.

Many VMware customers often overlook reviewing the license T&Cs, leaving them open to compliance risks.

It is imperative for customers to understand:

  • Product definition for licensing of each acquired product
  • Products included by bundle
  • Use restrictions:
    • The VMware Product Guide, which includes information about:
      • ELA Order Forms, Amendments, Exhibits, EULA, Support T&Cs, and other policies that add dozens of pages to a contractual agreement.
      • All of these documents are web based and can change monthly; URL links in the contract do not take the user to the actual document but a landing page from which customers must find the applicable documents.
    • Obtain copies of ALL current documents at the time of your order and keep as a reference in the CLM and SAM systems.

Build in time to obtain, review, and negotiate these documents (easily weeks to months).

1.4.1 Negotiating ELA terms and conditions specifics

License and Deployment

  • Review perpetual use rights for all licenses purchased under the ELA (exception being subscription services).
  • Carefully scrutinize contract language for clearly defined deployment rights.
    • Some agreements contain language that terminates the use rights for licenses not deployed by the end of the ELA term.
  • While older contracts would frequently contain clearly defined token values and product prices for the ELA term, VMware has moved away from this process and now refers to URL links for current MSRP pricing.

Use Rights

  • The customer’s legal entities and territories listed in the contract are hard limits on the license usage via the VMware Product Guide definitions. Global use rights are not a standard license grant with VMware license agreement by default. Global rights are usually tied to an ELA.
  • VMware audits most aggressively against violations of territory use rights and will use the non-compliance events to resolve the issue via a commercial transaction.
    • Negotiate for assignment rights with no strings attached in terms of fees or multi-party consent by future affiliates or successors to a surviving entity.
  • Extraordinary Corporate Transaction clause: VMware’s standard language prevents customers from using licenses within the ELA for any third party that becomes part of customer’s business by way of acquisition, merger, consolidation, change of control, reorganization, or other similar transaction.
    • Request VMware to drop this language.
  • Include any required language pertaining to MAD events as default language will not allow for transfer or assignment of license rights.

Checklist of necessary information to negotiate the best deal

Product details that go beyond the sales pitch

  • Product family
  • Unique product SKU for license renewal
  • Part description
  • Current regional or global price list
  • One and three-year proposal for SnS renewals including new license and SnS detail
  • SnS term dates
  • Discount or offered prices for all line items (global pricing is generally ~20% higher than US pricing)

Different support levels (e.g. basic, enterprise, per incident)

  • Standard pricing:
    • Basic Support = 21% of current list price (12x5)
    • Production Support = 25% of current list price (24x7 for severity 1 issues) – defined in VMware Support and Subscription Services T&Cs; non-severity 1 issues are 12x5

Details to ensure the product being purchased matches the business needs

  • Realizing after the fact the product is insufficient with respect to functional requirements or that extra spend is required can be frustrating and extend expected timelines

SnS renewals pricing is based on the (1) year SnS list price

  • This can be bundled for a multi-year discounted SnS rate (can result in 12%+ under VPP)

Governing agreements, VPP program details

  • Have a printed copy of documents that are URL links, which VMware can change, allowing for surprises or unexpected changes in rules

1.4.2 Activity VMware ELA Analysis Tool

2-4 hours

Instructions:

  1. As a group, review the various RFQ responses. Identify top three proposals and start to enter proposal details into the VPP Prepay or ELA tabs of the analysis tool.
  2. Review savings in the ELA Offer Analysis tab.

The image contains screenshots of the VMware ELA Analysis Tool.

Input Output
  • RFQ requirements data
  • RFQ response data
  • Analysis of ELA proposals
  • ELA savings analysis
Materials Participants
  • RFQ response documents
  • ELA Analysis Tool
  • IT Leadership
  • Procurement
  • Vendor Management

Download the VMware ELA Analysis Tool

1.4.3 Negotiating ELA terms and conditions specifics: pricing, renewal, and exit

VMware does not offer price protection on future license consumption by default.

Securing “out years” pricing for SnS or the cost of SnS is critical or it will default to a set percentage (25%) of MSRP, removing the ELA discount.

Typically, the out year is one year; maximum is two years.

Negotiate the “go forward” SnS pricing post-ELA term as part of the ELA negotiations when you have some leverage.

Default after (1) out year is to rise to 25% of current MSRP versus as low as 20% of net license price within the ELA.

Carefully incorporate the desired installed-base licenses that were acquired pre-ELA into the agreement, but ensure unwanted licenses are removed.

Ancillary but binding support policies, online terms and conditions, and other hyperlinked documentation should be negotiated and incorporated as part of the agreement whenever possible.

1.4.4 Find the best reseller partner

Seek out a qualified VMware partner that will work with you and with your interest as a priority:

  1. Resellers, at minimum, should have achieved an enterprise-level rating, as these partners can offer the deepest discounts and have more clout with VMware.
  2. Select your reseller prior to engaging in any RFX acquisition steps. Verify they are enterprise level or higher AND secure their written commitment to maximum pass-through of the discounting provided to them by VMware.
  3. Document and prioritize key T&Cs for your ELA and submit to your sales team along with a requirement and timeline for their formal response. Essentially, this escalates outside of the VMware process and disrupts the status quo. Ideally this will occur in advance of being presented a contract by VMware and be pre-emptive in nature.
  4. If applicable and of benefit or a high priority, seek out a reseller that is willing to finance the VMware upfront payment cost at a low or no interest rate.
  5. It will be important to have ELA-level deals escalated to higher levels of authority to obtain “best in class” discount levels, above and beyond those prescribed in the VMware sales playbook.
  6. VMware’s standard process is to “route” customers through a pre-defined channel and “deal desk” process. Preferred pricing of up to an additional 10% discount is reserved for the first reseller that registers the deal with VMware, with larger discounts reserved for the Enterprise and Premium partners. Additional discounts can be earned if the deal closes within specified time periods (First Deal Registration).

1.4.5 Activity VMware ELA RFQ Template

1-3 hours

Use this tool for as a template for an RFQ with VMware ELA contracts.

  1. For SnS renewals that contain no new licenses, state that the requirement for award consideration is the provisioning of all details for each itemized SnS renewal product code corresponding to all the licenses of your installed base. The details for the renewals are to be placed in Section 1 of the template.
  2. SnS Renewal Options: Info-Tech recommends that you ask for one- and three-year SnS renewal proposals, assuming these terms are realistic for your business requirements. Then compare your SnS BAU costs for these two options against ELA offers to determine the best choice for your renewal.

The image contains a screenshot of the VMware ELA RFQ Template.

Input Output
  • Renewing SnS data
  • Agreement type options
  • Detailed list of required licenses
  • Summary list of SnS requirements
Materials Participants
  • RFQ Template
  • SnS renewal summary
  • New license/subscription details
  • IT Leadership
  • Vendor Management
  • Procurement

Download the VMware ELA RFQ Template

1.4.6 Consider your path forward

Consider your route forward as contract commitments, license compliance, and terms and conditions differ in structure to perpetual models previously used.

  • Are you able to accurately discover VMware licensing within your environment?
  • Is licensing managed for compliance? Are internal audits conducted so you have accurate results?
  • Have the product use rights been examined for terms and conditions such as geographic rights? Some T&Cs may change over time due to hyperlinked references within commercial documents.
  • How are Oracle and SQL being used within your VMware environment? This may affect license compliance with Oracle and Microsoft in virtualized environments.
  • Prepare for the Subscription model; it’s here now and will be the lead discussion with all VMware reps going forward.

Shift to Subscription

  1. With the $64bn takeover by Broadcom, there will be a significant shift and pressure to the subscription model.
  2. Broadcom has significant growth targets for its VMware acquisition that can only be achieved through a strong press to a SaaS model.

Info-Tech Insight

VMware has a license cost calculator and additional licensing documents that can be used to help determine what spend should be.

Phase # 2

Transition to the VMware Cloud

Phase 1

Phase 2

1.1 Establish licensing requirements

1.2 Evaluate licensing options

1.3 Evaluate agreement options

1.4 Purchase and manage licenses

2.1 Understand the VMware subscription model

2.2 Migrate workloads and licenses

2.3 Discuss the VMware sales approach

2.4 Manage SnS and cloud subscriptions

This phase will walk you through the following activities:

  • Understand the VMware licensing model
  • Understand the license agreement options
  • Understand the VMware sales approach

This phase will take you thorough:

  • The new VMware subscription movement to the cloud
  • How to prepare and migrate
  • Manage your subscriptions efficiently

2.1 Understand the VMware subscription model

VMware Cloud Universal

  • VMware Cloud Universal unifies compute, network, and storage capabilities across infrastructures, management, and applications.
  • Take advantage of financial and cloud management flexibility by combining on-premises and SaaS capabilities for automation, operations, log analytics, and network visibility across your infrastructure.
  • Capitalize on VMware knowledge by integrating proven migration methods and plans across your transformation journey such as consumption strategies, business outcome workshops, and more.
  • Determine your eligibility to earn a one-time discount with this exclusive benefit designed to offset the value of your current unamortized VMware on-premises license investments and then reallocate toward your multi-cloud initiatives.

2.2 Migrate workloads and licenses to the cloud

There are several cloud migration options and solutions to consider.

  • VMware Cloud offers solutions that can provide a low-cost path to the cloud that will help accelerate modernization.
  • There are also many third-party solution providers who can be engaged to migrate workloads and other infrastructure to VMware Cloud and into other public cloud providers.
  • VMware Cloud can be deployed on many IaaS providers such as AWS, Azure, Google, Dell, and IBM.

VMware Cloud Assist

  1. Leverage all available transition funding opportunities and any IaaS migration incentives from VMware.
  2. Learn and understand the value and capabilities of VMware vRealize Cloud Universal to help you transition and manage hybrid infrastructure.

2.2.1 Manage your VMware cloud subscriptions

Use VMware vRealize to manage private, public, and local environments.

Combine SaaS and on-premises capabilities for automation, operations, log analytics, network visibility, security, and compliance into one license.

The image contains a screenshot of a diagram to demonstrate VMware cloud subscriptions.

2.3 The VMware sales approach

Understand the pitch before entering the discussion

  1. VMware will present a PowerPoint presentation proposal comparing a Business-as-Usual (BAU) scenario versus the ELA model.
  2. Critical factors to consider if considering the proposed ELA are growth rate projections, deployment schedule, cost of non-ELA products/options, shelf-ware, and non-ELA discounts (e.g. VPP, multi-year, or pre-paid).
  3. Involving VMware’s direct account team along with your reseller in the negotiations can be beneficial. Keep in mind that VMware ultimately decides on the final price in terms of the discount that is passed through. Ensure you have a clear line of sight into how pricing is determined.
  4. Explore reseller incentives and promotional programs that may provide for deeper than normal discount opportunities.

INFO-TECH TIP: Create your own assumptions as inputs into the BAU model and then evaluate the ELA value proposition instead of depending on VMware’s model.

2.4 Manage SnS and cloud subscriptions

The new subscription model is making SnS renewal more complex.

  • Start renewal planning four to six months prior to anniversary.
  • Work closely with your reseller on your SnS renewal options.
  • Request “as is” versus subscription renewal proposal from reseller or VMware with a “savings” component.
  • Consider and review multi-year versus annual renewal; savings will differ.
  • For the Subscription transition renewal model, ensure that credits for legacy licensing is provided.
  • Negotiate cloud transition investments and incentives from VMware.

What information to collect and how to analyze it

  • Negotiating toward preferred terms on SnS is critical, more so than when new license purchases are made, as approximately 75-80% of server virtualization are at x86 workloads, where maintenance revenue is a larger source of revenue for VMware than new license sales.
  • All relevant license and SnS details must be obtained from VMware to include Product Family, Part Description, Product Code (SKU), Regional/Global List Price, SnS Term Dates, and Discount Price for all new licenses.
  • VMware has all costs tied to the US dollar; you must calculate currency conversion into ROI models as VMware does not adjust token values of products across geographies or currency of purchase. The token to dollar value by product SKU is locked for the three-year term. This translates into a variable cost model depending on how local currency fluctuates against the US dollar; time the initial purchase to take this into consideration, if applicable.
  • Products purchased based on MSRP price with each token contains a value of US$100. Under the Hybrid Purchasing Program (HPP) credit values and associated buying power will fluctuate over the term as VMware reserves the right to adjust current list prices. Consider locking in a set product list and pricing versus HPP.
  • Take a structured approach to discover true discounts via the use of a tailored RFQ template and options model to compare and contrast VMware ELA proposals.

Use Info-Tech Research Group’s customized RFQ template to discover true discount levels and model various purchase options for VMware ELA proposals.

The image contains a screenshot of the VMware RFQ Template Tool.

Summary of accomplishment

Knowledge Gained

  • The key pieces of licensing information that should be gathered about the current state of your own organization.
  • An in-depth understanding of the required licenses across all of your products.
  • Clear methodology for selecting the most effective contract type.
  • Development of measurable, relevant metrics to help track future project success and identify areas of strength and weakness within your licensing program.

Processes Optimized

  • Senior leaders in IT now have a clear understanding of the importance of licensing in relation to business objectives.
  • Understanding of the various licensing considerations that need to be made.
  • Contract negotiation.

Related Info-Tech Research

Prepare for Negotiations More Effectively

  • IT budgets are increasing, but many CIOs feel their budgets are inadequate to accomplish what is being asked of them.
  • Eighty percent of organizations don’t have a mature, repeatable, scalable negotiation process.
  • Training dollars on negotiations are often wasted or ineffective.

Price Benchmarking & Negotiation

You need to achieve an objective assessment of vendor pricing in your IT contracts, but you have limited knowledge about:

  • Current price benchmarking on the vendor.
  • Pricing and negotiation intelligence.
  • How to secure a market-competitive price.
  • Vendor pricing tiers, models, and negotiation tactics.

VMware vRealize Cloud Management

VMware vCloud Suite is an integrated offering that brings together VMware’s industry-leading vSphere hypervisor and VMware vRealize Suite multi-vendor hybrid cloud management platform. VMware’s new portable licensing units allow vCloud Suite to build and manage both vSphere-based private clouds and multi-vendor hybrid clouds.

Bibliography

Barrett, Alex. “vSphere and vCenter licensing and pricing explained -- a VMware license guide.” TechTarget, July 2010. Accessed 7 May 2018.
Bateman, Kayleigh. “VMware licensing, pricing and features mini guide.” Computer Weekly, May 2011. Accessed 7 May 2018.
Blaisdell, Rick. “What Are The Common Business Challenges The VMware Sector Faces At This Point In Time?” CIO Review, n.d. Accessed 7 May 2018.
COMPAREX. “VMware Licensing Program.” COMPAREX, n.d. Accessed 7 May 2018.
Couesbot, Erwann. “Using VMware? Oracle customers hate this licensing pitfall.” UpperEdge, 17 October 2016. Accessed 7 May 2018.
Crayon. “VMware Licensing Programs.” Crayon, n.d. Accessed 7 May 2018.
Datanyze." Virtualization Software Market Share.” Datanyze, n.d. Web.
Demers, Tom. “Top 18 Tips & Quotes on the Challenges & Future of VMware Licensing.” ProfitBricks, 1 September 2015. Accessed 7 May 2018.
Fenech, J. “A quick look at VMware vSphere Editions and Licensing.” VMware Hub by Altaro, 17 May 2017. Accessed 7 May 2018.
Flexera. “Challenges of VMware Licensing.” Flexera, n.d. Accessed 5 February 2018.
Fraser, Paris. “A Guide for VMware Licensing.” Sovereign, 11 October 2016. Accessed 7 May 2018.
Haag, Michael. “IDC Data Shows vSAN is the Largest Share of Total HCI Spending.” VMware Blogs, 1 December 2017. Accessed 7 May 2018.
Kealy, Victoria. “VMware Licensing Quick Guide 2015.” The ITAM Review, 17 December 2015. Accessed 7 May 2018.
Kirsch, Brian. “A VMware licensing guide to expanding your environment.” TechTarget, August 2017. Accessed 7 May 2018.
Kirupananthan, Arun. “5 reasons to get VMware licensing right.” Softchoice, 16 April 2018. Accessed 7 May 2018.
Knorr, Eric. “VMware on AWS: A one-way ticket to the cloud.” InfoWorld, 17 October 2016. Accessed 7 May 2018
Leipzig. “Help, an audit! License audits by VMware. Are you ready?” COMPAREX Group, 2 May 2016. Accessed 7 May 2018.
Mackie, Kurt. “VMware Rips Microsoft for Azure “Bare Metal” Migration Solution.” Redmond Magazine, 27 November 2017. Accessed 7 May 2018.
Micromail. “VMware vSphere Software Licensing.” Micromail, n.d. Accessed 7 May 2018.
Microsoft Corportation. “Migrating VMware to Microsoft Azure” Microsoft Azure, November 2017. Accessed 7 May 2018.
Peter. “Server Virtualization and OS Trends.” Spiceworks, 30 August 2016. Accessed 7 May 2018.
Rich. “VMware running on Azure.” The ITAM Review, 28 November 2017. Accessed 7 May 2018.
Robb, Drew. “Everything you need to know about VMware’s licensing shake up.” Softchoice, 4 March 2016. Accessed 7 May 2018.
Rose, Brendan. “How to determine which VMware licensing option is best.” Softchoice, 28 July 2015. Accessed 7 May 2018.
Scholten, Eric. “New VMware licensing explained.” VMGuru, 12 July 2011. Accessed 7 May 2018.
Sharwood, Simon. “Microsoft to run VMware on Azure, on bare metal. Repeat. Microsoft to run VMware on Azure.” The Register, 22 November 2017. Accessed 7 May 2018.
Siebert, Eric. “Top 7 VMware Management Challenges.” Veeam, n.d. Web.
Smith, Greg. “Will The Real HCI Market Leader Please Stand Up?” Nutanix, 29 September 2017. Accessed 7 May 2018.
Spithoven, Richard. “Licensing Oracle software in VMware vCenter 6.0.” LinkedIn, 2 May 2016. Accessed 7 May 2018.
VMTurbo, Inc. “Licensing, Compliance & Audits in the Cloud Era.” Turbonomics, November 2015. Web.
VMware. “Aug 1st – Dec 31st 2016 Solution Provider Program Requirements & Incentives & Rewards.” VMware, n.d. Web.
VMware. “Global Support and Subscription Services “SnS” Renewals Policy.” VMware, n.d. Web.
VMware. “Support Policies.” VMware, n.d. Accessed 7 May 2018.
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VMware. “VMware Cloud on AWS” VMware Cloud, n.d. Accessed 7 May 2018.
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VMware. "VMware Case Studies." VMware, n.d. Web.
Wiens, Rob. “VMware Enterprise Licensing – What You Need To Know. House of Brick, 14 April 2017. Accessed 7 May 2018

Integrate Threat Intelligence Into Your Security Operations

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  • Parent Category Name: Threat Intelligence & Incident Response
  • Parent Category Link: /threat-intelligence-incident-response
  • Organizations have limited visibility into their threat landscape, and as such are vulnerable to the latest attacks, hindering business practices, workflow, revenue generation, and damaging their public image.
  • Organizations are developing ad hoc intelligence capabilities that result in operational inefficiencies, the misalignment of resources, and the misuse of their security technology investments.
  • It is difficult to communicate the value of a threat intelligence solution when trying to secure organizational buy-in and the appropriate resourcing.
  • There is a vast array of “intelligence” in varying formats, often resulting in information overload.

Our Advice

Critical Insight

  1. Information alone is not actionable. A successful threat intelligence program contextualizes threat data, aligns intelligence with business objectives, and then builds processes to satisfy those objectives.
  2. Your security controls are diminishing in value (if they haven’t already). As technology in the industry evolves, threat actors will inevitably adopt new tools, tactics, and procedures; a threat intelligence program can provide relevant situational awareness to stay on top of the rapidly-evolving threat landscape.
  3. Your organization might not be the final target, but it could be a primary path for attackers. If you exist as a third-party partner to another organization, your responsibility in your technology ecosystem extends beyond your own product/service offerings. Threat intelligence provides visibility into the latest threats, which can help you avoid becoming a backdoor in the next big data breach.

Impact and Result

  • Assess the needs and intelligence requirements of key stakeholders.
  • Garner organizational buy-in from senior management.
  • Identify organizational intelligence gaps and structure your efforts accordingly.
  • Understand the different collection solutions to identify which best supports your needs.
  • Optimize the analysis process by leveraging automation and industry best practices.
  • Establish a comprehensive threat knowledge portal.
  • Define critical threat escalation protocol.
  • Produce and share actionable intelligence with your constituency.
  • Create a deployment strategy to roll out the threat intelligence program.
  • Integrate threat intelligence within your security operations.

Integrate Threat Intelligence Into Your Security Operations Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should implement a threat intelligence 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. Plan for a threat intelligence program

Assess current capabilities and define an ideal target state.

  • Integrate Threat Intelligence Into Your Security Operations – Phase 1: Plan for a Threat Intelligence Program
  • Security Pressure Posture Analysis Tool
  • Threat Intelligence Maturity Assessment Tool
  • Threat Intelligence Project Charter Template
  • Threat Intelligence RACI Tool
  • Threat Intelligence Management Plan Template
  • Threat Intelligence Policy Template

2. Design an intelligence collection strategy

Understand the different collection solutions to identify which best supports needs.

  • Integrate Threat Intelligence Into Your Security Operations – Phase 2: Design an Intelligence Collection Strategy
  • Threat Intelligence Prioritization Tool
  • Threat Intelligence RFP MSSP Template

3. Optimize the intelligence analysis process

Begin analyzing and acting on gathered intelligence.

  • Integrate Threat Intelligence Into Your Security Operations – Phase 3: Optimize the Intelligence Analysis Process
  • Threat Intelligence Malware Runbook Template

4. Design a collaboration and feedback program

Stand up an intelligence dissemination program.

  • Integrate Threat Intelligence Into Your Security Operations – Phase 4: Design a Collaboration and Feedback Program
  • Threat Intelligence Alert Template
  • Threat Intelligence Alert and Briefing Cadence Schedule Template
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Security Strategy

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  • member rating average days saved: 29
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The challenge

You may be experiencing one or more of the following:

  • You may not have sufficient security resources to handle all the challenges.
  • Security threats are prevalent. Yet many businesses struggle to embed systemic security thinking into their culture.
  • The need to move towards strategic planning of your security landscape is evident. How to get there is another matter.

Our advice

Insight

To have a successful information security strategy, take these three factors into account:

  • Holistic: your view must include people, processes, and technology.
  • Risk awareness: Base your strategy on the actual risk profile of your company. And then add the appropriate best practices.
  • Business-aligned: When your strategic security plan demonstrates alignment with the business goals and supports it, embedding will go much more straightforward.

Impact and results 

  • We have developed a highly effective approach to creating your security strategy. We tested and refined this for more than seven years with hundreds of different organizations.
  • We ensure alignment with business objectives.
  • We assess organizational risk and stakeholder expectations.
  • We enable a comprehensive current state assessment.
  • And we prioritize initiatives and build out a right-sized security roadmap.

 

The roadmap

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

Get up to speed

Read up on why you should build your customized information security strategy. Review our methodology and understand the four ways we can support you.

Assess the security requirements

It all starts with risk appetite, yes, but security is something you want to get right. Determine your organizations' security pressures and business goals, and then determine your security program's goals.

  • Build an Information Security Strategy – Phase 1: Assess Requirements
  • Information Security Requirements Gathering Tool (xls)
  • Information Security Pressure Analysis Tool (xls)

Build your gap initiative

Our best-of-breed security framework makes you perform a gap analysis between where you are and where you want to be (your target state). Once you know that, you can define your goals and duties.

  • Build an Information Security Strategy – Phase 2: Assess Gaps
  • Information Security Program Gap Analysis Tool (xls)

Plan the implementation of your security strategy 

With your design at this level, it is time to plan your roadmap.

  • Build an Information Security Strategy – Phase 3: Build the Roadmap

Let it run and continuously improve. 

Learn to use our methodology to manage security initiatives as you go. Identify the resources you need to execute the evolving strategy successfully.

  • Build an Information Security Strategy – Phase 4: Execute and Maintain
  • Information Security Strategy Communication Deck (ppt)
  • Information Security Charter (doc)

 

Assess Your IT Financial Management Maturity Effectively

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  • Parent Category Name: Cost & Budget Management
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Organizations wishing to mature their IT financial management (ITFM) maturity often face the following obstacles:

  • Unfamiliarity: Lack of knowledge and understanding related to ITFM maturity.
  • Shortsightedness: Randomly reacting to changing circumstances.
  • Exchange: Inability to consistently drive dialogues.
  • Perception: IT is perceived as a cost center instead of a trustworthy strategic partner.

Our Advice

Critical Insight

No matter where you currently stand in your ITFM practice, there is always room for improvement. Hence, a maturity assessment should be viewed as a self-improvement tool that is only valuable if you are willing to act on it.

Impact and Result

A mature ITFM practice leads to many benefits.

  • Foundation: Improved governance, skill sets, processes, and tools.
  • Data: An appropriate taxonomy/data model alongside accurate data for high-quality reporting and insights.
  • Language: A common vocabulary across the organization.
  • Organization Culture: Improved communication and collaboration between IT and business partners.

Assess Your IT Financial Management Maturity Effectively Research & Tools

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

1. Assess Your IT Financial Management Maturity Effectively Storyboard – A framework and step-by-step methodology to assess your ITFM maturity.

This research seeks to support IT leaders and ITFM practitioners in evaluating and improving their current maturity. It will help document both current and target states as well as prioritize focus areas for improvement.

  • Assess Your IT Financial Management Maturity Effectively Storyboard

2. IT Financial Management Maturity Assessment Tool – A structured tool to help you assess your ITFM maturity.

This Excel workbook guides IT finance practitioners to effectively assess their IT financial management practice. Incorporate the visual outputs into your final executive presentation document. Key activities include context setting, completing the assessment, and prioritizing focus areas based on results.

  • IT Financial Management Maturity Assessment Tool

3. IT Financial Management Maturity Assessment Report Template – A report summarizing your ITFM maturity assessment results to help you communicate with stakeholders.

Use this template to document your final ITFM maturity outputs, including the current and target states and your identified priorities.

  • IT Financial Management Maturity Assessment Report Template
[infographic]

Further reading

Assess Your IT Financial Management Maturity Effectively

Influence your organization’s strategic direction.

Analyst Perspective

Make better informed data-driven business decisions.

Technology has been evolving throughout the years, increasing complexity and investments, while putting more stress on operations and people involved. As an IT leader, you are now entrusted to run your outfit as a business, sit at the executive table as a true partner, and be involved in making decisions that best suit your organization. Therefore, you have an obligation to fulfill the needs of your end customers and live up to their expectations, which is not an easy task.

IT financial management (ITFM) helps you generate value to your organization’s clientele by bringing necessary trade-offs to light, while driving effective dialogues with your business partners and leadership team.

This research will focus on Info-Tech’s approach to ITFM maturity, aiming for a state of continuous improvement, where an organization can learn and grow as it adapts to change. As the ITFM practice matures, IT and business leaders will be able to better understand one another and together make better business decisions, driven by data.

This client advisory presentation and accompanying tool seek to support IT leaders and ITFM practitioners in evaluating and improving their current maturity. It will help document both current and target states as well as prioritize focus areas for improvement.

Photo of Bilal Alberto Saab, Research Director, IT Financial Management, Info-Tech Research Group. Bilal Alberto Saab
Research Director, IT Financial Management
Info-Tech Research Group

Executive Summary

The value of ITFM is undermined

ITFM is often discarded and not given enough importance and relevance due to the operational nature of IT, and the specialized skillset of its people, leading to several problems and challenges, such as:

  • Unfamiliarity: Lack of knowledge and understanding related to ITFM maturity.
  • Shortsightedness: Randomly reacting to changing circumstances.
  • Exchange: Inability to consistently drive dialogues.
  • Perception: IT is perceived as a cost center instead of a trustworthy strategic partner.

Constructive dialogues with business partners are not the norm

Business-driven conversations around financials (spending, cost, revenue) are a rarity in IT due to several factors, including:

  • Foundation: Weak governance, inadequate skillset, and less than perfect processes and tools.
  • Data: Lack of adequate taxonomy/data model, alongside inaccurate data leading to poor reporting and insights.
  • Language: Lack of a common vocabulary across the organization.
  • Organization culture: No alignment, alongside minimal communication and collaboration between IT and business partners.

Follow Info-Tech’s approach to move up the ITFM maturity ladder

Mature your ITFM practice by activating the means to make informed business decisions.

Info-Tech’s methodology helps you move the dial by focusing on three maturity focus areas:

  • Build an ITFM Foundation
  • Manage and Monitor IT Spending
  • Bridge the Language Barrier

Info-Tech Insight

Influence your organization’s strategic direction by maturing your ITFM practice.

What is ITFM?

ITFM is not just about finance.

  • ITFM has evolved from traditional budgeting, accounting, and cost optimization; however, it is much more than those activities alone.
  • It starts with understanding the financial implications of technology by adopting different perspectives to become adept in communicating with various stakeholders, including finance, business partners, IT managers, and your CEO.
  • Armed with this knowledge, ITFM helps you address a variety of questions, such as:
    • How are technology funds being spent?
    • Which projects is IT prioritizing and why?
    • What are the resources needed to speed IT delivery?
    • What’s the value of IT within the organization?
  • ITFM’s main objective is thus to improve decision-making capabilities by facilitating communication between IT leaders and stakeholders, while enabling a customer focus attitude throughout the organization.

“ITFM embeds technology in financial management practices. Through cost, demand, and value, ITFM brings technology and business together, forging the necessary relationships and starting the right conversations to enable the best decisions for the organization.”
– Monica Braun, Research Director, Info-Tech Research Group

Your challenge

IT leaders struggle to articulate and communicate business value.

  • IT spending is often questioned by different stakeholders, such as business partners and various IT business units. These questions, usually resulting from shifts in business needs, may revolve around investments, expenditures, services, and speed to market, among others. While IT may have an idea about its spending habits, aligning it to the business strategy may prove difficult.
  • IT staff often does not have access to, or knowledge of, the business model and its intricacies. In an operational environment, the focus tends to be on technical issues rather than overall value.
  • People tend to fear what they do not know. Some business managers may not be comfortable with technology. They do not recognize the implications and ramifications of certain implementations or understand the related terminology, which puts a strain on any conversation.

“Value is not the numbers you visualize on a chart, it’s the dialogue this data generates with your business partners and leadership team.”
– Dave Kish, Practice Lead, Info-Tech Research Group

Technology is constantly evolving

Increasing IT spending and decision-making complexity.

Timeline of IT technology evolution, starting with 'Timesharing' in the 1980s to 'All Things Digital' in the 2020s. 'IT Spend Growth' grows from start to finish.

Common obstacles

IT leaders are not able to have constructive dialogues with their stakeholders.

  • The way IT funds are spent has changed significantly, moving from the purchase of discrete hardware and software tools to implementing data lakes, cloud solutions, the metaverse and blockchain. This implies larger investments and more critical decisions. Conversations around interoperability, integration, and service-based solutions that focus more on big-picture architecture than day-to-day operations have become the norm.
  • Speed to market is now a survival criterion for most organizations, requiring IT to shift rapidly based on changing priorities and customer expectations. This leads to the need for greater financial oversight, with the CFO as the gatekeeper. Today’s IT leaders need to possess both business and financial management savvy to justify their spending with various stakeholders.
  • Any IT budget increase is tied to expectations of greater value. Hence, the compelling demands for IT to prove its worth to the business. Promoting value comes in two ways: 1) objectively, based on data, KPIs, and return on investment; and 2) subjectively, based on stakeholder satisfaction, alongside relationships. Building trust, credibility, and confidence can go a long way.

In a technology-driven world, advances come at a price. With greater spending required, more complex and difficult conversations arise.

Constructive dialogues are key

You don’t know what you don’t know.

  • IT, being historically focused on operations, has become a hub for technically savvy personnel. On the downside, technology departments are often alien to business, causing problems such as:
    • IT staff have no knowledge of the business model and lack customer focus.
    • Business is not comfortable with technology and related jargon.
  • The lack of two-way communication and business alignment is hence an important ramification. If the business does not understand technology, and IT does not speak in business terms, where does that lead us?
  • Poor data quality and governance practices, alongside overly manual processes can only exasperate the situation.

IT Spending Survey

79% of respondents believe that decisions taking too long to make is either a significant or somewhat of a challenge (Flexera 2022 Tech Spend Pulse; N=501).

81% of respondents believe that ensuring spend efficiency (avoiding waste) is either a challenge or somewhat of a challenge (Flexera 2022 Tech Spend Pulse; N=501).

ITFM is trailing behind

IT leaders must learn to speak business.

In today’s world, where organizations are driving customer experience through technology investments, having a seat at the table means IT leaders must be well versed in business language and practice, including solid financial management skills.

However, IT staff across all industries aren’t very confident in how well IT is doing in managing its finances. This becomes evident after looking at three core processes:

  • Demonstrating IT’s value to the business.
  • Accounting of costs and budgets.
  • Optimizing costs to gain the best return on investment.

Recent data from 4,137 respondents to Info-Tech’s IT Management & Governance Diagnostic shows that while most IT staff feel that these three financial management processes are important, notably fewer feel that IT management is effective at executing on them.

IT leadership’s capabilities around fundamental cost data capture appear to be lagging, not to mention the essential value-added capabilities around optimizing costs and demonstrating IT’s contribution to business value.

Bar charts comparing percentages of people who 'Agree process is important' and 'Agree process is effective' for three processes: Business Value, Cost & Budget Management, and Cost Optimization. In all instances, the importance outweighed the perceived effectiveness.
Source: Info-Tech Research Group, IT Management & Governance Diagnostic, 2023.

Info-Tech’s approach

We take a holistic approach to ITFM and support you throughout your maturity journey.

Visualization of the IT maturity levels with three goals at the bottom, 'Build am ITFM Foundation', 'Manage & Monitor IT Spending', and 'Bridge the Language Barrier'. The 5 levels, from bottom to top, are 'Nascent - Level 1, Inability to consistently deliver financial planning services', 'Cost Operator - Level 2, Rudimentary financial planning capabilities', 'Trusted Coordinator - Level 3, Enablement of business through cost-effective supply of technology', 'Value Optimizer - Level 4, Effective impact on business performance', and 'Strategic Partner - Level 5, Influence on the organization's strategic direction'.

The Info-Tech difference:

  • Info-Tech has a methodology and set of tools that will help assess your ITFM maturity and take the first step in developing an improvement plan. We have identified three maturity focus areas:
    • Build an ITFM Foundation
    • Manage and Monitor IT Spending
    • Bridge the Language Barrier
  • No matter where you currently stand in your ITFM practice, there is always room for improvement. Hence, a maturity assessment should be viewed as a self-improvement tool, which is only valuable if you are willing to act on it.

Note: See Appendix A for maturity level definitions and descriptions.

Climb the maturity ladder

By growing along three maturity focus areas.

A diagram with '3 Maturity Focus Areas' and '9 Maturity Levers' within them. The first area is 'Build an ITFM Foundation' with levers 'Establish your Team', 'Set up your Governance Structure', and 'Adopt ITFM Processes & Tools'. The second area is 'Manage & Monitor IT Spending', with levers 'Standardize your Taxonomy & Data Model', 'Identify, Gather & Prepare your Data', and 'Analyze your Findings and Develop your Reports'. The third area is 'Bridge the Language Barrier' with levers 'Communicate your IT Spending', 'Educate the Masses', and 'Influence your Organization's Culture'.

Info-Tech identified three maturity focus areas, each containing three levers.

Identify where you stand across the nine maturity levers, detect the gaps, and determine your priorities as a first step to develop an improvement plan.

Note: See Appendix B for maturity level definitions and descriptions per lever.

Key project deliverables

Each step of this activity is accompanied by supporting deliverables to help you accomplish your goals.

IT Financial Management Maturity Assessment Report Template

A template of an ITFM maturity assessment report that can be customized based on your own results.

IT Financial Management Maturity Assessment Tool

A workbook including an ITFM maturity survey, generating a summary of your current state, target state, and priorities.

Measure the value of this activity

Reach your 12-month maturity target.

  • Determine your 12-month maturity target, identify your gaps, and set your priorities.
  • Use the ITFM maturity assessment to kickstart your improvement plan by developing actionable initiatives.
  • Implement your initiatives and monitor your progress to reach your 12-month target.

Sample of a result page from the ITFM maturity assessment.

Build your improvement plan and implement your initiatives to move the dial and climb the maturity ladder.

Sample of a result page from the ITFM maturity assessment with a graph.

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

Step 1

Prepare for the ITFM maturity assessment

Content Overview

  1. Identify your stakeholders
  2. Set the context
  3. Determine the methodology
  4. Identify assessment takers

This step involves the following participants:

  • CIO/IT director
  • CFO/finance director
  • IT finance lead
  • IT audit lead
  • Other IT management

1. Prepare to take the ITFM maturity assessment

3 hours

Input: Understanding your context, objectives, and methodology

Output: ITFM maturity assessment stakeholders and their objectives, ITFM maturity assessment methodology, ITFM maturity assessment takers

Materials: 1a. Prepare for Assessment tab in the ITFM Maturity Assessment Tool

Participants: CIO/IT director, CFO/finance director, IT finance lead, IT audit lead, Other IT management

  1. Identify your stakeholders and document it in the ITFM Maturity Assessment Tool (see next slides). We recommend having representatives from different business units across the organization, most notably IT, IT finance, finance, and IT audit.
  2. Set the context with your stakeholders and document it in the ITFM Maturity Assessment Tool. Discuss the reason behind taking the ITFM maturity assessment among the various stakeholders. Why do each of your stakeholders want to take the assessment? What are their main objectives? What would they like to achieve?
  3. Determine the methodology and document it in the ITFM Maturity Assessment Tool. Discuss how you want to go about taking the assessment with your stakeholders. Do you want to have representatives from each business unit take the assessment individually, then share and discuss their findings? Do you prefer forming a working group with representatives from each business unit and go through the assessment together? Or does any of your stakeholders have a different suggestion? You will have to consider the effort, skillset, and knowledge required.
  4. Identify the assessment takers and document it in the ITFM Maturity Assessment Tool. Determine who will be taking the assessment (specific names of stakeholders). Consider their availability, knowledge, and skills.

Download the IT Financial Management Maturity Assessment Tool

TEMPLATE & EXAMPLE

Document your stakeholders, objectives, and methodology

Excel Workbook: ITFM Maturity Assessment Tool – Prepare for Assessment worksheet

Refer to the example and guidelines below on how to document stakeholders, objectives, and methodology (table range: columns B to G and rows 8 to 15).

Example table from the ITFM Maturity Assessment Tool re: 'Maturity Assessment Stakeholders'.

Column ID Input Type Guidelines
B Formula Automatic calculation, no entry required.
C Text Enter the full name of each stakeholder on a separate row.
D Text Enter the job title related to each stakeholder.
E Text Enter the objective(s) related to each stakeholder.
F Text Enter the agreed upon methodology.
G Text Enter any notes or comments per stakeholder (optional).

Review the following in the Excel workbook as per guidelines:

  1. Navigate to the 1a. Prepare for Assessment tab.
  2. Enter the full names and job titles of the ITFM maturity assessment stakeholders.
  3. Document the maturity assessment objective of each of your stakeholders.
  4. Document the agreed-upon methodology.

Download the IT Financial Management Maturity Assessment Tool

TEMPLATE & EXAMPLE

Document your assessment takers

Excel Workbook: ITFM Maturity Assessment Tool – Prepare for Assessment worksheet

Refer to the example and guidelines below on how to document assessment takers (table range: columns B to E and rows 18 to 25).

Example table from the ITFM Maturity Assessment Tool re: 'Maturity Assessment Takers'.

Column ID Input Type Guidelines
B Formula Automatic calculation, no entry required.
C Text Enter the full name of each assessment taker on a separate row.
D Text Enter the job title related to each stakeholder to identify which party is being represented per assessment taker.
E Text Enter any notes or comments per stakeholder (optional).

Review the following in the Excel workbook as per guidelines:

  1. Navigate to the 1a. Prepare for Assessment tab.
  2. Enter the full name of each assessment taker, along with the job title of the stakeholder they are representing.

Download the IT Financial Management Maturity Assessment Tool

Step 2

Take the ITFM maturity assessment

Content Overview

  1. Complete the survey
  2. Review your assessment results
  3. Determine your priorities

This step involves the following participants:

  • CIO/IT director
  • CFO/finance director
  • IT finance lead
  • IT audit lead
  • Other IT management

2. Take the ITFM maturity assessment

3 hours

Input: Understanding of your ITFM current state and 12-month target state, ITFM maturity assessment results

Output: ITFM current- and target-state maturity levels, average scores, and variance, ITFM current- and target-state average scores, variance, and priority by maturity focus area and maturity lever

Materials: 1b. Glossary, 2a. Assess ITFM Foundation, 2b. Assess Mngt. & Monitoring, 2c. Assess Language, and 3. Assessment Summary tabs in the ITFM Maturity Assessment Tool

Participants: CIO/IT director, CFO/finance director, IT finance lead, IT audit lead, Other IT management

  1. Complete the survey: select the current and target state of each statement – refer to the glossary as needed for definitions of key terms – in the ITFM Maturity Assessment Tool (see next slides). There are three tabs (one per maturity focus area) with three tables each (nine maturity levers). Review and discuss statements with all assessment takers: consider variations, differing opinions, and reach an agreement on each statement inputs.
  2. Review assessment results: navigate to the Assessment Summary tab in the ITFM maturity assessment tool (see next slides) to view your results. Review and discuss with all assessment takers: consider any shocking output and adjust survey input if necessary.
  3. Determine your priorities: decide on the priority (Low/Medium/High) by maturity focus area and/or maturity lever. Rank your maturity focus area priorities from 1 to 3 and your maturity lever priorities from 1 to 9. Consider the feasibility in terms of timeframe, effort, and skillset required, positive and negative impacts on business and technology, likelihood of failure, and necessary approvals. Document your priorities in the ITFM maturity assessment tool (see next slides).
    Review and discuss priorities with all assessment takers: consider variations, differing opinions, and reach an agreement on each priority.

Download the IT Financial Management Maturity Assessment Tool

TEMPLATE & EXAMPLE

Complete the survey

Excel workbook: ITFM Maturity Assessment Tool – Survey worksheets

Refer to the example and guidelines below on how to complete the survey.

Example table from the ITFM Maturity Assessment Tool re: Survey worksheets.

Column ID Input Type Guidelines
B Formula Automatic calculation, no entry required.
C Formula Automatic calculation, no entry required: ITFM maturity statement to assess.
D, E Dropdown Select the maturity levels of your current and target states. One of five maturity levels for each statement, from “1. Nonexistent” (lowest maturity) to “5. Advanced” (highest maturity).
F, G, H Formula Automatic calculation, no entry required: scores associated with your current and target state selection, along with related variance (column G – column F).
I Text Enter any notes or comments per ITFM maturity statement (optional).

Review the following in the Excel workbook as per guidelines:

  1. Navigate to the survey tabs: 2a. Assess ITFM Foundation, 2b. Assess Management and Monitoring, and 2c. Assess Language.
  2. Select the appropriate current and target maturity levels.
  3. Add any notes or comments per ITFM maturity statement where necessary or helpful.

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TEMPLATE & EXAMPLE

Review your overall result

Excel Workbook: ITFM Maturity Assessment Tool – Assessment Summary worksheet

Refer to the example and guidelines below on how to review your results.

Example table from the ITFM Maturity Assessment Tool re: Assessment Summary worksheet.

Column ID Input Type Guidelines
K Formula Automatic calculation, no entry required.
L Formula Automatic calculation, no entry required: Current State, Target State, and Variance entries. Please ignore the current state benchmark, it’s a placeholder for future reference.
M Formula Automatic calculation, no entry required: average overall maturity score for your Current State and Target State entries, along with related Variance.
N, O Formula Automatic calculation, no entry required: maturity level and related name based on the overall average score (column M), where level 1 corresponds to an average score less than or equal to 1.49, level 2 corresponds to an average score between 1.5 and 2.49 (inclusive), level 3 corresponds to an average score between 2.5 and 3.49 (inclusive), level 4 corresponds to an average score between 3.5 and 4.49 (inclusive), and level 5 corresponds to an average score between 4.5 and 5 (inclusive).
P, Q Formula Automatic calculation, no entry required: maturity definition and related description based on the maturity level (column N).

Review the following in the Excel workbook as per guidelines:

  1. Navigate to tab 3. Assessment Summary.
  2. Review your overall current state and target state result along with the corresponding variance.

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TEMPLATE & EXAMPLE

Set your priorities

Excel Workbook: ITFM Maturity Assessment Tool – Assessment Summary worksheet

Refer to the example and guidelines below on how to review your results per maturity focus area and maturity lever, then prioritize accordingly.

Example table from the ITFM Maturity Assessment Tool re: Assessment Summary worksheet.

Column ID Input Type Guidelines
B Formula Automatic calculation, no entry required.
C Formula Automatic calculation, no entry required: ITFM maturity focus area or lever, depending on the table.
D Placeholder Ignore this column because it’s a placeholder for future reference.
E, F, G Formula Automatic calculation, no entry required: average score related to the current state and target state, along with the corresponding variance per maturity focus area or lever (depending on the table).
H Formula Automatic calculation, no entry required: preliminary priority based on the average variance (column G), where Low corresponds to an average variance between 0 and 0.5 (inclusive), Medium corresponds to an average variance between 0.51 and 0.99 (inclusive), and High corresponds to an average variance greater than or equal to 1.
J Dropdown Select your final priority (Low, Medium, or High) per ITFM maturity focus area or lever, depending on the table.
K Whole Number Enter the appropriate rank based on your priorities; do not use the same number more than once. A whole number between 1 and 3 to rank ITFM maturity focus areas, and between 1 and 9 to rank ITFM maturity levers, depending on the table.

Review the following in the Excel workbook as per guidelines:

  1. Navigate to tab 3. Assessment Summary.
  2. Review your current-state and target-state result along with the corresponding variance per maturity focus area and maturity lever.
  3. Select the appropriate priority for each maturity focus area and maturity lever.
  4. Enter a unique rank for each maturity focus area (1 to 3).
  5. Enter a unique rank for each maturity lever (1 to 9).

Download the IT Financial Management Maturity Assessment Tool

Step 3

Communicate your ITFM maturity results

Content Overview

  1. Review your assessment charts
  2. Customize the assessment report
  3. Communicate your results

This step involves the following participants:

  • CIO/IT director
  • CFO/finance director
  • IT finance lead
  • IT audit lead
  • Other IT management

3. Communicate your ITFM maturity results

3 hours

Input: ITFM maturity assessment results

Output: Customized ITFM maturity assessment report

Materials: 3. Assessment Summary tab in the ITFM Maturity Assessment Tool, ITFM Maturity Assessment Report Template

Participants: CIO/IT director, CFO/finance director, IT finance lead, IT audit lead, Other IT management

  1. Review assessment charts: navigate to the Assessment Summary tab in the ITFM Maturity Assessment Tool (see next slides) to view your results and related charts.
  2. Edit the report template: complete the template based on your results and priorities to develop your customized ITFM maturity assessment report (see next slide).
  3. Communicate results: communicate and deliberate the assessment results with assessment takers at a first stage, and with your stakeholders at a second stage. The objective is to agree on next steps, including developing an improvement plan.

Download the IT Financial Management Maturity Assessment Tool

TEMPLATE & EXAMPLE

Review assessment charts

Excel Workbook: ITFM Maturity Assessment Tool – Assessment Summary worksheet

Refer to the example below on charts depicting different views of the maturity assessment results across the three focus areas and nine levers.

Samples of different tabs from the ITFM Maturity Assessment Tool: 'Assessment Summary tab: From cell B49 to cell M100' and 'Assessment Summary tab: From cell K13 to cell Q34'.

From the Excel workbook, after completing your potential initiatives and filling all related entries in the Outline Initiatives tab:

  1. Navigate to tab 3. Assessment Summary.
  2. Review each of the charts.
  3. Navigate back to the survey tabs to examine, drill down, and amend individual entries as you deem necessary.

Download the IT Financial Management Maturity Assessment Tool

TEMPLATE & EXAMPLE

Customize your report

PowerPoint presentation: ITFM Maturity Assessment Report Template

Refer to the example below on slides depicting different views of the maturity assessment results across the three maturity focus areas and nine maturity levers.

Samples of different slides from the ITFM Maturity Assessment Report Template, detailed below.

Slide 6: Edit levels based on your assessment results. Copy and paste the appropriate maturity level definition and description from slide 4.

Slide 7: Copy related charts from the assessment summary tab in the Excel workbook and remove the chart title. You can use the “Outer Offset: Bottom” shadow under shape effects on the chart.

Slide 8: Copy related charts from the assessment summary tab in the Excel workbook and remove the chart title and legend. You can use the “Outer Offset: Center” shadow under shape effects on the chart.

From the ITFM Maturity Assessment Report Template:

  1. Edit the report based on your results found in the assessment summary tab of the Excel workbook (see previous slide).
  2. Review slides 6 to 8 and bring necessary adjustments.

Download the IT Financial Management Maturity Assessment Report Template

Make informed business decisions

Take a holistic approach to ITFM.

  • A thorough understanding of your technology spending in relation to business needs and drivers is essential to make informed decisions. As a trusted partner, you cannot have effective conversations around budgets and cost optimization without a solid foundation.
  • It is important to realize that ITFM is not a one-time exercise, but a continuous, sustainable process to educate (teach, mentor, and train), increase transparency, and assign responsibility.
  • Move up the ITFM maturity ladder by improving across three maturity focus areas:
    • Build an ITFM Foundation
    • Manage and Monitor IT Spending
    • Bridge the Language Barrier

What’s Next?

Communicate your maturity results with stakeholders and develop an actionable ITFM improvement plan.

And remember, having informed discussions with your business partners and stakeholders, where technology helps propel your organization forward, is priceless!

IT Financial Management Team

Photo of Dave Kish, Practice Lead, ITFM Practice, Info-Tech Research Group. Dave Kish
Practice Lead, ITFM Practice
Info-Tech Research Group
Photo of Jennifer Perrier, Principal Research Director, ITFM Practice, Info-Tech Research Group. Jennifer Perrier
Principal Research Director, ITFM Practice
Info-Tech Research Group
Photo of Angie Reynolds, Principal Research Director, ITFM Practice, Info-Tech Research Group. Angie Reynolds
Principal Research Director, ITFM Practice
Info-Tech Research Group
Photo of Monica Braun, Research Director, ITFM Practice, Info-Tech Research Group. Monica Braun
Research Director, ITFM Practice
Info-Tech Research Group
Photo of Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group. Rex Ding
Research Specialist, ITFM Practice
Info-Tech Research Group
Photo of Aman Kumari, Research Specialist, ITFM Practice, Info-Tech Research Group. Aman Kumari
Research Specialist, ITFM Practice
Info-Tech Research Group

Research Contributors and Experts

Photo of Amy Byalick, Vice President, IT Finance, Info-Tech Research Group. Amy Byalick
Vice President, IT Finance
Info-Tech Research Group
Amy Byalick is an IT Finance practitioner with 15 years of experience supporting CIOs and IT leaders elevating the IT financial storytelling and unlocking insights. Amy is currently working at Johnson Controls as the VP, IT Finance, previously working at PepsiCo, AmerisourceBergen, and Jacobs.
Photo of Carol Carr, Technical Counselor, Executive Services, Info-Tech Research Group. Carol Carr
Technical Counselor, Executive Services
Info-Tech Research Group
Photo of Scott Fairholm, Executive Counselor, Executive Services, Info-Tech Research Group. Scott Fairholm
Executive Counselor, Executive Services
Info-Tech Research Group
Photo of Gokul Rajan, Executive Counselor, Executive Services, Info-Tech Research Group. Gokul Rajan
Executive Counselor, Executive Services
Info-Tech Research Group
Photo of Allison Kinnaird, Practice Lead, Infrastructure & Operations, Info-Tech Research Group. Allison Kinnaird
Practice Lead, Infrastructure & Operations
Info-Tech Research Group
Photo of Isabelle Hertanto, Practice Lead, Security & Privacy, Info-Tech Research Group. Isabelle Hertanto
Practice Lead, Security & Privacy
Info-Tech Research Group

Related Info-Tech Research

Sample of the IT spending transparency research. Achieve IT Spending Transparency

Mature your ITFM practice by activating the means to make informed business decisions.

Sample of the IT cost optimization roadmap research. Build Your IT Cost Optimization Roadmap

Develop an IT cost optimization strategy based on your specific circumstances and timeline.

Bibliography

Eby, Kate. “The Complete Guide to Organizational Maturity: Models, Levels, and Assessments.” Smartsheet, 8 June 2022. Web.

“Financial Management Maturity Model.” National Audit Office, n.d. Accessed 28 Apr. 2023.

“ITFM/TBM Program Maturity Guide.” Nicus Software, n.d. Accessed 28 Apr. 2023.

Jouravlev, Roman. "Service Financial Management: ITIL 4 Practice Guide." Axelos, 2020.

McCarthy, Seamus. “Financial Management Maturity Model: A Good Practice Guide.” Office of the Comptroller & Auditor General, 26 June 2018. Web.

“Principles for Effective Risk Data Aggregation and Risk Reporting.“ Bank for International Settlements, Jan. 2013. Web.

“Role & Influence of the Technology Decision-Maker 2022.” Foundry, 2022. Web.

Stackpole, Beth. “State of the CIO, 2022: Focus turns to IT fundamentals.” CIO, 21 March 2022. Web.

“Tech Spend Pulse.” Flexera, 2022. Web.

Appendix A

Definition and Description
Per Maturity Level

ITFM maturity levels and definitions

Maturity Level

Definition

Description

Nascent
Level 1
Inability to consistently deliver financial planning services ITFM practices are almost inexistent. Only the most basic financial tasks and activities are being performed on an ad hoc basis to fulfill the Finance department’s requests.
Cost Operator
Level 2
Rudimentary financial planning capabilities. ITFM activities revolve around minimizing the IT budget as much as possible. ITFM practices are not well defined, and IT’s financial view is limited to day-to-day technical operations.
IT is only involved in low complexity decision making, where financial conversations center on general ledger items and IT spending.
Trusted Coordinator
Level 3
Enablement of business through cost-effective supply of technology. ITFM activities revolve around becoming a proficient and cost-effective technology supplier to business partners.
ITFM practices are in place, with moderate coordination and adherence to execution. Various IT business units coordinate to produce a consolidated financial view focused on business services.
IT is involved in moderate complexity decision making, as a technology subject matter expert, where financial conversations center on IT spending in relation to technology services or solutions provided to business partners.
Value Optimizer
Level 4
Effective impact on business performance. ITFM activities revolve around optimizing existing technology investments to improve both IT and business performance.
ITFM practices are well managed, established, documented, repeatable, and integrated as necessary across the organization. IT’s financial view tie technology investments to lines of business, business products, and business capabilities.
Business partners are well informed on the technology mix and drive related discussion. IT is trusted to contribute to complex decision making around existing investments to cost-effectively plan initiatives, as well as enhance business performance.
Strategic Partner
Level 5
Influence on the organization’s strategic direction. ITFM activities revolve around predicting the outcome of new or potential technology investments to continuously optimize business performance.
ITFM practices are fully optimized, reviewed, and improved in a continuous and sustainable manner, and related execution is tracked by gathering qualitative and quantitative feedback. IT’s financial view is holistic and fully integrated with the business, with an outlook on innovation, growth, and strategic transformation.
Business and IT leaders know the financial ramifications of every business and technology investment decision. IT is trusted to contribute to strategic decision making around potential and future investments to grow and transform the business.

Appendix B

Maturity Level Definitions and Descriptions
Per Lever

Establish your ITFM team

Maturity focus area: Build an ITFM foundation.

Maturity Level

Definition

Description

Nascent
Level 1
Inability to provide any type of financial insight.ITFM tasks, activities, and functions are not being met in any way, shape, or form.
Cost Operator
Level 2
Ability to provide basic financial insights.There is no dedicated ITFM team.


Basic ITFM tasks, activities, and functions are being performed on an ad hoc basis, such as high-level budget reporting.

Trusted Coordinator
Level 3
Ability to provide basic business insights.A dedicated team is fulfilling essential ITFM tasks, activities, and functions.


ITFM team can combine and analyze financial and technology data to produce necessary reports.

Value Optimizer
Level 4
Ability to provide valuable business driven insights.A dedicated ITFM team with well-defined roles and responsibilities can provide effective advice to IT leaders, in a timely fashion, and positively influence IT decisions.
Strategic Partner
Level 5
Ability to influence both technology and business decisions.A dedicated and highly specialized ITFM team is trusted and valued by both IT and Business leaders.


Insights provided by the ITFM team can influence and shape the organization’s strategy.

Set up your governance structure

Maturity focus area: Build an ITFM foundation

Maturity Level

Definition

Description

Nascent
Level 1
Inability to ensure any adherence to rules and regulations.ITFM frameworks, guidelines, policies, and procedures are not developed nor documented.
Cost Operator
Level 2
Ability to ensure basic adherence to rules and regulations.Basic ITFM frameworks, guidelines, policies, and procedures are in place, developed on an ad hoc basis, with no apparent coherence or complete documentation.
Trusted Coordinator
Level 3
Ability to ensure compliance to rules and regulations, as well as accountability across ITFM processes.Essential ITFM frameworks, guidelines, policies, and procedures are in place, coherent, and documented, aiming to (a) comply with rules and regulations, and (b) provide clear accountability.
Value Optimizer
Level 4
Ability to ensure compliance to rules and regulations, as well as structure, transparency, and business alignment across ITFM processes.ITFM frameworks, guidelines, policies, and procedures are well defined, coherent, documented, and regularly reviewed, aiming to (a) comply with rules and regulations, (b) provide clear accountability, and (c) maintain business alignment.
Strategic Partner
Level 5
Ability to:
  • Ensure compliance to rules and regulations, as well as ITFM processes are transparent, structured, focused on business objectives, and support decision making.
  • Reinforce and shape the organization culture.
ITFM frameworks, guidelines, policies, and procedures are complete, well defined, coherent, documented, continuously reviewed, and improved, aiming to (a) comply with rules and regulations, (b) provide clear accountability, (c) maintain business alignment, and (d) facilitate the decision-making process.


Enforcement of the ITFM governance structure can influence the organization culture.

Adopt ITFM processes and tools

Maturity focus area: Build an ITFM foundation.

Maturity Level

Definition

Description

Nascent
Level 1
Inability to deliver IT financial planning and performance output.ITFM processes and tools are not developed nor documented.
Cost Operator
Level 2
Ability to deliver basic IT financial planning output.Basic ITFM processes and tools are in place, developed on an ad hoc basis, with no apparent coherence or complete documentation.
Trusted Coordinator
Level 3
Ability to deliver accurate IT financial output and basic IT performance output in a consistent cadence.Essential ITFM processes and tools are in place, coherent, and documented, aiming to (a) maintain integrity across activities, tasks, methodologies, data, and reports; (b) deliver IT financial planning and performance output needed by stakeholders; and (c) provide clear accountability. ITFM tools and processes are adopted by the ITFM team and some IT business units but are not fully integrated.
Value Optimizer
Level 4
Ability to deliver accurate IT financial planning and performance output at the needed level of detail to stakeholders in a consistent cadence.ITFM processes and tools are complete, well defined, coherent, documented, continuously reviewed, and improved, aiming to (a) maintain integrity across activities, tasks, methodologies, data, and reports; (b) deliver IT financial planning and performance output needed by stakeholders; (c) provide clear accountability; and (d) facilitate decision-making. ITFM tools and processes are adopted by IT and business partners but are not fully integrated.
Strategic Partner
Level 5
Ability to:
  • Deliver accurate IT financial planning and performance output at the needed level of detail to stakeholders.
  • Leverage IT financial planning and performance output in real time and when needed by stakeholders.
ITFM processes and tools are complete, well defined, coherent, documented, continuously reviewed, and improved, aiming to (a) maintain integrity across activities, tasks, methodologies, data, and reports; (b) deliver IT financial planning and performance output needed by stakeholders; (c) provide clear accountability; and (d) facilitate decision making.


ITFM processes and tools are automated to the full extent needed by the organization, utilized to their full potential, and integrated into a single enterprise platform, providing a holistic view of IT spending and IT performance.

Standardize your taxonomy and data model

Maturity focus area: Manage and monitor IT spending.

Maturity Level

Definition

Description

Nascent
Level 1
Inability to provide transparency across technology spending.ITFM taxonomy and data model are not developed nor documented.
Cost Operator
Level 2
Ability to provide transparency and support IT financial planning data, analysis, and reporting needs of finance stakeholders.ITFM taxonomy and data model are in place, developed on an ad hoc basis, with no apparent coherence or complete documentation, to comply with, and meet the needs of finance stakeholders.
Trusted Coordinator
Level 3
Ability to provide transparency and support IT financial planning and performance data, analysis, and reporting needs of IT and finance stakeholders.ITFM taxonomy and data model are in place, coherent, and documented to meet the needs of IT and finance stakeholders.
Value Optimizer
Level 4
Ability to provide transparency and support IT financial planning and performance data, analysis, and reporting needs of IT, finance, business, and executive stakeholders.ITFM taxonomy and data model are complete, well defined, coherent, documented, continuously reviewed, and improved, aiming to provide (a) a holistic view of IT spending and IT performance, (b) visibility and transparency, (c) flexibility, and (d) valuable insights to facilitate data driven decision making.


ITFM taxonomy and data model are standardized to meet the needs of IT, finance, business, and executive stakeholders, but not flexible enough to be adjusted in a timely fashion as needed.

Strategic Partner
Level 5
Ability to:
  • Provide transparency and support IT financial planning and performance data, analysis, and reporting needs of IT, finance, business, and executive stakeholders.
  • Change to meet evolving needs.
ITFM taxonomy and data model are complete, well defined, coherent, documented, continuously reviewed, and improved, aiming to provide (a) a holistic view of IT spending and IT performance, (b) visibility and transparency, (c) flexibility, and (d) valuable insights to facilitate data driven decision making.


ITFM taxonomy and data model are standardized and meet the changing needs of IT, finance, business, and executive stakeholders.

Identify, gather, and prepare your data

Maturity focus area: Manage and monitor IT spending.

Maturity Level

Definition

Description

Nascent
Level 1
Inability to provide accurate and complete across technology spending.ITFM data needs and requirements are not understood.
Cost Operator
Level 2
Ability to provide accurate, but incomplete IT financial planning data to meet the needs of finance stakeholders.Technology spending data is extracted, transformed, and loaded on an ad hoc basis to meet the needs of finance stakeholders.
Trusted Coordinator
Level 3
Ability to provide accurate and complete IT financial planning data to meet the needs of IT and finance stakeholders, but IT performance data remain incomplete.IT financial planning data is extracted, transformed, and loaded in a regular cadence to meet the needs of IT and finance stakeholders.


IT financial planning data is (a) complete and accurate, as defined in related control documents (guideline, policies, procedures, etc.), (b) regularly validated for inconsistencies, and (c) sourced from the organization’s system of record.

Value Optimizer
Level 4
Ability to provide accurate and complete IT financial planning and performance data to meet the needs of IT, finance, business, and executive stakeholders.ITFM data needs and requirements are understood.


ITFM data is extracted, transformed, and loaded in a regular cadence to meet the needs of IT, finance, business, and executive stakeholders.


IT financial planning and performance data are (a) complete and accurate, as defined in related control documents (guideline, policies, procedures, etc.), (b) regularly validated for inconsistencies, and (c) sourced from the organization’s system of record.

Strategic Partner
Level 5
Ability to provide accurate and complete IT financial planning and performance data real time and when needed by IT, finance, business, and executive stakeholders.ITFM data needs and requirements are understood.


IT financial planning and performance data are (a) complete and accurate, as defined in related control documents (guideline, policies, procedures, etc.), (b) regularly validated for inconsistencies, (c) available and refreshed as needed, and (d) sourced from the organization’s system of record.

Analyze your findings and develop your reports

Maturity focus area: Manage and monitor IT spending.

Maturity Level

Definition

Description

Nascent
Level 1
Inability to provide any type of financial insight.ITFM analysis and reports are not developed nor documented.
Cost Operator
Level 2
Ability to provide basic financial insights.IT financial planning analysis is conducted on an ad hoc basis to meet the needs of finance stakeholders.
Trusted Coordinator
Level 3
Ability to provide basic financial planning and performance insights to meet the needs of IT and finance stakeholders.IT financial planning and performance analysis are methodical and rigorous, as defined in related control documents (guideline, policies, procedures, etc.).


IT financial planning and performance reports are accurate, precise, and methodical, as defined in related control documents (guideline, policies, procedures, etc.).

Value Optimizer
Level 4
Ability to provide practical insights and useful recommendations as needed by IT, finance, business, and executive stakeholders to facilitate business decision making around technology investments.ITFM analysis and reports support business decision making around technology investments.


IT financial planning and performance analysis are methodical and rigorous, as defined in related control documents (guideline, policies, procedures, etc.).


IT financial planning and performance reports are (a) accurate, precise, and methodical, as defined in related control documents (guideline, policies, procedures, etc.), (b) fit for purpose, and (c) regularly validated for inconsistencies.

Strategic Partner
Level 5
Ability to provide practical insights and useful recommendations as needed by IT, finance, business, and executive stakeholders to facilitate strategic decision making.ITFM analysis and reports support strategic decision making.


IT financial planning and performance analysis are methodical and rigorous, as defined in related control documents (guideline, policies, procedures, etc.), and consider multiple point of views (hypotheses, interpretations, opinions, etc.).


IT financial planning and performance reports are (a) accurate, precise, and methodical, as defined in related control documents (guideline, policies, procedures, etc.), (b) fit for purpose, (c) comprehensive, and (d) regularly validated for inconsistencies.

Communicate your IT spending

Maturity focus area: Bridge the language barrier.

Maturity Level

Definition

Description

Nascent
Level 1
Inability of organization stakeholders to communicate and understand each other.The organization stakeholders including IT, finance, business, and executives do not understand one another, and cannot speak the same language.
Cost Operator
Level 2
Ability to understand business and finance requirements.IT understands and meets business and financial planning requirements but does not communicate in a similar language.


IT cannot influence finance or business decision making.

Trusted Coordinator
Level 3
Ability to understand the needs of different stakeholders including IT, finance, business, and executives and take part in decision making around technology spending.The organization stakeholders including IT, finance, business, and executives understand each other’s needs, but do not communicate in a common language.


IT leaders provide insights as technology subject matter experts, where conversations center on IT spending in relation to technology services or solutions provided to business partners.


IT can influence technology decisions around its own budget.

Value Optimizer
Level 4
Ability to communicate in a common vocabulary across the organization and take part in business decision making around technology investments.The organization stakeholders including IT, finance, business, and executives communicate in a common vocabulary and understand one another.


IT and business leaders, along with their respective teams, collaborate frequently across various initiatives.


IT leaders provide valuable insight to support and influence business decision making around existing technology investments.

Strategic Partner
Level 5
Ability to communicate in a common vocabulary across the organization and take part in strategic decision making.The organization stakeholders including IT, finance, business, and executives communicate in a common vocabulary and understand one another.


IT and business leaders, along with their respective teams, collaborate frequently across various initiatives.


IT leaders provide valuable insight to facilitate decision making around potential and future investments to grow and transform the business, thus influencing the organization’s overall strategic direction.

Educate the masses

Maturity focus area: Bridge the language barrier.

Maturity Level

Definition

Description

Nascent
Level 1
Inability of organization stakeholders to acquire knowledge.Educational resources are inexistent.
Cost Operator
Level 2
Ability to acquire financial knowledge and understand financial concepts.IT leaders have access to educational resources to gain the financial knowledge necessary to perform their duties.
Trusted Coordinator
Level 3
Ability to acquire financial and business knowledge and understand related concepts.IT leaders and their respective teams have access to educational resources to gain the financial and business knowledge necessary to perform their duties.


ITFM team has access to the necessary educational resources to keep up with changing financial regulations and technology developments.

Value Optimizer
Level 4
Ability to acquire knowledge, across technology, business, and finance as needed by different organization stakeholders, and the leadership understand concepts across these various domains.Stakeholders including IT, finance, business, and executives have access to various educational resources to gain knowledge in different domains as needed.


IT leaders have a good understanding of business and financial concepts.


Business leaders have a good understanding of technology concepts.

Strategic Partner
Level 5
Ability to acquire knowledge, and understand concepts across technology, business, and finance as needed by different organization stakeholders.The organization promotes continuous learning through well designed programs including training, mentorship, and academic courses. Thus, stakeholders including IT, finance, business, and executives have access to various educational resources to gain knowledge in different domains as needed.


IT leaders and their respective teams have a good understanding of business and financial concepts.


Business leaders and their respective teams have a good understanding of technology concepts.

Influence your organization’s culture

Maturity focus area: Bridge the language barrier.

Maturity Level

Definition

Description

Nascent
Level 1
Inability to provide and foster an environment of collaboration and continuous improvement.Stakeholders including IT, finance, business, and executives operate in silos, and collaboration between different teams is inexistent.
Cost Operator
Level 2
Ability to provide an environment of cooperation to meet the needs of IT, finance, and business leaders.IT, finance, and business leaders cooperate to meet financial planning requirements as necessary to perform their duties.
Trusted Coordinator
Level 3
Ability to provide and foster an environment of collaboration across the organization.IT, finance, and business collaborate on various initiatives.

ITFM employees are trusted and supported by their stakeholders (IT, finance, and business).

Value Optimizer
Level 4
Ability to provide and foster an environment of collaboration and continuous improvement, where employees across the organization feel trusted, supported, empowered, and valued.Stakeholders including IT, finance, business, and executives support and promote continuous improvement, transparency practices, and collaboration across the organization.


Employees are trusted, supported, empowered, and valued.

Strategic Partner
Level 5
Ability to provide and foster an environment of collaboration and continuous improvement, where leaders are willing to change, and employees across the organization feel trusted, supported, empowered, and valued.Stakeholders including IT, finance, business, and executives support and promote continuous improvement, transparency practices, and collaboration across the organization.


The organization’s leadership is adaptable and open to change.


Employees are trusted, supported, empowered, and valued.

Secrets of SAP S-4HANA Licensing

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  • With the relatively slow uptake of the S/4HANA platform, the pressure is immense for SAP to maintain revenue growth.
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Our Advice

Critical Insight

  • Mapping SAP products to HANA can be highly complex, leading to overspending and an inability to reduce future spend.
  • The deployment model chosen will directly impact commercial pathways forward.
  • Beware of digital (indirect) access licensing and compliance concerns.
  • Without having a holistic negotiation strategy, it is easy to hit a common obstacle and land into SAP’s playbook, requiring further spend.

Impact and Result

  • Build a business case to evaluate S/4HANA.
  • Understand the S/4HANA roadmap and map current functionality to ensure compatibility.
  • Understand negotiating pricing and commercial terms.
  • Learn the “SAP way” of conducting business, which includes a best-in-class sales structure, unique contracts, and license use policies combined with a hyper-aggressive compliance function.

Secrets of SAP S/4HANA Licensing Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should explore the secrets of SAP S/4HANA 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. Establish requirements

Determining SAP’s fit within your organization is critical. Start off by building a business case to assess overarching drivers and justification for change, any net new business benefits and long-term sustainability. Oftentimes the ROI is negative, but the investment sets the stage for long-term growth.

2. Evaluate licensing options

Your deployment model is more important than you think. Selecting a deployment model will dictate your licensing options followed by your contractual pathways forward.

  • SAP License Summary and Analysis Tool
  • SAP Digital Access Licensing Pricing Tool

3. Negotiation and license management

Know what’s in the contract. Each customer agreement is different and there may be existing terms that are beneficial. Depending on how much is spent, anything can be up for negation.

  • SAP S/4HANA Terms and Conditions Evaluator
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Master M&A Cybersecurity Due Diligence

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  • Parent Category Name: Governance, Risk & Compliance
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This research is designed to help organizations who are preparing for a merger or acquisition and need help with:

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

Our Advice

Critical Insight

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

Impact and Result

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

Master M&A Cybersecurity Due Diligence Research & Tools

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

1. Start here – read the Executive Brief

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

[infographic]

Measure and Manage Customer Satisfaction Metrics That Matter the Most

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  • Lack of understanding of what is truly driving customer satisfaction or dissatisfaction.
  • Lack of insight into who our satisfied and dissatisfied customers are.
  • Lack of a system for early detection of declines in satisfaction.
  • Lack of clarity on what to improve and how resources should be allocated.

Our Advice

Critical Insight

  • All software companies measure satisfaction in some way, but many lack understanding of what’s truly driving customers to stay or leave. By understanding the true drivers of satisfaction, solution providers can measure and monitor satisfaction more effectively, pull actionable insights and feedback, and make changes to products and services that customers really care about and will keep them coming back to you to have their needs met.
  • Obstacles:
    • Use of metrics that don’t provide the insight needed to make impactful changes that will boost satisfaction and ultimately, retention and profit.
    • Lack of a clear definition of what satisfaction means to customers, metric definitions and/or standard methods of measurement, and a consistent monitoring cadence.

Impact and Result

  • Understanding of who your satisfied and dissatisfied customers are.
  • Understanding of the true drivers of satisfaction and dissatisfaction among your customer segments.
  • Establishment of a repeatable process and cadence for effective satisfaction measurement and monitoring.
  • Development of an executable customer satisfaction improvement plan that identifies customer journey pain points and areas of dissatisfaction, and outlines how to improve them.
  • Knowledge of where money, time, and other resources are needed most to improve satisfaction levels and ultimately increase retention.

Measure and Manage Customer Satisfaction Metrics That Matter the Most Research & Tools

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

1. Measure and Manage the Customer Satisfaction Metrics that Matter the Most Deck – An overview of how to understand what drives customer satisfaction and how to measure and manage it for improved business outcomes.

Understand the true drivers of customer satisfaction and build a process for managing and improving customer satisfaction.

[infographic]

Further reading

Measure and Manage the Customer Satisfaction Metrics that Matter the Most

Understand what truly keeps your customer satisfied. Start to measure what matters to improve customer experience and increase satisfaction and advocacy. 

EXECUTIVE BRIEF

Analyst perspective

Understanding and measuring the true drivers of satisfaction enable the delivery of real customer value

The image contains a picture of Emily Wright.

“Healthy customer relationships are the paramount to long-term growth. When customers are satisfied, they remain loyal, spend more, and promote your company to others in their network. The key to high satisfaction is understanding and measuring the true drivers of satisfaction to enable the delivery of real customer value.

Most companies believe they know who their satisfied customers are and what keeps them satisfied, and 76% of B2B buyers expect that providers understand their unique needs (Salesforce Research, 2020). However, on average B2B companies have customer experience scores of less than 50% (McKinsey, 2016). This disconnect between customer expectations and provider experience indicates that businesses are not effectively measuring and monitoring satisfaction and therefore are not making meaningful enhancements to their service, offerings, and overall experience.

By focusing on the underlying drivers of customer satisfaction, organizations develop a truly accurate picture of what is driving deep satisfaction and loyalty, ensuring that their company will achieve sustainable growth and stay competitive in a highly competitive market.”

Emily Wright

Senior Research Analyst, Advisory

SoftwareReviews

Executive summary

Your Challenge

Common Obstacles

SoftwareReviews’ Approach

Getting a truly accurate picture of satisfaction levels among customers, and where to focus efforts to improve satisfaction, is challenging. Providers often find themselves reacting to customer challenges and being blindsided when customers leave. More effective customer satisfaction measurement is possible when providers self-assess for the following challenges:

  • Lack of understanding of what is truly driving customer satisfaction or dissatisfaction.
  • Lack of insight into who our satisfied and dissatisfied customers are.
  • Lack of a system for early detection of declines in satisfaction.
  • Lack of clarity of what needs to be improved and how resources should be allocated.
  • Lack of reliable internal data for effective customer satisfaction monitoring.

What separates customer success leaders from developing a full view of their customers are several nagging obstacles:

  • Use of metrics that don’t provide the insight needed to make impactful changes that will boost satisfaction and ultimately, retention and profit.
  • Friction from customers participating in customer satisfaction studies.
  • Lack of data, or integrated databases from which to track, pull, and analyze customer satisfaction data.
  • Lack a clear definition of what satisfaction means to customers, metric definitions, and/or standard methods of measurement and a consistent monitoring cadence.
  • Lack of time, resources, or technology to uncover and effectively measure and monitor satisfaction drivers.

Through the SoftwareReviews’ approach, customer success leaders will:

  • Understand who your satisfied and dissatisfied customers are.
  • Understand the true drivers of satisfaction and dissatisfaction among your customer segments.
  • Establish a repeatable process and cadence for effective satisfaction measurement and monitoring.
  • Develop an executable customer satisfaction improvement plan that identifies customer journey pain points and areas of dissatisfaction, and outlines how to improve them.
  • Know where money, time, and resources are needed most to improve satisfaction levels and ultimately retention.

Overarching SoftwareReviews Advisory Insight:

All companies measure satisfaction in some way, but many lack understanding of what’s truly driving customers to stay or leave. By understanding the true drivers of satisfaction, solution providers can measure and monitor satisfaction more effectively, pull actionable insights and feedback, and make changes to products and services that customers really care about. This will keep them coming back to you to have their needs met.

Healthy Customer Relationships are vital for long-term success and growth

Measuring customer satisfaction is critical to understanding the overall health of your customer relationships and driving growth.

Through effective customer satisfaction measurement, organizations can:

Improve Customer Experience

Increase Retention and CLV

Increase Profitability

Reduce Costs

  • Provide insight into where and how to improve.
  • Enhance experience, increase loyalty.
  • By providing strong CX, organizations can increase revenue by 10-15% (McKinsey, 2014).
  • Far easier to retain existing customers than to acquire new ones.
  • Ensuring high satisfaction among customers increases Customer Lifetime Value (CLV) through longer tenure and higher spending.
  • NPS Promoter score has a customer lifetime value that's 600%-1,400% higher than a Detractor (Bain & Company, 2015).
  • Highly satisfied customers spend more through expansions and add-ons, as well as through their long tenure with your company.
  • They also spread positive word of mouth, which brings in new customers.
  • “Studies demonstrate a strong correlation between customer satisfaction and increased profits — with companies with high customer satisfaction reporting 5.7 times more revenue than competitors.” (Matthew Loper, CEO and Co-Founder of WELLTH, 2022)
  • Measuring, monitoring, and maintaining high satisfaction levels reduces costs across the board.
  • “Providing a high-quality customer experience can save up to 33% of customer service costs” (Deloitte, 2018).
  • Satisfied customers are more likely to spread positive word of mouth which reduces acquisition / marketing costs for your company.

“Measuring customer satisfaction is vital for growth in any organization; it provides insights into what works and offers opportunities for optimization. Customer satisfaction is essential for improving loyalty rate, reducing costs and retaining your customers.”

-Ken Brisco, NICE, 2019

Poor customer satisfaction measurement is costly

Virtually all companies measure customer satisfaction, but few truly do it well. All too often, customer satisfaction measurement consists of a set of vanity metrics that do not result in actionable insight for product/service improvement. Improper measurement can result in numerous consequences:

Direct and Indirect Costs

Being unaware of true drivers of satisfaction that are never remedied costs your business directly through customer churn, service costs, etc.

Tarnished Brand

Tarnished brand through not resolving issues drives dissatisfaction; dissatisfied customers share their negative experiences, which can damage brand image and reputation.

Waste Limited Resources

Putting limited resources towards vanity programs and/or fixes that have little to no bearing on core satisfaction drivers wastes time and money.

“When customer dissatisfaction goes unnoticed, it can slowly kill a company. Because of the intangible nature of customer dissatisfaction, managers regularly underestimate the magnitude of customer dissatisfaction and its impact on the bottom line.”

- Lakshmiu Tatikonda, “The Hidden Costs of Customer Dissatisfaction”, 2013

SoftwareReviews Advisory Insight:

Most companies struggle to understand what’s truly driving customers to stay or leave. By understanding the true satisfaction drivers, tech providers can measure and monitor satisfaction more effectively, avoiding the numerous harmful consequences that result from average customer satisfaction measurement.

Does your customer satisfaction measurement process need improvement?

Getting an accurate picture of customer satisfaction is no easy task. Struggling with any of the following means you are ready for a detailed review of your customer satisfaction measurement efforts:

  • Not knowing who your most satisfied customers are.
  • Lacking early detection for declining satisfaction – either reactive, or unaware of dissatisfaction as it’s occurring.
  • Lacking a process for monitoring changes in satisfaction and lack ability to be proactive; you feel blindsided when customers leave.
  • Inability to fix the problem and wasting money on the wrong areas, like vanity metrics that don’t bring value to customers.
  • Spending money and other resources towards fixes based on a gut feeling, without quantifying the real root cause drivers and investing in their improvement.
  • Having metrics and data but lacking context; don’t know what contributed to the metrics/results, why people are dissatisfied or what contributes to satisfaction.
  • Lacking clear definition of what satisfaction means to customers / customer segments.
  • Difficulty tying satisfaction back to financial results.

Customers are more satisfied with software vendors who understand the difference between surface level and short-term satisfaction, and deep or long-term satisfaction

Surface-level satisfaction

Surface-level satisfaction has immediate effects, but they are usually short-term or limited to certain groups of users. There are several factors that contribute to satisfaction including:

  • Novelty of new software
  • Ease of implementation
  • Financial savings
  • Breadth of features

Software Leaders Drive Deep Satisfaction

Deep satisfaction has long-term and meaningful impacts on the way that organizations work. Deep satisfaction has staying power and increases or maintains satisfaction over time, by reducing complexity and delivering exceptional quality for end-users and IT alike. This report found that the following capabilities provided the deepest levels of satisfaction:

  • Usability and intuitiveness
  • Quality of features
  • Ease of customization
  • Vendor-specific capabilities

The above solve issues that are part of everyday problems, and each drives satisfaction in deep and meaningful ways. While surface-level satisfaction is important, deep and impactful capabilities can sustain satisfaction for a longer time.

Deep Customer Satisfaction Among Software Buyers Correlates Highly to “Emotional Attributes”

Vendor Capabilities and Product Features remain significant but are not the primary drivers

The image contains a graph to demonstrate a correlation to Satisfaction, all Software Categories.
Source: SoftwareReviews buyer reviews (based on 82,560 unique reviews).

Driving deep satisfaction among software customers vs. surface-level measures is key

Vendor capabilities and product features correlate significantly to buyer satisfaction

Yet, it’s the emotional attributes – what we call the “Emotional Footprint”, that correlate more strongly

Business-Value Created and Emotional Attributes are what drives software customer satisfaction the most

The image contains a screenshot of a graph to demonstrate Software Buyer Satisfaction Drivers and Emotional Attributes are what drives software customer satisfaction.

Software companies looking to improve customer satisfaction will focus on business value created and the Emotional Footprint attributes outlined here.

The essential ingredient is understanding how each is defined by your customers.

Leaders focus on driving improvements as described by customers.

SoftwareReviews Insight:

These true drivers of satisfaction should be considered in your customer satisfaction measurement and monitoring efforts. The experience customers have with your product and brand is what will differentiate your brand from competitors, and ultimately, power business growth. Talk to a SoftwareReviews Advisor to learn how users rate your product on these satisfaction drivers in the SoftwareReviews Emotional Footprint Report.

Benefits of Effective Customer Satisfaction Measurement

Our research provides Customer Success leaders with the following key benefits:

  • Ability to know who is satisfied, dissatisfied, and why.
  • Confidence in how to understand or uncover the factors behind customer satisfaction; understand and identify factors driving satisfaction, dissatisfaction.
  • Ability to develop a clear plan for improving customer satisfaction.
  • Knowledge of how to establish a repeatable process for customer satisfaction measurement and monitoring that allows for proactivity when declines in satisfaction are detected.
  • Understanding of what metrics to use, how to measure them, and where to find the right information/data.
  • Knowledge of where money, time, and other resources are needed most to drive tangible customer value.

“81% of organizations cite CX as a competitive differentiator. The top factor driving digital transformation is improving CX […] with companies reporting benefits associated with improving CX including:

  • Increased customer loyalty (92%)
  • An uplift in revenue (84%)
  • Cost savings (79%).”

– Dan Cote, “Advocacy Blooms and Business Booms When Customers and Employees Engage”, Influitive, 2021

The image contains a screenshot of a thought model that focuses on Measure & Manage the Customer Satisfaction Metrics That Matter the Most.

Who benefits from improving the measurement and monitoring of customer satisfaction?

This Research Is Designed for:

  • Customer Success leaders and marketers who are:
    • Responsible for understanding how to benchmark, measure, and understand customer satisfaction to improve satisfaction, NPS, and ROI.
    • Looking to take a more proactive and structured approach to customer satisfaction measurement and monitoring.
    • Looking for a more effective and accurate way to measure and understand how to improve customer satisfaction around products and services.

This Research Will Help You:

  • Understand the factors driving satisfaction and dissatisfaction.
  • Know which customers are satisfied/dissatisfied.
  • Know where time, money, and resources are needed the most in order to improve or maintain satisfaction levels.
  • Develop a formal plan to improve customer satisfaction.
  • Establish a repeatable process for customer satisfaction measurement and monitoring that allows for proactivity when declines in satisfaction are detected.

This Research Will Also Assist:

  • Customer Success Leaders, Marketing and Sales Directors and Managers, Product Marketing Managers, and Advocacy Managers/Coordinators who are responsible for:
    • Product improvements and enhancements
    • Customer service and onboarding
    • Customer advocacy programs
    • Referral/VoC programs

This Research Will Help Them:

  • Coordinate and align on customer experience efforts and actions.
  • Gather and make use of customer feedback to improve products, solutions, and services provided.
  • Provide an amazing customer experience throughout the entirety of the customer journey.

SoftwareReviews’ methodology for measuring the customer satisfaction metrics that matter the most

1. Identify true customer satisfaction drivers

2. Develop metrics dashboard

3. Develop customer satisfaction measurement and management plan

Phase Steps

  1. Identify data sources, documenting any gaps in data
  2. Analyze all relevant data on customer experiences and outcomes
  3. Document top satisfaction drivers
  1. Identify business goals, problems to be solved / define business challenges and marketing/customer success goals
  2. Use SR diagnostic to assess current state of satisfaction measurement, assessing metric alignment to satisfaction drivers
  3. Define your metrics dashboard
  4. Develop common metric definitions, language for discussing, and standards for measuring customer satisfaction
  1. Determine committee structure to measure performance metrics over time
  2. Map out gaps in satisfaction along customer journey/common points in journey where customers are least dissatisfied
  3. Build plan that identifies weak areas and shows how to fix using SR’s emotional footprint, other measures
  4. Create plan and roadmap for CSat improvement
  5. Create communication deck

Phase Outcomes

  1. Documented satisfaction drivers
  2. Documented data sources and gaps in data
  1. Current state customer satisfaction measurement analysis
  2. Common metric definitions and measurement standards
  3. Metrics dashboard
  1. Customer satisfaction measurement plan
  2. Customer satisfaction improvement plan
  3. Customer journey maps
  4. Customer satisfaction improvement communication deck
  5. Customer Satisfaction Committee created

Insight summary

Understanding and measuring the true drivers of satisfaction enable the delivery of real customer value

All software companies measure satisfaction in some way, but many lack understanding of what’s truly driving customers to stay or leave. By understanding the true drivers of satisfaction, solution providers can measure and monitor satisfaction more effectively, pull actionable insights and feedback, and make changes to products and services that customers really care about and which will keep them coming back to you to have their needs met.

Positive experiences drive satisfaction more so than features and cost

According to our analysis of software buyer reviews data*, the biggest drivers of satisfaction and likeliness to recommend are the positive experiences customers have with vendors and their products. Customers want to feel that:

  1. Their productivity and performance is enhanced, and the vendor is helping them innovate and grow as a company.
  2. Their vendor inspires them and helps them to continually improve.
  3. They can rely on the vendor and the product they purchased.
  4. They are respected by the vendor.
  5. They can trust that the vendor will be on their side and save them time.
*8 million data points across all software categories

Measure Key Relationship KPIs to gauge satisfaction

Key metrics to track include the Business Value Created score, Net Emotional Footprint, and the Love/Hate score (the strength of emotional connection).

Orient the organization around customer experience excellence

  1. Arrange staff incentives around customer value instead of metrics that are unrelated to satisfaction.
  2. Embed customer experience as a core company value and integrate it into all functions.
  3. Make working with your organization easy and seamless for customers.

Have a designated committee for customer satisfaction measurement

Best in class organizations create customer satisfaction committees that meet regularly to measure and monitor customer satisfaction, resolve issues quickly, and work towards improved customer experience and profit outcomes.

Use metrics that align to top satisfaction drivers

This will give you a more accurate and fulsome view of customer satisfaction than standard satisfaction metrics alone will.

Guided Implementation

What is our GI on measuring and managing the customer satisfaction metrics that matter most?

Identify True Customer Satisfaction Drivers

Develop Metrics Dashboard Develop Customer Satisfaction Measurement and Management Plan

Call #1: Discuss current pain points and barriers to successful customer satisfaction measurement, monitoring and maintenance. Plan next call – 1 week.

Call #2: Discuss all available data, noting any gaps. Develop plan to fill gaps, discuss feasibility and timelines. Plan next call – 1 week.

Call #3: Walk through SoftwareReviews reports to understand EF and satisfaction drivers. Plan next call – 3 days.

Call #4: Segment customers and document key satisfaction drivers. Plan next call – 2 week.

Call #5: Document business goals and align them to metrics. Plan next call – 1 week.

Call #6: Complete the SoftwareReviews satisfaction measurement diagnostic. Plan next call – 3 days.

Call #7: Score list of metrics that align to satisfaction drivers. Plan next call – 2 days.

Call #8: Develop metrics dashboard and definitions. Plan next call – 2 weeks.

Call #9: Finalize metrics dashboard and definitions. Plan next call – 1 week.

Call #10: Discuss committee and determine governance. Plan next call – 2 weeks.

Call #11: Map out gaps in satisfaction along customer journey as they relate to top satisfaction drivers. Plan next call –2 weeks.

Call #12: Develop plan and roadmap for satisfaction improvement. Plan next call – 1 week.

Call #13: Finalize plan and roadmap. Plan next call – 1 week.

Call # 14: Review and coach on communication deck.

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.

Software Reviews 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

Bibliography

“Are you experienced?” Bain & Company, Apr. 2015. Accessed 6 June. 2022.

Brisco, Ken. “Measuring Customer Satisfaction and Why It’s So Important.” NICE, Feb. 2019. Accessed 6 June. 2022.

CMO.com Team. “The Customer Experience Management Mandate.” Adobe Experience Cloud Blog, July 2019. Accessed 14 June. 2022.

Cote, Dan. “Advocacy Blooms and Business Booms When Customers and Employees Engage.” Influitive, Dec. 2021. Accessed 15 June. 2022.

Fanderl, Harald and Perrey, Jesko. “Best of both worlds: Customer experience for more revenues and lower costs.” McKinsey & Company, Apr. 2014. Accessed 15 June. 2022.

Gallemard, Jeremy. “Why – And How – Should Customer Satisfaction Be Measured?” Smart Tribune, Feb. 2020. Accessed 6 June. 2022.

Kumar, Swagata. “Customer Success Statistics in 2021.” Customer Success Box, 2021. Accessed 17 June. 2022.

Lakshmiu Tatikonda, “The Hidden Costs of Customer Dissatisfaction”, Management Accounting Quarterly, vol. 14, no. 3, 2013, pp 38. Accessed 17 June. 2022.

Loper, Matthew. “Why ‘Customer Satisfaction’ Misses the Mark – And What to Measure Instead.” Newsweek, Jan. 2022. Accessed 16 June. 2022.

Maechler, Nicolas, et al. “Improving the business-to-business customer experience.” McKinsey & Company, Mar. 2016. Accessed 16 June.

“New Research from Dimension Data Reveals Uncomfortable CX Truths.” CISION PR Newswire, Apr. 2017. Accessed 7 June. 2022.

Sheth, Rohan. 75 Must-Know Customer Experience Statistics to move Your Business Forward in 2022.” SmartKarrot, Feb. 2022. Accessed 17 June. 2022.

Smith, Mercer. “111 Customer Service Statistics and Facts You Shouldn’t Ignore.” HelpScout, May 2022. Accessed 17 June. 2022.

“State of the Connected Customer.” Salesforce, 2020. Accessed 14 June. 2022

“The true value of customer experiences.” Deloitte, 2018. Accessed 15 June. 2022.

Get Started With Artificial Intelligence

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  • Parent Category Name: Business Intelligence Strategy
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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
[infographic]

Make Your IT Governance Adaptable

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  • Parent Category Name: IT Governance, Risk & Compliance
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  • People don’t understand the value of governance, seeing it as a hindrance to productivity and efficiency.
  • Governance is delegated to people and practices that don’t have the ability or authority to make these decisions.
  • Decisions are made within committees that don’t meet frequently enough to support business velocity.
  • It is difficult to allocate time and resources to build or execute governance effectively.

Our Advice

Critical Insight

  • IT governance applies not just to the IT department but to all uses of information and technology.
  • IT governance works against you if it no longer aligns with or supports your organizational direction, goals, and work practices.
  • Governance doesn’t have to be bureaucratic or control based.
  • Your governance model should be able to adapt to changes in the organization’s strategy and goals, your industry, and your ways of working.
  • Governance can be embedded and automated into your practices.

Impact and Result

  • You will produce more value from IT by developing a governance framework optimized for your current needs and context, with the ability to adapt as your needs shift.
  • You will create the foundation and ability to delegate and empower governance to enable agile delivery.
  • You will identify areas where governance does not require manual oversight and can be embedded into the way you work.

Make Your IT Governance Adaptable Research & Tools

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

1. Make Your IT Governance Adaptable Deck – A document that walks you through how to design and implement governance that fits the context of your organization and can adapt to change.

Our dynamic, flexible, and embedded approach to governance will help drive organizational success. The three-phase methodology will help you identify your governance needs, select and refine your governance model, and embed and automate governance decisions.

  • Make Your IT Governance Adaptable – Phases 1-3

2. Adaptive and Controlled Governance Model Templates and Workbook – Documents that gather context information about your organization to identify the best approach for governance.

Use these templates and workbook to identify the criteria and design factors for your organization and the design triggers to maintain fit. Upon completion this will be your new governance framework model.

  • Controlled Governance Models Template
  • IT Governance Program Overview
  • Governance Workbook

3. Implementation Plan and Workbook – Tools that help you build and finalize your approach to implement your new or revised governance model.

Upon completion you will have a finalized implementation plan and a visual roadmap.

  • Governance Implementation Plan
  • Governance Roadmap Workbook

4. Governance Committee Charter Templates – Base charters that can be adapted for communication.

Customize these templates to create the committee charters or terms of reference for the committees developed in your governance model.

  • IT PMO Committee Charter
  • IT Risk Committee Charter for Controlled Governance
  • IT Steering Committee Charter for Controlled Governance
  • Program Governance Committee Charter
  • Architecture Review Board Charter
  • Data Governance Committee Charter
  • Digital Governance Committee Charter

5. Governance Automation Criteria Checklist and Worksheet – Tools that help you determine which governance decisions can be automated and work through the required logic and rules.

The checklist is a starting point for confirming which activities and decisions should be considered for automation or embedding. Use the worksheet to develop decision logic by defining the steps and information inputs involved in making decisions.

  • Governance Automation Criteria Checklist
  • Governance Automation Worksheet

Infographic

Workshop: Make Your IT Governance Adaptable

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

1 Develop Your Guiding Star

The Purpose

Establish the context for your governance model.

Key Benefits Achieved

Core understanding of the context that will enable us to build an optimal model

Activities

1.1 Confirm mission, vision, and goals.

1.2 Define scope and principles.

1.3 Adjust for culture and finalize context.

Outputs

Governance principles

Governance context and goals

2 Define the Governance Model

The Purpose

To select and adapt a governance model based on your context.

Key Benefits Achieved

A selected and optimized governance model

Activities

2.1 Select and refine governance model.

2.2 Confirm and adjust the structure.

2.3 Review and adapt governance responsibilities and activities.

2.4 Validate governance mandates and membership.

Outputs

IT governance model and adjustment triggers

IT governance structure, responsibilities, membership, and cadence

Governance committee charters

3 Build Governance Process and Policy

The Purpose

Refine your governance practices and associate policies properly.

Key Benefits Achieved

A completed governance model that can be implemented with clear update triggers and review timing

Policy alignment with the right levels of authority

Activities

3.1 Update your governance process.

3.2 Align policies to mandate.

3.3 Adjust and confirm your model.

3.4 Identify and document update triggers and embed into review cycle.

Outputs

IT governance process and information flow

IT governance policies

Finalized governance model

4 Embed and Automate Governance

The Purpose

Identify options to automate and embed governance activities and decisions.

Key Benefits Achieved

Simply more consistent governance activities and automate them to enhance speed and support governance delegation and empowerment

Activities

4.1 Identify decisions and standards that can be automated. Develop decision logic.

4.2 Plan verification and validation approach.

4.3 Build implementation plan.

4.4 Develop communication strategy and messaging.

Outputs

Selected automation options, decision logic, and business rules

Implementation and communication plan

Further reading

Make Your IT Governance Adaptable

Governance isn't optional, so keep it simple and make it flexible.

Table of Contents

4 Analyst Perspective

5 Executive Summary

13 Governance Stages

14 Info-Tech’s IT Governance Thought Model

19 Info-Tech’s Approach

23 Insight Summary

30 Phase 1: Identify Your Governance Needs

54 Phase 2: Select and Refine Your Governance Model

76 Phase 3: Embed and Automate

94 Summary of Accomplishment

95 Additional Support

97 Contributors

98 Bibliography

Make Your IT Governance Adaptable

Governance isn't optional, so keep it simple and make it flexible.

EXECUTIVE BRIEF

Analyst Perspective

Governance will always be part of the fabric of your organization. Make it adaptable so it doesn’t constrain your success.

Photo of Valence Howden, Principal Research Director, Info-Tech Research Group

Far too often, the purpose of information and technology (I&T) governance is misunderstood. Instead of being seen as a way to align the organization’s vision to its investment in information and technology, it has become so synonymous with compliance and control that even mentioning the word “governance” elicits a negative reaction.

Success in modern digital organizations depends on their ability to adjust for velocity and uncertainty, requiring a dynamic and responsive approach to governance – one that is embedded and automated in your organization to enable new ways of working, innovation, and change.

Evolutionary theory describes adaptability as the way an organism adjusts to fit a new environment, or changes to its existing environment, to survive. Applied to organizations, adaptable governance is critical to the ability to survive and succeed.

If your governance doesn’t adjust to enable your changing business environment and customer needs, it will quickly become misaligned with your goals and drive you to failure.

It is critical that people build an approach to governance that is effective and relevant today while building in adaptability to keep it relevant tomorrow.

Valence Howden
Principal Research Director, Info-Tech Research Group

Executive Summary

Your Challenge

  • People don’t understand the value of governance, seeing it as a hindrance to productivity and efficiency.
  • Governance is delegated to people and practices that don’t have the ability or authority to make decisions.
  • Decisions are made within committees that don’t meet frequently enough to support business velocity.
  • It is difficult to allocate time and resources to build or execute governance effectively

Common Obstacles

  • You are unable to clearly communicate how governance adds value to your organization.
  • Your IT governance approach no longer aligns with or supports your organizational direction, goals, and work practices.
  • Governance is seen and performed as a bureaucratic control-based exercise.
  • Governance activities are not transparent.
  • The governance committee gets too deeply involved with project deep dives and daily management, derailing its effectiveness and ability to produce value.

Info-Tech’s Approach

  • Use Info-Tech’s IT governance models to identify a base model similar to the way you are organized. Confirm your current and future placement in governance execution.
  • Adjust the model based on industry needs, your principles, regulatory requirements, and your future direction.
  • Identify where to embed or automate decision making and compliance and what is required to do so effectively.
  • Implement your governance model for success.

Info-Tech Insight

IT governance must be embedded and automated, where possible, to effectively meet the needs and velocity of digital organizations and modern practices and to drive success and value.

What is governance?

IT governance is a critical and embedded practice that ensures that information and technology investments, risks, and resources are aligned in the best interests of the organization and produce business value.

Effective governance ensures that the right technology investments are made at the right time to support and enable your organization’s mission, vision, and goals.

5 KEY OUTCOMES OF GOOD GOVERNANCE

STRATEGIC ALIGNMENT

Technology investments and portfolios are aligned with the organization's strategic objectives.

RISK OPTIMIZATION

Organizational risks are understood and addressed to minimize impact and optimize opportunities.

VALUE DELIVERY

IT investments and initiatives deliver their expected benefits.

RESOURCE OPTIMIZATION

Resources (people, finances, time) are appropriately allocated across the organization to optimal organizational benefit.

PERFORMANCE MEASUREMENT

The performance of technology investments is monitored and used to determine future courses of action and to confirm achievement of success.

‹–EVALUATE–DIRECT–MONITOR–›

Why is this necessary?

  • Governance is not simply a committee or an activity that you perform at a specific point in time; it is a critical and continuously active practice that drives the success of your organization. It is part of your organization’s DNA and is just as unique, with some attributes common to all (IT governance elements), some specific to your family (industry refinements), and some specific to you (individual organization).
  • Your approach to governance needs to change over time in order to remain relevant and continue to enable value and success, but organizations rarely want to change governance once it’s in place.
  • To meet the speed and flow of practices like Lean, DevOps, and Agile, your IT governance needs to be done differently and become embedded into the way your organization works. You must adjust your governance model based on key moments of change – organizational triggers – to maintain the effectiveness of your model.

Info-Tech Insight

Build an optimal model quickly and implement the core elements using an iterative approach to ensure the changes provide the most value.

The Technology Value Trinity

Delivery of Business Value & Strategic Needs

  • DIGITAL & TECHNOLOGY STRATEGY
    The identification of objectives and initiatives necessary to achieve business goals.
  • IT OPERATING MODEL
    The model for how IT is organized to deliver on business needs and strategies.
  • INFORMATION & TECHNOLOGY GOVERNANCE
    The governance to ensure the organization and its customers get maximum value from the use of information and technology.

All three elements of the Technology Value Trinity work in harmony to deliver business value and meet strategic needs. As one changes, the others need to change as well.

  • Digital and IT Strategy tells you what you need to achieve to be successful.
  • IT Operating Model and Organizational Design is the alignment of resources to deliver on your strategy and priorities.
  • Information & Technology Governance is the confirmation that IT’s goals and strategy align with the business’ strategy. It is the mechanism by which you continuously prioritize work to ensure that what you deliver is in line with the strategy. This oversight involves evaluating, directing, and monitoring the delivery of outcomes to ensure that the use of resources results in achieving the organization’s goals.

Too often strategy, operating model and organizational design, and governance are considered separate practices. As a result, “strategic documents” end up being wish lists, and projects continue to be prioritized based on who shouts the loudest rather than on what is in the best interest of the organization.

Where information & technology governance fits within an organization

An infographic illustrating where Governance fits within an organization. The main section is titled 'Enterprise Governance and Strategy' and contains 'Value Outcomes', 'Mission and Vision', 'Goals and Objectives', and 'Guiding Principles'. These all feed into the highlighted 'Information & Technology Governance', which then contributes to 'IT Strategy', which lies outside the main section.

I&T governance hasn’t achieved its purpose

Governance is the means by which IT ensures that information and technology delivery and spend is aligned to business goals and delivers business outcomes. However, most CEOs continue to perceive IT as being poorly aligned to the business’ strategic goals, which indicates that governance is not implemented or executed properly.

For I&T governance to be effective you need a clear understanding of the things that drive your organization and its success. This understanding becomes your guiding star, which is critical for effective governance. It also requires participation by all parts of the organization, not just IT.

Info-Tech CIO/CEO Alignment Diagnostics (N=124)

43% of CEOs believe that business goals are going unsupported by IT.

60% of CEOs believe that improvement is required around IT’s understanding of business goals.

80% of CIOs/CEOs are misaligned on the target role for IT.

30% of business stakeholders are supporters (N=32,536) of their IT departments

Common causes of poor governance

Key causes of poor or misaligned governance

  1. Governance and its value to your organization is not well understood, often being confused or integrated with more granular management activities.
  2. Business executives fail to understand that IT governance is a function of the business and not the IT department.
  3. Poor past experiences have made “governance” a bad word in the organization. People see it as a constraint and barrier that must be circumvented to get work done.
  4. There is misalignment between accountability and authority throughout the organization, and the wrong people are involved in governance practices.
  5. There is an unwillingness to change a governance approach that has served the organization well in the past, leading to challenges when the organization starts to change practices and speed of delivery.
  6. There is a lack of data and data-related capabilities required to support good decision making and the automation of governance decisions.
  7. The goals and strategy of the organization are not known or understood, leaving nothing for IT governance to orient around.

Key symptoms of ineffective governance committees

  1. No actions or decisions are generated. The committee produces no value and makes no decisions after it meets. The lack of value output makes the usefulness of the committee questionable.
  2. Resources are overallocated. There is a lack of clear understanding of capacity and value in work to be done, leading to consistent underestimation of required resources and poor resource allocation.
  3. Decisions are changed outside of committee. Decisions made or initiatives approved by the committee are later changed when the proper decision makers are involved or the right information becomes available.
  4. Governance decisions conflict with organizational direction. This shows an obvious lack of alignment and behavioral disconnect that work against organizational success. It is often due to not accounting for where power really exists within the structure.
  5. Consistently poor outcomes are produced from governance direction. Committee members’ lack of business acumen, relevant data, or understanding of organizational goals results in decisions that fail to drive successful measured outcomes.

Mature your governance by transitioning from ad hoc to automated

Organizations should look to progress in their governance stages. Ad hoc and controlled governance practices tend to be more rigid, making these a poor fit for organizations requiring higher velocity delivery or using more agile and adaptive practices.

The goal as you progress through these stages is to delegate governance and empower teams based on your fit and culture, enabling teams where needed to make optimal decisions in real time, ensuring that they are aligned with the best interests of the organization.

Automate governance for optimal velocity while mitigating risks and driving value.

This puts your organization in the best position to be adaptive, able to react effectively to volatility and uncertainty.

A graph illustrating the transition from Ad Hoc to Automated. The y-axis is 'Process Integration' and x-axis is 'Trust & Empowerment'. 'Ad Hoc: Inconsistent Decision Making' lies close to the origin, ranking low on both axes' values. 'Controlled: Authoritarian, Highly Structured' ranks slightly higher on both axes. 'Agile: Distributed & Empowered' ranks 2nd highest on both axes. 'Automated: High Velocity, Embedded & Flexible' ranks highest on both axes.

Stages of governance

Adaptive
Data-Centric


ˆ


ˆ


ˆ


ˆ


ˆ
Traditional
(People- and Document-Centric)

4

Automated Governance
  • Entrenched into organizational processes and product/service design
  • Empowered and fully delegated to maintain fit and drive organizational success and survival

3

Agile Governance
  • Flexible enough to support different needs in the organization and respond quickly to change
  • Driven by principles and delegated throughout the company

2

Controlled Governance
  • Focused on compliance and hierarchy-based authority
  • Levels of authority defined and often driven by regulatory requirements

1

Ad Hoc Governance
  • Not well defined or understood within the organization
  • Occurs out of necessity but often not done by the right people or bodies

Make Governance Adaptable and Automated to Drive Success and Value

Governance adaptiveness ensures the success of digital organizations and modern practice implementation.

THE PROBLEM

  • The wrong people are making decisions.
  • Organizations don't understand what governance is or why it's done.
  • Governance scope and design is a bad fit, damaging the organization.
  • People think governance is optional.

THE SOLUTION

ESTABLISH YOUR GUIDING PRINCIPLES

Define and establish the guiding principle that drive your organization toward success.

  • Mission & Vision
  • Business Goals & Success Criteria
  • Operating Model & Work Practices
  • Governance Scope
  • Principles
SELECT AND REFINE YOUR MODEL

Use Info-Tech's IT Governance Models to identify a base model similar to the way you are organized. Confirm your current and future placement in governance execution.

IDENTIFY MODEL UPDATE TRIGGERS

Adjust the model based on industry needs, your principles, regulatory requirements, and future direction.

  • Principles
    Select principles that allow the organization to be adaptive while still ensuring the governance continues to stay on course with pursuing its guiding star.
  • Responsibilities
    Decide on the governance responsibilities related to Oversight Level, Strategic Alignment, Value Delivery, Risk Optimization, Resource Optimization, and Performance Management.
  • Structure
    Determine at which structured level governance is appropriate: Enterprise, Strategic, Tactical, or Operational.
  • Processes
    Establish processes that will enable governance to occur such as: Embed the processes required for successful governance.
  • Membership
    Identify the Responsibility & Accountability of those who should be involved in governance processes, policies, guidelines, and responsibilities.
  • Policies
    Confirm any governing policies that need to be adhered to and considered to manage risk.
DETERMINE AUTOMATION OPTIONS AND DECISION RULES

Identify where to embed or automate decision making and compliance and what is required to do so effectively.

STAGES OF GOVERNANCE

    Traditional (People- and document-centric)
  1. AD HOC GOVERNANCE
    Governance that is not well defined or understood within the organization. It occurs out of necessity but often not by the right people or bodies.
  2. CONTROLLED GOVERNANCE
    Governance focused on compliance and hierarchy-based, authority-driven control of decisions. Levels of Authority are defined and often driven by regulatory requirements.
  3. Adaptive (Data Centric)
  4. AGILE GOVERNANCE
    Governance that is flexible to support different needs and quick responses in the organization. Driven by principles and delegated throughout the company.
  5. AUTOMATED GOVERNANCE
    Governance that is entrenched and automated into the organizational processes and product/service design. Empowered and fully delegated governance to maintain fit and drive organizational success and survival.

KEY INSIGHT

Governance must actively adapt to changes in your organization, environment, and practices or it will drive you to failure.

Developing governance principles

Governance principles support the move from controlled to automated governance by providing guardrails that guide your decisions. They provide the ethical boundaries and cultural perspectives that contextualize your decisions and keep you in line with organizational values. Determining principles are global in nature.

CONTROLLED CHANGE ACTIONS AND RATIONALE AUTOMATED
Disentangle governance and management Move from governance focused on evaluating, directing, and monitoring strategic decisions around information and technology toward defining and automating rules and principles for decision making into processes and practices, empowering the organization and driving adaptiveness. Delegate and empower
Govern toward value Move from identifying the organization’s mission, goals, and key drivers toward orienting IT to align with those value outcomes and embedding value outcomes into design and delivery practices. Deliver to defined outcomes
Make risk-informed decisions Move from governance bodies using risk information to manually make informed decisions based on their defined risk tolerance toward having risk information and attestation baked into decision making across all aspects and layers of the IT organization – from design to sustainment. Embed risk decision making into processes and practices
Measure to drive improvement Move from static lagging metrics that validate that the work being done is meeting the organization’s needs and guide future decision making toward automated governance with more transparency driven by data-based decision making and real-time data insights. Trust through real-time reporting
Enforce standards and behavior Move from enforcing standards and behavior and managing exceptions to ensure that there are consistent outcomes and quality toward automating standards and behavioral policies and embedding adherence and changes in behavior into the organization’s natural way of working. Automate standards through automated decision rules, verification, and validation

Find your guiding star

MISSION AND VISION –› GOALS AND OBJECTIVES –› GUIDING PRINCIPLES –›

VALUE

Why your organization exists and what value it aims to provide. The purpose you build a strategy to achieve. What your organization needs be successful at to fulfill its mission. Key propositions and guardrails that define and guide expected organizational behavior and beliefs.

Your mission and vision define your goals and objectives. These are reinforced by your guiding principles, including ethical considerations, your culture, and expected behaviors. They provide the boundaries and guardrails for enabling adaptive governance, ensuring you continue to move in the right direction for organizational success.

To paraphrase Lewis Carroll, “If you don't know where you want to get to, it doesn't much matter which way you go.” Once you know what matters, where value resides, and which considerations are necessary to make decisions, you have consistent directional alignment that allows you to delegate empowered governance throughout the organization, taking you to the places you want to go.

Understand governance versus management

Don’t blur the lines between governance and management; each has a unique role to play. Confusing them results in wasted time and confusion around ownership.

Governance

I&T governance defines WHAT should be done and sets direction through prioritization and decision making, monitoring overall IT performance.

Governance aligns with the mission and vision of the organization to guide IT.

A cycle of processes split into two halves, 'Governance Processes' and 'Management Processes'. Beginning on the Management side, the processes are 'Plan', 'Build', 'Run', 'Monitor', then to the Governance side, 'Evaluate', 'Direct', 'Monitor', and back to the beginning.

Management

Management focuses on HOW to do things to achieve the WHAT. It is responsible for executing on, operating, and monitoring activities as determined by I&T governance.

Management makes decisions for implementation based on governance direction.

Data is critical to automating governance

Documents and subjective/non-transparent decisions do not create sufficient structure to allow for the true automation of governance. Data related to decisions and aggregated risk allow you to define decision logic and rules and algorithmically embed them into your organization.

People- and Document-Centric

Governance drives activities through specific actors (individuals/committees) and unstructured data in processes and documents that are manually executed, assessed, and revised. There are often constraints caused by gaps or lack of adequate and integrated information in support of good decisions.

Data-Centric

Governance actors provide principles, parameters, and decision logic that enable the creation of code, rulesets, and algorithms that leverage organizational data. Attestation is automatic – validated and managed within the process, product, or service.

Info-Tech’s Approach

Define your context and build your model

ESTABLISH YOUR GUIDING PRINCIPLES

Define and establish the guiding principle that drive your organization toward success.

  • Mission & Vision
  • Business Goals & Success Criteria
  • Operating Model & Work Practices
  • Governance Scope
  • Principles
SELECT AND REFINE YOUR MODEL

Use Info-Tech's IT Governance Models to identify a base model similar to the way you are organized. Confirm your current and future placement in governance execution.

MODEL UPDATE TRIGGERS

Adjust the model based on industry needs, your principles, regulatory requirements, and future direction.

  • Principles
    Select principles that allow the organization to be adaptive while still ensuring the governance continues to stay on course with pursuing its guiding star.
  • Responsibilities
    Decide on the governance responsibilities related to Oversight Level, Strategic Alignment, Value Delivery, Risk Optimization, Resource Optimization, and Performance Management.
  • Structure
    Determine at which structured level governance is appropriate: Enterprise, Strategic, Tactical, or Operational.
  • Processes
    Establish processes that will enable governance to occur such as: Embed the processes required for successful governance.
  • Membership
    Identify the Responsibility & Accountability of those who should be involved in governance processes, policies, guidelines, and responsibilities.
  • Policies
    Confirm any governing policies that need to be adhered to and considered to manage risk.
AUTOMATION OPTIONS AND DECISION RULES

Identify where to embed or automate decision making and compliance and what is required to do so effectively.

The Info-Tech Difference

Define your context and build your model

  1. Quickly identify the organizational needs driving governance and your guiding star.
  2. Select and refine a base governance model based on our templates.
  3. Define and document the key changes in your organization that will trigger a need to update or revise your governance.
  4. Determine where you might be able to automate aspects of your governance.
  5. Design your decision rules where appropriate to support automated and adaptive governance.

How to use this research

Where are you in your governance optimization journey?

MY GOVERNANCE IS AD HOC AND WE’RE STARTING FROM SCRATCH I NEED TO BUILD A NEW GOVERNANCE STRUCTURE OUR GOVERNANCE APPROACH IS INEFFECTIVE AND NEEDS IMPROVEMENT I NEED TO LOOK AT OPTIONS FOR AUTOMATING GOVERNANCE PRACTICES
Step 1.1: Define Your Governance Context Step 1.2: Structure Your IT Governance Phase 2: Select and Refine Your Model Phase 3: Embed and Automate

IT governance is about ensuring that the investment decisions made around information and technology drive the optimal organizational value, not about governing the IT department.

In this section we will clarify your organizational context for governance and define your guiding star to orient your governance design and inform your structure.

There is no need to start from scratch! Start with Info-Tech’s best-practice IT governance models and customize them based on your organizational context.

The research in this section will help you to select the right base model to work from and provide guidance on how to refine it.

Governance practices eventually stop being a good fit for a changing organization, and things that worked before become bottlenecks.

Governing roles and committees don’t adjust well, don’t have consistent practices, and lack the right information to make good decisions.

The research in this section will help you improve and realign your governance practices.

Once your governance is controlled and optimized you are ready to investigate opportunities to automate.

This phase of the blueprint will help you determine where it’s feasible to automate and embed governance, understand key governance automation practices, and develop governing business rules to move your journey forward.

Related Research:

If you are looking for details on specific associated practices, please see our related research:

  1. I need to establish data governance.
  2. I need to manage my project portfolio, from intake to confirmation of value.
  3. I need better risk information to support decision making.
  4. I need to ensure I am getting the expected outcomes and benefits from IT spend.
  5. I need to prioritize my product backlog or service portfolio.

Info-Tech’s methodology for building and embedding adaptive governance

1. Identify Your Governance Needs 2. Select and Refine Your Governance Model 3. Embed and Automate
Phase Steps
  1. Confirm Mission, Vision, and Goals
  2. Define Scope and Principles
  3. Adjust for Culture and Finalize Context
  1. Select and Refine Your Governance Model
  2. Identify and Document Your Governance Triggers
  3. Build Your Implementation Plan
  1. Identify Decisions to Embed and Automate
  2. Plan Validation and Verification
  3. Update Implementation Plan
Phase Outcomes
  • Governance context, guiding star, and principles
  • Completed governance model with associated decisions and policies
  • Implementation plan
  • List of automation options
  • Decision logic, rules, and rulesets
  • Validation and verification approach
  • Finalized implementation plan

Insight summary

Value

To remain valuable, I&T governance must actively adapt to changes in your organization, environment, and practices, or it will drive you to failure instead of success.

Focus

I&T governance does not focus on the IT department. Rather, its intent is to ensure your organization makes sound decisions around investment in and use of information and technology.

Maturity

Your governance approach progresses in stages from ad hoc to automated as your organization matures. Your stage depends on your organizational needs and ways of working.

Good governance

Good governance does not equate to control and does not stifle innovation.

Automation

Automating governance must be done in stages, based on your capabilities, level of maturity, and amount of usable data.

Strategy

Establish the least amount of governance required to allow you to achieve your goals.

Guiding star

If you don’t establish a guiding star to align the different stakeholders in your organization, governance practices will create conflict and confusion.

Blueprint deliverables

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

Key Deliverable:
Governance Framework Model

The governance framework model provides the design of your new governance model and the organizational context to retain stakeholder alignment and organizational satisfaction with governance.

The model includes the structures, practices, and responsibilities to drive effective governance in your organization.

Sample of the key blueprint deliverable 'Governance Framework Model'.

Governance Implementation Plan

This roadmap lays out the changes required to implement the governance model, the cultural items that need to be addressed, and anticipated timing.

Sample of the blueprint deliverable 'Governance Implementation Plan'.

Governance Committee Charters

Develop a detail governance charter or term of reference for each governing body. Outline the mandate, responsibilities, membership, process, and associated policies for each.

Sample of the blueprint deliverable 'Governance Committee Charters'.

Blueprint benefits

IT Benefits

  • Stronger, traceable alignment of IT decisions and initiatives to business needs.
  • Improved ability for IT to meet the changing demands and velocity of the business.
  • Better support and enablement of innovation – removing constraints and barriers.
  • Optimized governance that supports and enables modern work practices.
  • Increased value generation from IT initiatives and optimal use of IT resources.
  • Designed adaptability to ensure you remain in alignment as your business and IT environments change.

Business Benefits

  • Clear transparent focus of IT initiatives on generating strategic business value.
  • Improved ability to measure the value and contribution of IT to business goals.
  • Alignment and integration of business/IT strategy.
  • Optimized development and use of IT capabilities to meet business needs.
  • Improved integration with corporate/enterprise governance.

Executive Brief Case Study

INDUSTRY Manufacturing
SOURCE Info-Tech analyst experience

Improving the governance approach and delegating decision making to support a change in business operation

Challenge

The large, multi-national organization has locations across the world but has two primary headquarters, in Europe and the United States.

Market shifts drove an organizational shift in strategy, leading to a change in operating models, a product focus, and new work approaches across the organization.

Much of the implementation and execution was done in isolation, and effectiveness was slowed by poor integration and conflicting activities that worked against each other.

The product owner role was not well defined.

Solution

After reviewing the organization’s challenges and governance approach, we redefined and realigned its organizational and regional goals and identified outcomes that needed to be driven into their strategies.

We also reviewed their span of control and integration requirements and properly defined decisions that could be made regionally versus globally, so that decisions could be made to support new work practices.

We defined the product and service owner roles and the decisions each needed to make.

Results

We saw an improvement in the alignment of organizational activities and the right people and bodies making decisions.

Work and practices were aimed at the same key outcomes and alignment between teams toward organizational goal improved.

Within one year, the success rate of the organization’s initiatives increased by 22%, and the percentage of product-related decisions made by product owners increased by 50%.

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

DIY Toolkit

Guided Implementation

Workshop

Consulting

"Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

Diagnostics and consistent frameworks used throughout all four options

Guided Implementation

A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

A typical GI is between 5 and 8 calls over the course of 2 to 3 months.

What does a typical GI on this topic look like?

    Phase 1: Identify Your Governance Needs

  • Call #1: Confirm your organization’s mission and vision and review your strategy and goals.
  • Call #2: Identify considerations and governance needs. Develop your guiding star and governing principles.
  • Phase 2: Select and Refine Your Model

  • Call #3: Select your base model and optimize it to meet your governance needs.
  • Call #4: Define your adjustment triggers and develop your implementation plan.
  • Phase 3: Embed and Automate

  • Call #5: Identify decisions and standards you can automate and where to embed them.
  • Call #6: Confirm levels of authority and data requirements. Establish your approach and update the implementation plan.

Workshop Overview

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

Session 1 Session 2 Session 3 Session 4 Session 5
Activities
Develop Your Guiding Star

1.1 Confirm mission, vision, and goals

1.2 Define scope and principles

1.3 Adjust for culture and finalize context

Define the Governance Model

2.1 Select and refine governance model

2.2 Confirm and adjust the structure

2.3 Review and adapt governance responsibilities and activities

2.4 Validate governance mandates and membership

Build Governance Process and Policy

3.1 Update your governance process

3.2 Align policies to mandate

3.3 Adjust and confirm your governance model

3.4 Identify and document your update triggers

3.5 Embed triggers into review cycle

Embed and Automate Governance

4.1 Identify decisions and standards to automate

4.2 Plan verification and validation approach

4.3 Build implementation plan

4.4 Develop communication strategy and messaging

Next Steps and Wrap-Up

5.1 Complete in-progress outputs from previous four sessions

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

Outcomes
  1. Governance context and goals
  2. Governance principles
  1. IT governance model and adjustment triggers
  2. IT governance structure, responsibilities, membership, and cadence
  3. Governance committee charters
  1. IT governance process and information flow
  2. IT governance policies
  3. Finalized governance model
  1. Selected automation options, decision logic, and business rules
  2. Implementation and communication plan
  1. Governance context and principles
  2. Finalized governance model and charters
  3. Finalized implementation plan

Make Your IT Governance Adaptable

Phase 1

Identify your Governance Needs

Phase 1

  • 1.1 Define Your Guiding Star
  • 1.2 Define Scope and Principles
  • 1.3 Adjust for Culture and Finalize Context

Phase 2

  • 2.1 Choose and Adapt Your Model
  • 2.2. Identify and Document Your Governance Triggers
  • 2.3 Build Your Implementation Approach

Phase 3

  • 3.1 Identify Decisions to Embed and Automate
  • 3.2 Plan Validation and Verification
  • 3.3 Update Implementation Plan

This phase will walk you through the following activities:

Identify the organization’s goals, mission, and vision that will guide governance.

Define the scope of your governance model and the principles that will guide how it works.

Account for organizational attitudes, behaviors, and culture related to governance and finalize your context.

This phase involves the following participants:

  • Senior IT leadership
  • Governance leads

Step 1.1

Define Your Guiding Star

Activities
  • 1.1.1 Document and interpret your strategy, mission, and vision
  • 1.1.2 Document and interpret the business and IT goals and outcomes
  • 1.1.3 Identify your operating model and work processes

This step will walk you through the following activities:

Review your business and IT strategy, mission, and vision to ensure understanding of organizational direction.

Identify the business and IT goals that governance needs to align.

Confirm your operating model and any work practices that need to be accounted for in your model.

This step involves the following participants:

  • Senior IT leadership
  • Governance leads

Outcomes of this step

Identified guiding star outcomes to align governance outcomes with

Defined operating model type and work style that impact governance design

Identify Your Governance Needs

Step 1.1 – Define your Guiding Star Step 1.2 – Define Scope and Principles Step 1.3 – Adjust for Culture and Finalize Context

Govern by intent

Find the balance for your designed governance approach

Organic governance occurs during the formation of an organization and shifts with challenges, but it is rarely transparent and understood. It changes your culture in uncontrolled ways. Intentional governance is triggered by changes in organizational needs, working approaches, goals, and structures. It is deliberate and changes your culture to enable success.
Stock photo of a weight scale.

Info-Tech Insight

Your approach to governance needs to be designed, even if your execution of governance is adaptable and delegated.

What is your guiding star?

Your guiding star is a combination of your organization’s mission, vision, and strategy and the goals that have been defined to meet them.

It provides you with a consistent focal point around which I&T-related activities and projects orbit, like planets around a star.

It generates the gravity that governance uses to keep things from straying too far away from the goal of achieving relevant value.

  1. Mission & Vision
  2. Business Goals & Success Criteria
  3. Operating Model & Work Practices
  4. Governance Scope
  5. Principles

1.1.1 Document and interpret your strategy, mission, and vision

30 minutes

Input: Business strategy, IT strategy, Mission and vision statements

Output: Updated Governance Workbook, Documented strategic outcomes and organizational aims that governance needs to achieve

Materials: Whiteboard/flip charts, Governance Workbook

Participants: IT senior leadership

  1. Gather your available business, digital, and IT strategy, mission, and vision information and document everything in your Governance Workbook. It’s ok if you don’t have all of it.
  2. Review and your mission and vision as a group. Discuss and document key points, including:
    • Which activities do you perform as an organization that embody your vision?
    • What key decisions and behaviors are required to ensure that your mission and vision are achievable?
    • What do you require from leadership to enable you to govern effectively?
    • What are the implications of the mission and vision on how the organization needs to work? What are the implications on decisions around opportunities and risks?

Download the Governance Workbook

1.1.2 Document and interpret the business and IT goals and outcomes

60 minutes

Input: Business strategy, Business and IT goals and related initiatives

Output: Required success outcomes for goals, Links between IT and business goals that governance needs to align

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Document the business and IT goals that have been created to achieve the mission and vision.
  2. Discuss if there are any gaps between the goals and the mission and vision. Ask yourself – if we accomplish these goals will we have successfully achieved the mission?
  3. For each goal, define what successful achievement of the goal looks like. Starting with one goal or objective, ask:
    • How would I know I am on the right path and how will I know I have gotten there?
    • How would I know if I am not on the right path and what does a bad result look like?
  4. Document your success criteria.
  5. Brainstorm some examples of decisions that support or constrain the achievement of your goals.
  6. Repeat this exercise for your remaining goals.
  7. As a group, map IT goals to business goals.

What is your operating model and why is it important?

An IT operating model is a visual representation of the way your IT organization needs to be designed and the capabilities it requires to deliver on the business mission, strategic objectives, and technological ambitions.

The model is critical in the optimization and alignment of the IT organization’s structure in order to deliver the capabilities required to achieve business goals. It is a key determinant of how governance needs to be designed and where it is implemented.

Little visualizations of different operating models: 'Centralized', 'Decentralized', and 'Hybrid'.

1.1.3 Identify your operating model and work practices

60 minutes

Input: Organizational structure, Operating model (if available)

Output: Confirmed operating approach, Defined work practices

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Identify the way your organization functions:
    • How do we currently operate? Are we centralized, decentralized or a hybrid? Are we focused on delivering products and services? Do we provide service ourselves or do we use vendors for delivery?
    • Can we achieve our mission, goals, and strategies, if we continue to operate this way? What would we have to change in how we operate to be successful in the future?
  2. Identify your governance needs. Do we need to be more structured or more flexible to support our future ways of working?
    • If you operate in a more traditional way, consider whether you are implementing or moving toward more modern practices (e.g. Agile, DevOps, enterprise service management). Do you need to make more frequent but lower-risk decisions?
    • Is your organization ready to delegate governance culturally and in terms of business understanding? Is there enough available information to support adaptive decisions and actions?
  3. Document your operating style, expected changes in work style, and cultural readiness. You will need to consider the implications on design.

Step 1.2

Define Scope and Principles

Activities
  • 1.2.1 Determine the proper scope for your governance
  • 1.2.2 Confirm your determining governing principles
  • 1.2.3 Develop your specific governing principles

This step will walk you through the following activities:

Identify what is included and excluded within the scope of your governance.

Develop the determining and specific principles that provide guardrails for governance activities and decisions.

This step involves the following participants:

  • Senior IT leadership
  • Governance leads

Outcomes of this step

Documented governance scope and principles to apply

Identify Your Governance Needs

Step 1.1 – Define your Guiding Star Step 1.2 – Define Scope and Principles Step 1.3 – Adjust for Culture and Finalize Context

Define the context for governance

Based on the goals and principles you defined and the operating model you selected, confirm where oversight will be necessary and at what level. Focus on the necessity to expedite and clear barriers to the achievement of goals and on the ownership of risks and compliance. Some key considerations:

  • Where in the organization will you need to decide on work that needs to be done?
  • What type of work will you need to do?
  • In what areas could there be conflicts in prioritization/resource allocation to address?
  • Who is accountable for risks to the organization and its objectives?
  • Where are your regional or business-unit-specific concerns that require focused local attention?
  • Are we using more agile, rapid delivery methods to produce work?

Understand your governance scope

Your governance scope helps you define the boundaries of what your governance model and practices will cover. This includes key characteristics of your organization that impact what governance needs to address.

Sample Considerations

  • Organizational Span
    • The geographical area the organization operates within. Regional laws and requirements will affect governance delegation and standards/policy development.
  • Level of Regulation
    • Higher levels of regulation create more standards and controls for risk and compliance, impacting how authority can be delegated or automated.
  • Sourcing Model
    • Changing technology sourcing introduces additional vendor governance requirements and may impact compliance and audit.
  • Risk Posture
    • The appetite for risk organizationally, and in pockets, impacts the level of uncertainty you are willing to work within and impact decision-making authority positioning.
  • Size
    • The size of your organization impacts the approach to governance, practice implementation, and delegation of authority.
  • What Is Working Today?
    • Which elements of your current governance approach should be retained, and what are the biggest pain points that need to be addressed?
(Source: COBIT 2019)

1.2.1 Determine the proper scope for your governance

60 minutes

Input: Context information from Activity 1.1, Scoping areas

Output: Defined scope and span of control

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Determine the scope/span of control required for your governance by:
    • Reviewing your key IT capabilities. Identify the ones where the responsibilities and decisions require oversight to ensure they meet the needs of the organization.
    • Identify what works well or poorly in your current governance approach.
    • Discuss and document the level and type of knowledge and business understanding required.
    • Identify and document any regulations, standards, or laws that apply to your organization/industry and how broadly they have to be applied.
    • Identify the organization’s risk appetite, where known, and areas where acceptable thresholds of risk have been defined. Where are key risk and opportunity decisions made? Who owns risk in your organization?
    • Identify and document the perceived role of the IT group in your organization (e.g. support, innovator, partner) and sourcing model (e.g. insource, outsource).
    • Is there sufficient information and data available in your organization to support effective decision making?

How should your governance be structured?

Organizations often have too many governance bodies, creating friction without value. Where that isn’t the case, the bodies are often inefficient, with gaps or overlaps in accountability and authority. Structure your governance to optimize its effectiveness, designing with the intent to have the fewest number of governing bodies to be effective, but no less than is necessary.

Start with your operating model.

  • Understand what’s different about your governance based on whether your organization in centralized, distributed, or a different model (e.g. hybrid, product).
  • Identify and include governance structures that are mandatory due to regulation or industry.
  • Based on your context, identify how many of your governance activities should be performed together.

Determine whether your governance should be controlled or adaptive.

  • Do you have the capability to distribute governance and is your organization empowered enough culturally?
  • Do you have sufficient standards and data to leverage? Do you have the tools and capabilities?
  • Identify governance structures that are required due to regulation or industry.

Info-Tech Insight

Your approach to governance needs to be designed and structured, even if your execution of governance is adaptable and delegated.

Identify and Refine your Principles

Confirm your defining principles based on your selection of controlled or adaptive governance. Create specific principles to clarify boundaries or provide specific guidance for teams within the organization.

Controlled Adaptive
Disentangle governance and management Delegate and empower
Govern toward value Deliver to defined outcomes
Make risk-informed decisions Embed risk into decision making
Measure to drive improvement Trust though real-time reporting
Enforce standards and behavior Automate decision making though established standards

Determining Principle: Delegate and empower.

Specific Principle: Decisions should be made at the lowest reasonable level of the organization with clarity.

Rationale: To govern effectively with the velocity required to address business needs, governance needs to be executed deeper into the organization and organizational goals need to be clearly understood everywhere.

Implication: Decision making needs to be delegated throughout the organization, so information and data requirements need to be identified, decision-making approach and principles need to be shared, and authority needs to be delegated clearly.

1.2.2 Confirm your determining governance principles

30-45 minutes

Input: Governance Framework Model– Governance Principles

Output: Governance workbook - Finalized list of determining principles

Materials: Whiteboard/flip charts, Governance Workbook

Participants: IT senior leadership

  1. Review the IT governance principles in your Governance Workbook.
  2. Within your IT senior leadership team (or IT governance working group) assign one or two principles to teams of two to three participants. Have each team identify what this would mean for your organization. Answering the questions:
    • In what ways do our current governance practices support this?
    • What are some examples of changes that would need to be made to make this a reality?
    • How would applying this principle improve your governance?
  3. Have each team present their results and compile the findings and implications in the Governance Workbook to use for future communication of the change.

Specific governing principles

Specific governing principles are refined principles derived from a determining principle, when additional specificity and detail is necessary. It allows you to define an approach for specific behaviors and activities. Multiple specific principles may underpin the determining one.

A visualization of a staircase with stairs labelled, bottom to top, 'Determining Principle', 'Rationale', 'Implications', 'Specific Principles'.

Specific Principles – Related principles that may be required to ensure the implications of the determining principal are addressed within the organization. They may be specific to individual areas and may be addressed in policies.

Implications – The implications of this principle on the organization, specific to how and where governance is executed and the level of information and authority that would be necessary.

Rationale – The reason(s) driving the determining principle.

Determining Principle – A core overarching principle – a defining aspect of your governance model.

1.2.3 Develop your specific governing principles

30 minutes

Input: Updated determining principles

Output: List of specific principles linked to determining principles

Materials: Whiteboard/flip charts, Governance Workbook

Participants: IT senior leadership

  1. Confirm the determining principles for your governance model based on your previous discussions.
  2. Identify where to apply the principles. This is based on:
    1. Your governance scope (how much is within your span of control)
    2. The amount of data you have available
    3. Your cultural readiness for delegation
  3. Create specific principles to support the determining principles:
    1. Document the rationale driving the determining principles.
    2. Identify the implications.
    3. Create specific principles that will support the success in achieving the goals of each determining principle.
  4. Document all information on the “Governance guiding star” slide in the Governance Workbook.

Download the Governance Workbook

Step 1.3

Adjust for Culture and Finalize Context

Activities
  • 1.3.1 Identify and address the impact of attitude, behavior, and culture
  • 1.3.2 Finalize your context

This step will walk you through the following activities:

Identify your organizational attitude, behavior, and culture related to governance.

Identify positives that can be leveraged and develop means to address negatives.

Finalize the context that your model will leverage and align to.

This step involves the following participants:

  • Senior IT leadership
  • Governance leads

Outcomes of this step

Downloaded tool ready to select the base governance model for your organization

Identify Your Governance Needs

Step 1.1 – Define your Guiding Star Step 1.2 – Define Scope and Principles Step 1.3 – Adjust for Culture and Finalize Context

Understanding attitude, behavior, and culture

A

ttitude

What people think and feel. It can be seen in their demeanor and how they react to change initiatives, colleagues, and users. This manifests in the belief that governance is a constraint that needs to be avoided or ignored – often with unintended consequences.

A stock photo of a lightbulb over a person's head and a blackboard behind them reading 'New Mindset - data-verified= New Results'.">

Any form of organizational change involves adjusting people’s attitudes to create buy-in and commitment.

You need to identify and address attitudes that can lead to negative behaviors and actions or that are counter-productive.

Understanding attitude, behavior, and culture

B

ehavior

What people do. This is influenced by attitude and the culture of the organization. In governance, this manifests as people’s willingness to be governed, who pushes back, and who tries to bypass it.

A stock photo of someone walking up a set of stairs into the distant sunlight.

To implement change within IT, especially at a tactical and strategic level, organizational behavior needs to change.

This is relevant because people gravitate toward stability and will resist change in an active or passive way unless you can sell the need, value, and benefit of changing their behavior and way of working.

Understanding attitude, behavior, and culture

C

ulture

The accepted and understood ways of working in an organization. The values and standards that people find normal and what would be tacitly identified to new resources. In governance terms, this is how decisions are really made and where responsibility really exists rather than what is identified formally.

A stock photo of a compass pointing to 'VALUES'.

The impact of the organizational or corporate “attitude” on employee behavior and attitude is often not fully understood.

Culture is an invisible element, which makes it difficult to identify, but it has a strong impact and must be addressed to successfully embed governance models. In the case of automating governance, cultural readiness for automation is a critical success factor.

1.3.1 Identify and address the impact of attitude, behavior, and culture

45 minutes

Input: Senior leadership knowledge

Output: Updated Governance Workbook

Materials: Governance Workbook

Participants: IT senior leadership

  1. Break into three groups. Each group will discuss and document the positive and negative aspects of one of attitude, behavior, or culture related to governance in your organization.
  2. Each group will present and explain their list to the group.
  3. Add any additional suggestions in each area that are identified by the other groups.
  4. Identify the positive elements of attitude, behavior, and culture that would help with changing or implementing your updated governance model.
  5. Identify any challenges that will need to be addressed for the change to be successful.
  6. As a group, brainstorm some mitigations or solutions to these challenges. Document them in the Governance Workbook to be incorporated into the implementation plan.

Download the Governance Workbook

Attitude, behavior, and culture

Evaluate the organization across the three contexts. The positive items represent opportunities for leveraging these characteristics with the implementation of the governance model, while the negative items must be considered and/or mitigated.

Attitude Behavior Culture
Positive
Negative
Mitigation

1.3.2 Finalize your governance context

30 minutes

Input: Documented governance principles and scope from previous exercises

Output: Finalized governance context in the Governance Workbook

Materials: Whiteboard/flip charts, Governance Workbook

Participants: IT senior leadership

  1. Use the information that has been gathered throughout this section to update and finalize your IT governance context.
  2. Document it in your Governance Workbook.

Download the Governance Workbook

Make Your IT Governance Adaptable

Phase 2

Select and Refine Your Governance Model

Phase 1

  • 1.1 Define Your Guiding Star
  • 1.2 Define Scope and Principles
  • 1.3 Adjust for Culture and Finalize Context

Phase 2

  • 2.1 Choose and Adapt Your Model
  • 2.2. Identify and Document Your Governance Triggers
  • 2.3 Build Your Implementation Approach

Phase 3

  • 3.1 Identify Decisions to Embed and Automate
  • 3.2 Plan Validation and Verification
  • 3.3 Update Implementation Plan

This phase will walk you through the following activities:

Select a base governance model and refine it to suit your organization.

Identify scenarios and changes that will trigger updates to your governance model.

Build your implementation plan.

This phase involves the following participants:

  • Senior IT leadership
  • Governance resources

Step 2.1

Choose and Adapt Your Model

Activities
  • 2.1.1 Choose your base governance model
  • 2.1.2 Confirm and adjust the structure of your model
  • 2.1.3 Define the governance responsibilities
  • 2.1.4 Validate the governance mandates and membership
  • 2.1.5 Update your committee processes
  • 2.1.6 Adjust your associated policies
  • 2.1.7 Adjust and confirm your governance model

This step will walk you through the following activities:

Review and selecting your base governance model.

Adjust the structure, responsibilities, policies, mandate, and membership to best support your organization.

This step involves the following participants:

  • Senior IT leadership
  • Governance leads

Outcomes of this step

Downloaded tool ready to select the base governance model for your organization

Select and Refine Your Governance Model

Step 2.1 – Choose and Adapt Your Model Step 2.2 – Identify and Document Your Governance Triggers Step 2.3 – Build Implementation Approach

Your governance framework has six key components

GOVERNANCE FRAMEWORK

  • GUIDELINES
    The key behavioral factors that ground your governance framework
  • MEMBERSHIP
    Formalization of who has authority and accountability to make specific governance decisions
  • RESPONSIBILITIES
    The definition of which decisions and outcomes your governance structure and each governance body is accountable for
  • STRUCTURE
    Which governance bodies and roles are in place to articulate where decisions are made in the organization
  • PROCESS
    Identification of the how your governance will be executed, how decisions are made, and the inputs, outputs, and connections to related processes
  • POLICY
    Set of principles established to address risk and drive expected and required behavior

4 layers of governance bodies

There are traditionally 4 layers of governance in an enterprise, and organizations have governing bodies or individuals at each level

RESPONSIBILITIES AND TYPICAL MEMBERSHIP
ENTERPRISE Defines organizational goals. Directs or regulates the performance and behavior of the enterprise, ensuring it has the structure and capabilities to achieve its goals.

Membership: Business executives, Board

STRATEGIC Ensures IT initiatives, products, and services are aligned to organizational goals and strategy and provide expected value. Ensure adherence to key principles.

Membership: Business executives, CIO, CDO

TACTICAL Ensures key activities and planning are in place to execute strategic initiatives.

Membership: Authorized division leadership, related IT leadership

OPERATIONAL Ensures effective execution of day-to-day functions and practices to meet their key objectives.

Membership: Service/product owners, process owners, architecture leadership, directors, managers

2.1.1 Choose your base governance model

30 minutes

Input: Governance models templates

Output: Selected governance model

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Download Info-Tech’s base governance models (Controlled Governance Models Template and IT Governance Program Overview) and review them to find a template that most closely matches your context from Phase 1. You can start with a centralized, decentralized, or product/service hybrid IT organization. Remove unneeded models.
  2. If you do not have documented governance today, start with a controlled model as your foundation. Continue working through this phase if you have a documented governance framework you wish to optimize using our best practices or move to Phase 3 if you are looking to automate or embed your governance activities.

Controlled Governance Models Template

Adaptive Governance Models Template

2.1.2 Confirm and adjust the structure of your model

30-45 minutes

Input: Selected base governance model, Governance context/scope

Output: Updated governance bodies and relationships

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Validate your selected governance body structural model.
    • Are there any governing bodies you must maintain that should replace the ones listed? In part or in full?
    • Are there any missing bodies? Look at alternative committees for examples.
    • Document the adjustments.
  2. Are there any governing bodies that are not required?
    • Based on your size and needs, can they be done within one committee?
    • Is the capability or data not in place to perform the work?
    • Document the required changes.

There are five key areas of governance responsibility

A cyclical visualization of the five keys areas of governance responsibility, 'Strategic Alignment', 'Value Delivery', 'Risk Management', 'Resource Management', and 'Performance Measurement'.

STRATEGIC ALIGNMENT
Ensures that technology investments and portfolios are aligned with the organization’s needs.

VALUE DELIVERY
Reviews the outcomes of technology investments and portfolios to ensure benefits realization.

RISK MANAGEMENT
Defines and owns the risk thresholds and register to ensure that decisions made are in line with the posture of the organization.

RESOURCE MANAGEMENT
Ensures that people, financial knowledge, and technology resources are appropriately allocated across the organization.

PERFORMANCE MEASUREMENT
Monitors and directs the performance or technology investments to determine corrective actions and understand successes.

2.1.3 Define the governance responsibilities

Ensure you have the right responsibilities in the right place

45-60 minutes

Input: Selected governance base model, Governance context

Output: Updated responsibilities and activities, Updated activities for selected governance bodies, New or removed governing bodies

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Based on your context and model, review the responsibilities identified for each committee and confirm that they align with the mandate and the stated outcome.
  2. Identify and highlight any responsibilities and activities that would not be involved in informing and enabling the mandate of the committee.
  3. Adjust the wording of confirmed responsibilities and activities to reflect your organizational language.
  4. Review each highlighted “bad fit” activity and move it to a committee whose mandate it would support or remove it if it’s not performed in your organization.
  5. If an additional committee is required, define the mandate and scope, then include any additional responsibilities that might have been a bad fit elsewhere

2.1.4 Validate the governance mandates and membership

30 minutes

Input: Selected governance base model, Updated structure and responsibilities

Output: Adjusted mandates and refined committee membership

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Review the mandate and membership slides in your selected governance model.
  2. Adjust the mandate to ensure that it aligns to and conveys:
    1. The outcome that the committee is meant to generate for the organization.
    2. Its scope/span of control.
  3. Discuss the type of information members would require for the committee to be successful in achieving its mandate.
  4. Document the member knowledge requirement in the mandate slide of the model template.

Determine the right membership for your governance

One of the biggest benefits of governance committees is the perspective provided by people from various parts of the organization, which helps to ensure technology investments are aligned with strategic goals. However, having too many people – or the wrong people – involved prevents the committee from being effective. Avoid this by following these principles.

Three principles for selecting committee membership

  1. Determine membership based on responsibilities and required knowledge.
    Organizations often make the mistake of creating committees and selecting members before defining what they will do. This results in poor governance because members don’t have the knowledge required to make decisions. Define the mandate of the committee to determine which members are the right fit.
  2. Ensure members are accountable and authorized to make the decisions.
    Effective governance requires the members to have the authority and accountability to make decisions. This ensures meetings achieve their outcome and produce value, which improves the committee’s chances of survival.
  3. Select leaders who see the big picture.
    Often committee decisions and responsibilities become tangled in the web of organizational politics. Include people, often C-level, whose attendance is critical and who have the requisite knowledge, mindset, and understanding to put business needs ahead of their own.

2.1.5 Update your committee processes

20 minutes

Input: Selected governance base model, Updated structure and responsibilities

Output: Updated committee processes

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Review the committee details based on the changes you have made in goals, mandate, and responsibilities.
  2. Identify and document changes required to the committee outputs (outcomes) and adjust the consumer of the outputs to match.
  3. Review the high-level process steps required to get to the modified output. Add required activities or remove unnecessary ones. Review the process flow. Does it make sense? Are there unnecessary steps?
  4. Review and update inputs required for the process steps and update the information/data sources.
  5. Adjust the detailed process steps to reflect the work that needs to be done to support each high-level process step that changed.

2.1.6 Adjust your associated policies

20 minutes

Input: Selected governance base model, Updated structure and responsibilities

Output: Adjusted mandates and refined committee membership

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Review the policies associated with the governing bodies in your base model. Identify the policies that apply to your organization, those that are missing, and those that are not necessary.
  2. Confirm the policies that you require.
  3. Make sure the policies and policy purposes (or risks and related behaviors the policy addresses) are matched to the governance committee that has responsibilities in that area. Move policies to the right committee.

2.1.7 Adjust and confirm your governance model

  1. Confirm the adjustment of governance bodies, structure, and input/output linkages.
  2. Confirm revisions to decisions and responsibilities.
  3. Confirm policy and regulation/standards associations.
  4. Select related governance committee charters from the provided set and revise the charters to reflect the elements defined in your updated model.
  5. Finalize your governance model.

Samples of slides related to adjusting and confirming governance models in the Governance Workbook.

Step 2.2

Identify and Document Your Governance Triggers

Activities
  • 2.2.1 Identify and document update triggers
  • 2.2.2 Embed triggers into the review cycle

This step will walk you through the following activities:

Identify scenarios that will create a need to review or change your governance model.

Update your review/update approach to receiving trigger notifications.

This step involves the following participants:

  • Senior IT leadership
  • Governance leads

Outcomes of this step

Downloaded tool ready to select the base governance model for your organization

Select and Refine Your Governance Model

Step 2.1 – Choose and Adapt Your Model Step 2.2 – Identify and Document Your Governance Triggers Step 2.3 – Build Implementation Approach

What are governance triggers

Governance triggers are organizational or environmental changes within or around an organization that are inflection points that start the review and revision of governance models to maintain their fit with the organization. This is the key to adaptive governance design.

A target with five arrows sticking out of the bullseye, 'Operating Model', 'Business Strategy', 'Mandate Change', 'Management Practices', and 'Digital Transformation'.

2.2.1 Identify and document update triggers

30 minutes

Input: Governance Workbook

Output: Updated workbook with defined and documented governance triggers, points of origin, and integration

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Open the Governance Workbook to the “Triggers” slides.
  2. Review the list of governance triggers. Retain the ones that apply to your organization, remove those you feel are unnecessary, and add any change scenarios you feel should be included.
  3. Identify where you would receive notifications of these changes and the related processes or activities that would generate these notifications, if applicable.
  4. Document any points of integration required between governance processes and the source process. Highlight any where the integration is not currently in place.

Sample of the 'Triggers' slide in the Governance Workbook.

2.2.2 Embed triggers into the review cycle

30 minutes

Input: Governance model

Output: Review cycle update

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. Identify which triggers impact the entire governance model and which impact specific committees.
  2. Add an activity for triggered review of the impacted governance model into your governance committee process.

Step 2.3

Build Your Implementation Approach

Activities
  • 2.3.1 Identify and document your implementation plan
  • 2.3.2 Build your roadmap
  • 2.3.3 Build your sunshine diagram

This step will walk you through the following activities:

Transfer changes to the Governance Implementation Plan Template.

Determine the timing for the implementation phases.

This step involves the following participants:

  • Senior IT leadership
  • Governance process owner

Outcomes of this step

Implementation plan for adaptive governance framework model

Select and Refine Your Governance Model
Step 2.1 – Choose and Adapt Your Model Step 2.2 – Identify and Document Your Governance Triggers Step 2.3 – Build Implementation Approach

2.3.1 Identify and document your implementation plan

60 minutes

Input: Governance model, Guiding principles, Update triggers, Cultural factors and mitigations

Output: Implementation roadmap

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. As a group, discuss the changes required to implement the governance model, the cultural items that need to be addressed, and the anticipated timing.
  2. Document the implementation activities and consolidate them into groupings/themes based on similarities or shared outcomes.
  3. Name the grouped themes for clarity and identify key dependencies between activities in each area and across themes.
  4. Identify and document your approach (e.g. continuous, phased) and high-level timeline for implementation.
  5. Document the themes and initiatives in the Governance Implementation Plan.

Download the Governance Implementation Plan

Illustrate the implementation plan using roadmaps

Info-Tech recommends two different methods to roadmap the initiatives in your Governance Implementation Plan.

Gantt Chart
Sample of a Gantt Chart.

This type of roadmap depicts themes, related initiatives, the associated goals, and exact start and end dates for each initiative. This diagram is useful for outlining a larger number of activities and initiatives and has an easily digestible and repeatable format.

Sunshine Diagram
Sample of a Sunshine Diagram.

This type of roadmap depicts themes and their associated initiatives. The start and end dates for the initiatives are approximated based on years or phases. This diagram is useful for highlighting key initiatives on one page.

2.3.2 Build your roadmap

30 minutes

Input: Governance themes and initiatives

Output: roadmap visual

Materials: Governance Roadmap Workbook, Governance Workbook

Participants: CIO, IT senior leadership

  1. Open the Governance Implementation Plan and review themes and initiatives.
  2. Open the Governance Roadmap Workbook.
  3. Discuss whether the implementation roadmap should be developed as a Gantt chart, a sunshine diagram, or both.
    For the Gantt chart:
    • Input the roadmap start year and date.
    • Change the months and year in the Gantt chart to reflect the same roadmap start year.
    • Input and populate the planned start and end dates for the list of high-priority initiatives.

Develop your Gantt chart in the Governance Roadmap Workbook

2.3.3 Build your sunshine diagram

30 minutes

Input: Governance themes and initiatives

Output: Sunshine diagram visual

Materials: Whiteboard/flip charts, Markers, Governance Implementation Plan

Participants: CIO, IT senior leadership

  1. Review your list of themes and initiatives.
  2. Build a model with “rays” radiating out from a central theme or objective.
  3. Using curved arcs, break the grid into timeline periods or phases.
  4. Complete your sunshine diagram in the Governance Implementation Plan.

Customize your sunshine diagram in the Governance Implementation Plan

Make Your IT Governance Adaptable

Phase 3

Embed and Automate

Phase 1

  • 1.1 Define Your Guiding Star
  • 1.2 Define Scope and Principles
  • 1.3 Adjust for Culture and Finalize Context

Phase 2

  • 2.1 Choose and Adapt Your Model
  • 2.2. Identify and Document Your Governance Triggers
  • 2.3 Build Your Implementation Approach

Phase 3

  • 3.1 Identify Decisions to Embed and Automate
  • 3.2 Plan Validation and Verification
  • 3.3 Update Implementation Plan

This phase will walk you through the following activities:

Identify which decisions you are ready to automate.

Identify standards and policies that can be embedded and automated.

Identify integration points.

Confirm data requirements to enable success.

This phase involves the following participants:

  • IT senior leadership
  • Governance process owner
  • Product and service owners
  • Policy owners

Step 3.1

Identify Decisions to Embed and Automate

Activities
  • 3.1.1 Review governance decisions and standards and the required level of authority
  • 3.1.2 Build your decision logic
  • 3.1.3 identify constraints and mitigation approaches
  • 3.1.4 Develop decision rules and principles

This step will walk you through the following activities:

Identify your key decisions.

Develop your decision logic.

Confirm decisions that could be automated.

Identify and address constraints.

Develop decision rules and principles.

This step involves the following participants:

  • IT senior leadership

Outcomes of this step

Developed decision rules, rulesets, and principles that can be leveraged to automate governance

Defined integration points

Embed and Automate

Step 3.1 – Identify Decisions to Embed and Automate Step 3.2 – Plan Validation and Verification Step 3.3 – Update Implementation Plan

What is decision automation?

Decision automation is the codifying of rules that connect the logic of how decisions are made with the data required to make those decisions. This is then embedded and automated into processes and the design of products and services.

  • It is well suited to governance where the same types of decisions are made on a recurring basis, using the same set of data. It requires clean, high-quality data to be effective.
  • Improvements in artificial intelligence (AI) and machine learning (ML) have allowed the creation of scenarios where a hybrid of rules and learning can improve decision outcomes.

Key Considerations

  • Data Availability
  • Legality
  • Contingencies
  • Decision Transparency
  • Data Quality
  • Auditability

How complexity impacts decisions

Decision complexity impacts the type of rule(s) you create and the amount of data required. It also helps define where or if decisions can be automated.

  1. SIMPLE
    Known and repeatable with consistent and familiar outcomes – structured, causal, and easy to standardize and automate.
  2. COMPLICATED
    Less known and outcomes are not consistently repeatable. Expertise can drive standards and guidelines that can be used to automate decisions.
  3. COMPLEX
    Unknown and new, highly uncertain in terms of outcomes, impact, and data. Requires more exploration and data. Difficult to automate but can be built into the design of products and services.
  4. CHAOTIC
    Unstructured and unknown situation. Requires adaptive and immediate action without active data – requires retained human governance
  5. (Based on Dave Snowden’s Cynefin framework)

Governance Automation Criteria Checklist

The Governance Automation Criteria Checklist provides a view of key considerations for determining whether a governing activity or decision is a good candidate for automation.

The criteria identify key qualifiers/disqualifiers to make it easier to identify eligibility.

Sample of the Governance Automation Criteria Checklist.

Download the Governance Automation Criteria Checklist

Governance Automation Worksheet

Sample of the Governance Automation Worksheet.

The Governance Automation Worksheet provides a way to document your governance and systematically identify information about the decisions to help determine if automation is possible.

From there, decision rules, logic, and rulesets can be designed in support of building a structure flow to allow for automation.

Download the Governance Automation Worksheet

3.1.1 Review governance decisions and standards and the required level of authority

30 minutes

Input: Automation Criteria Checklist, Governance Automation Worksheet, Updated governance model

Output: Documented decisions and related authority, Selected options for automation, Updated Governance Automation Worksheet

Materials: Whiteboard/flip charts, Governance Automation Worksheet

Participants: IT senior leadership

  1. Identify the decisions that are made within each committee in your updated governance model and document them in the Governance Automation Worksheet.
  2. Confirm the level of authority required to make each decision.
  3. Review the automation checklist to confirm whether each decision is positioned well for automation.
  4. Select and document the decisions that are the strongest options for automation/embedding and document them in the Governance Automation Worksheet.

What are decision rules?

Decision rules provide specific instructions and constraints that must be considered in making decisions and are critical for automating governance.

They provide the logical path to assess governance inputs to make effective decisions with positive business outputs.

Inputs would include key information such as known risks, your defined prioritization matrix, portfolio value scoring, and compliance controls.

Individual rules can be leveraged in different places.

Some decision rule types are listed here.

  1. Statement Rules
    Natural expression of logical progression, written through logical elements
  2. Decision Tree Rules
    Decision tree with two axes that overlap to generate a decision
  3. Sequential Rules
    A sequence of decisions that move from one step to the next
  4. Expression Rule
    A particular set of rules triggered by a particular rule condition being met
  5. Truth table rules
    Combines many decision factors into one place; produces different outputs

What are decision rulesets

Rulesets are created to make complex decisions. Individual rule types are combined to create rulesets that are applied together to generate effective decisions. One rule will provide contextual information required for additional rules to execute in a Rule-Result-Rule-Result-Rule-Decision flow.

A visualization of two separate rulesets made up of the decision rules on the previous slide. 'Ruleset 1' contains '1) Statement Rules', '2) Decision Tree Rules', and 5) Truth Table Rules'. 'Ruleset 2' contains '3) Sequential Rules' and '4) Expression Rule'.

3.1.2 Build your decision logic

30 minutes

Input: Governance Automation Worksheet

Output: Documented decision logic to support selected decision types and data requirements

Materials: Whiteboard/flip charts

Participants: IT senior leadership

  1. For each selected decision, identify the principles that drive the considerations around the decision.
  2. For each decision, develop the decision logic by defining the steps and information inputs involved in making the decision and documenting the flow from beginning to end.
  3. Determine whether this is one specific decision or a combination of different decisions (in sequence or based on decisions).
  4. Name your decision rule.

Sample of the Governance Automation Worksheet.

3.1.3 Identify constraints and mitigation approaches

60 minutes
  1. Document constraints to automation of decisions related to:
    • Availability of decision automation tools
    • Decision authority change requirements
    • Data constraints
    • Knowledge requirements
    • Process adjustment requirements
    • Product/service design levels
  2. Brainstorm and identify approaches to mitigate constraints and score based on likelihood of success.
  3. Identify mitigation owners and initial timeline expectations.
  4. Document the constraints and mitigations in the Governance Workbook on the constraints and mitigations slide.

Sample of the 'Constraints and mitigations' slide of the 'Governance Workbook'.

3.1.4 Develop decision rules and principles

1.5-2 hours

Input: Governance Automation Worksheet

Output: Defined decision integration points, Confirmed data availability sets, Decision rules, rulesets, and principles with control indicators

Materials: Whiteboard/flip charts, Governance Automation Worksheet

Participants: IT senior leadership

  1. Review the decision logic for those decisions that you have confirmed for automation. Identify the processes where the decision should be executed.
  2. Associate each decision with specific process steps or stages or how it would be included in software/product design.
  3. For each selected decision, identify the availability of data required to support the decision logic and the level of complexity and apply governing principles.
  4. Create the decision rules and identify data gaps.
  5. Define the decision flow and create rulesets as needed.
  6. Confirm automation requirements and define control indicators.

Step 3.2

Plan Validation and Verification

Activities
  • 3.2.1 Define verification approach for embedded and automated governance
  • 3.2.2 Define validation approach for embedded and automated governance

This step will walk you through the following activities:

Define how decision outcomes will be measured.

Determine how the effectiveness of automated governance will be reported.

This step involves the following participants:

  • IT senior leadership

Outcomes of this step

Tested and verified automation of decisions

Embed and Automate

Step 3.1 – Identify Decisions to Embed and Automate Step 3.2 – Plan Validation and Verification Step 3.3 – Update Implementation Plan

Decision rule relationship through to verification

1. Rules

Focus on clear decision logic

Often represented in simple statement types and supported by data:

IF – THEN

IF – AND – THEN

IF – AND NOT – THEN

2. Rulesets

Aggregate rules for more complex decisions

Integrated flows between different required rules:
Rule 1:
(Output 1) – Rule 2
(Output 2) – Rule 6
Rule 6: (Output 1) – Rule 7
3. Rule Attestation

Verify success of automated decisions

Attestation of embedded and automated rules with key control indicators embedded within process and products.

Principles embedded into automated software controls.

3.2.1 Define verification approach for embedded and automated governance

60 minutes

Input: Governance rules and rulesets as defined in the Governance Automation Worksheet, Defined decision outcomes

Output: A defined measurement of effective decision outcomes, Approach to automate and/or report the effectiveness of automated governance

Materials: Whiteboard/flip charts

Participants: IT senior leadership

Verify

  1. Confirm expected outcome of rules.
  2. Select a sampling of new required decisions or recently performed decisions related to areas of automation.
  3. Run the decisions through the decision rules or rule groupings that were developed and compare to parallel decisions made using the traditional approach. (These must be segregated activities.)
  4. Review the outcome of the rules and adjust based on the output. Identify areas of adjustment. Confirm that the automation meets your requirements.

3.2.2 Define validation approach for embedded and automated governance

60 minutes

Input: Governance rules and rulesets as defined in the Governance Automation Worksheet, Defined decision outcomes

Output: Defined assurance and attestation requirements, Key control indicators that can be automated

Materials: Whiteboard/flip charts

Participants: IT senior leadership

Validate

  1. Develop an approach to measure automated decisions. Align success criteria to current governance KPIs and metrics.
  2. If no such metrics exist, define expected outcome. Define key risk indicators based on the expected points of automation.
  3. Establish quality assurance checkpoints within the delivery lifecycles to adjust for variance.
  4. Create triggers back to rule owners to drive changes and improvements to rules and rule groupings.

Step 3.3

Update Implementation Plan

Activities
  • 3.3.1 Finalize the implementation plan

This step will walk you through the following activities:

Review implications and mitigations to make sure all have been considered.

Finalize the implementation plan and roadmap.

This step involves the following participants:

  • Senior IT leadership

Outcomes of this step

Completed Governance implementation plan and roadmap

Embed and Automate

Step 3.1 – Identify Decisions to Embed and Automate Step 3.2 – Plan Validation and Verification Step 3.3 – Update Implementation Plan

3.3.1 Finalize the implementation plan

30 minutes

Input: Governance workbook, Updated governance model, Draft implementation plan and roadmap

Output: Finalized implementation plan and roadmap

Materials: Whiteboard/flip charts, Governance Implementation Plan

Participants: IT senior leadership

  1. Document automation activities within phases in a governance automation theme in the Governance Implementation Plan.
  2. Review timelines in the implementation plan and where automation fits within the roadmap.
  3. Updated the implementation plan and roadmap.

Governance Implementation Plan

Summary of Accomplishment

Problem Solved

Through this project we have:

  • Improved your governance model to ensure a better fit for your organization, while creating adaptivity for the future.
  • Ensured your governance operates as an enabler of success with the proper bodies and levels of authority established.
  • Established triggers to ensure your governance model is actively adjusted to maintain its fit.
  • Developed a plan to embed and automate governance.
  • Created decision rules and principles and identified where to embed them within your practices.

If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

Contact your account representative for more information.

workshops@infotech.com 1-888-670-8889

Additional Support

If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

Photo of Valence Howden.

Contact your account representative for more information.

workshops@infotech.com 1-888-670-8889

To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.

Info-Tech analysts will join you and your team at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.

Related Info-Tech Research

Improve IT Governance to Drive Business Results

Avoid bureaucracy and achieve alignment with a minimalist approach. Align with your organizational context.

Establish Data Governance

Establish data trust and accountability with strong governance.

Maximize Business Value From IT Through Benefits Realization

Embed value and alignment confirmation into your governance to ensure you optimize IT value achievement for resource spend.

Build a Better Product Owner

Strengthen the product/service owner role in your organization by focusing on core capabilities and proper alignment.

Research contributors and experts

Photo of Sidney Hodgson, Senior Director, Industry, Info-Tech Research Group. Sidney Hodgson
Senior Director, Industry
Info-Tech Research Group
  • Sidney has over 30 years of experience in IT leadership roles as CIO of three organizations in Canada and the US as well as international consulting experience in the US and Asia.
  • Sid has a breadth of knowledge in IT governance, project management, strategic and operational planning, enterprise architecture, business process re-engineering, IT cost reduction, and IT turnaround management.
Photo of David Tomljenovic, Principal Research Advisor, Industry, Info-Tech Research Group. David Tomljenovic
Principal Research Advisor, Industry
Info-Tech Research Group
  • David brings extensive experience from the Financial Services sector, having worked 25 years on Bay Street. Most recently he was a Corporate Finance and Strategy Advisor for Infiniti Labs (Toronto/Hong Kong), Automotive, and Smart City Accelerator, where he provided financial and mergers & acquisitions advisory services to accelerator participants with a focus on early-stage fundraising activities.

Research contributors and experts

Photo of Cole Cioran, Practice Lead, Applications and Agile Development, Info-Tech Research Group. Cole Cioran
Practice Lead, Applications and Agile Development
Info-Tech Research Group
  • Over the past 25 years, Cole has developed software; designed data, infrastructure, and software solutions; defined systems and enterprise architectures; delivered enterprise-wide programs; and managed software development, infrastructure, and business systems analysis practices.
Photo of Crystal Singh, Research Director, Applications – Data and Information Management, Info-Tech Research Group. Crystal Singh
Research Director, Applications – Data and Information Management
Info-Tech Research Group
  • Crystal brings a diverse and global perspective to her role, drawing from her professional experiences in various industries and locations. Prior to joining Info-Tech, Crystal led the Enterprise Data Services function at Rogers Communications, one of Canada’s leading telecommunications companies.

Research contributors and experts

Photo of Carlene McCubbin, Practice Lead, CIO, Info-Tech Research Group. Carlene McCubbin
Practice Lead, CIO
Info-Tech Research Group
  • Carlene covers key topics in organization and leadership and specializes in governance, organizational design, relationship management, and human capital development. She led the development of Info-Tech’s Organization and Leadership practice.
Photo of Denis Goulet, Senior Workshop Director, Info-Tech Research Group. Denis Goulet
Senior Workshop Director
Info-Tech Research Group
  • Denis is a transformational leader and experienced strategist who focuses on helping clients communicate, relate, and adapt for success. Having developed Governance Model and IT strategies in organizations ranging from small to billion-dollar multi-nationals, he firmly believes in a collaborative value-driven approach to work.

Bibliography

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Build a Continual Improvement Program

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  • Parent Category Name: Operations Management
  • Parent Category Link: /i-and-o-process-management
  • IT managers must work hard to maintain and improve service quality or risk performance deterioration over time.
  • Leadership may feel lost about what to do next and which initiatives have higher priority for improvement.
  • The backlog of improvement initiatives makes the work even harder. Managers should involve the right people in the process and build a team that is responsible to monitor, measure, prioritize, implement, and test improvements.

Our Advice

Critical Insight

  • Without continual improvement, sustained service quality will be temporary. Organizations need to put in place an ongoing process to detect potential services, enhance their procedures, and sustain their performance, whatever the process maturity is.

Impact and Result

  • Set strategic vision for the continual improvement program.
  • Build a team to set regulations, processes, and audits for the program.
  • Set measurable targets for the program.
  • Identify and prioritize improvement initiatives.
  • Measure and monitor progress to ensure initiatives achieve the desired outcome.
  • Apply lessons learned to the next initiatives.

Build a Continual Improvement Program Research & Tools

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

1. Build a Continual Improvement Program – A step-by-step document to walk you through building a plan for efficient IT continual improvement.

This storyboard will help you craft a continual improvement register and a workflow to ensure sustained service improvements that fulfill ongoing increases in stakeholder expectations.

  • Build a Continual Improvement Program Storyboard

2. Continual Improvement Register and Workflow – Structured documents to help you outline improvement initiatives, prioritize them, and build a dashboard to streamline tracking.

Use the Continual Improvement Register and Continual Improvement Workflow to help you brainstorm improvement items, get a better visibility into the items, and plan to execute improvements.

  • Continual Improvement Register
  • Continual Improvement Workflow (Visio)
  • Continual Improvement Workflow (PDF)
[infographic]

Further reading

Build a Continual Improvement Program

Don’t stop with process standardization; plan to continually improve and help those improvements stick.

Analyst Perspective

Go beyond standardizing basics

IT managers often learn how to standardize IT services. Where they usually fail is in keeping these improvements sustainable. It’s one thing to build a quality process, but it’s another challenge entirely to keep momentum and know what to do next.

To fill the gap, build a continual improvement plan to continuously increase value for stakeholders. This plan will help connect services, products, and practices with changing business needs.

Without a continual improvement plan, managers may find themselves lost and wonder what’s next. This will lead to misalignment between ongoing and increasingly high stakeholder expectations and your ability to fulfill these requirements.

Build a continual improvement program to engage executives, leaders, and subject matter experts (SMEs) to go beyond break fixes, enable proactive enhancements, and sustain process changes.

Photo of Mahmoud Ramin, Ph.D., Senior Research Analyst, Infrastructure and Operations, Info-Tech Research Group. Mahmoud Ramin, Ph.D.
Senior Research Analyst
Infrastructure and Operations
Info-Tech Research Group

Executive Summary

Your Challenge

  • Even high-quality services and products need to be aligned with rising stakeholder expectations to sustain operational excellence.
  • Without the right leadership, commitment, and processes, improvements in service quality can be difficult to sustain.
  • Continual improvement is not only a development plan but also an organizational culture shift, which makes stakeholder buy-in even challenging.

Common Obstacles

  • IT managers must work hard to maintain and improve service quality or risk performance deterioration over time.
  • Leadership feels lost about what to do next and which initiatives have higher priority for improvement.
  • A backlog of improvement initiatives makes the work even harder. Managers should involve the right people in the process and build a team that is responsible for monitoring, measuring, prioritizing, implementing, and testing improvements.

Info-Tech’s Approach

  • Set a strategic vision for the continual improvement program.
  • Build a team to set regulations, processes, and audits for the program.
  • Set measurable targets for the program.
  • Identify and prioritize improvement initiatives.
  • Measure and monitor progress to ensure initiatives achieve the desired outcome.
  • Apply lessons learned to the next initiatives.

Info-Tech Insight

Without continual improvement, any process maturity achieved around service quality will not be sustained. Organizations need to put in place an ongoing program to maintain their current maturity and continue to grow and improve by identifying new services and enhancing existing processes.

Purpose of continual improvement

There should be alignment between ongoing improvements of business products and services and management of these products and services. Continual improvement helps service providers adapt to changing environments. No matter how critical the service is to the business, failure to continually improve reduces the service value.

Image of a notebook with an illustration titled 'Continuous Improvement'.

Continual improvement is one of the five elements of ITIL’s Service Value System (SVS).

Continual improvement should be documented in an improvement register to record and manage improvement initiatives.

Continual improvement is a proactive approach to service management. It involves measuring the effectiveness and efficiency of people, processes, and technology to:

  • Identify areas for improvement.
  • Adapt to changes in the business environment.
  • Align the IT strategy to organizational goals.

A continual improvement process helps service management move away from a reactive approach that focuses only on fixing problems as they occur.

Info-Tech Insight

Make sure the basics are in place before you embark on a continual improvement initiative.

Benefits of embedding a cross-organizational continual improvement approach

Icon of a computer screen. Encourage end users to provide feedback on service quality. Icon of a crossed pencil and wrench.

Provide an opportunity to stakeholders to define requirements and raise their concerns.

Icon of a storefront.

Embed continual improvement in all service delivery procedures.

Icon of chevrons moving backward.

Turn failures into improvement opportunities rather than contributing to a blame culture.

Icon of a telescope.

Improve practice effectiveness that enhances IT efficiency.

Icon of a thumbs up in a speech bubble.

Improve end-user satisfaction that positively impacts brand reputation.

Icon of shopping bags.

Improve operational costs while maintaining a high level of satisfaction.

Icon of a magnifying glass over a map marker.

Help the business become more proactive by identifying and improving services.

Info-Tech Insight

It’s the responsibility of the organization’s leaders to develop and promote a continual improvement culture. Work with the business unit leads and communicate the benefits of continual improvement to get their buy-in for the practice and achieve the long-term impact.

Build a feedback program to get input into where improvement initiatives are needed

A well-maintained continual improvement process creates a proper feedback mechanism for the following stakeholder groups:
  • Users
  • Suppliers
  • Service delivery team members
  • Service owners
  • Sponsors
An efficient feedback mechanism should be constructed around the following initiatives:
Target with an arrow in the bullseye. The arrow has four flags: 'Perceived value by users', 'Service effectiveness', 'Service governance', and 'Service demand'.
Stakeholders who participate in feedback activities should feel comfortable providing suggestions for improvement.

Work closely with the service desk team to build communication channels to conduct surveys. Avoid formal bureaucratic communications and enforce openness in communicating the value of feedback the stakeholders can provide.

Info-Tech Insight

When conducting feedback activities with users, keep surveys anonymous and ensure users’ information is kept confidential. Make sure everyone else is comfortable providing feedback in a constructive way so that you can seek clarification and create a feedback loop.

Implement an iterative continual improvement model and ensure that your services align with your organizational vision

Build a six-step process for your continual improvement plan. Make it a loop, in which each step becomes an input for the next step. A cycle around a dartboard with numbered steps: '01 Determine your goals', '02 Define the process team', '03 Determine initiatives', '04 Prioritize initiatives', '05 Execute improvement', '06 Establish a learning culture'.

1. Determine your goals

A vision statement communicates your desired future state of the IT organization.

Your IT goals should always support your organizational goals. IT goals are high-level objectives that the IT organization needs to achieve to reach a target state.
A cycle of the bolded statements on the right surrounding a dartboard with two bullseyes.

Understand the high-level business objectives to set the vision for continual improvement in a way that will align IT strategies with business strategies.

Obtaining a clear picture of your organization’s goals and overall corporate strategy is one of the crucial first steps to continual improvement and will set the stage for the metrics you select. Document your continual improvement program goals and objectives.

Knowing what your business is doing and understanding the impact of IT on the business will help you ensure that any metrics you collect will be business focused.

Understanding the long-term vision of the business and its appetite for commitment and sponsorship will also inform your IT strategy and continual improvement goals.

Assess the future state

At this stage, you need to visualize improvement, considering your critical success factors.

Critical success factors (CSFs) are higher-level goals or requirements for success, such as improving end-user satisfaction. They’re factors that must be met in order to reach your IT and business strategic vision.

Select key performance indicators (KPIs) that will identify useful information for the initiative: Define KPIs for each CSF. These will usually involve a trend, as an increase or decrease in something. If KPIs already exist for your IT processes, re-evaluate them to assess their relevance to current strategy and redefine if necessary. Selected KPIs should provide a full picture of the health of targeted practice.

KPIs should cover these four vectors of practice performance:

  1. Quantity
    How many continual improvement initiatives are in progress
  2. Quality
    How well you implemented improvements
  3. Timeliness
    How long it took to get continual improvement initiatives done
  4. Compliance
    How well processes and controls are being executed, such as system availability
Cross-section of a head split into sections with icons in the middle sections.

Examples of key CSFs and KPIs for continual improvement

CSF

KPI

Adopt and maintain an effective approach for continual improvement Improve stakeholder satisfaction due to implementation of improvement initiatives.
Enhance stakeholder awareness about continual improvement plan and initiatives.
Increase continual improvement adoption across the organization.
Commit to effective continual improvement across the business Improve the return on investment.
Increase the impact of the improvement initiatives on process maturity.
Increase the rate of successful improvement initiatives.

Prepare a vision statement to communicate the improvement strategy

IT Implications + Business Context –› IT Goals
  • IT implications are derived from the business context and inform goals by aligning the IT goals with the business context.
  • Business context encompasses an understanding of the factors impacting the business from various perspectives, how the business makes decisions, and what it is trying to achieve.
  • IT goals are high-level, specific objectives that the IT organization needs to achieve to reach the target state. IT goals begin a process of framing what IT as an organization needs to be able to do in the target state.

IT goals will help identify the target state, IT capabilities, and the initiatives that will need to be implemented to enable those capabilities.

The vision 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:
Arrow pointing right. Describe a desired future
Arrow pointing right. Focus on ends, not means
Arrow pointing right. Communicate promise
Arrow pointing right. Work as an elevator pitch:
  • Concise; no unnecessary words
  • Compelling
  • Achievable
  • Inspirational
  • Memorable

2. Define the process team

The structure of each continual improvement team depends on resource availability and competency levels.

Make sure to allocate continual improvement activities to the available resources and assess the requirement to bring in others to fulfill all tasks.

Brainstorm what steps should be included in a continual improvement program:

  • Who is responsible for identifying, logging, and prioritizing improvement opportunities?
  • Who makes the business case for improvement initiatives?
  • Who is the owner of the register, responsible for documenting initiatives and updating their status?
  • Who executes implementation?
  • Who evaluates implementation success?
Match stakeholder skill sets with available resources to ensure continual improvement processes are handled properly. Brainstorm skills specific to the program:
  • Knowledge of provided products and services.
  • Good understanding of organization’s goals and objectives.
  • Efficiency in collecting and measuring metrics, understanding company standards and policies, and presenting them to impacted stakeholders.
  • Competency in strategic thinking and aligning the organization’s goals with improvement initiatives.

Enable the continual improvement program by clarifying responsibilities

Determine roles and responsibilities to ensure accountability

The continual improvement activities will only be successful if specific roles and responsibilities are clearly identified.

Depending on available staff and resources, you may be able to have full-time continual improvement roles, or you may include continual improvement activities in individuals’ job descriptions.

Each improvement action that you identify should have clear ownership and accountability to ensure that it is completed within the specified timeframe.

Roles and responsibilities can be reassigned throughout the continual improvement process.

Info-Tech Insight

Create cross-functional teams to improve perspective and not focus on only one small group when trying to problem solve. Having other teams hear and reframe the issue or talk about how they can help to solve issues as a team can create bigger solutions that will help the entire IT team, not just one group.

Consider assigning dedicated continual improvement roles

Silhouette of a business person.
CI Coordinator

Continual improvement coordinators are responsible for moving projects to the implementation phase and monitoring all continual improvement roles.

Silhouette of a business person.
Business Owner

Business owners are accountable for business governance, compliance, and ROI analysis. They are responsible for operational and monetary aspects of the business.

Silhouette of a business person.
IT Owner

IT owners are responsible for developing the action plan and ensuring success of the initiatives. They are usually the subject matter experts, focusing on technical aspects.

3. Determine improvement initiatives

Businesses usually make the mistake of focusing too much on making existing processes better while missing gaps in their practices.

Gather stakeholder feedback to help you evaluate the maturity levels of IT practices Sample of the End User Satisfaction Survey.

You need to understand the current state of service operations to understand how you can provide value through continual improvement. Give everyone an opportunity to provide feedback on IT services.

Use Info-Tech’s End User Satisfaction Survey to define the state of your core IT services.

Info-Tech Insight

Become proactive to improve satisfaction. Continual improvement is not only about identifying pain points and improving them. It enables you to proactively identify initiatives for further service improvement using both practice functionality and technology enablement.

Understand the current state of your IT practices

Determine the maturity level of your IT areas to help you understand which processes need improvement. Involve the practice team in maturity assessment activities to get ideas and input from them. This will also help you get their buy-in and engagement for improvement.

Leverage performance metrics to analyze performance level. Metrics play a key role in understanding what needs improvement. After you implement metrics, have an impact report regularly generated to monitor them.

Use problem management to identify root causes for the identified gaps. Potential sources of problems can be:

  • Recurring issues that may be an indicator of an underlying problem.
  • Business processes or service issues that are not IT related, such as inefficient business process or service design issues.

Establish an improvement roadmap and execute initiatives

Build a continual improvement register (CIR) for your target initiatives

A CIR is a document used for recording your action plan from the beginning to the end of the improvement project.

If you just sit and plan for improvements without acting on them, nothing will improve. CIR helps you create an action plan and allows you to manage, track, and prioritize improvement suggestions.

Consider tracking the following information in your CIR, adjusted to meet the needs of your organization:

Information

Description

Business value impact Identify approved themes or goals that each initiative should apply to. These can and should change over time based on changing business needs.
Effort/cost Identify the expected effort or cost the improvement initiative will require.
Priority How urgent is the improvement? Categorize based on effort, cost, and risk levels.
Status Ensure each initiative has a status assigned that reflects its current state.
Timeline List the timeframe to start the improvement initiative based on the priority level.
CI functional groups Customize the functional groups in your CI program

Populate your register with ideas that come from your first round of assessments and use this document to continually add and track new ideas as they emerge.

You can also consider using the register to track the outcomes and benefits of improvement initiatives after they have been completed.

Activity: Use the Continual Improvement Register template to brainstorm responsibilities, generate improvement initiatives, and action plan

1-3 hours
  1. Open the Continual Improvement Register template and navigate to tab 2, Setup.
  2. Brainstorm your definitions for the following items to get a clear understanding of these items when completing the CIR. The more quantification you apply to the criteria, the more tangible evaluation you will do:
    • Business value impact categories
    • Effort/cost
    • Priority
    • Status
    • Timeline
  3. Discuss the teams that the upcoming initiatives will belong to and update them under CI Functional Groups.
  1. Analyze the assessment data collected throughout stakeholder feedback and your current-state evaluation.
  2. Use this data to generate a list of initiatives that should be undertaken to improve the performance of the targeted processes.
  3. Use sticky notes to record identified CI initiatives.
  4. Record each initiative in tab 3, CI Register, along with associated information:
    • A unique ID number for the initiative
    • The individual who submitted the idea
    • The team the initiative belongs to
    • A description of the initiative

Download the Continual Improvement Register template

Activity: Use the Continual Improvement Register template to brainstorm responsibilities, generate improvement initiatives, and action plan

Input

  • List of key stakeholders for continual improvement
  • Current state of services and processes

Output

  • Continual improvement register setup
  • List of initiatives for continual improvement

Materials

  • Continual improvement register
  • Whiteboard/flip charts
  • Markers
  • Laptops

Participant

  • CIO
  • IT managers
  • Project managers
  • Continual improvement manager/coordinator

4. Prioritize initiatives

Prioritization should be transparent and available to stakeholders.

Some initiatives are more critical than others to achieve and should be prioritized accordingly. Some improvements require large investments and need an equally large effort, while some are relatively low-cost, low-effort improvements. Focus on low-hanging fruit and prioritize low-cost, low-effort improvements to help the organization with rapid growth. This will also help you get stakeholder buy-in for the rest of your continual improvement program.

Prioritize improvement initiatives in your CIR to increase visibility and ensure larger improvement initiatives are done the next cycle. As one improvement cycle ends, the next cycle begins, which allows the continual improvement team to keep pace with changing business requirements.

Stock image of a person on a ladder leaning against a bookshelf.

Identify “quick wins” that can provide immediate improvement

Prioritize these quick wins to immediately demonstrate the success of the continual service improvement effort to the business.

01

Keep the scope of the continual improvement process manageable at the beginning by focusing on a few key areas that you want to improve.
  • If you have identified pain points, addressing these will demonstrate the value of the project to the business to gain their support.
  • Choose the services or processes that continue to disrupt or threaten service – focus on where pain points are evident and where there is a need for improvement.
  • Critical services to improve should emerge from the current-state assessments.

02

From your list of proposed improvements, focus on a few of the top pain points and plan to address those.

03

Choose the right services to improve at the first stage of continual improvement to ensure that the continual improvement process delivers value to the business.

Activity: Prioritize improvement initiatives

2-3 hours

Input: List of initiatives for continual improvement

Output: Prioritized list of initiatives

Materials: Continual improvement register, Whiteboard/flip charts, Markers, Laptops

Participants: CIO, IT managers, Project managers, Continual improvement manager

  1. In the CI Register tab of the Continual Improvement Register template, define the status, priority, effort/cost, and timeline according to the definition of each in the data entry tab.
  2. Review improvement initiatives from the previous activity.
  3. Record the CI coordinator, business owner, and IT owner for each initiative.
  4. Fill out submission date to track when the initiative was added to the register.
  5. According to the updated items, you will get a dashboard of items based on their categories, effort, priority, status, and timeline. You will also get a visibility into the total number of improvement initiatives.
  6. Focus on the short-term initiatives that are higher priority and require less effort.
  7. Refer to the Continual Improvement Workflow template and update the steps.

Download the Continual Improvement Register template

Download the Continual Improvement Workflow template

5. Execute improvement

Develop a plan for improvement

Determine how you want to reach your improvement objectives. Define how to make processes work better.
Icons representing steps. Descriptions below.
Make a business case for your action plan Determine budget for implementing the improvement and move to execution. Find out how long it takes to build the improvement in the practice. Confirm the resources and skill sets you require for the improvement. Communicate the improvement plan across the business for better visibility and for seamless organizational change management, if needed. Lean into incremental improvements to ensure practice quality is sustained, not temporary. Put in place an ongoing process to audit, enhance, and sustain the performance of the target practice.

Create a specific action plan to guide your improvement activities

As part of the continual improvement plan, identify specific actions to be completed, along with ownership for each action.

The continual improvement process must:

  • Define activities to be completed.
  • Create roles and assign ownership to complete activities.
  • Provide training and awareness about the initiative.
  • Define inputs and outputs.
  • Include reporting.

For each action, identify:

  • The problem.
  • Who will be responsible and accountable.
  • Metric(s) for assessment.
  • Baseline and target metrics.
  • Action to be taken to achieve improvement (training, new templates, etc.).

Choose timelines:

  • Firm timelines are important to keep the project on track.
  • One to two months for an initiative is an ideal length of time to maintain interest and enthusiasm for the specific project and achieve a result.

Info-Tech Insight

Every organization is unique in terms of its services, processes, strengths, weaknesses, and needs, as well as the expectations of its end users. There is no single action plan that will work for everyone. The improvement plan will vary from organization to organization, but the key elements of the plan (i.e. specific priorities, timelines, targets, and responsibilities) should always be in place.

Build a communication plan to ensure the implementation of continual improvement stakeholder buy-in

1. Throughout the improvement process, share information about both the status of the project and the impact of the improvement initiatives.
Icon of a group of people. Encourage a collaborative environment across all members of the practice team.
Icon of an ascending graph. Motivate every individual to continue moving upward and taking ownership over their roles.
Icon of overlapping speech bubbles. Communication among team members ensures that everyone is on the same page working together toward a common goal.
Icon of a handshake. The most important thing is to get the support of your team. Unless you have their support, you won’t be able to deliver any of the solutions you draw up.
2. The end users should be kept in the loop so they can feel that their contribution is valued.
Icon of an arrow pointing right. When improvements happen and only a small group of people are involved in the results and action plan, misconceptions will arise.
Icon of a thumbs up in a speech bubble. If communication is lacking, end users will provide less feedback on the practice improvements.
Icon of a cone made of stacked layers. For end users to feel their concerns are being considered, you must communicate the findings in a way that conveys the impact of their contribution.

Info-Tech Insight

To be effective, continual improvement requires open and honest feedback from IT staff. Debriefings work well for capturing information about lessons learned. Break down the debriefings into smaller, individual activities completed within each phase of the project to better capture the large amount of data and lessons learned within that phase.

Measure the success of your improvement program

Continual improvement is everybody’s job within the organization.

Determine how improvements impacted stakeholders. Build a relationship pyramid to analyze how improvements impacted external users and narrow down to the internal users, implementing team, and leaders.
  1. How did we make improvements with our partners and suppliers? –› Look into your contracts and measure the SLAs and commitments.
  2. How could improvement initiatives impact the organization? –› Involve everybody to provide feedback. Rerun the end-user satisfaction survey and compare with the baseline that you obtained before improvement implementation.
  3. How does the improvement team feel about the whole process? –› What were the lessons learned, and can the team apply the lessons in the next improvement initiatives?
  4. How did the leaders manage and lead improvements? –› Were they able to provide proper vision to guide the improvement team through the process?
A relationship pyramid with the initial questions on the left starting from '1' at the bottom to '4' at the 2nd highest level.

Measure changes in selected metrics to evaluate success

Measuring and reporting are key components in the improvement process.

Adjust improvement priority based on updated objectives. Justify the reason. Refer to your CIR to document it.

Did you get there?

Part of the measurement should include a review of CSFs and KPIs determined in step 1 (assess the future state). Some may need to be replaced.

  • After an improvement has been implemented, it is important to regularly monitor and evaluate the CSFs and KPIs you chose and run reports to evaluate whether the implemented improvement has actually resolved the service/process issues or helped you achieve your objectives.
  • Establish a schedule for regularly reviewing key metrics that were identified in Step 1 and assessing change in those metrics and progress toward reaching objectives.
  • In addition to reviewing CSFs, KPIs, and metrics, check in with the IT organization and end users to measure their perceptions of the change once an appropriate amount of time has passed.
  • Ensure that metrics are telling the whole story and that reporting is honest in order to be informative.
Outcomes of the continual improvement process should include:
  • Improved efficiency, effectiveness, and quality of processes and services.
  • Processes and services more aligned with the business needs and strategy.
  • Maturity of processes and services.

For a guideline to determine a list of metrics, refer to Info-Tech’s blueprints:

Info-Tech Insight

Make sure you’re measuring the right things and considering all sources of information. Don’t rely on a single or very few metrics. Instead, consider a group of metrics to help you get a better holistic view of improvement initiatives and their impact on IT operations.

6. Establish a learning culture and apply it to other practices

Reflect on lessons learned to drive change forward

What did you learn?
Icon of a checklist and pencil. Ultimately, continual improvement is an ongoing educational program.
Icon of a brain with a lighting bolt.
Icon of a wrench in a speech bubble. By teaching your team how to learn better and identify sources of new knowledge that can be applied going forward, you maximize the efficacy of your team and improvement plan effort.
What obstacles prevented you from reaching your target condition?
Icon of a map marker. If you did not reach your target goals, reflect as a team on what obstacles prevented you from reaching that target.
Icon of a wrench in a gear. Focus on the obstacles that are preventing your team from reaching the target state.
Icon of a sun behind clouds. As obstacles are removed, new ones will appear, and old ones will disappear.

Compare expectations versus reality

Compare the EC (expected change) to the AC (actual change)
Arrow pointing down.
Arrow pointing left and down labelled 'Small'. Evaluate the differences: how large is the difference from what you expected? Arrow pointing right and down labelled 'Large'.
Things are on track and the issue could have simply been an issue with timing of the improvement. More reflection is needed. Perhaps it is a gap in understanding the goal or a poor execution of the action plan.

Info-Tech Insight

Regardless of the cause, large differences between the EC and the AC provide great learning opportunities about how to approach change in the future.

A cycle around a dartboard with numbered steps: '01 Determine your goals', '02 Define the process team', '03 Determine initiatives', '04 Prioritize initiatives', '05 Execute improvement', '06 Establish a learning culture'.

Think long-term to sustain changes

The continual improvement process is ongoing. When one improvement cycle ends, the next should begin in order to continually measure and evaluate processes.

The goal of any framework is steady and continual improvement over time that resets the baseline to the current (and hopefully improved) level at the end of each cycle.

Have processes in place to ensure that the improvements made will remain in place after the change is implemented. Each completed cycle is just another step toward your target state.
Icon of a group of people. Ensure that there is a continual commitment from management.
Icon of a bar chart. Regularly monitor metrics as well as stakeholder feedback after the initial improvement period has ended. Use this information to plan the next improvement.
Icon of gears. Continual improvement is a combination of attitudes, behavior, and culture.

Related Info-Tech Research

Sample of 'Build a Business-Aligned IT Strategy'. Build a Business-Aligned IT Strategy

Success depends on IT initiatives clearly aligned to business goals, IT excellence, and driving technology innovation.

Sample of 'Develop Meaningful Service Metrics'. Develop Meaningful Service Metrics

Reinforce service orientation in your IT organization by ensuring your IT metrics generate value-driven resource behavior.

Sample of 'Common Challenges to incident management success'. Improve Incident and Problem Management

Rise above firefighter mode with structured incident management to enable effective problem management.

Works Cited

“Continual Improvement ITIL4 Practice Guide.” AXELOS, 2020. Accessed August 2022.

“5 Tips for Adopting ITIL 4’s Continual Improvement Management Practice.” SysAid, 2021. Accessed August 2022.

Jacob Gillingham. “ITIL Continual Service Improvement And 7-Step Improvement Process” Invensis Global Learning Services, 2022. Accessed August 2022.

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Achieve IT Spend & Staffing Transparency

  • IT spend has increased in volume and complexity, but how IT spend decisions are made has not kept pace.
  • In most organizations, technology has evolved faster than the business’ understanding of what it is, how it works, and what it can do for them.
  • How traditional financial accounting methods are applied to IT expenditure don’t align well to modern IT realities.
  • IT is often directed to make cuts when cost optimization and targeted investment are what’s really needed to sustain and grow the organization in the long term.

Our Advice

Critical Insight

  • Meaningful conversations about IT spend don’t happen nearly as frequently as they should. When they do happen, they are often inhibited by a lack of IT financial management (ITFM) maturity combined with the absence of a shared vocabulary between IT, the CFO, and other business function leaders.
  • Supporting data about actual technology spend taking place that would inform decision making is often scattered and incomplete.
  • Creating transparency in your IT financial data is essential to powering collaborative and informed technology spend decisions.

Impact and Result

  • Understand the uses and benefits of making your IT spend more transparent.
  • Discover and organize your IT financial data.
  • Map your organization’s total technology spend against four IT stakeholder views: CFO, CIO, CXO, and CEO.
  • Gain vocabulary and facts that will help you tell the true story of IT spend.

Members may also be interested in Info-Tech's IT Spend & Staffing Benchmarking Service.

Achieve IT Spend & Staffing Transparency Research & Tools

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

1. Achieve IT Spend & Staffing Transparency Deck – A detailed, do-it-yourself framework and process for clearly mapping your organization’s total technology spend.

This deck mirrors Info-Tech’s own internal methods for delivering its IT Spend & Staffing Benchmarking Service in a do-it-yourself format. Based on Info-Tech’s proven ITFM Cost Model, it includes an IT spend mapping readiness assessment, expert advice for sourcing and organizing your financial data, a methodology for mapping IT staff and vendor spend according to four key stakeholder views (CFO, CIO, CXO, and CEO), and guidance on how to analyze and share your results.

  • Achieve IT Spend & Staffing Transparency Storyboard

2. IT Spend & Staffing Transparency Workbook – A structured Excel tool that allows you to allocate your IT spend across four key stakeholder views and generate high-impact visualizations.

This workbook offers a step-by-step approach for mapping and visualizing your organization’s true IT spend.

  • IT Spend & Staffing Transparency Workbook

3. IT Spend & Staffing Transparency Executive Presentation Template – A PowerPoint template that helps you summarize and showcase key results from your IT spend transparency exercise.

This presentation template offers a recommended structure for introducing key executive stakeholders to your organization’s true IT spending behavior and IT financial management as a whole.

  • IT Spend & Staffing Transparency Executive Presentation Template

Infographic

Further reading

Achieve IT Spend & Staffing Transparency

Lay a foundation for meaningful conversations with the business.

Analyst Perspective

Take the first step in your IT spend journey.

Talking about money is hard. Talking to the CEO, CFO, and other business leaders about money is even harder, especially if IT is seen as just a cost center, is not understood by stakeholders, or is simply taken for granted. In times of economic hardship, already lean IT operations are tasked with becoming even leaner.

When there's little fat to trim, making IT spend decisions without understanding the spend's origin, location, extent, and purpose can lead to mistakes that weaken, not strengthen, the organization.

The first step in optimizing IT spend decisions is setting a baseline. This means having a comprehensive and transparent view of all technology spend, organization-wide. This baseline is the only way to have meaningful, data-driven conversations with stakeholders and approvers around what IT delivers to the business and the implications of making changes to IT funding.

Before stepping forward in your IT financial management journey, know exactly where you're standing today.

Jennifer Perrier, Principal Research Director, ITFM Practice

Jennifer Perrier
Principal Research Director, ITFM Practice
Info-Tech Research Group

Executive Summary

Your Challenge Common Obstacles Info-Tech's Approach
IT spend has increased in volume and complexity, but how IT spend decisions are made has not kept pace:
  • Technology has evolved faster than the business' understanding of what it is, how it works, and what it can do for them.
  • How traditional financial accounting methods are applied doesn't align well to modern IT realities.
  • IT is directed to make cuts when cost optimization and targeted investment are what's really needed to sustain and grow the organization in the long-term.
Meaningful conversations about IT spend don't happen nearly as much as they should. This is often due to:
  • A lack of maturity in how ITFM (IT financial management) is executed within IT and across the organization as a whole.
  • The absence of a shared vocabulary between IT, the CFO, and other business function leaders.
  • Scattered and incomplete data about the actual technology spend taking place in the organization.
Lay a foundation for meaningful conversations and informed decision-making around IT spend.
  • Understand the uses and benefits of making your IT spend more transparent.
  • Discover and organize your IT financial data.
  • Map your organization's total technology spend against four IT stakeholder views: CFO, CIO, CXO, and CEO.
  • Gain both vocabulary and facts that will help you tell the true story of IT spend.

Info-Tech Insight
Create transparency in your IT financial data to power both collaborative and informed technology spend decisions.

IT spend has grown alongside IT complexity

IT spend has grown alongside IT complexity

Growth creates change ... and challenges

IT has become more integral to business operations and achievement of strategic goals, driving complexity in how IT funds are allocated and managed.

How IT funds are spent has changed
Value demonstration is two-pronged. The first is return on performance investment, focused on formal and objective goals, metrics, and KPIs. The second is stakeholder satisfaction, a more subjective measure driven by IT-business alignment and relationship. IT leaders must do both well to prove and promote IT's value.
Funding decision cadence has sped up
Many organizations have moved from three- to five-year strategic planning cycles to one-year planning horizons or less, most noticeably since the 2008/2009 recession. Not only has the pace of technological change accelerated, but so too has volatility in the broader business and economic environments, forcing rapid response.
Justification rigor around IT spend has increased
The need for formal business cases, proposals, and participation in formal governance processes has increased, as has demand for financial transparency. With many IT departments still reporting into the CFO, there's no getting around it - today's IT leaders need to possess financial management savvy.
Clearly showing business value has become priority
IT spend has moved from the purchase of discrete hardware and software tools traditionally associated with IT to the need to address larger-scale issues around interoperability, integration, and virtualized cloud solutions. Today's focus is more on big-picture architecture than on day-to-day operations.

ITFM capabilities haven't grown with IT spend

IT still needs to prove itself.

Increased integration with the core business has made it a priority for the head of IT to be well-versed in business language and practice, specifically in the areas of measurement and financial management.

However, IT staff across all industries aren't very confident in how well IT is doing in managing its finances via three core processes:

  • Accounting of costs and budgets.
  • Optimizing costs to gain the best return on investment.
  • Demonstrating IT's value to the business.

Recent data from 4,137 respondents to Info-Tech's IT Management & Governance Diagnostic shows that while most IT staff feel that these three financial management processes are important, notably fewer feel that IT management is effective at executing them.

IT leadership's capabilities around fundamental cost data capture appear to be lagging, not to mention the essential value-added capabilities around optimizing costs and showing how IT contributes to business value.

Graph of Cost and Budget Management

Graph of Cost Optimization

Questions for support transition

Source: IT Management & Governance Diagnostic, Info-Tech Research Group, 2022.

Take the perspective of key IT stakeholders as a first step in ITFM capability improvement

Other business unit leaders need to deliver on their own specific and unique accountabilities. Create true IT spend transparency by accounting for these multiple perspectives.

Exactly how is IT spending all that money we give them?
Many IT costs, like back-end infrastructure and apps maintenance, can be invisible to the business.

Why doesn't my department get more support from IT?
Some business needs won't align with spend priorities, while others seem to take more than their fair share.

Does the amount we spend on each IT service make sense?
IT will get little done or fall short of meeting service level requirements without appropriate funding.

I know what IT costs us, but what is it really worth?
Questions about value arise as IT investment and spend increase. How to answer these questions is critical.

At the end of the day, telling IT's spend story to the business is a significant challenge if you don't understand your audience, have a shared vocabulary, or use a repeatable framework.

Mapping your IT spend against a reusable framework helps generate transparency

A framework makes transparency possible by simplifying methods, creating common language, and reducing noise.

However, the best methodological framework won't work if the materials and information plugged into it are weak. With IT spend, the materials and information are your staff and your vendor financial data. To achieve true transparency, inputs must have the following three characteristics:

Availability Reliability Usability
The data and information are up-to-date and accessible when needed. The data and information are accurate, complete, and verifiable. The data and information are clearly defined, consistently and predictably organized, consumable, and meaningful for decision-making.

A framework is an organizing principle. When it comes to better understanding your IT spend, the things being organized by a framework are your method and your data.

If your IT spend information is transparent, you have an excellent foundation for having the right conversations with the right people in order to make strategically impactful decisions.

Info-Tech's approach enables meaningful dialogue with stakeholders about IT spend

View of meaningful dialogue with stakeholders about IT spend

Investing time in preparing and mapping your IT spend data enables better IT governance

While other IT spend transparency methods exist, Info-Tech's is designed to be straightforward and tactical.

Info-Tech method for IT spend transparency

Put your data to work instead of being put to work by your data.

Introducing Info-Tech's methodology for creating transparency on technology spend

1. Know your objectives 2. Gather required data 3. Map your IT staff spend 4. Map your IT vendor spend 5. Identify implications for IT
Phase Steps
  1. Review your business context
  2. Set IT staff and vendor spend transparency objectives
  3. Assess effort and readiness
  1. Collect IT staff spend data
  2. Collect IT vendor spend data
  3. Define industry-specific CXO Business View categories
  1. Categorize IT staff spend in each of the four views
  2. Validate
  1. Categorize IT vendor spend in each of the four views
  2. Validate
  1. Analyze your findings
  2. Craft your key messages
  3. Create an executive presentation
Phase Outcomes Goals and scope for your IT spend and staffing transparency effort. Information and data required to perform the IT staff and vendor spend transparency initiative. A mapping of the allocation of IT staff spend across the four views of the Info-Tech ITFM Cost Model. A mapping of the allocation of IT vendor spend across the four views of the Info-Tech ITFM Cost Model. An analysis of your results and a presentation to aid your communication of findings with stakeholders.

Insight Summary

Overarching insight
Take the perspective of key stakeholders and lay out your organization's complete IT spend footprint in terms they understand to enable meaningful conversations and start evolving your IT financial management capability.

Phase 1 insight
Your IT spend transparency efforts are only useful if you actually do something with the outcomes of those efforts. Be clear about where you want your IT transparency journey to take you.

Phase 2 insight
Your IT spend transparency efforts are only as good as the quality of your inputs. Take the time to properly source, clean, and organize your data.

Phase 3 insight
Map your IT staff spend data first. It involves work but is relatively straightforward. Practice your mapping approach here and carry forward your lessons learned.

Phase 4 insight
The importance of good, usable data will become apparent when mapping your IT vendor spend. Apply consistent and meaningful vendor labels to enable true aggregation and insight.

Phase 5 insight
Communicating your final IT spend transparency mapping with executive stakeholders is your opportunity to debut IT financial management as not just an IT issue but an organization-wide concern.

Blueprint deliverables

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

Use this tool in Phases 1-4

IT Spend & Staffing Transparency Workbook

Input your IT staff and vendor spend data to generate visual outputs for analysis and presentation in your communications.

Key deliverable:

IT Spend & Staffing Transparency Executive Presentation

Create a showcase for your newly-transparent IT staff and vendor spend data and present it to key business stakeholders.

Use this tool in Phase 5

IT and business blueprint benefits

IT Benefits Business Benefits
  • Gain insight into exactly where you're spending IT funds on hardware, software, service providers, and the workforce.
  • Understand how much it's costing IT to deliver specific IT services.
  • Illustrate differences in business consumption of IT spend.
  • Learn the ratio of spend allocated to innovation vs. growth vs. keeping the lights on (KTLO).
  • Develop a series of core IT spend metrics including IT spend as a percent of revenue, IT spend per organization employee, and IT spend per IT staff member.
  • Create a complete IT spend baseline to serve as a foundation for future benchmarking, cost optimization, and other forms of IT financial analysis.
  • Understand the relative allocation of IT spend across capital vs. operational expenditure.
  • See the degree to which IT differentially supports and enables organizational goals, strategies, and functions.
  • Have better data for informing the organization's IT spend allocation and prioritization decisions.
  • Gain better visibility into real-life IT spending behaviors, cadences, and patterns.
  • Identify potential areas of spend waste as well as underinvestment.
  • Understand the true value that IT brings to the business.

Measure the value of this blueprint

You will know that your IT spend and staffing transparency effort is succeeding when:

  • Your understanding of where technology funds are really being allocated is comprehensive.
  • You're having active and meaningful dialogue with key stakeholders about IT spend issues.
  • IT spend transparency is a permanent part of your IT financial management toolkit.

In phase 1 of this blueprint, we will help you identify initiatives where you can leverage the outcomes of your IT spend and staffing transparency effort.

In phases 2, 3, and 4, we will guide you through the process of mapping your IT staff and vendor spend data so you can generate your own IT spend metrics based on reliable sources and verifiable facts.

Win #1: Knowing how to reliably source the financial data you need to make decisions.

Win #2: Getting your IT spend data in an organized format that you can actually analyze.

Win #3: Having a framework that puts IT spend in a language stakeholders understand.

Win #4: Gaining a practical starting point to mature ITFM practices like cost optimization.

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

DIY Toolkit Guided Implementation Workshop Consulting
"Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

Diagnostics and consistent frameworks are used throughout all four options.

Guided Implementation

Info-Tech recommends the following calls in your Guided Implementation.

Phase 1: Know your objectives Phase 2: Gather required data Phase 3: Map your IT staff spend Phase 4: Map your IT vendor spend Phase 5: Identify implications for IT
Call #1: Discuss your IT spend and staffing transparency objectives and readiness. Call #2: Review spend and staffing data sources and identify data organization and cleanup needs. Call #3: Review your mapped IT staff spend and resolve lingering challenges. Call #4: Review your mapped IT vendor spend and resolve lingering challenges. Call #5: Analyze your mapping outputs for opportunities and devise next steps.

A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

A typical GI is between four to six calls over the course of two to three months.

Want even more help with your IT spend transparency effort?

Let us fast-track your IT spend journey.

The path to IT financial management maturity starts with knowing exactly where your money is going. To streamline this effort, Info-Tech offers an IT Spend & Staffing Benchmarking service that provides full transparency into where your money is going without any heavy lifting on your part.

This unique service features:

  • A client-proven approach to meet your IT spend transparency goals.
  • Vendor and staff spend mapping that reveals business consumption of IT.
  • Industry benchmarking to compare your spending and staffing to that of your peers.
  • Results in a fraction of the time with much less effort than going it alone.
  • Expert review of results and ongoing discussions with Info-Tech analysts.

If you'd like Info-Tech to pave the way to IT spend transparency, contact your account manager for more information - we're happy to talk anytime.

Phase 1

Know Your Objectives

This phase will walk you through the following activities:

  • Establish IT spend and staffing transparency uses and objectives
  • Assess your readiness to tackle IT spend and staffing transparency

This phase involves the following participants:

  • Head of IT
  • IT financial lead
  • Other members of IT management

Phase 1: Know your objectives

Envision what transparency can do.

You're at the very beginning of your IT spend transparency journey. In this phase you will:

  • Set your objectives for making your IT spend and staffing transparent.
  • Assess your readiness to tackle the exercise and gauge how much work you'll need to do in order to do it well.

"I've heard this a lot lately from clients: 'I've got my hands on this data, but it's not structured in a way that will allow me to make any decisions about it. I have these journal entries and they have some accounting codes, GL descriptors, cost objects, and some vendors, but it's not enough detail to make any decisions about my services, my applications, my asset spend.'"
- Angie Reynolds, Principal Research Director, ITFM Practice, Info-Tech Research Group

Transparency positively enables both business outcomes and the practice of business ethics

However, transparency's real superpower is in how it provides fact-based context.

  • More accurate and relevant data for decision-making.
  • Better managed and more impactful financial outcomes.
  • Increased inclusion of people in the decisions that affect them.
  • Clearer accountabilities for organizational efficiency and effectiveness goals.
  • Concrete proof that business priorities and decisions are being acted on and implemented.
  • Greater trust and respect between IT and the business.
  • Demonstration of integrity in how funds are being used.

IT spend transparency efforts are only useful if you actually do something with the outputs

Identify in advance how you plan to leverage IT spend transparency outcomes.

CFO expense view

  • Demonstrate actual IT costs at the right level of granularity.
  • Update/change the categories finance uses to track IT spend.
  • Adjust the expected CapEx/OpEx ratio.

CXO business view

  • Calculate consumption of IT resources by department.
  • Implement a showback/chargeback mechanism.
  • Change the funding conversation about proposed IT projects.

CIO service view

  • Calculate the total cost to deliver a specific IT service.
  • Adjust the IT service spend-to-value ratio as per business priorities.
  • Rightsize IT service levels to reflect true value to the business.

CEO innovation view

  • Formalize the organization's position on use of cloud/outsourcing.
  • Reduce the portion of spend dedicated to "keeping the lights on."
  • Develop a plan for boosting commitment to innovation investment.

When determining your end objectives, think about the real questions IT is being asked by the business and how IT spend transparency will help you answer them.

CFO: Financial accounting perspective

IT spend used to be looked at from a strictly financial accounting perspective - this is the view of the CFO and the finance department. Their question, "exactly how is IT spending all that money we give them," is really about how money is distributed across different asset classes. This question breaks down into other questions that IT leaders needs to ask themselves in order to provide answers:

  • How should I classify my IT costs? What are the standard categories you need to have that are meaningful to folks crunching the corporate numbers? If you're too detailed, it won't make sense to them. If you pick outmoded categories, you'll have to adjust in the future as IT evolves, which makes tracking year-over-year spend patterns harder.
  • What information should I include in my plans and reports? This is about two things. One is about communicating with the finance department in language that reduces back-and-forth and eliminates misinterpretation. The other is about aligning with the categories the finance department uses to track financial data in the general ledger.
  • How do I justify current spend? This is about clarity and transparency. Specifically itemizing spend into categories that are meaningful for your audience does a lot of justification work for you since you don't have to re-explain what everything means.
  • How do I justify a budget increase? In a declining economy, this question may not be appropriate. However, establishing a baseline puts you in a better position to discuss spend requirements based on past performance and to focus the conversation.

Exactly how is IT spending all that money we give them?

Example
Asset Class % IT Spend
Workforce 42.72%
Software - Cloud 9.26%
Software - On Prem 13.61%
Hardware - Cloud 0.59%
Hardware - On Prem 15.68%
Contract Services 18.14%
Info-Tech IT Spend & Staffing Studies, 2022.

CIO: IT operations management perspective

As the CIO role was adopted, IT spend was viewed from the IT operations management perspective. Optimizing the IT delivery model is a critical step to reducing time to provision services. For the IT leader, the questions they need to ask themselves are:

  • What's the impact of cloud adoption on speed of delivery? Leveraging a SaaS solution can reduce time to deployment as well as increase your ability to scale; however, integration with other functionality will still be a challenge that will incur costs.
  • Where can I improve spend efficiency? This is about optimizing spend in your IT delivery model. What service levels does the business require and what's the most cost-effective way to meet those levels without incurring significant technical debt?
  • Is my support model optimized? By reviewing where support staff are focused and which services are using most of your resources, you can investigate underlying drivers of your staffing requirements. If staff costs in support of a business function are high, perhaps the portfolio of applications needs to be reviewed.
  • How does our spend compare to others? Benchmarking against peers is a useful input, but reflects common practice, not best practice. For example, if you need to invest in IT security, your entire industry is lagging on this front, and you happen to be doing slightly better than most, then bringing forth this benchmark won't help you make the case. Starting with year-over-year internal benchmarking is essential - establish your categories, establish your baseline, and track it consistently.

Does the amount we spend on each IT service make sense?

Example
Service Area % IT Spend
App Development 9.06%
App Maintenance 30.36%
Hosting/Network 25.39%
End User 18.59%
Data & BI 3.58%
Security & Risk 5.21%
IT Management 7.82%
Info-Tech IT Spend & Staffing Studies, 2022.

CXO: Business unit perspective

As business requests have increased, so too has the importance of the business unit perspective. Each business function has a unique mandate to fulfill in the organization and also competes with other business functions for IT resources. By understanding business consumption of IT, organizations can bring transparency and drive a different dialog with their business partners. Every IT leader should find out the answers to these questions:

  • Which business units consume the most IT resources? By understanding consumption of IT by business function, IT organizations can clearly articulate which business units are getting the highest share of IT resources. This will bring much needed clarity when it comes to IT spend prioritization and investment.
  • Which business units are underserved by IT? By providing full transparency into where all IT spend is consumed, organizations can determine if certain business functions may need increased attention in an upcoming budget cycle. Knowing which levers to pull is critical in aligning IT activities with delivering business value.
  • How do I best communicate spend data internally? Different audiences need information presented to them differently. This is not just about the language - it's also about the frequency, format, and channel you use. Ask your audiences directly what methods of communication stand the best chance of you being seen and heard.
  • Where do I need better business sponsorship for IT projects? If a lot of IT spend is going toward one or two business units, the leaders of those units need to be active sponsors of IT projects and associated spend that will benefit all users.

Why doesn't my business unit get more support from IT?

Example
Business Function % IT Spend
HR Department 6.16%
Finance Department 15.15%
IT Department 10.69%
Business Function 1 23.80%
Business Function 2 10.20%
Business Function 3 6.80%
Business Function 4 27.20%
Source: Info-Tech IT Spend & Staffing Studies, 2022.

CEO: Strategic vs. operations perspective

With a business view now available, evaluating IT spend from a strategic standpoint is critical. Simply put, how much is being spent keeping the lights on (KTLO) in the organization versus supporting business or organizational growth versus net-new business innovations? This view is not about what IT costs but rather how it is being prioritized to drive revenue, operating margin, or market share. Here are the questions IT leaders should be asking themselves along with the organization's executive leadership and the CEO:

  • Why is KTLO spend so high? This question is a good gauge of where the line is drawn between operations and strategy. Many IT departments want to reduce time spent on maintenance and redeploy resource investment toward strategic projects. This reallocation must include retiring or eliminating technologies to free up funds.
  • What should our operational spend priorities be? Maintenance and basic operations aren't going anywhere. The issue is what is necessary and what could be done more wisely. Are you throwing good money after bad on a high-maintenance legacy system?
  • Which projects and investments should we prioritize? The answer to this question should tightly align with business strategic goals and account for the lion's share of growth and innovation spend.
  • Are we spending enough on innovative initiatives? This is the ultimate dialogue between business partners, the CEO, and IT that needs to take place, yet often doesn't.

I know what IT costs us, but what is it really worth?

Example
Focus Area % IT Spend
KTLO 89.16%
Grow 7.18%
Innovate 3.66%
Info-Tech IT Spend Studies, 2022.

Be clear about where you want your IT spend transparency journey to take you in real life

Transparent IT spend data will allow you to have conversations you couldn't have before. Consider this example of how telling an IT spend story could evolve.

I want to ...
Analyze the impact of the cloud on IT operating expenditure to update finance's expectations of a realistic IT CapEx/OpEx ratio now and into the future.

To address the problem of ...

  • Many of our key software vendors have eliminated on-premises products and only offer software as an OpEx service.
  • Assumptions that modern IT solutions are largely on-premises and can be treated as capitalizable assets are out-of-date and don't reflect IT financial realities.

And will use transparency to ...

  • Provide the CFO with specific, accurate, and annotated OpEx by product/service and vendor for all cloud-based and on-premises solutions.
  • Facilitate a realistic calculation of CapEx/OpEx distribution based on actuals, as well as let us develop defendable projections of OpEx into the future based on typical annual service fee increases and anticipated growth in the number of users/licenses.

1.1 Establish ITFM objectives that leverage IT spend transparency

Duration: One hour

  1. Consider the problems or issues commonly voiced by the business about IT, as well as your own ongoing challenges in communicating with stakeholders. Document these problems/issues as questions or statements as spoken by a person. To help structure your brainstorming, consider these general process domains and examples:
    1. Spend tracking and reporting. E.g. Why is IT's OpEx so high? We need you to increase IT's percentage of CapEx.
    2. Service levels and business continuity. E.g. Why do we need to hire more service desk staff? There are more of them in IT than any other role.
    3. Project and operations resourcing. E.g. Why can't IT just buy this new app we want? It's not very expensive.
    4. Strategy and innovation. E.g. Did output increase or decrease last quarter per input unit? IT should be able to run those reports for us.
  2. For each problem/issue noted, identify:
    1. The source(s) of the question/concern (e.g. CEO, CFO, CXO, CIO).
    2. The financial process involved (e.g. accurate costing, verification of costs, building a business case to invest).
  3. For each problem/issue, identify a broader project-style initiative where having transparent IT spend data is a valuable input. One initiative may apply to multiple problems/issues. For each initiative:
    1. Give it a working title.
    2. State the goal for the initiative with reference to ITFM aspirations.
    3. Identify key stakeholders (these will likely overlap with the problem/issue source).
    4. Set general time frames for resolution.

Document your outputs on the slide immediately following the instruction slides for this exercise. Examples are included.

1.1 Establish ITFM objectives that leverage IT spend transparency

Input Output
  • Organizational knowledge
  • List of the potential uses and objectives of transparent IT spend and staffing data
Materials Participants
  • Whiteboard/flip charts
  • Head of IT
  • IT financial lead

ITFM initiatives that leverage transparency

Problem/Issue Statement Source/ Stakeholder Associated ITFM Process Potential Initiative Initiative Goal Time Frame
"Why is IT's OpEx so high? We need you to increase IT's percentage of CapEx." CFO IT spend categorization and reporting. Analyze the impact of the cloud on IT operating expenditure. To update finance's expectations of a realistic IT CapEx/OpEx ratio. <12 months
"Why do we need to hire more service desk staff? There are more of them in IT than any other role." CFO, VP of HR Business case for hiring IT staff. Document ongoing IT support requirements for proposed ERP platform migration project. To ensure sufficient resources for an anticipated increase in service desk tickets due to implementation of a new ERP system. 1-3 months
"Why can't IT just buy this new app we want? It's not very expensive." CEO, all CXOs/VPs Total cost of technology ownership. Develop a mechanism to review the lifecycle impact on IT of proposed technology purchases. To determine if functionality of new tool already exists in the org. and the total cost of ownership of a new app. <6 months
"Did output increase or decrease last quarter per input unit? IT should be able to run those reports for us." CEO, CFO, VP of Production IT service costing. Develop an organizational business intelligence strategy. To create a comprehensive plan for evolving BI capability in the organization and transferring report development to users. Select a department for pilot. <12 months

Your organization's governance culture will affect how you approach transparency

Know your governance culture Lower Governance
  • Few regulations.
  • Financial reporting is largely internal.
  • Change is frequent and rapid.
  • Informal or nonexistent mechanisms and structures.
  • Data sharing behavior driven by competitive concerns.
Higher Governance
  • Many regulations.
  • Stringent and regular external reporting requirements.
  • Change is limited and/or slow.
  • Defined and established mechanisms and structures.
  • Data sharing behavior driven by regulatory concerns.
Determine impact on opportunities How does your governance culture impact IT spend transparency opportunities?
Resistance to formality and bureaucracy Resistance to change and uncertainty
Set expectations and approach You have plenty of room to implement transparency rigor within the confines of IT, but getting others to give you the time and attention you want will be a challenge. One-on-one, informal relationship building to create goodwill and dialogue is needed before putting forth recommendations or numbers. Many existing procedures must be accommodated and respected. While you can benefit by working with preexisting mechanisms and touchpoints, expect any changes you want to make to things like IT cost categories or CapEx/OpEx ratios to require a lot of time, meetings, and case-making.

IT's current maturity around ITFM practice will also affect your approach to transparency

Know your ITFM maturity level Lower ITFM Maturity
  • No/few formal policies, standards, or procedures exist.
  • There is little/no formal education or experience within IT around budget, costing, charging, or accounting practices.
  • Financial reporting is sporadic and inconsistent in its contents.
  • Business cases are rarely used in decision-making.
  • Financial data is neither reliable nor readily available.
Higher ITFM Maturity
  • Formal policies, standards, and procedures are enforced organization-wide for all financial management activities.
  • Formally-trained accountants are embedded within IT.
  • Financial reporting is regular, scheduled, and defined.
  • Business cases are leveraged in most decision-making activities.
  • Financial data is governed, centralized, and current.
Determine stakeholders' financial literacy How does your degree of ITFM maturity impact IT spend transparency opportunities?
Improve your own financial literacy first Determine stakeholders' financial literacy
Set expectations and approach Brush up on core financial management and accounting concepts before taking the discussion beyond IT's walls. Do start mapping your costs, but just know how to communicate what the data is saying before sharing it. Not everyone will be at your level, familiar with ITFM language and concepts, or focused on the same things you are. Gauge where your audience is at so you can prepare for meaningful dialogue.

1.2 Assess your readiness to tackle IT spend transparency

Duration: One hour

Note: This assessment is general in nature. It's intended to help you identify and prepare for potential challenges in your IT spend and staffing transparency effort.

  1. Rate your agreement with the "Data & Information" and "Experience, Expertise, & Support" statements listed on the slide immediately following the two instruction slides for this exercise. For each statement, indicate the extent to which you agree or disagree, where:
    1. 1 = Strongly disagree
    2. 2 = Disagree
    3. 3 = Neither agree nor disagree
    4. 4 = Agree
    5. 5 = Strongly agree
  2. Add up your numerical scores for all statements, where the highest possible score is 65.
  3. Assess your general readiness against the following guidelines:
    1. 50-65: Ready. The transparency exercise will involve work, but should be straightforward since you have the data, skills, tools, processes, and support to do it.
    2. 40-49: Ready, with caveats. The transparency exercise is doable but will require some preparatory legwork and investigation on your part around data sourcing, organization, and interpretation.
    3. 30-39: Challenged. The transparency exercise will present some obstacles. Expect to encounter data gaps, inconsistencies, errors, roadblocks, and frustrations that will need to be resolved.
    4. Less than 30: Not ready. You don't have the data, skills, tools, processes, and/or support to do the data transparency exercise. Take time to develop a stronger foundation of financial literacy and governance before tackling it.

Document your outputs on the slide immediately following the two instruction slides for this exercise.

1.2 Assess your readiness to tackle IT spend transparency

InputOutput
  • Organizational knowledge
  • Estimation of IT spend and staffing transparency effort
MaterialsParticipants
  • Whiteboard/flip charts
  • Head of IT
  • IT financial lead

IT spend transparency readiness assessment

Data & Information
Statement Rating
We know how to access all IT department spend records.
We know how to access all non-IT-department technology spend records.
We know how to access all IT vendor/contractor agreements.
We know how to access data about our IT staff costs and allocation, such as organizational charts and salaries/benefits.
Our financial and staffing data is up-to-date.
Our financial and staffing data are labeled, described, and organized so that we know what they're referring to.
Our financial and staffing data are in a format that we can easily manipulate (e.g. export, copy and paste, perform calculations).
Experience, Expertise, & Support
Statement Rating
We have sufficient expertise within the IT department to navigate and accurately interpret financial records.
We have reasonable access to expertise/resources in our finance department to support us in an IT spend transparency exercise.
We can allocate sufficient time (about 40 hours) and resources in the near term to do an IT spend transparency exercise.
We have current accountabilities to track and internally report financial information to others on at least a monthly basis.
There are existing financial policies, procedures, and standards in the organization with which we must closely adhere and comply.
We have had the experience of participating in, or responding to the results of, an internal or external audit.

Rating scale:
1 = Strongly Disagree; 2 = Disagree; 3 = Neither agree nor disagree; 4 = Agree; 5 = Strongly agree
Assessment scale:
Less than 30 = Not ready; 30-39 = Challenged; 40-49 = Ready with caveats; 50-65 = Ready

Take a closer look at the statements you rated 1, 2, or 3. These will be areas of challenge no matter what your total score on the assessment scale.

Phase 1: Know your objectives

Achievement summary

You've now completed the first two steps on your IT spend transparency journey. You have:

  • Set your objectives for making your IT spend and staffing transparent.
  • Assessed your readiness to tackle the exercise and know how much work you'll need to do in order to do it well.

"Mapping to a transparency model is labor intensive. You can do it once and never revisit it again, but we would never advise that. What it does is play well into an IT financial management maturity roadmap."
- Monica Braun, Research Director, ITFM Practice, Info-Tech Research Group

Phase 2

Gather Required Data

This phase will walk you through the following activities:

  • Gather, clean, and organize your data
  • Build your industry-specific business views

This phase involves the following participants:

  • Head of IT
  • IT financial lead
  • Other members of IT management

Phase 2: Gather required data

Finish your preparation.

You're now ready to do the final preparation for your IT spend and staffing transparency journey. In this phase you will:

  • Gather your IT spend and staffing data and information.
  • Clean and organize your data to streamline mapping.
  • Identify your baseline data points.

"Some feel like they don't have all the data, so they give up. Don't. Every data point counts."
- Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group

Your IT spend transparency efforts are only as good as the quality of your inputs

Aim for a comprehensive, complete, and accurate set of data and information.

Diagram of comprehensive, complete, and accurate set of data and information

Start by understanding what's included in technology spend

Info-Tech's ITFM Technology Inventory

In scope:

  • All network, telecom, and data center equipment.
  • All end-user productivity software and devices (e.g. laptops, peripheral devices, cell phones).
  • Information security.
  • All acquisition, development, maintenance, and management of business and operations software.
  • All systems used for the storage and management of business assets, data, records, and information.
  • All managed IT services.
  • Third-party consulting services.
  • All identifiable spend from the business for the above.

Expand your thinking: Total tech spend goes beyond what's under IT's operational umbrella

"Technology" means all technology in the organization regardless of where it lives, who bought it, who owns it, who runs it, or who uses it.

IT may have low or no visibility into technologies that exist in the broader business environment beyond IT. Accept that you won't gain 100% visibility right now. However, do get started and be persistent.

Where to look for non-IT technology ...

  • Highly specialized business functions - niche tools that are probably used by only a few people.
  • Power users and the "underserved" - cloud-based workflow, communication, and productivity tools they got on their own.
  • Operational technology - network-connected industrial, building, or physical security sensors and control systems.
  • Recently acquired/merged entities - inherited software.

Who might get you what you need ...

  • Business unit and team leaders - identification of what they use and copies of their spend records and/or contracts.
  • Finance - a report of the "software" expenditure category to spot unrecognized technologies and their owners.
  • Vendors - copies of contracts if not forthcoming internally.
  • Your service desk - informal knowledge gained about unknown technologies at play in the course of doing their job.

The IT spend and staffing transparency exercise is an opportunity to kick-start a technology discovery process that will give you and the business a true picture of your technology profile, use, and spend.

Seek out data at the right level of granularity with the right supporting information

Key data and information to seek out:

  • Credits applied to appropriate debits that show net expense, or detailed descriptions of credits with no matching debit.
  • Cash-based accounting (not accrual accounting). If accrual, will need to determine how to simplify the data for your uses.
  • Vendor names, asset classes, descriptors, and departments.
  • A total spend amount (CapEx + OpEx) that:
    • Aligns with the spend period.
    • Passes your gut check for total IT spend.
    • Includes annual amounts for multi-year contracts (e.g. one year of a three-year Microsoft enterprise agreement).
    • Includes technology spend from the business (e.g. OT that IT supports).
  • Insights on large projects.
  • Consolidated recurring payments, salaries and benefits, and other small expenses.

Look for these data descriptors in your files:

  • Cost center/accounting unit
  • Cost center/department description
  • GL ACCT
  • CL account description
  • Activity description
  • Status
  • Program/business function/project description
  • Accounting period
  • Transaction amount
  • Vendor/vendor name
  • Product/product name

Avoid data that's hard to use or problematic as it will slow you down and bring limited benefits

Spend data that's out of scope:

  • Depreciation/amortization.
  • Gain or loss of asset write-off.
  • Physical security (e.g. key cards, cameras, motion sensors, floodlights).
  • Printer consumables costs.
  • Heating and cooling costs (for data centers).

Challenging data formats:

  • Large raw data files with limited or no descriptors.
  • Major accounts (hardware and software) combined in the same line item.
  • Line items (especially software) with no vendor reference information.
  • PDF files or screenshots that you can't extract data from readily. Use Excel or CSV files whenever possible.

Getting at the data you need can be easy or hard – it all depends

This is where your governance culture and ITFM maturity start to come into play.

Data source Potential data and information What to expect
IT Current/past budget, vendor agreements, IT project records, discretionary spend, number of IT employees. The rigor of your ITFM practice and centralization of data and documents will affect how straightforward this is.
Finance General ledger, cash and income statements, contractor payments and other accounts payable, general revenue. Secure their expertise early. Let them know what you're trying to do and what you need. They may be willing to prepare data for you in the format you need and help you decipher records.
Purchasing List of vendors/suppliers, vendor agreements, purchase invoices. Purchasing often has more descriptive information about vendors than finance. They can also point you to tech spend in other departments that you didn't know about.
Human Resources Organizational chart, staff salaries and benefits, number of employees overall and by department. Data about benefits costs is something you're not likely to have, and there's only one place you can reliably get it.
Other Business Units Non-IT technology spend vendor agreements and purchase invoices, number of department employees. Other departments may be tracking spend in an entirely different way than you. Be prepared to dig and reconcile.

There may be some data or information you can't get without a Herculean effort. Don't worry about it too much - these items are usually relatively minor and won't significantly affect the overall picture.

Commit to finding out what you don't know

Many IT leaders don't have visibility into other departments' technology spend. In some cases, the fact that spend is even happening may be a complete surprise.

Near-term visibility fix ...

  • Ask your finance department for a report on all technology-related spend categories. "Software" is a broad category that finance departments tend to track. Scan the report for items that don't look familiar and confirm the originating department or approver.
  • Check in with the procurement office. See what technology-related contracts they have on record and which departments "own" them. Get copies of those contracts if possible.
  • Contact individual department heads or technology spend approvers. Devise your contact shortlist based on what you already know or learned from finance and procurement. Position your outreach as a discovery process that supports your transparency effort. Avoid coming across as though you're judging their spend or planning to take over their technologies.

Long-term visibility fix ...

  • Develop your relationships with other business unit leaders. This will help open the lines of communication permanently.
  • Establish a cross-functional central technology office or group. The main task of this unit is to set and manage technology standards organization-wide, including standards for tracking and documenting technology costs and asset lifecycle factors.
  • Ensure IT is formally involved in all technology spend proposals and plans. This gives IT the opportunity to assess them for security compliance, IT network/system interoperability, manageability, and IT support requirements prior to purchase.
  • Ensure IT is notified of all technology financial transactions. This includes contracts, invoices, and payments for all one-time purchases, subscription fees, and maintenance costs.

Finally, note any potential anomalies in the IT spend period you're looking at

No two years have the exact same spend patterns. One-time spend for a big capital project, for example, can dramatically alter your overall spend landscape.

Look for the following anomalies:

  • New or ongoing capital implementations or projects that span more than one fiscal year.
  • Completed projects that have recently transitioned, or are transitioning, from CapEx (decreasing) to OpEx (increasing).
  • A major internal reorganization or merger, acquisition, or divestiture event.
  • Crises, disasters, or other rare emergencies.
  • Changes in IT funding sources (e.g. new or expiring grants).

These anomalies often explain why IT spend is unusually high in certain areas. There's often a good business reason.

In many cases, doing a separate spend transparency exercise for these anomalous projects or events can isolate their costs from other spend so their true nature and impact can be better understood.

2.1 Gather your input data and information

Duration: Variable

  1. Develop a complete list of the spending and staffing data and information you need to complete the transparency mapping exercise. For each required item, note the following:
    1. Description of data needed (i.e. type, timeframe, and format).
    2. Ideal timeframe or deadline for receipt.
    3. Probable source(s) and contact(s).
    4. Additional facilitation/support required.
    5. Person on your transparency team responsible for obtaining it.
  2. Set up a data and information repository to store all files as soon as they're received. Ideally, you'll want all data/information files to be in an electronic format so that everything can be stored in one place. Avoid paper documents if possible.
  3. Conduct your outreach to obtain the input data and information on your list. This could include delegating it to a subordinate, sending emails, making phone calls, booking meetings, and so on.
  4. Review the data and information received to confirm that it's the right type of data, at the correct level of granularity, for the right timeframe, in a usable format, and is generally accurate.
  5. Enter documentation about your data and information sources in tab "1. Data & Information Sources" in the IT Spend & Staffing Transparency Workbook to reflect what you needed and where you got it in order to make the discovery process easier in the future.
  6. In the same tab in the IT Spend & Staffing Transparency Workbook, document any significant events that occurred that directly or indirectly impacted the selected year's spend values. These could include mergers/acquisitions/divestitures, major reorganizations or changes in leadership, significant shifts in product offerings or strategic direction, large capital projects, legal/regulatory changes, natural disasters, or changes in the economy.

Download the IT Spend & Staffing Transparency Workbook

2.1 Gather your input data and information

InputOutput
  • Knowledge of potential data and information sources
  • List of data and information required to complete the IT spend and staffing transparency exercise
MaterialsParticipants
  • Whiteboard/flip charts
  • Head of IT
  • IT financial lead

Tidy up your data before beginning any spend mapping

Most organizations aren't immaculate in their tech spend documentation and tracking practices. This creates data rife with gaps that lives in hard-to-use formats.

The more preparation you do to approach the "good data" intersection point in the diagram below, the easier your mapping effort will be and the more useful and insightful your final findings.

Venn diagram of good data

Make your data "un-unique" to reduce the number of line items and make it manageable

There's a good chance that the IT spend data you've received is in the form of tens of thousands of unique line items. Use the checklist below to help you roll it up.

Warning: Never overwrite your original data. Insert new columns/rows and put your alternate information in these instead.

Step 1: Standardize vendor names

  • Start with known large vendors.
  • Select a standard name for the vendor.
  • Brainstorm possible variations on the vendor name, including abbreviations and shortforms.
  • Search for the vendor in your data and document the new standardized vendor name in the appropriate row.
  • Repeat the above for all vendors.
  • Sort the new vendor name column from A-Z. Look for instances where names remain unique or are missing entirely. Reconcile if needed and fill in missing data.

Step 2: Consolidate vendor spend

  • Sort the new vendor name column from A-Z. Start with vendors that have the most line items.
  • Add together related spend items from a given vendor. Create a new row for the consolidated spend item and flag it as consolidated. Keep the following item types in separate rows:
    • Hardware vs. software spend for the same vendor.
    • Cloud vs. on-premises spend for the same vendor.
  • Repeat the above for all vendors.
  • Consider breaking out separate rows for overly consolidated line items that contain too many different types of IT spend.

2.2 Clean and organize your data

Duration: Variable

  1. Check to ensure that you have all data and information required to conduct the IT spend transparency exercise.
  2. Conduct an initial scan to assess the data's current state of hygiene and overall usability. Flag anything of concern and follow up with the data/information provider to fix or reconcile any issues.
  3. Normalize your data to make it easier to work with. This includes selecting data format standards and changing anything that doesn't conform to those standards. This includes items such as date conventions, currencies, and so on.
  4. Standardize product and vendor naming/references throughout to enable searching, sorting, and grouping. For example, Microsoft Office may be variably referred to as "Microsoft", "Office", "Office 365", and "Office365" throughout your data. Pick one descriptor for the product/vendor and replace all related references with that descriptor.
  5. Consolidate and aggregate your data. Ideally, the data you received from your sources has already been simplified; however, you may need to further organize it to reduce the number of individual line items to a more manageable number. The transparency exercise uses relatively high-level categories, so combine data sets and aggregate where feasible without losing appropriate granularity.
  6. Archive any original copies of files that have been modified or replaced with consolidated/aggregated versions for future reference if needed.

2.2 Clean and organize your data

InputOutput
  • Data and information files
  • A normalized set of data and information for completing the IT spend and staffing transparency exercise
MaterialsParticipants
  • Whiteboard/flip charts
  • Head of IT
  • IT financial lead

Select IT spend "buckets" for the CXO Business View as your final preparatory step

Every organization has both industry-agnostic and industry-specific lines of business that are the direct beneficiaries of IT spend.

Common shared business functions:

  • Human resources.
  • Finance and accounting.
  • Sales/customer service.
  • Marketing and advertising.
  • Legal services and regulatory compliance.
  • Information technology.

It may seem odd to see IT on the business functions list since the purpose of this exercise is to map IT spend. For business view purposes, IT spend refers to what IT spends on itself to support its own internal operations.

Examples of industry-specific functions:

  • Manufacturing: Product research and development; production operations; supply chain management.
  • Retail banking: Core banking services; loan, mortgage and credit services; investment and wealth management services.
  • Hospitals: Patient intake and admissions; patient diagnosis; patient treatment; patient recovery and ongoing care.
  • Insurance: Actuarial analysis; policy creation; underwriting; claims processing.

See the Appendix of this blueprint for definitions of shared business functions plus sample industry-specific business view categories.

Define your CXO Business View categories to set yourself up well for future ITFM analyses

The CXO Business View buckets you set up today are tools you can and should reuse in your overall approach to ITFM governance. Spend some time to get them right.

Stay high-level

Getting too granular invites administrative headaches and overhead. Keep things high-level and general:

  • Limit the number of direct stakeholders represented: This will reduce communication overhead and ensure you're dealing only with people who have real decision-making authority.
  • Look to your org. chart: Note the departments or business units listed across the top of the chart that have one executive or top-ranking senior manager accountable for them. These business units often translate as-is into a tidy CXO Business View category.

Limit your number of buckets

Tracking IT spend across more than 8-10 shared and industry-specific business categories is impractical.

  • Simplify your options: Too many buckets gets confusing and invites time-wasting doubt.
  • Reduce future rework: Business structures will change, which means recategorizing spend data. Using a forklift is a lot easier than using tweezers.
  • Stick to major business units: Create separate "Business Other" and "Industry Other" catch-all categories to track IT spend for smaller functions that fall outside of major business unit structures.

Stay high-level with the CXO Business View

Be clear on what's in and what's out of your categories to keep everyone on the same page

Clear lines of demarcation between CXO Business View categories reduce confusion, doubt, and wheel-reinvention when deciding where to allocate IT spend.

Ensure clear boundaries

Mutual exclusivity is key when defining categories in any taxonomical structure.

  • Avoid overlaps: Each high-level business function category should have few or no core function or process overlaps with another business function category. Aim for clear vertical separation.
  • Be encompassing: When defining a category, list all the business capabilities and sub-functions included in that category. For example, if defining the finance and accounting function, remember to specify its less obvious accountabilities, like enterprise asset management if appropriate.

Identify exclusions

Listing what's out can be just as informative and clarifying as listing what's in.

  • Beware odd bedfellows: Minor business groups are often tucked under a bigger organizational entity even though the two use different processes and technologies. Separate them if appropriate and state this exclusion in the bigger entity's definition.
  • Draw a line: If a process crosses business function categories, state which sub-steps are out of scope.
  • Document your decisions: This helps ensure you allocate IT spend the same way every time.

Clear lines of demarcation between CXO Business View categories

2.3 Build your industry-specific business views

Duration: Two hours

  1. Confirm your list of high-level shared business services (human resources, finance and accounting, etc.) as provided in Info-Tech's IT Spend & Staffing Transparency Workbook. Rename them if needed to match the nomenclature used in your organization.
  2. Set and define your additional list of high-level, industry-specific business categories that are unique to or define your industry. See the slides immediately following this exercise for tips on developing these categories, as well as the appendix of this blueprint for some examples of industry-specific categories and definitions.
  3. Create "Business Other" and "Industry Other" categories to capture minor groups and activities supported by IT that fall beyond the major shared and industry-specific business functions you've shortlisted. Briefly note the business groups/activities that fall under these categories.
  4. Edit/enter your shared and industry-specific business function categories and their definitions on tab "2. Business View Definitions" in the IT Spend & Staffing Transparency Workbook.

Download the IT Spend & Staffing Transparency Workbook

2.3 Build your industry-specific business views

InputOutput
  • Knowledge about your organization's structure and business functions/units
  • A list of major shared business functions and industry-specific business functions/capabilities that are defining of your industry
MaterialsParticipants
  • Whiteboard/flip charts
  • Head of IT
  • IT financial lead

Lock in key pieces of baseline data

Calculating core IT spend metrics relies on a few key numbers. Settle these first based on known data before diving into detailed mapping.

These baseline data will allow you to calculate high-level metrics like IT spend as a percent of revenue and year-over-year percent change in IT spend, as well as more granular metrics like IT staff spend per employee for a specific IT service.

Baseline data checklist

  • IT spend analysis period (date range).
  • Currency used.
  • Organizational revenue.
  • Organizational OpEx.
  • Total current year IT spend.
  • Total current year IT CapEx and IT OpEx.
  • Total previous-year IT spend.
  • Total projected next-year IT spend.
  • Number of organizational employees.
  • Number of IT employees.

You may have discovered some things you didn't know about during the mapping process. Revisit your baseline data when your mapping is complete and make adjustments where needed.

2.4 Enter your baseline data

Duration: One hour

  1. Navigate to tab "3. Baseline Data" in the IT Spend & Staffing Transparency Workbook. Using the data you've gathered, enter the following information to set your baseline data for future calculations:
    1. Your IT spend analysis date range. This can be concrete dates, a fiscal year abbreviation, etc.
    2. The currency you will be using throughout the workbook. It's important that all monetary values entered are in the same currency.
    3. Your organization's total revenue and total operating expenditure (OpEx) for the spend analysis data range you've specified. Revenue includes all sources of funding/income.
    4. Your total IT OpEx and total IT capital expenditure (CapEx). The workbook will add your OpEx and CapEx values for you to arrive at a total IT spend value.
    5. Total IT spend for the year prior to the current IT spend analysis date range, as well as anticipated total IT spend for the year following.
    6. Total IT staff spend (salaries, benefits, training, travel, and fees for employees and contractors in a staff augmentation role) for the spend analysis date range.
    7. The total number of organizational employees and total number of IT employees. These are typically full-time equivalent (FTE) values and include contractors in a staff augmentation role.
  2. Make note of any issues that have influenced the values you entered.

Download the IT Spend & Staffing Transparency Workbook

2.4 Enter your baseline data

InputOutput
  • Cleaned and organized spend and staffing data and information
  • Finalized baseline data for deriving spend metrics
MaterialsParticipants
  • IT Spend & Staffing Transparency Workbook
  • Head of IT
  • IT financial lead

Phase 2: Gather required data

Achievement summary

You've now completed all preparation steps for your IT spend transparency journey. You have:

  • Gathered your IT spend and staffing data and information.
  • Cleaned and organized your data to streamline mapping.
  • Identified your baseline data points.

"As an IT person, you're not speaking the same language at all as the accounting department. There's almost always a session of education that's required first."
- Angie Reynolds, Principal Research Director, ITFM Practice, Info-Tech Research Group

Phase 3

Map Your IT Staff Spend

This phase will walk you through the following activities:

  • Mapping your IT staff spend across the four views of the ITFM Cost Model
  • Validating your mapping

This phase involves the following participants:

  • Head of IT
  • IT financial lead
  • Other members of IT management

Phase 3: Map your IT staff spend

Allocate your workforce costs across the four views.

Now it's time to tackle the first part of your hands-on spend mapping effort, namely IT staff spend. In this phase you will:

  • Allocate your IT staff spend across the four views of the ITFM Cost Model.
  • Validate your mapping to ensure that it's accurate and complete.

"We're working towards the truth. We know the answer, but it's how to get it. Take Data & BI. For some organizations, four FTEs is too many. Are these people really doing Data & BI? Look at the big picture and see if something's missing."
- Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group

Staffing costs comprise a significant percent of OpEx

Staffing is the first thing that comes to mind when it comes to spend. Intentionally bring it out of the shadows to promote constructive conversations.

  • Total staffing costs stand out from other IT spend line items. This is because they're comparatively large, often comprising 30-50% of total IT costs.
  • Standing out comes at a price. Staff costs are where business leadership looks first if they want cuts. If IT leadership doesn't bring forward ways to cut staffing costs as part of a broader cost-cutting mandate, it will be seen as ignorant of business priorities at best and outright insubordinate at worst.
  • Staffing costs as a percentage of total costs vary between IT functions. On the business side, there's a lack of understanding about what functions IT staff serve and support and the real-world costs of obtaining (and keeping) needed IT skills. For example, IT security staffing costs as a percentage of that service's total OpEx will likely be higher than service desk staff given the scarcity and higher market value of the former. Trimming 20% of IT staffing costs from the IT security function has much different implications than cutting 20% of service desk staffing costs.

Staffing spend transparency can do a lot to change the conversation from one where the business thinks that IT management is just being self-protecting to one where they know that IT management is actually protecting the business.

Demonstrating the legitimate reasons behind IT staff spend is critical in both rationalizing past and current spend decisions as well as informing future decisions.

Info-Tech recommends that you map your IT staffing costs before all other IT costs

Mapping your IT staffing spend first is a good idea because:

  • Staffing costs are usually documented more clearly, simply, and accurately than other IT costs.
  • Gathering all your IT staffing data is usually a one-stop shop (i.e. the HR department).
  • The comparative straightforwardness of mapping staff costs compared to other IT costs gives you the opportunity to:
    • Get familiar with the ITFM Cost Model views and categories.
    • Get the hang of the hands-on mapping process.
    • Determine the kinds of speed bumps and questions you'll encounter down the road when you tackle the more complicated mappings.

"Some companies will say software developer. Others say application development specialist or engineer. What are these things? You have to have conversations ..."
- Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group

Understand the CFO Expense View: "Workforce" categories defined

For the staffing spend mapping exercise, we're defining the Workforce category here and will offer Vendor category definitions in the vendor spend mapping exercise later.

Workforce: The total costs of employing labor in the IT organization. This includes all salary/wages, benefits, travel/training, dues and memberships, and contractor pay. Managed services expenses associated with an external service provider should be excluded from Workforce and included in Contract Services.

Employee: A person employed by the IT organization on a permanent full-time or part-time basis. Costs include salary, benefits, training, travel and expenses, and professional dues and memberships. These relationships are managed under human resources and the bulk of spend transactions via payroll processes.

Contractor: A person serving in a non-permanent staff augmentation role. These relationships are typically managed under procurement or finance and spend transactions handled via invoicing and accounts payable processes. Labor costs associated with an external service provider are excluded.

CFO Expense View

Mapping your IT staff across the CFO Expense View is relatively cut-and-dried

The CFO Expense View is the most straightforward in terms of mapping IT staffing costs as it's made up of only two main categories: Workforce and Vendor.

In the CFO Expense View, all IT spend on staffing is allocated to the Workforce bucket under either Employee or Contractor.

What constitutes a Contractor can be confusing given increased use of long-term labor augmentation strategies, so being absolutely clear about this is imperative. For spend mapping purposes:

  • Any staff members under independent contract where individuals are paid directly by your organization as opposed to indirectly via a service provider (e.g. staffing firm) are considered Workforce > Contractor.
  • Any circumstances where you pay a third-party organization for labor is slotted under Vendor > Contract Services.

CFO Expense View

Understand the CIO Service View: Categories defined

We've provided definitions for the major categories that require clarification.

Applications Development: Purchase/development, testing, and deployment of application projects. Includes internally developed or packaged solutions.

Applications Maintenance: Software maintenance fees or maintaining current application functionality along with minor enhancements.

Hosting & Networks: Compute, storage, and network functionality for running/hosting applications and providing communications/connectivity for the organization.

End User: Procurement, provision, management, and maintenance (break/fix) of end-user devices (desktop, laptops, tablets, peripherals, and phones) as well as purchase/support and use of productivity software on these devices. The IT service desk is included here as well.

PPM & Projects: People, processes, and technologies dedicated to the management of IT projects and the IT project portfolio as a whole.

Data & BI: Strategy and oversight of the technology used to support data warehousing, business intelligence, and analytics.

IT Management: Senior IT leadership, IT finance, IT strategy and governance, enterprise architecture, process management, vendor management, talent management, and program and portfolio management oversight.

Security: Information security strategy and oversight, practices, procedures, compliance, and risk mitigation to protect and prevent unauthorized access to organizational data and technology assets.

CIO Service View

Mapping your IT staff across the CIO Service View is a slightly harder exercise

The complexity of mapping staff across this view depends on how your IT department is organized and the degree of role specialization vs. generalization.

The CIO Service View mirrors how many IT departments are organized into teams or work groups. However, some partial percentage-based allocations are probably required, especially for smaller IT units with more generalized, cross-functional roles. For example:

  • A systems administrator's costs may need to be allocated 80% to Hosting & Networks and 20% to Security.
  • An app development team lead may spend about 40% of their time doing hands-on Development work and the other 60% on project management (i.e. PPM & Projects).

Info-Tech has found that allocating staffing costs for Data & BI raises the most doubts as it can be very entangled with Applications and other spend. Do the best you can.

Understand the CXO Expense View: Categories defined

Expand shared services and industry function categories as suits your organization.

Industry Functions: As listed and defined by you for your specific industry.

Human Resources: IT staff and specific application functionality in support of organizational human resource management.

Finance & Accounting: IT staff and specific application functionality in support of corporate finance and accounting.

Shared Services Other: IT staff and specific application functionality in support of all other shared enterprise functions.

Information Technology: IT staff and specific application functionality in support of IT performing its own internal IT operations functions.

Industry Other: IT staff and specific application functionality in support of all other industry-specific functions.

CXO Expense View

Mapping your IT staff across the CXO Business View warrants the most time

This view is probably the most difficult as many IT department roles are set up according to lines of IT service, not lines of business. Prepare to do a little math.

The CXO Expense View also requires percentage-based splitting of role spend, but to a greater extent.

  • Start by mapping staff cost allocations for those roles that are at, or close to, 100% dedicated to a specific business function (if any).
  • For IT roles that support organization-wide or multi-department functions, knowing the percent of employees that work in each relevant business unit and parceling IT staff spend by those same percentages may be easiest. For example, a general systems administrator's costs could be allocated as 4% to HR, 2% to finance, 25% to sales, 20% to production operations, and so on based on the percentage of employees in each of the supported business units.

Take a minute to figure out how you plan to map IT's indirect CXO Business View costs

Direct IT costs are those that are dedicated to a specific business unit or user group, such a marketing campaign management app, specialized devices used by a specific subset of workers in the field, or a business analyst embedded full-time in a sales organization.

VS

Indirect IT costs are pretty much everything else that's shared broadly across the organization and can't be tied to just one stakeholder or user group, such as network infrastructure, the service desk, and office productivity apps. These costs must be fairly and evenly distributed.

No indirect mapping method is perfect, but here's a suggestion:

  • Take the respective headcount of all business functions sharing the IT resource/service in question.
  • Calculate each business function's staff as a percentage of all organizational staff.
  • Use this same percent of staff to calculate and allocate a business function's indirect staff and indirect vendor costs.

"There is always a conversation about indirect allocations. There's never been an organization I've heard of or worked for which has been able to allocate every technology cost directly to a business consumption or business unit."
Monica Braun, ITFM Research Director, Info-Tech Research Group

Example:

  • A company of 560 employees has six HR staff (about 1.1% of total staff).
  • Network admin staffing costs $143,000, so $1,573 (1.1%) would be allocated to HR.
  • Internet services cost $40,000, so $440 (1.1%) would be allocated to HR.

Some indirect costs are shared by multiple business functions, but not all. In these cases, exclude non-participating business functions from the total number of organizational employees and re-calculate a new percent of staff for each participating business function.

Know where you're most likely to encounter direct vs. indirect IT staffing costs

Info-Tech has found that direct vs. indirect staffing spend is more commonly found in some areas than others. Use this insight to focus your work.

Direct IT staffing spend

Definition: Individuals or teams whose total time is formally dedicated to the support of one business unit/function.

  • Data & BI (direct to one non-IT unit)
  • IT Management (direct to IT)
    • Service planning & Architecture
    • Strategy & Governance
    • Financial Management
    • People & Resources

Hybrid IT staffing spend

Definition: Teams with a percent of time or entire FTEs formally dedicated to one business unit/function while the remainder of the time or team is generalized.

  • Applications
    • Applications Development
    • Applications Maintenance
  • IT Management
    • PPM & Projects

Indirect IT staffing spend

Definition: Individuals or teams whose total time is generalized to the support of multiple or all business units or functions.

  • Infrastructure
    • Hosting & Networks
    • End Users
  • Security

Indirect staff spend only comes into play in the CXO Business View. Thoroughly map the CIO Service View first and leverage its outcomes to inform your allocations to individual business and industry functions.

Understand the CEO Innovation View: Categories defined

Be particularly clear on your understanding of the difference between business growth and business innovation.

Business Innovation: IT spend/ activities focused on the development of new business capability, new products and services, and/or introduction of existing products/ services into new markets. It does not include expansion or update of existing capabilities.

Business Growth: IT spend/activities focused on the expansion, scaling, or modernization of an existing business capability, product/service, or market. This is specifically related to growth within a current market.

Keep the Lights On: IT spend/activities focused on keeping the organization running on a day-to-day basis. This includes all activities used to ensure the smooth operation of business functions and overall business continuity.

CEO Innovation View

Important Note

Info-Tech analysts often skip mapping staff for the CEO Innovation View when delivering the IT Spend & Staffing Benchmarking Service.

This is because, for many organizations, either most IT staff spend is allocated to Keep the Lights On or any IT staff allocation to Business Growth and Business Innovation activities is untracked, undocumented, and difficult to parse out.

Mapping your IT staff across the CEO Innovation View is largely straightforward

Clear divisions between CapEx and OpEx can be your friend when it comes to mapping this view. Focus your efforts on parsing growth vs. innovation.

  • The majority of IT staff costs are OpEx: And the majority of OpEx will land in the Keep the Lights On category. This is a comparatively simple mapping exercise. Know in advance that this will be the largest of the three buckets in the CEO Innovation View by a very wide margin, so don't be surprised if over 90% of IT staffing costs end up here.
  • Most of the remaining IT staff costs will be tied to capital projects and investments: This means that they will land in either Business Growth or Business Innovation, with the majority typically sitting under Business Growth. Again, don't be surprised if the Business Innovation category holds less than 3% of total IT staffing spend.

Take your IT staff spend mapping to the next level with detailed time and headcount data

Overlay a broader assessment of your IT staff

Info-Tech's IT Staffing Assessment diagnostic can expand your view of what's really happening on the staffing front.

  • Learn your true distribution of IT staff across the same IT services listed in the ITFM Cost Model's CIO Service View.
  • Get other metrics such as degrees of seniority, manager span of control, and IT staff perception of their effectiveness.

Take action

  1. Set it up: Contact your Info-Tech Account Manager and sign your team up to take the diagnostic.
  2. Assess the findings: Review the output report, specifically how your staff says they spend their time versus what your organization chart's been telling you.
  3. Apply the percentages: Use the FTE allocation percentages in the output report to guide how you distribute your staff spend across the CIO Service View.
  4. Expand your analysis: Use your staff's feedback around perceived aids and obstacles to effectiveness in order to inform and defend your recommendations and decisions on how IT funds should be spent.

Consider these final tips for mapping your IT staffing costs before diving in

Mapping your IT staffing costs definitely requires some work. However, knowing the common stumbling blocks and being systematic will yield the best results.

Approach: Be efficient to be effective

Start with what you know best: Map the CFO Expense View first to plug in information you already have. Next, map the CIO Service View since it's most aligned to your organization chart.

Keep a list of questions: You'll need to seek clarifications. Note your questions, but don't reach out until you've done a first pass at the mapping - don't annoy people with a barrage of questions.

Delegate: Your managers and leads have a more accurate view of exactly what their staff do. Consider delegating the CIO Service View and CXO Business View to them or turn the mapping exercise into a series of collaborative leadership team activities.

Biggest challenge: Role/title ambiguity

  • The Business Analyst role is often vague. These staffers are often jacks-of-all-trades in IT. You probably can't rely on a generic job description to figure out exactly which services and business functions BAs are spending their time on. Plan to ask a lot of questions.
  • Other role titles may be completely inaccurate. Is the word "system" referring to apps, infrastructure, or both? Is the user experience specialist actually a programmer? Is a manager really managing anything? Know your organization's tendencies around meaningful job titling and set your workload expectations accordingly.

Key step - validate! If you see services or functions with low or no allocation, or something just doesn't look right, investigate. Someone's doing that work - take the time to figure out who.

3.1 Map your IT staffing costs

Duration: Variable

  1. Navigate to tab "4. Staff Spend Mapping" in the IT Spend & Staffing Transparency Workbook. On one row, enter the name of an individual or group to be mapped, their role/title (if an individual), and their total known cost as per your collected data.
  2. Under the CFO Expense View (columns F-G), enter the number of FTEs represented by the individual or group named and their status (i.e. Employee or Contractor).
  3. Under the CIO Service View (columns L-AF), allocate the individual or group's spend as a percentage across all service categories. If the allocation for a service is 0%, leave the cell blank.
  4. Under the CXO Business View (columns AI-BA), allocate the individual or group's spend as a percentage across all business function and industry-specific function categories. If the allocation for a function is 0%, leave the cell blank.
  5. Under the CEO Innovation View (columns BD-BH), allocate the individual or group's spend as a percentage across Business Innovation, Business Growth, and Keep the Lights On. If the allocation for an investment type is 0%, leave the cell blank.
  6. Repeat steps 2 to 5 for all other IT staff (as individuals or groups).
  7. Follow up on and resolve any additional inquiries you need to make based on questions that arose during the mapping process.
  8. Validate your mapping by:
    1. Identifying spend categories that have zero staff spend allocation. Additional percentage allocation splits for certain roles are probably required.
    2. Investigating spend categories that seem to have very high or very low spend allocations based on a gut check. Again, double-check your percentage allocation splits.
    3. Ensuring your amounts add up to your previously calculated total IT staff spend. A balance tracker is provided on tab "6. Tracker & General Outputs" of the IT Spend & Staffing Transparency Workbook.

Download the IT Spend & Staffing Transparency Workbook

3.1 Map your staffing costs

Input Output
  • Cleaned and organized IT staffing data and information
  • Finalized mapping of IT staff spend across the four views of the ITFM Cost Model
Materials Participants
  • IT Spend & Staffing Transparency Workbook
  • Head of IT
  • IT financial lead
  • Other IT management as required

Phase 3: Map your IT staff spend

Achievement summary

You've now completed your IT staff spend mapping. You have:

  • Allocated your IT staff spend across the four views of the ITFM Cost Model.
  • Validated your mapping to ensure it's accurate and complete.

"Some want to allocate everybody to IT, but that's not how we do it. [In one CXO Business View mapping], a client allocated all their sand network people to the IT department. At the end of the process, the IT department itself accounted for 20% of total IT spend. We went back and reallocated those indirect staff costs across the business."
- Kennedy Confurius, Research Analyst, ITFM Practice, Info-Tech Research Group

Phase 4

Map Your IT Vendor Spend

This phase will walk you through the following activities:

  • Mapping your IT vendor spend across the four views of the ITFM Cost Model
  • Validating your mapping

This phase involves the following participants:

  • Head of IT
  • IT financial lead
  • Other members of IT management

Phase 4: Map your IT vendor spend

Allocate your vendor costs across the four views.

Now you're ready to take on the second part of your spend mapping, namely IT vendor spend. In this phase you will:

  • Allocate your IT vendor spend across the four views of the ITFM Cost Model.
  • Validate your mapping to ensure it's accurate and complete.

"[One CIO] said that all technology spend runs through their IT group. But they didn't have hardware in their financial data file - no cellphones or laptops, no network or server expenses. They thought they had everything, but they didn't know what they didn't have. Assume it's out there somewhere."
- Kennedy Confurius, Research Analyst, ITFM Practice, Info-Tech Research Group

Tackle the non-staff side of IT spend

Info-Tech analysts find that mapping the IT vendor spend data is harder because the source data is often scattered and not meaningfully labeled.

  • Be patient and systematic. As with mapping your IT staff spend data, the more organized you are from the outset and the more thoroughly you've prepared your data, the more straightforward the exercise will be.
    • Did you "un-unique" your data? If not, do that now before attempting mapping.
  • Get comfortable with making some assumptions. You need to get through the exercise, so sometimes making a best guess and entering a value is better than diving down a rabbit hole. Your gut is probably right anyway. But only make assumptions around smaller line items that don't have a massive impact on your final numbers. Never assume anything when it comes to big-ticket items.
  • Curb your urge to fix. Some of your buckets will start to get big, while others will barely budge. This is normal ... and interesting! Resist the urge to "balance" staffing spend in a bucket by loading it with apps and hardware for fear that the staffing spend looks too high and will be questioned. This exercise is about how things are, not how they look.

"A common financial data problem is no vendor names. I've noticed that, even if the vendor name is there, there are no descriptors. You cannot actually tell what type of service it is. Data security? Infrastructure? Networking? Ask yourself 'What did we purchase and what does it do?'"
- Aman Kumari, Research Specialist, ITFM Practice, Info-Tech Research Group

Understand the CFO Expense View: Vendor categories defined

These are the final definitions for this view. See the previous section for CFO Expense View > Workforce definitions used in the IT staffing cost mapping exercise.

Vendor: Provider of a good or service in exchange for payment.

Hardware: Costs of procuring, maintaining, and managing all IT hardware, including end-user devices, data center and networking equipment, cabling, and hybrid appliances for both on-premises and cloud-based providers.

Software: Costs for all software (applications, database, middleware, utilities, tools) used across the organization. This includes purchase, maintenance, and licensing costs.

Contract Services: Costs for all third-party services including managed service providers, consultants, and advisory services.

Cloud: Offsite hosting and delivery of an on-demand software or hardware computing function by a third-party provider, often on a subscription-type basis.

On-Prem: On-site hosting and delivery of a software or hardware computing function, often requiring upfront purchase cost and subsequent maintenance costs.

Managed Services: Costs for outsourcing the provision and maintenance of a technical process or function.

Consulting & Advisory: Costs for the third-party provision of professional or technical advice and expertise.

CFO Expense View

Know if a technology is cloud-based or on-premises before mapping

A technology may be one, the other, or both if multiple versions are in play. Financial records rarely indicate which, but on-premises vs. cloud matters in your planning.

On-Premises

  • Check your CapEx. Any net-new purchases of software or hardware for the IT spend analysis year in question should appear on the CapEx side of the equation. After the first year of implementation/rollout, all ongoing maintenance and management costs should be found under OpEx.
  • Focus on real in-year costs.
    • Don't try to map depreciation or amortization associated with CapEX. Instead, map any upfront purchase costs that occurred in the relevant IT spend analysis year.
    • Map any OpEX costs incurred from maintenance and management. For multi-year maintenance contracts, apply the percentage of fees paid for the relevant year.

Cloud

  • Check your OpEx. Cloud services are typically fee-based, which means the costs often come in the form of regularly timed bills akin to a subscription.
  • Differentiate new services from older ones. If the cloud service was initiated during the IT spend analysis year in question, there may be some one-time service setup and initiation fees that were legitimately slotted under CapEx. If the cloud service isn't new, then all costs should be OpEx.

Vendors are increasingly "retiring" on-premises software products. This means an older version may be on-prem, a newer one cloud, and you may have both in play.

Mapping built-in data, analytics, and security functions can raise doubts

With so many apps focused on capturing, manipulating, and protecting data, built-in analytics, reporting, and security functions blur CIO Service View bucket boundaries.

Applications vs. Data & BI

  • In recent years, much more powerful analysis and report-generation features have been added to core enterprise applications. If analytics and reporting functionality is an extended feature of a database-driven application, such as ERP or CRM, then map it to one of the Applications buckets.
  • If the sole purpose of the application is to store, manipulate, query, analyze, and/or visualize data, then log its costs under Data & BI. These would include technologies such as data warehouses, marts, cubes, and lakes; desktop data visualization tools; enterprise business intelligence platforms; and specialized reporting tools.

Applications vs. Security

  • A similar conundrum exists for Security. So many tools today have built-in security functionality that cannot be unintegrated from the app they support. Don't even try to isolate native security functionality for spend mapping purposes - map it to Applications.
  • If the tool is a special-purpose, standalone security tool or security platform, then map it to Security. These tools usually sit within, and are used/managed by, IT. They include firewalls; antivirus/anti-malware; intrusion prevention, detection and response; access control and authentication; encryption; and penetration testing and vulnerability assessment.

Putting spend in the right bucket does matter. However, if uncertainty persists, err on the side of consistency. For most organizations Applications Maintenance does end up being the biggest bucket.

When mapping the CXO Business View, do the biggest vendors first

Below is a suggested order of operations to clear through the majority of vendor spend as early as possible in the process.

1 Sort high to low Sort your list of vendor spend from highest to lowest. Your top 20 vendors should constitute most of the spend.
2 Map multi-department enterprise apps Flag your top apps vendors that have presence in most or all of your business units. Map these first. These tend to be enterprise-level business apps "owned" by core business functions but used broadly across the organization such as enterprise resource planning (ERP), customer relationship management (CRM), and people management systems.
3 Map end-user spend Identify top vendors of general end-user technologies like office productivity apps, desktop hardware, and IT service desk tools. Allocate percentages according to your selected indirect spend mapping method.
4 Map core infrastructure spend Map the behind-the-scenes network, telecom, and data center technologies that underpin IT, plus any infrastructure managed services. Again, apply your selected indirect spend mapping method.
5 Map business-unit specific technologies This is the spend that's often incurred by just one department. This may also be technology spend that's out in the business, not in IT proper. Map it to the right business function or put it in Business Other or Industry Other if the business function doesn't have its own bucket.
6 Map the miscellaneous Only smaller spend items likely remain at this point. When in doubt, map them to either Business Other or Industry Other.

After mapping the CXO Business View, your Other buckets might be getting a bit big

It's common for the Business Other and Industry Other categories to be quite large, and even the largest. This is okay, but plan to dig deeper and understand why.

Remember "when in doubt, map to either the Business Other or Industry Other category"? Know what large Other buckets might really be telling you. After your first pass at mapping the CXO Business View, review Business Other and Industry Other if either is more than about 10% of your total spend.
Diversification: Your organization has a wide array of business functions and/or associated staff that exist outside the core business and industry-specific categories selected. Are there minor business functions that can reasonably be included with the core categories identified? If not, don't force it. Better to keep your core buckets clean and uncomplicated.
Non-core monolith: There's a significant technology installation outside the core that's associated with a comparatively minor business function. Is there a business function incurring substantial technology spend that should probably be broken out on its own and added to the core? If so, do it. Spend is unlikely to get smaller as the organization grows, so best to shine a light on it now.
Shadow IT: There's significant technology spend in several areas of the organization that is unowned, unmanaged, or serving an unknown purpose as far as IT is concerned. Is a lot of the spend non-IT technology in the business? If yes, flag it and plan to learn more. It's likely that technologies living elsewhere in the organization will become IT concerns eventually. Better to be ready than to be surprised.

As with staffing, CapEx vs. OpEx helps map the CEO Innovation View

Mapping to this view was optional for IT staffing. For hard technology vendor spend, mapping this view is key. Use the guidance below to determine what goes where.

Keep the Lights On
Spend usually triggered by a service deck ticket or work order, not a formal project. Includes:

  • Daily maintenance and management.
  • Repair or upgrade of existing technology to preserve business function/continuity.
  • Purchase of "commodity" technology, such as standard-issue laptops and licenses for office productivity software.

Business Growth
Spend usually in the context of a formal project under a CapEx umbrella. Includes:

  • Technology spend that directly supports business expansion of an existing product or service and/or market.
  • Modernizing existing technology.
  • Extension of, or investment in, existing infrastructure to ensure reliability and availability in response to growth-driven scaling of headcount and utilization.

Business Innovation
Spend is always in the context of a formal project and should be 100% CapEx in the first year after purchase. Includes:

  • Technology spend that directly supports development and rollout of new products or service and/or entry into new markets.
  • Use of existing technology or investment in net-new technology in direct support of a new business initiative, direction, or requirement.

In many organizations, most technology spend will be allocated to Keep the Lights On. This is normal but should generate conversations with the business about redirecting funds to growth and innovation.

Remember these top tips when mapping your technology vendor spend

The benefits of having tidy and organized data can't be overstated, as your source data will be in a more varied state for this phase of the mapping than with IT staffing data.

Approach: Move from macro to micro

  • Start with the big enterprise apps: These will probably be in the top five of your vendor spend list and will likely have good info about how and by whom they're used. Get them out of the way.
  • Clear out shared technologies. This will feature infrastructure and operations plus office productivity and communications spend. Portioning spend by department headcount for the CXO Business View is the hardest part. Get this forklift task out of the way too.
  • Don't sweat the small stuff. Wasting hours chasing the details of a $500 line item isn't worth it when you have five-, six-, or even seven-figure line items to map.

Biggest challenge: Poor vendor labeling

  • Vendor labels are often an inconsistent mess or missing entirely. Standardize and apply consistent vendor labels throughout your data so that you can aggregate your data into a workable form.
  • Spend transactions with the same vendor can be scattered all over the place in your general ledger. Take the time to "un-unique" your data to save yourself tremendous grief later on.
  • Start new go-forward labeling habits. Talk to finance about your new list of vendor naming standards and tagging spend as on-prem or cloud. Getting their cooperation with these are major wins.

Key step - validate! If you see services or functions with low or no allocation, or something just doesn't look right, investigate. There's probably a technology out there in the business doing that work.

4.1 Map your IT vendor spend

Duration: Variable

  1. Navigate to tab "5. Vendor Spend Mapping" in the IT Spend & Staffing Transparency Workbook. On one row, enter a spend line item (vendor, product, etc.), a brief description, and the known amount of spend.
  2. Under the CFO Expense View (columns F-P), allocate the line item's spend as a percentage across all asset-class categories. If the allocation for a line item is 0%, leave the cell blank.
  3. Under the CIO Service View (columns S-AM), allocate the line item's spend as a percentage across all service categories. If the allocation for a service is 0%, leave the cell blank.
  4. Under the CXO Business View (columns AP-BH), allocate the line item's spend as a percentage across all business function and industry-specific function categories. If the allocation for a function is 0%, leave the cell blank.
  5. Under the CEO Innovation View (columns BK-BO), allocate the line item's spend as a percentage across Business Innovation, Business Growth, and Keep the Lights On. If the allocation for an investment type is 0%, leave the cell blank.
  6. Repeat steps 2-5 for all spend line items.
  7. Follow up on and resolve any additional inquiries you need to make based on questions that arose during the mapping process.
  8. Validate your mapping by:
    1. Ensuring your amounts add up to your previously calculated total IT vendor spend. A balance tracker is provided on tab "6. Tracker & General Outputs" of the IT Spend & Staffing Transparency Workbook.
    2. Identifying spend categories that have zero spend allocation. Additional percentage allocation splits for certain line items are probably required.
    3. Investigating spend categories that seem to have very high or very low spend allocations based on a gut check. Again, double-check your percentage allocation splits.

Download the IT Spend & Staffing Transparency Workbook

4.1 Map your IT vendor spend

InputOutput
  • Cleaned and organized IT vendor spend data and information
  • Finalized mapping of IT vendor spend across the four views of the IT Cost Model
MaterialsParticipants
  • IT Spend & Staffing Transparency Workbook
  • Head of IT
  • IT financial lead
  • Other IT management as required

Phase 4: Map your IT vendor spend

Achievement summary

You've now completed your IT vendor spend mapping. You have:

  • Allocated your IT vendor spend across the four views of the ITFM Cost Model.
  • Validated your mapping to ensure it's accurate and complete.

"A lot of organizations log their spending by vendor name with no description of the goods or services they actually purchased from the vendor. It could be hardware, software, consulting services ... anything. Having a clear understanding of what's really in there is an essential aspect of the spend conversation."
- Rex Ding, Research Specialist, ITFM Practice, Info-Tech Research Group

Phase 5

Identify Implications for IT

This phase will walk you through the following activities:

  • Analyzing the results of your IT staff and vendor spend mapping across the four views of the ITFM Cost Model
  • Preparing an executive presentation of your transparent IT spend

This phase involves the following participants:

  • Head of IT
  • IT financial lead
  • Other members of IT management

Phase 5: Identify implications for IT

Analyze and communicate.

You're now nearing the end of the first leg in your IT spend transparency journey. In this phase you will:

  • Analyze the results of your IT spend mapping process.
  • Revisit your transparency objectives.
  • Prepare an executive presentation so you can share findings with other leaders in your organization.

"Don't plug in numbers just to make yourself look good or please someone else. The only way to improve is to look at real life."
- Monica Braun, Research Director, ITFM Practice, Info-Tech Research Group

You've mapped your IT spend data. Now what?

With mapped data in hand, now you can start to tell IT's spend story with stakeholders in the business.

Mapping your IT spend is a lot of work, but what you've achieved is impressive (applause!) as well as essential for growing your ITFM maturity. Now put your hard work to work.

  • Consider benchmarking. While not covered in-depth here, benchmarking against yourself in a year-over-year approach as well as against external industry peers are very useful exercises in your technology spend analysis.
  • Review your numbers and graphs. Your IT Spend & Staffing Transparency Workbook contains a series of data visualizations that will help you see the big picture as well as relationships between spend categories.
  • Note the very big numbers, the very small numbers, and the things that just look odd. You'll want to investigate and understand these further.
  • Prepare to communicate. Facilitating conversations with stakeholders in the business is the immediate objective of the IT spend and staffing transparency exercise. Decide where and with whom you want to start dialogue.

The slides that follow show sample data summaries and visualizations generated in the IT Spend & Staffing Transparency Workbook. We'll take a look at the metrics, tables, and graphs you now have available to you post-mapping and how you can potentially use them in conversations with different IT stakeholders.

Evaluate how you might use benchmarks before diving into your analysis

Benchmarking can be a useful input for contextualizing and interpreting your IT spend data. It's not essential at this point but should be part of your ITFM toolkit.

There are two basic types of benchmarking ...

Internal: Capturing a current-state set of data about an in-house operation to serve as a baseline. Over time, snapshots of the same data are taken and compared to the baseline to track and assess changes. Common uses for internal benchmarking include:

  • Assessing the impact of a project or initiative.
  • Measuring year-over-year performance.

External: Seeking out aggregated, current-state data about a peer-group operation to assess your own relative status or performance on the same operation. Common uses for external benchmarking include:

  • Understanding common practices in the industry.
  • Strategic and operational visioning, planning, and goal-setting.
  • Putting together a business case for change or investment.

Both types of benchmarking benefit from some formality and rigor. Info-Tech can help you stand up an ITFM benchmarking approach as well as connect you with actual IT spend peer benchmarks via our IT Spend & Staffing Benchmarking service.

5.1 Analyze the results of your IT spend mapping

Duration: Variable

  1. Review the guidance slides that follow the two instruction slides for this exercise to provide yourself with a grounding on how to interpret and analyze your mapped IT staff and vendor spend data.
  2. Systematically review the data tables and graphs on the "Outputs" tabs 6 through 10 in the IT Spend & Staffing Transparency Workbook. There are several approaches you can take - use the one that works best for you. For example:
    1. Review each view in its entirety, one at a time.
    2. Review all workforce spend collectively across all four views, followed by all vendor spend across all four views (or vice versa).
  3. Make note of any spend values that are comparatively high or low or strike you as odd or worth further investigation.
  4. Craft a series of spend-related questions you want to answer for yourself and your stakeholders using the data.
    1. For example, you need to cut costs and apps maintenance is high. Your question could be, "Can we cut costs on applications maintenance staffing?"
    2. Alternatively, you can develop a series of statements (research hypotheses) that you seek to prove true or false with the data. This approach is useful for testing assumptions you've been making. For example, "We can cut spending on applications maintenance staff. True or false?"
  5. Use the template provided on tab "11. Data Analysis" in the IT Spend & Staffing Transparency Workbook to document your findings and conclusions, along with the data that supports them.

Download the IT Spend & Staffing Transparency Workbook

5.1 Analyze the results of your IT spend mapping

InputOutput
  • Tabular and graphical data outputs
  • Conclusions and potential actions about IT staff and vendor spend
MaterialsParticipants
  • IT Spend & Staffing Transparency Workbook
  • Head of IT
  • IT financial lead
  • Other IT management as required

High-level findings: Use these IT spend metrics to review and set big picture goals

Think of these metrics as key anchors in your long-term strategic planning efforts.

Use IT spend metrics to review and set big goals

It's common for the business to want a sacrifice in IT OpEx in favor of CapEx

CapEx and OpEx approval mechanisms are often entirely separate. Different tax treatment for CapEx means that it's usually preferred by the business over OpEx.

OpEx is often seen as a sunk cost (i.e. an IT problem).

  • Barring a major decision or event, OpEx on an individual item will generally trend upward over time, often by a few percent every year, in lockstep with inflation and growth in organizational headcount.
  • A good portion of OpEx, however, is necessary for basic business continuity.

CapEx is usually seen as investment (i.e. a business growth opportunity).

  • CapEx behaves quite differently than OpEx. On-the-books capitalized spend on an individual asset tends to trend downward over time due to depreciation or amortization.
  • CapEx only tends to go up when a net-new capital project is initiated, and organizations often have more control over if, when, and how this spend happens.

Break down the OpEx/CapEx wall. Reference OpEx whenever you talk about CapEx. The best way to do this is via Total Cost of Ownership (TCO).

  • Present data on long-term OpEx projections whenever a new capital project is proposed and ensure ongoing maintenance funds are secured.
  • Educate your CFO about the impact of the cloud on OpEx. See if internal OpEx/CapEx ratio expectations can be adjusted to reflect this reality.

Spend by asset class offers the CFO a visual illustration of where the money's really gone

The major spend categories should look very familiar to your CFO. It's the minor sub-categories that sit underneath where you ultimately want to drive the conversation.

Traditional categories don't reflect IT reality anymore.

  • Most finance departments have "software" accounts that contain apples and oranges, plus other dissimilar fruit.
  • Software isn't just software anymore. Now it's on-premises (CapEx) or cloud (OpEx). The same distinction applies to traditional hardware due to the advent of managed services.
  • The basic categories traditionally used to tag IT spend are out of date. This makes it hard for IT to have meaningful conversations with the CFO since they're not working from the same glossary.

"Software (on-premises)" and "hardware (cloud)" are more meaningful descriptors than "software" and "hardware." Shift the dialogue.

Start the migration from major categories to minor categories.

  • Still give the CFO the traditional major categories they're looking for but start including minor category breakdowns into your communications. Most importantly, have a meeting to explain what these minor categories are and why they're important to managing IT effectively.
  • Next, see if the CFO can formally split on-premises vs. cloud software on the books as a first step in making IT spend tracking more meaningful.

Employees vs. contractors warrants a specific conversation, plus a change in mindset

IT leaders often find it easier to get approval for contracted labor than to hire a permanent employee. However, the true value proposition for contractors does vary.

The decision to go with permanent employees or contractors depends on your ultimate goals.

  • Contractors tend to be less expensive and provide more flexibility when adjusting to changing business needs. However, contractors may be less dedicated and take their skills and knowledge with them when they leave.
  • Permanent employees bring additional costs like benefits and training. Plus, letting them go is a lot more complicated. However, they can also bring real value in a way a contractor can't when it comes to sustaining long-term strategic growth. They're assets in themselves.

Far too often, labor-sourcing decisions are driven by controlling near-term costs instead of generating and sustaining long-term value.

Introduce the cost-to-value ratio to your workforce spend conversations.

  • Your mapped data will allow you to talk about comparative headcount and spend. This is a financial conversation devoid of context.
  • Go beyond. Show how workforce spend has allowed stated goals to be achieved while controlling for costs. This is the true definition of value.

CFO Expense View: Shift the ITFM conversation

Now that you've mapped your IT spend data to the CFO Expense View, there are some questions you're better equipped to answer, namely:

  • How should I classify my IT costs?
  • What information should I include in my plans and reports?
  • How do I justify current spend?
  • How do I justify a budget increase?

You now have:

  • A starting point for educating the CFO about IT spend realities.
  • A foundation for creating a shared glossary of terms that works for both IT and the finance department and facilitates more meaningful conversations.
  • Proof that there are major areas of IT spend, such as cloud software, that are distinctive and probably warrant their own financial category in the general ledger.
  • A transparent record of IT spend that shows that you understand and care about financial issues, fostering the goodwill and trust that facilitates investment in IT.
  • A starting point to change the ITFM conversation with the CFO from one focused on cost to one focused on value.

Exactly how is IT spending all that money we give them?

Exactly like this ...

Chart of the CFO Expense View

The CIO Service View aligns with how IT organizes and manages itself – this is your view

The data mapped here is a critical input for IT's service planning and management program and should be integrated into your IT performance measurement activities.

Major service categories: These values give a high-level snapshot of your general IT service spend priorities. In most organizations, Applications dominates, making it a focus for cost optimization.

Minor service categories: The level of granularity for these values prove more practical when measuring performance and making service management decisions - not too big, not too small. While not reflected in this example, application maintenance is usually the largest relative consumer of IT spend in most organizations.

Data & BI and security: Isolating the exact spend for these services is challenging given that they're often entangled in applications and infrastructure spend respectively, and separate spend tracking for both is a comparatively recent practice.

Table of CIO Service View

Check the alignment of individual service spend against known business objectives

Some IT services are taken for granted by the business, while others are virtually invisible. This lack of visibility often translates into funding misalignments.

Is the amount of spend on a given service in parallel with the service's overall importance?

  • Though often unstated, ensuring continuity of basic business operations is always the top priority. This means business apps, core infrastructure, end users, and security need to be appropriately funded - these should collectively comprise the majority of IT service spend.
  • Strategy-supporting IT services, like data & BI, see high investment variability between organizations. If its strategic role/importance doesn't align with spend, flag it as an issue you'll need to reconcile with the business by increasing funding (important) or reducing service levels (unimportant).
  • The strategic importance of IT as a whole is often reflected in the spend on IT management services. If spend is low, IT's probably seen as a support function, not a strategic one.

Identify the hot spots and pick your battles.

  • Spend levels are just approximate gauges of where and how the business is willing to spend its money. Start with this simple gut check.
  • Noting the areas of importance vs. spend misalignment will help you identify where negotiations with the business should probably happen.

A mature IT cost optimization practice is often approached from the service perspective

When optimizing IT costs, you have two OpEx levers to pull - vendor spend and staff spend. Isolating these two sources of IT service spend will help shortlist your options.

It's all about how much room you have to move.

  • Any decision made about how a service is provisioned will push vendor and staff spend in clear, predictable, and often opposite directions (e.g. in-house and people-intensive services tend to see higher staff spend, while outsourced and tech-intensive services higher vendor spend).
  • Service levels required by the business should be the driving factor behind service design and spend decisions. High service spend may reflect priority but may also indicate it's over-built and is ripe for a cost-optimization treatment.
  • Service spend is a useful barometer for tracking the financial impact of any changes made to IT. Add simple unit-cost metrics like "service spend per organizational employee" and "service spend per FTE assigned to the service" to see if and how the dial has moved over time.

Grow your IT service management practice.

  • The real power of the CIO Service View is laying the groundwork for next-level IT service management initiatives like developing a service catalog, negotiating service-level agreements, rolling out chargeback and showback mechanisms, and calculating IT's value to the business.
  • Use service spend as a common denominator for both your IT service management and IT performance management programs. Better yet, integrate the two programs to ensure a single version of the truth.

CIO Service View: Optimize your cost-to-value ratio

Now that you've mapped your IT spend data to the CIO Service View, there are some questions you're better equipped to answer, namely:

  • What's the impact of cloud adoption on speed of delivery?
  • Where can I improve spend efficiency?
  • Is my support model optimized?
  • How does our spend compare to others?

You now have:

  • Data that shows the financial impact of change decisions on service costs.
  • Insight into the relationship between vendor spend and staff spend within a given IT service.
  • The information you need to start developing service unit costing mechanisms.
  • A tool for setting and right-sizing service-level agreements with the business.
  • A more focused starting point for investigating IT cost-optimization opportunities.
  • A baseline for benchmarking common IT services against your peers.

Does the amount we spend on each IT service make sense?

We have some good opportunities for optimization ...

Chart of CIO Service View

The CXO Business View will spur conversations that may have never happened before

This view is a potential game changer as previously unknown technology spend is often revealed, triggering change in IT's relationship with business unit leaders.

Table of CXO Business View

The big beneficiaries of IT spend will leap out

The CXO Business View mapping does have a "shock and awe" quality to it given large spend disparities. They may be totally legitimate, but they're still eye-catching.

Share information, don't push recommendations.

  • Have a series of one-on-one meetings with business unit leaders to present these numbers.
    • Approach initial meetings as information-sharing sessions only. The data is probably new to them, and they'll need time to reflect and ask questions.
    • Bring a list of the big-ticket spend items for that business unit to focus the conversation.
  • Present these numbers at a broader leadership meeting.
    • It's critical for everyone to hear the same truth and learn about each other's technology needs and uses.
    • This is where recommendations for better aligning IT spend with business goals and cost-optimization strategies should surface. A group approach will bring technology haves and have-nots into the open, as well as provide a forum for collaborative solutioning.

If possible, slice the numbers by business unit headcount.

  • IT spend per business unit employee is an attention-getting metric that can help gain entry to important conversations.
  • Comparing per-employee spend across different business functions is not necessarily an apples-to-apples comparison, as units like HR may have few employees but serve the entire organization. Bring up these kinds of differences to provide context and avoid misinterpretations.

Questions will arise in how you calculated and allocated indirect IT spend

IT spend for things like core infrastructure and end-user services must be distributed fairly across multiple or all business units. Be prepared to explain your methods.

Be transparent in your transparency.

  • Distributing indirect spend is imprecise by nature. You can't account for every unique circumstance. However, you can devise a logic-driven, general approach that's defensible, fair, and works for most people most of the time.
  • Lay out your assumptions from the start. This is an important part of communicating transparently and can prevent unwanted descent into weedy rabbit holes.
    • List what you classified as indirect spend. Use the CFO Expense View and/or CIO Service View categories to aid your presentation of this information.
    • Point out known circumstances that didn't fit your general allocation method and how you handled them. Opting to ignore minor anomalies is reasonable but be sure to tell business unit leaders you did this and why.

Use questions about indirect IT staff spend distribution to engage stakeholders.

  • As a percentage, the indirect IT staff spend allocation to a specific business unit may be higher than that for IT vendor spend since IT staff tend to operate more generally than the technologies they support.
  • Leverage any pushback about indirect spend as an opportunity to engage the broader business leadership group. Let them arrive at a consensus of how they want it done and confirm buy-in.

CXO Business View: Bring the truth to light

Now that you've mapped your IT spend data to the CXO Business View, there are some questions you're better equipped to answer, namely:

  • Which business units consume the most IT resources?
  • Which business units are underserved by IT?
  • How do I best communicate spend data internally?
  • Where do I need better business sponsorship for IT projects?

You now have:

  • A reason-based accounting of direct and indirect amounts spent on IT vendors and staff in support of each major business unit.
  • Insight into the technology haves and have-nots in your organization and where opportunities to optimize costs may exist.
  • Attention-getting numbers that will help you engage business-unit leaders in meaningful conversations about their use of IT resources and the value they receive.
  • A mechanism to assess if a business unit's consumption of IT is appropriate and aligned with its purpose and mandate in the organization.
  • A list of previously unknown business-side technologies that IT will investigate further.

Why doesn't my business unit get more support from IT?

Let's look at how you compare to the other departments ...

Chart of the CXO Business View

From the CEO's high-level perspective, IT spend is a collection of distinct financial islands

From IT's perspective, these islands are intimately connected, with events on one affecting what happens (or doesn't) on another. Focus on the bridges.

Table of CEO High-level Perspective

Focus more on unifying the view of technology spend than on the numbers

When talking to the CEO, seek to build mutual understanding and encourage a holistic approach to the organization's technology spend.

Use the numbers to get to the real issues.

  • Clarify with the CEO what business innovation, business growth, and KTLO means to them and the role each plays in the organization's strategic and operational plans.
  • Find out the role they think IT, and technology as a whole, has in realizing business plans. Only then can you look at the relative allocation of IT spend with them to see if the aspiration aligns with reality.
  • Eventually, you'll need to discuss expectations around who pays the bills for operationally supporting capital technology investments over the long-term (i.e. IT or the business units that actually want and use it). You'll have concrete examples of business projects that consumed IT operations resources without a corresponding increase in IT's OpEx budget.

Focus your KTLO spend conversation on risk and trade-off.

  • Every strategic conversation needs to look at the impact on ongoing operations. Every discussion about CapEx needs to investigate the long-term repercussions for OpEx. Look at the whole tech spend picture.
  • Use risk to get KTLO/OpEx into the conversation. Be straightforward (i.e. "If we do/don't do this, then we can/can't do that"). Simply put, mitigating the risks that get in the way of having it all usually requires spending.

CEO Innovation View: Learn what's really expected of IT

Now that you've mapped your IT spend data to the CEO Innovation View, there are some questions you're better equipped to answer, namely:

  • Why is KTLO spend so high?
  • What should our operational spend priorities be?
  • Which projects and investments should we prioritize?
  • Are we spending enough on innovative initiatives?

You now have:

  • A holistic, organization-wide view of total technology spend in support of different investment types, namely business innovation, business growth, and keeping things up and running.
  • Data-driven examples that prove the impact of near-term capital spend on long-term operational expenses and the intimate relationship between the two types of spend.
  • A way to measure the degree of alignment between the innovation and growth goals the organization has and how money is actually being spent to realize those goals.
  • A platform to discuss how technology investment decision-making and governance can work better to realize organizational mandates and goals.

I know what IT costs us, but what is it really worth?

Here's how tech spend directly supports business objectives ...

Chart of CEO Innovation View

Revisit your IT spend transparency objectives before crafting your executive presentation

Go back to exercise 1.1 to remind yourself why you undertook this effort in the first place, clear your head of all that data, and refocus on the big picture.

Review the real problems and issues you need to address and the key stakeholders.
This will guide what data you focus on or showcase with other business leaders. For example, if IT OpEx is perceived as high, be prepared to examine the CapEx/OpEx ratio as well as cloud-related spend's impact on OpEx.

Flag ITFM processes you'll develop as part of your ITFM maturity improvement plan.
You won't become a TCO math expert overnight, but being able to communicate your awareness of and commitment to developing and applying ITFM capabilities helps build confidence in you and the information you're presenting.

Use your first big presentation to debut ITFM.
ITFM as a formal practice and the changes you hope to make may be a novel concept for your business peers. Use your newfound IT spend and staffing transparency to gently wade into the topic instead of going for the deep dive.

Now it's time to present your transparent IT spend and staffing data to your executive

Pull out of analysis mode. You're starting to tell the IT spend story, and this is just the first chapter. Introduce your cast of characters and pique your audience's interest.

The goal of this first presentation is to showcase IT spend in general and make sure that everyone's getting the same information as everyone else.

Go broad, not deep
Defer any in-depth examinations until after you're sure you have everyone's attention. Only dive deep when you're ready to talk about specific plans via follow-up sessions.

Focus on the CXO
Given your audience, the CXO Business View may be the most interesting for them and will trigger the most questions and discussion. Plan to spend the largest chunk of your time here.

Avoid judgment
Let the numbers speak for themselves. Do point out what's high and what's low, but don't offer your opinion about whether it's good or bad. Let your audience draw their own conclusions.

Ask for impressions
Education and awareness are primary objectives. What comes up will give a good indication of what's known, what's news, who's interested, and where there's work to do.

Pick a starting point
Ask what they see as high-priority areas for both optimizing IT costs as well as improving the organization's approach to making IT spend decisions in general.

What to include in your presentation ...

  • Purpose: Why you did the IT spend and staffing transparency exercise.
  • Method: The models and processes you used to map the data.
  • Data: Charts from the IT Spend & Staffing Transparency Workbook.
  • Feedback: Space for your audience to voice their thoughts.
  • Next steps: Discussion and summary of actions to come.

5.2 Develop an executive presentation

Duration: Two hours

  1. Download the IT Staff & Spend Executive Presentation Template.
  2. Copy and paste the IT spend output tables and graphs into the template. (Note: Pasting as an image will preserve formatting.)
  3. Incorporate observations and insights about your analysis of your IT spend metrics.
  4. Conduct an internal review of the final presentation to ensure it includes all the elements you need and is error free.
  5. Book time to make your presentation to the executive team. Plan time after the presentation to field questions, engage in follow-up information sessions, and act on feedback.

Note: Refer to your organization's standards and norms for executive-level presentations and either adapt the Info-Tech template accordingly or use your own.

Input Output
  • Tabular and graphical data outputs in the IT Spend & Staffing Transparency Workbook
  • Executive presentation summarizing your organization's actual IT spend
Materials Participants
  • IT Spend & Staffing Transparency Workbook
  • IT Staff & Spend Executive Presentation Template
  • CIO/IT directors
  • IT financial lead
  • Other IT management

Download the IT Spend & Staffing Transparency Executive Presentation TemplateTemplate

Phase 5: Identify implications for IT

Achievement summary

You've done the hard part in starting your IT spend transparency journey. You have:

  • Analyzed the results of your IT spend mapping process.
  • Revisited your transparency objectives.
  • Prepared an executive presentation so you can share findings with other leaders in your organization.

"Having internal conversations, especially if there is doubt, allows for accuracy and confidence in your model. I was showing someone the cost of a service he managed. He didn't believe the service was so expensive. We went through it: here are the people we allocated, the assets we allocated, and the software we allocated. It was right - that was the total cost. He was like, 'No way. Wow.' The costs were high, and the transparency is what allowed for a conversation on cost optimization."
- Monica Braun, Research Director, ITFM Practice, Info-Tech Research Group

Next Steps

Achieve IT Spend & Staffing Transparency

This final section will provide you with:

  • An overall summary of accomplishment
  • Recommended next steps
  • A list of contributors to this research
  • Some related Info-Tech resources to help you grow your ITFM practice

Summary of Accomplishment

Congratulations! You now have a fully transparent view of your IT spend.

You've now mapped the entirety of technology spend in your organization. You've:

  1. Learned the key sources of spend data and information in your organization.
  2. Set some standards for data organization and labeling.
  3. Have a methodology for continuing to track and document spend in a transparent way.
  4. Crafted an executive presentation that's a first step in having more meaningful and constructive conversations about IT spend with your key stakeholders.

What's next?

With a reliable baseline, you can look forward to more informed and defensible IT budgeting and cost optimization. Use your newly-transparent IT spend as a foundation for improving your financial data hygiene in the near term and evolving your overall ITFM governance maturity in the long-term.

If you would like additional support, have our analysts guide you through an Info-Tech full-service engagement or Guided Implementation.

Contact your account representative for more information.

1-888-670-8889

Research Contributors and Experts

Monica Braun, Research Director, ITFM Practice

Monica Braun
Research Director, ITFM Practice
Info-Tech Research Group

Dave Kish, Practice Lead, ITFM Practice

Dave Kish
Practice Lead, ITFM Practice
Info-Tech Research Group

Kennedy Confurius, Research Analyst, ITFM Practice

Kennedy Confurius
Research Analyst, ITFM Practice
Info-Tech Research Group

Aman Kumari, Research Specialist, ITFM Practice

Aman Kumari
Research Specialist, ITFM Practice
Info-Tech Research Group

Rex Ding, Research Specialist, ITFM Practice

Rex Ding
Research Specialist, ITFM Practice
Info-Tech Research Group

Angie Reynolds, Principal Research Director, ITFM Practice

Angie Reynolds
Principal Research Director, ITFM Practice
Info-Tech Research Group

Related Info-Tech Research

Build Your IT Cost Optimization Roadmap

  • Cost optimization often doesn't go beyond the cutting part, but cutting costs isn't strategic - it's reactive and can easily result in mistakes.
  • True cost optimization is much more than this. Re-focus your efforts on optimizing your cost-to-value ratio and implementing a sustainable cost-optimization practice.

Build an IT Budget

  • Budgetary approval is difficult because finance executives have a limited understanding of IT and use a different vocabulary.
  • Detailed budgets must be constructed in a way that is transparent but at a level of appropriate detail in order to limit complexity and confusion.

Manage an IT Budget

  • No one likes to be over budget, but being under budget isn't necessarily good either.
  • Implement a budget management process that documents your planned budget and actual expenditures, tracks variances, and responds to those variances to stay on track.
  • Control for under- or overspending using Info Tech's budget management tool and tactics.

APPENDIX

Sample shared business services

Sample industry-specific business services

Sample shared business functions

Business function Definition
Human Resources The management of the recruitment, training, development, appraisal, compensation/reward, retention, and departure of employees in an organization. Does not include management of subcontractor or outsourced relationships.
Finance and Accounting The management and analysis of an organization's revenue, funds, spend, investments, financial transactions, accounts, and financial statements. Often includes enterprise asset management.
Procurement and Supplier Management Acquiring materials, goods, and services from an external party, including identifying potential suppliers/providers, managing tendering or bidding processes, negotiating terms and agreements, and managing the relationship with the vendor/provider.
Information Technology The development, management, and optimization of information technology resources and systems over their lifecycle in support of an organization's work priorities and goals. Includes computer-based information and communication systems, but typically excludes industrial operational technologies.
Legal Expertise in interpretation, implication, and application of legislation and regulation that affects the enterprise, including guidance and support in the areas of risk, contracting, compliance, ownership, and litigation.
Regulatory Affairs and Compliance Management Identification, operationalization, monitoring, reporting, and enforcement of the standards, rules, codes, and laws that apply to an organization's operating environment and the products and services it offers.
Sales Transactional provision of a product or service to a buyer at an agreed-upon price. Includes identifying and developing prospective buyers, presenting and explaining the product/service, overcoming prospect objections and concerns to purchase, negotiating terms, developing contracts, and billing or invoicing.
Customer Service and Support A range of activities designed to optimize the customer experience with an organization and its products and services throughout the customer lifecycle with the goals of retaining the customer; encouraging additional spend or consumption; the customer positively influencing other potential customers; and minimizing financial and reputational business risks.
Marketing and Advertising Understanding customer/prospect needs, developing strategies to meet those needs, and promotion of the organization's products/services to a target market via a range of channels to maximize revenue, membership, donations, and/or develop the organization's brand or reputation. Includes market research and analysis and promotion, campaign, and brand management.

Sample industry-specific functions

Supply chain and capital-intensive industries.

Industry function Definition
Product Innovation Research, design, development, and launch of new products, including the engineering of their underlying production processes.
Product and Service Portfolio Management The management of an organization's collection of products and services, including management of the product/service roadmap; product/service portfolio and catalog; product/service quality and performance; and product/service pricing, bundling and markdown.
Logistics and Supply Chain Management Sourcing raw materials or component parts needed and shipping of a finished product. Includes demand planning; procurement/supplier management; inventory management; yard management; allocation management; fulfillment and replenishment; and product distribution and delivery.
Production Operations Manufacture, storage, and tracking of a product and ensuring product and production process quality. Includes operations management, materials management, quality/safety control, packaging management, and management of the tools, equipment, and technologies that support it.
Architecture & Engineering The design and planning of structures or critical infrastructure systems according to scientific, functional, and aesthetic principles.
Construction New construction, assembly, or alteration of buildings and critical infrastructure (e.g. transportation systems; telecommunications systems; utilities generation/transmission/distribution facilities and systems). Includes management of all construction project plans and the people, materials, and equipment required to execute.
Real Estate Management Management of any residential, commercial, or industrial real estate holdings (land and buildings), including any financial dealings such as its purchase, sale, transfer, and rental as well as ongoing maintenance and repair of associated infrastructure and capital assets.

Sample industry-specific functions

Financial services and insurance industries.

Industry function Definition
Core Banking Services Includes ATM management; account management (opening, deposit/withdrawal, interest calculation, overdraft management, closing); payments processing; funds transfers; foreign currency exchange; cash management.
Loan, Mortgage, and Credit Services Includes application, adjudication, and approval; facility; disbursement/card issuance; authorization management; merchant services; interest calculation; billing/payment; debt/collections management.
Investment and Wealth Management Processes for the investment of premiums/monies received from policy holders/customers to generate wealth. Often two-pronged: internal investment to fund claim payout in the case of insurance, and customer-facing investment as a financial service (e.g. retirement planning/annuities). Includes product development and management, investment management, safety deposit box services, trust management services.
Actuarial Analysis & Policy Creation Development of new policy products based on analysis of past losses and patterns, forecasts of financial risks, and assessment of potential profitability (i.e. actuarial science). These processes also include development of rate schedules (pricing) and the reserves that the insurer needs to have available for potential claim payouts.
Underwriting & Policy Administration Processes for assessing risk of a potential policy holder; determining whether to insure them or not; setting the premiums the policy holder must pay; and administering the policy over the course of its lifecycle (including updates and billing).
Claims Processing & Claims Management Processes for receiving, investigating, evaluating, approving/denying, and disbursing a claim payout. This process is unique to the insurance industry. In health insurance, ongoing case management processes need to be considered here whereby the insurer monitors and approves patient treatments over a long-term basis to ensure that the treatments are both necessary and beneficial.

Sample industry-specific functions

Healthcare industry

Industry function Definition
Patient Intake & Admissions Processes whereby key pieces of information about a patient are registered, updated, or confirmed with the healthcare provider in order to access healthcare services. Includes patient triage, intake management, and admissions management. These processes are generally administrative in nature.
Patient Diagnosis A range of methods for determining the medical condition a patient has in order to provide appropriate care or treatment. Includes examination, consultation, testing, and diagnostic imaging.
Patient Treatment The range of medical procedures, methods, and interventions to mitigate, relieve, or cure a patient's symptom, injury, disease, or other medical condition. Includes consultation and referral; treatment and care planning; medical procedure management; nursing and personal support; medicine management; trauma management; diet and nutrition management; and patient transportation.
Patient Recovery & Ongoing Care Processes and methods for tracking the progress of a patient post-treatment; improving their health outcomes; restoring, maintaining, or improving their quality of life; and discharging or transferring them to other providers. Includes remote monitoring of vital parameters, physical therapy, post-trauma care, and a range of restorative and lifestyle modification programs.

Sample industry-specific functions

Gaming and hospitality industries

Industry function Definition
Accommodation Short-term lodging in hotel facilities. Includes management and maintenance of guest rooms and common spaces, amenities (e.g. swimming pool), and other related services (e.g. valet parking).
Gaming Includes table wagering games and gambling activities such as slot machines or any other activity that includes on premises mobile casino gaming.
Food & Beverage Services Food and beverages prepared, served, or available for sale by the hotel on the hotel premises via restaurants and bars and room service. Excludes catering (see Events Management) and management or operation of independent leased food and beverage establishments located on the hotel premises.
Entertainment & Events Planning, coordination, and on-premises hosting of events including conferences, conventions, trade shows, parties, ceremonies and live entertainment, and other forms of recreation on the hotel premises. Includes all aspects of entertainment operations, facility management and catering for the event.

Threat Preparedness Using MITRE ATT&CK®

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  • Parent Category Name: Security Strategy & Budgeting
  • Parent Category Link: /security-strategy-and-budgeting
  • To effectively protect your business interests, you need to be able to address what the most pressing vulnerabilities in your network are. Which attack vectors should you model first? How do you adequately understand your threat vectors when attacks continually change and adapt?
  • Security can often be asked the world but given a minimal budget with which to accomplish it.
  • Security decisions are always under pressure from varying demands that pull even the most well-balanced security team in every direction.
  • Adequately modeling any and every possible scenario is ineffective and haphazard at best. Hoping that you have chosen the most pressing attack vectors to model will not work in the modern day of threat tactics.

Our Advice

Critical Insight

  • Precision is critical to being able to successfully defend against threats.
    • Traditional threat modeling such as STRIDE or PASTA is based on a spray-and-pray approach to identifying your next potential threat vector. Instead, take a structured risk-based approach to understanding both an attacker’s tactics and how they may be used against your enterprise. Threat preparedness requires precision, not guesswork.
  • Knowing is half the battle.
    • You may be doing better than you think. Undoubtedly, there is a large surface area to cover with threat modeling. By preparing beforehand, you can separate what’s important from what’s not and identify which attack vectors are the most pressing for your business.
  • Be realistic and measured.
    • Do not try to remediate everything. Some attack vectors and approaches are nearly impossible to account for. Take control of the areas that have reasonable mitigation methods and act on those.
  • Identify blind spots.
    • Understand what is out there and how other enterprises are being attacked and breached. See how you stack up to the myriad of attack tactics that have been used in real-life breaches and how prepared you are. Know what you’re ready for and what you’re not ready for.
  • Analyze the most pressing vectors.
    • Prioritize the attack vectors that are relevant to you. If an attack vector is an area of concern for your business, start there. Do not cover the entire tactics list if certain areas are not relevant.
  • Detection and mitigation lead to better remediation.
    • For each relevant tactic and techniques, there are actionable detection and mitigation methods to add to your list of remediation efforts.

Impact and Result

Using the MITRE ATT&CK® framework, Info-Tech’s approach helps you understand your preparedness and effective detection and mitigation actions.

  • Learn about potential attack vectors and the techniques that hostile actors will use to breach and maintain a presence on your network.
  • Analyze your current protocols versus the impact of an attack technique on your network.
  • Discover detection and mitigation actions.
  • Create a prioritized series of security considerations, with basic actionable remediation items. Plan your next threat model by knowing what you’re vulnerable to.
  • Ensure business data cannot be leaked or stolen.
  • Maintain privacy of data and other information.
  • Secure the network connection points.
  • Mitigate risks with the appropriate services.

This blueprint and associated tool are scalable for all types of organizations within various industry sectors, allowing them to know what types of risk they are facing and what security services are recommended to mitigate those risks.

Threat Preparedness Using MITRE ATT&CK® Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why threat preparedness is a crucial first step in defending your network against any attack type. 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. Attack tactics and techniques

Review a breakdown of each of the various attack vectors and their techniques for additional context and insight into the most prevalent attack tactics.

  • Threat Preparedness Using MITRE ATT&CK® – Phase 1: Attack Tactics and Techniques

2. Threat Preparedness Workbook mapping

Map your current security protocols against the impacts of various techniques on your network to determine your risk preparedness.

  • Threat Preparedness Using MITRE ATT&CK® – Phase 2: Threat Preparedness Workbook Mapping
  • Enterprise Threat Preparedness Workbook

3. Execute remediation and detective measures

Use your prioritized attack vectors to plan your next threat modeling session with confidence that the most pressing security concerns are being addressed with substantive remediation actions.

  • Threat Preparedness Using MITRE ATT&CK® – Phase 3: Execute Remediation and Detective Measures
[infographic]

Build Effective Enterprise Integration on the Back of Business Process

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  • Parent Category Name: Enterprise Integration
  • Parent Category Link: /enterprise-integration
  • Organizations undergoing growth, either organically or through M&A, tend to develop integration capabilities in a piecemeal and short-sighted fashion to preserve their view of agility.
  • Integration strategies that are focused solely on technological solutions are likely to complicate rather than simplify, as not enough consideration is given to how other systems and processes will be impacted.

Our Advice

Critical Insight

  • Define a path for your EI strategy. Establish the more pressing goal of enterprise integration: improving operational integrity or adding business intelligence/predictive analytics capability.
  • Combine multiple views of integration for a comprehensive EI strategy. Assess business process, applications, and data in tandem to understand where enterprise integration will fit in your organization.
  • Don’t start by boiling the ocean and get bogged down in mapping out the entire organization. For the purposes of the strategy, narrow your focus to a set of related high-value processes to identify ways to improve integration.

Impact and Result

  • Begin your enterprise strategy formation by identifying if your organization places emphasis on enabling operational excellence or predictive modeling/analytics.
  • Enterprise integration needs to bring together business process, applications, and data, in that order. Kick-start the process of identifying opportunities for improvement by creating business process maps that incorporate how applications and data are coordinated to support business activities.
  • Revisit the corporate drivers after integration mapping activities to identify the primary use cases for improvement.
  • Prepare for the next steps of carrying out the strategy by reviewing a variety of solution options.
  • Develop a compelling business case by consolidating the outputs of your mapping activities, establishing metrics for a specific process (or set of processes), and quantifying the benefits.

Build Effective Enterprise Integration on the Back of Business Process Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should create an enterprise integration strategy; review Info-Tech’s methodology that encompasses business process, applications, and data; 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. Position enterprise integration within the organization

Begin strategy development by assigning roles and responsibilities for the team and establishing the initial direction for the strategy.

  • Build Effective Enterprise Integration on the Back of Business Process – Phase 1: Position Enterprise Integration Within Your Organization
  • Chief Enterprise Integration Officer
  • Enterprise Integration Strategy Drivers Assessment

2. Explore the lenses of enterprise integration

Create business process maps that incorporate how applications and data are coordinated to support business activities.

  • Build Effective Enterprise Integration on the Back of Business Process – Phase 2: Explore the Lenses of Enterprise Integration
  • Enterprise Integration Process Mapping Tool

3. Develop the enterprise integration strategy

Review your integration map to identify improvement opportunities, explore integration solutions, and consolidate activity outputs into a strategy presentation.

  • Build Effective Enterprise Integration on the Back of Business Process – Phase 3: Develop the Enterprise Integration Strategy
  • Enterprise Integration Strategy Presentation Template
[infographic]

Workshop: Build Effective Enterprise Integration on the Back of Business Process

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

1 Position Enterprise Integration

The Purpose

Discuss the general approach for creating a holistic enterprise integration strategy.

Define the initial direction and drivers.

Key Benefits Achieved

Strategy development team with responsibilities identified.

Clear initial direction for the strategy based on senior stakeholder input.

Activities

1.1 Define the driving statements for your EI strategy.

1.2 Develop a RACI chart.

1.3 Discuss the current state of enterprise integration.

1.4 Establish the initial direction of your strategy by surveying senior stakeholders.

Outputs

Vision, mission, and values for enterprise integration

RACI chart for strategy development

Documentation of past integration projects

Chief Enterprise Integration Officer job description template

2 Explore the Lenses of Enterprise Integration

The Purpose

Build a comprehensive map of what integration looks like for your target business processes.

Key Benefits Achieved

Clear documentation of the integration environment, encompassing process, data, and applications.

Activities

2.1 Develop level-0 and level-1 business capability diagrams.

2.2 Identify the business processes of focus, based on relevance to overall corporate drivers.

2.3 Complete process flow diagrams.

2.4 Begin identifying the applications that are involved in each step of your process.

2.5 Detail the connections/interactions between the applications in your business processes.

2.6 Draw a current state diagram for application integration.

2.7 Identify the data elements created, used, and stored throughout the processes, as well as systems of record.

Outputs

Business capability maps

Business process flow diagrams

Current state integration diagram

Completed integration map

3 Develop the Enterprise Integration Strategy

The Purpose

Review the outputs of the integration mapping activities.

Educate strategy team on the potential integration solutions.

Consolidate the findings of the activities into a compelling strategy presentation.

Key Benefits Achieved

Integration improvement opportunities are identified.

Direction and drivers for enterprise integration are finalized.

Understanding of the benefits and limitations of some integration solutions.

Activities

3.1 Discuss the observations/challenges and opportunities for improvement.

3.2 Refine the focus of the strategy by conducting a more detailed stakeholder survey.

3.3 Review the most common integration solutions for process, applications, and data.

3.4 Create a future state integration architecture diagram.

3.5 Define the IT and business critical success factors for EI.

3.6 Articulate the risks with pursuing (and not pursuing) an EI strategy.

3.7 Quantify the monetary benefits of the EI strategy.

3.8 Discuss best practices for presenting the strategy and organize the presentation content.

Outputs

Critical success factors and risks for enterprise integration

Monetary benefits of enterprise integration

Completed enterprise integration strategy presentation

Optimize Software Pricing in a Volatile Competitive Market

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Your challenge:

  • Rising supplier costs and inflation are eroding margins and impacting customers' budgets.
  • There is pressure from management to make a gut-feeling decision because of time, lack of skills, and process limitations.
  • You must navigate competing pricing-related priorities among product, sales, and finance teams.
  • Product price increases fail because discovery lacks understanding of costs, price/value equation, and competitive price points.
  • Customers can react negatively, and results are seen much later (more than 12 months) after the price decision.

Our Advice

Critical Insight

Product leaders will price products based on a deep understanding of the buyer price/value equation and alignment with financial and competitive pricing strategies, and make ongoing adjustments based on an ability to monitor buyer, competitor, and product cost changes.

Impact and Result

  • Success for many SaaS product managers requires a reorganization and modernization of pricing tools, techniques, and assumptions. Leaders will develop the science of tailored price changes versus across-the-board price actions and account for inflation exposure and the customers’ willingness to pay.
  • This will build skills on how to price new products or adjust pricing for existing products. The disciplines using our pricing strategy methodology will strengthen efforts to develop repeatable pricing models and processes and build credibility with senior management.

Optimize Software Pricing in a Volatile Competitive Market Research & Tools

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

1. Optimize Software Pricing in a Volatile Competitive Market Executive Brief - A deck to build your skills on how to price new products or adjust pricing for existing products.

This Executive Brief will build your skills on how to price new products or adjust pricing for existing products.

  • Optimize Software Pricing in a Volatile Competitive Market Executive Brief

2. Optimize Software Pricing in a Volatile Competitive Market Storyboard – A deck that provides key steps to complete the project.

This blueprint will build your skills on how to price new products or adjust pricing for existing products with documented key steps to complete the pricing project and use the Excel workbook and customer presentation.

  • Optimize Software Pricing in a Volatile Competitive Market – Phases 1-3

3. Optimize Software Pricing in a Volatile Competitive Market Workbook – A tool that enables product managers to simplify the organization and collection of customer and competitor information for pricing decisions.

These five organizational workbooks for product pricing priorities, interview tracking, sample questions, and critical competitive information will enable the price team to validate price change data through researching the three pricing schemes (competitor, customer, and cost-based).

  • Optimize Software Pricing in a Volatile Competitive Market Workbook

4. Optimize Software Pricing in a Volatile Competitive Market Presentation Template – A template that serves as a guide to communicating the Optimize Pricing Strategy team's results for a product or product line.

This template includes the business case to justify product repricing, contract modifications, and packaging rebuild or removal for launch. This template calls for the critical summarized results from the Optimize Software Pricing in a Volatile Competitive Market blueprint and the Optimize Software Pricing in a Volatile Competitive Market Workbook to complete.

  • Optimize Software Pricing in a Volatile Competitive Market Presentation Template

Infographic

Further reading

SoftwareReviews — A Division of INFO~TECH RESEARCH GROUP

Optimize Software Pricing in a Volatile Competitive Market

Leading SaaS product managers align pricing strategy to company financial goals and refresh the customer price/value equation to avoid leaving revenues uncaptured.

Table of Contents

Section Title Section Title
1 Executive Brief 2 Key Steps
3 Concluding Slides

Optimize Software Pricing in a Volatile Competitive Market

Leading SaaS product managers align pricing strategy to company financial goals and refresh the customer price/value equation to avoid leaving revenues uncaptured.

EXECUTIVE BRIEF

Analyst Perspective

Optimized Pricing Strategy

Product managers without well-documented and repeatable pricing management processes often experience pressure from “Agile” management to make gut-feel pricing decisions, resulting in poor product revenue results. When combined with a lack of customer, competitor, and internal cost understanding, these process and timing limitations drive most product managers into suboptimal software pricing decisions. And, adding insult to injury, the poor financial results from bad pricing decisions aren’t fully measured for months, which further compounds the negative effects of poor decision making.

A successful product pricing strategy aligns finance, marketing, product management, and sales to optimize pricing using a solid understanding of the customer perception of price/value, competitive pricing, and software production costs.

Success for many SaaS product managers requires a reorganization and modernization of pricing tools, techniques, and data. Leaders will develop the science of tailored price changes versus across-the-board price actions and account for inflation exposure and the customers’ willingness to pay.

This blueprint will build your skills on how to price new products or adjust pricing for existing products. The discipline you build using our pricing strategy methodology will strengthen your team’s ability to develop repeatable pricing and will build credibility with senior management and colleagues in marketing and sales.

Photo of Joanne Morin Correia, Principal Research Director, SoftwareReviews.

Joanne Morin Correia
Principal Research Director
SoftwareReviews

Executive Summary

Organizations struggle to build repeatable pricing processes:
  • A lack of alignment and collaboration among finance, marketing, product development, and sales.
  • A lack of understanding of customers, competitors, and market pricing.
  • Inability to stay ahead of complex and shifting software pricing models.
  • Time is wasted without a deep understanding of pricing issues and opportunities, and revenue opportunities go unrealized.
Obstacles add friction to the pricing management process:
  • Pressure from management to make quick decisions results in a gut-driven approach to pricing.
  • A lack of pricing skills and management processes limits sound decision making.
  • Price changes fail because discovery often lacks competitive intelligence and buyer value to price point understanding. Customers’ reactions are often observed much later, after the decision is made.
  • Economic disruptions, supplier price hikes, and higher employee salaries/benefits are driving costs higher.
Use SoftwareReviews’ approach for more successful pricing:
  • Organize for a more effective pricing project including roles & responsibilities as well as an aligned pricing approach.
  • Work with CFO/finance partner to establish target price based on margins and key factors affecting costs.
  • Perform a competitive price assessment and understand the buyer price/value equation.
  • Arrive at a target price based on the above and seek buy-in and approvals.

SoftwareReviews Insight

Product leaders will price products based on a deep understanding of the buyer price/value equation and alignment with financial and competitive pricing strategies, and they will make ongoing adjustments based on an ability to monitor buyers, competitors, and product cost changes.

What is an optimized price strategy?

“Customer discovery interviews help reduce the chance of failure by testing your hypotheses. Quality customer interviews go beyond answering product development and pricing questions.” (Pricing Strategies, Growth Ramp, March 2022)

Most product managers just research their direct competitors when launching a new SaaS product. While this is essential, competitive pricing intel is insufficient to create a long-term optimized pricing strategy. Leaders will also understand buyer TCO.

Your customers are constantly comparing prices and weighing the total cost of ownership as they consider your competition. Why?

Implementing a SaaS solution creates a significant time burden as buyers spend days learning new software, making sure tools communicate with each other, configuring settings, contacting support, etc. It is not just the cost of the product or service.

Optimized Price Strategy Is…
  • An integral part of any product plan and business strategy.
  • Essential to improving and maintaining high levels of margins and customer satisfaction.
  • Focused on delivering the product price to your customer’s business value.
  • Understanding customer price-value for your software segment.
  • Monitoring your product pricing with real-time data to ensure support for competitive strategy.
Price Strategy Is Not…
  • Increasing or decreasing price on a gut feeling.
  • Changing price for short-term gain.
  • Being wary of asking customers pricing-related questions.
  • Haphazardly focusing entirely on profit.
  • Just covering product costs.
  • Only researching direct competitors.
  • Focusing on yourself or company satisfaction but your target customers.
  • Picking the first strategy you see.

SoftwareReviews Insight

An optimized pricing strategy establishes the “best” price for a product or service that maximizes profits and shareholder value while considering customer business value vs. the cost to purchase and implement – the total cost of ownership (TCO).

Challenging environment

Product managers are currently experiencing the following:
  • Supplier costs and inflation are rising, eroding product margins and impacting customers’ budgets.
  • Pressure from management to make a gut-feeling decision because of time, lack of skills, and process limitations.
  • Navigating competing pricing-related priorities among product, sales, and finance.
  • Product price increases that fail because discovery lacks understanding of costs, price/value equation, and competitive price points.
  • Slowing customer demand due to poorly priced offerings may not be fully measured for many months following the price decision.
Doing nothing is NOT an option!
Offense Double Down

Benefit: Leverage long-term financial and market assets

Risk: Market may not value those assets in the future
Fight Back

Benefit: Move quickly

Risk: Hard to execute and easy to get pricing wrong
Defense Retrench

Benefit: Reduce threats from new entrants through scale and marketing

Risk: Causes managed decline and is hard to sell to leadership
Move Away

Benefit: Seize opportunities for new revenue sources

Risk: Diversification is challenging to pull off
Existing Markets and Customers New Markets and Customers

Pricing skills are declining

Among product managers, limited pricing skills are big obstacles that make pricing difficult and under-optimized.

Visual of a bar chart with descending values, each bar has written on it: 'Limited - Limits in understanding of engineering, marketing, and sales expectations or few processes for pricing and/or cost', 'Inexperienced - Inexperience in pricing project skills and corporate training', 'Lagging - Financial lag indicators (marketing ROI, revenue, profitability, COGs)', 'Lacking - Lack of relevant competitive pricing/packaging information', 'Shifting - Shift to cloud subscription-based revenue models is challenging'.

The top three weakest product management skills have remained constant over the past five years:
  • Competitive analysis
  • Pricing
  • End of life
Pricing is the weakest skill and has been declining the most among surveyed product professionals every year. (Adapted from 280 Group, 2022)

Key considerations for more effective pricing decisions

Pricing teams can improve software product profitability by:
  • Optimizing software profit with four critical elements: properly pricing your product, giving complete and accurate quotations, choosing the terms of the sale, and selecting the payment method.
  • Implementing tailored price changes (versus across-the-board price actions) to help account for inflation exposure, customer willingness to pay, and product attribute changes.
  • Accelerating ongoing pricing decision-making with a dedicated cross-functional team ready to act quickly.
  • Resetting discounting and promotion, and revisiting service-level agreements.
Software pricing leaders will regularly assess:

Has it been over a year since prices were updated?

Have customers told you to raise your prices?

Do you have the right mix of customers in each pricing plan?

Do 40% of your customers say they would be very disappointed if your product disappeared? (Adapted from Growth Ramp, 2021)

Case Study

Middleware Vendor

INDUSTRY
Technology Middleware
SOURCE
SoftwareReviews Custom Pricing Strategy Project
A large middleware vendor, who is running on Microsoft Azure, known for quality development and website tools, needed to react strategically to the March 2022 Microsoft price increase.

Key Initiative: Optimize New Pricing Strategy

The program’s core objective was to determine if the vendor should implement a price increase and how the product should be packaged within the new pricing model.

For this initiative, the company interviewed buyers using three key questions: What are the core capabilities to focus on building/selling? What are the optimal features and capabilities valued by customers that should be sold together? And should they be charging more for their products?

Results
This middleware vendor saw buyer support for a 10% price increase to their product line and restructuring of vertical contract terms. This enabled them to retain customers over multi-year subscription contracts, and the price increase enabled them to protect margins after the Microsoft price increase.

The Optimize New Pricing Strategy included the following components:

Components: 'Product Feature Importance & Satisfaction', 'Correlation of Features and Value Drivers', 'Fair Cost to Value Average for Category', 'Average Discounting for Category', 'Customer Value Is an Acceptable Multiple of Price'. First four: 'Component fails into the scope of optimizing price strategy to value'; last one: 'They are optimizing their price strategy decisions'.

New product price approach

As a collaborative team across product management, marketing, and finance, we see leaders taking a simple yet well-researched approach when setting product pricing.

Iterating to a final price point is best done with research into how product pricing:

  • Delivers target margins.
  • Is positioned vs. key competitors.
  • Delivers customer value at a fair price/value ratio.
To arrive at our new product price, we suggest iterating among 3 different views:

New Target Price:

  • Buyer Price vs. Value
  • Cost - Plus
  • Vs. Key Competitors
We analyzed:
  • Customer price/value equation interviews
  • Impacts of Supplier cost increases
  • Competitive pricing research
  • How product pricing delivers target margins

Who should care about optimized pricing?

Product managers and marketers who:

  • Support the mandate for optimizing pricing and revenue generation.
  • Need a more scientific way to plan and implement new pricing processes and methods to optimize revenues and profits.
  • Want a way to better apply customer and competitive insights to product pricing.
  • Are evaluating current pricing and cost control to support a refreshed pricing strategy.

Finance, sales, and marketing professionals who are pricing stakeholders in:

  • Finding alternatives to current pricing and packaging approaches.
  • Looking for ways to optimize price within the shifting market momentum.

How will they benefit from this research?

  • Refine the ability to effectively target pricing to specific market demands and customer segments.
  • Strengthen product team’s reputation for reliable and repeatable price-management capabilities among senior leadership.
  • Recognize and plan for new revenue opportunities or cost increases.
  • Allow for faster, more accurate intake of customer and competitive data. 
  • Improve pricing skills for professional development and business outcomes.
  • Create new product price, packaging, or market opportunities. 
  • Reduce financial costs and mistakes associated with manual efforts and uneducated guessing.
  • Price software products that better achieve financial goals optimizing revenue, margins, or market share.
  • Enhance the product development and sales processes with real competitive and customer expectations.

Is Your Pricing Strategy Optimized?

With the right pricing strategy, you can invest more money into your product, service, or growth. A 1% price increase will improv revenues by:

Three bars: 'Customer acquisition, 3.32%', 'Customer retention, 6.71%', 'Price monetization, 12.7%'.

Price monetization will almost double the revenue increases over customer acquisition and retention. (Pricing Strategies, Growth Ramp, March 2022)

DIAGNOSE PRICE CHALLENGES

Prices of today's cloud-based services/products are often misaligned against competition and customers' perceived value, leaving more revenues on the table.
  • Do you struggle to price new products with confidence?
  • Do you really know your SaaS product's costs?
  • Have you lost pricing power to stronger competitors?
  • Has cost focus eclipsed customer value focus?
If so, you are likely skipping steps and missing key outputs in your pricing strategy.

OPTIMIZE THESE STEPS

ALIGNMENT
  1. Assign Team Responsibilities
  2. Set Timing for Project Deliverables
  3. Clarify Financial Expectations
  4. Collect Customer Contacts
  5. Determine Competitors
  6. BEFORE RESEARCH, HAVE YOU
    Documented your executive's financial expectations? If "No," return.

RESEARCH & VALIDATE
  1. Research Competitors
  2. Interview Customers
  3. Test Pricing vs. Financials
  4. Create Pricing Presentation
  5. BEFORE PRESENTING, HAVE YOU:
    Clarified your customer and competitive positioning to validate pricing? If "No," return.

BUY-IN
  1. Executive Pricing Presentation
  2. Post-Mortem of Presentation
  3. Document New Processes
  4. Monitor the Pricing Changes
  5. BEFORE RESEARCH, HAVE YOU:
    Documented your executive's financial expectations? If "No," return.

DELIVER KEY OUTPUTS

Sponsoring executive(s) signs-offs require a well-articulated pricing plan and business case for investment that includes:
  • Competitive features and pricing financial templates
  • Customer validation of price value
  • Optimized price presentation
  • Repeatable pricing processes to monitor changes

REAP THE REWARDS

  • Product pricing is better aligned to achieve financial goals
  • Improved pricing skills or professional development
  • Stronger team reputation for reliable price management

Key Insights

  1. Gain a competitive edge by using market and customer information to optimize product financials, refine pricing, and speed up decisions.
  2. Product leaders will best set software product price based on a deep understanding of buyer/price value equation, alignment with financial strategy, and an ongoing ability to monitor buyer, competitor, and product costs.

SoftwareReviews’ methodology for optimizing your pricing strategy

Steps

1.1 Establish the Team and Responsibilities
1.2 Educate/Align Team on Pricing Strategy
1.2 Document Portfolio & Target Product(s) for Pricing Updates
1.3 Clarify Product Target Margins
1.4 Establish Customer Price/Value
1.5 Identify Competitive Pricing
1.6 Establish New Price and Gain Buy-In

Outcomes

  1. Well-organized project
  2. Clarified product pricing strategy
  3. Customer value vs. price equation
  4. Competitive price points
  5. Approvals

Insight summary

Modernize your price planning

Product leaders will price products based on a deep understanding of the buyer price/value equation and alignment with financial and competitive pricing strategies, and make ongoing adjustments based on an ability to monitor buyer, competitor, and product cost changes.

Ground pricing against financials

Meet and align with financial stakeholders.
  • Give finance a heads-up that you want to work with them.
  • Find out the CFO’s expectations for pricing and margins.
  • Ask for a dedicated finance team member.

Align on pricing strategy

Lead stakeholders in SaaS product pricing decisions to optimize pricing based on four drivers:
  • Customer’s price/value
  • Competitive strategy
  • Reflective of costs
  • Alignment with financial goals

Decrease time for approval

Drive price decisions, with the support of the CFO, to the business value of the suggested change:
  • Reference current product pricing guidelines
  • Compare to the competition and our strategy and weigh results against our customer’s price/value
  • Compare against the equation to business value for the suggested change
Develop the skill of pricing products

Increase product revenues and margins by enhancing modern processes and data monetization. Shift from intuitive to information-based pricing decisions.

Look at other options for revenue

Adjust product design, features, packaging, and contract terms while maintaining the functionality customers find valuable to their business.

Blueprint deliverables

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

New Pricing Strategy Presentation Template

Capture key findings for your price strategy with the Optimize Your Pricing in a Volatile Competitive Market Strategy Presentation Template

Sample of the 'Acme Corp New Product Pricing' blueprint.

Optimize Software Pricing in a Volatile Competitive Market Executive Brief

This executive brief will build your knowledge on how to price new products or adjust pricing for existing products.

Sample of the 'Optimize Software Pricing in a Volatile Competitive Market' blueprint.

Optimize Software Pricing in a Volatile Competitive Market Workbook

This workbook will help you prioritize which products require repricing, hold customer interviews, and capture competitive insights.

Sample of the 'Optimize Software Pricing in a Volatile Competitive Market' workbook.

Guided Implementation

A Guided Implementation (GI) is a series of calls with a SoftwareReviews analyst to help implement our best practices in your organization.

A typical GI is 4 to 8 calls over the course of 2 to 4 months.

What does a typical GI on optimizing software pricing look like?

Alignment

Research & Reprice

Buy-in

Call #1: Share the pricing team vision and outline activities for the pricing strategy process. Plan next call – 1 week.

Call #2: Outline products that require a new pricing approach and steps with finance. Plan next call – 1 week.

Call #3: Discuss the customer interview process. Plan next call – 1 week.

Call #4 Outline competitive analysis. Plan next call – 1 week.

Call #5: Review customer and competitive results for initial new pricing business case with finance for alignment. Plan next call – 3 weeks.

Call #6: Review the initial business case against financial plans across marketing, sales, and product development. Plan next call – 1 week.

Call #7 Review the draft executive pricing presentation. Plan next call – 1 week.

Call #8: Discuss gaps in executive presentation. Plan next call – 3 days.

SoftwareReviews Offers Various Levels of Support to Meet Your Needs

Included in Advisory Membership Optional add-ons

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."

Desire a Guided Implementation?

  • A GI is where your SoftwareReviews engagement manager and executive advisor/counselor will work with SoftwareReviews research team members to craft with you a Custom Key Initiative Plan (CKIP).
  • A CKIP guides your team through each of the major steps, outlines responsibilities between members of your team and SoftwareReviews, describes expected outcomes, and captures actual value delivered.
  • A CKIP also provides you and your team with analyst/advisor/counselor feedback on project outputs, helps you communicate key principles and concepts to your team, and helps you stay on project timelines.
  • If Guided Implementation assistance is desired, contact your engagement manager.

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
Align Team, Identify Customers, and Document Current Knowledge
Validate Initial Insights and Identify Competitors and Market View
Schedule and Hold Buyer Interviews
Summarize Findings and Provide Actionable Guidance to Stakeholders
Present, Go Forward, and Measure Impact and Results
Activities

1.1 Identify Team Members, roles, and responsibilities

1.2 Establish timelines and project workflow

1.3 Gather current product and future financial margin expectations

1.4 Review the Optimize Software Executive Brief and Workbook Templates

1.4 Build prioritized pricing candidates hypothesis

2.1 Identify customer interviewee types by segment, region, etc.

2.2 Hear from industry analysts their perspectives on the competitors, buyer expectations, and price trends

2.3 Research competitors for pricing, contract type, and product attributes

3.2 Review pricing and attributes survey and interview questionnaires

3.2 Hold interviews and use interview guides (over four weeks)

A gap of up to 4 weeks for scheduling of interviews.

3.3 Hold review session after initial 3-4 interviews to make adjustments

4.1 Review all draft price findings against the market view

4.2 Review Draft Executive Presentation

5.1 Review finalized pricing strategy plan with analyst for market view

5.2 Review for comments on the final implementation plan

Deliverables
  1. Documented steering committee and working team
  2. Current and initial new pricing targets for strategy
  3. Documented team knowledge
  1. Understanding of market and potential target interviewee types
  2. Objective competitive research
  1. Initial review – “Are we going in the right direction with surveys?”
  2. Validate or adjust the pricing surveys to what you hear in the market
  1. Complete findings and compare to the market
  2. Review and finish drafting the Optimize Software Pricing Strategy presentation
  1. Final impute on strategy
  2. Review of suggested next steps and implementation plan

Our process

Align team, perform research, and gain executive buy-in on updated price points

  1. Establish the team and responsibilities
  2. Educate/align team on pricing strategy
  3. Document portfolio & target product(s) for pricing updates
  4. Clarify product target margins
  5. Establish customer price/value
  6. Identify competitive pricing
  7. Establish new price and gain buy-in

Optimize Software Pricing in a Volatile Competitive Market

Our process will help you deliver the following outcomes:

  • Well-organized project
  • Clarified product pricing strategy
  • Customer value vs. price equation
  • Competitive price points
  • Approvals

This project involves the following participants:

  • Product management
  • Program leadership
  • Product marketing
  • CFO or finance representative/partner
  • Others
  • Representative(s) from Sales

1.0 Assign team responsibilities

Input: Steering committee roles and responsibilities, Steering committee interest and role

Output: List of new pricing strategy steering committee and workstream members, roles, and timelines, Updated Software Pricing Strategy presentation

Materials: Optimize Software Pricing in a Volatile Competitive Market Presentation Template

Participants: CFO, sponsoring executive, Functional leads – development, product marketing, product management, marketing, sales, customer success/support

1-2 hours
  1. The product manager/member running this pricing/repricing program should review the entire Optimize Software Pricing in a Volatile Competitive Market blueprint and each blueprint attachment.
  2. The product manager should also refer to slide 19 of the Optimize Software Pricing in a Volatile Competitive Market blueprint and decide if help via a Guided Implementation (GI) is of value. If desired, alert your SoftwareReviews engagement manager.
1-2 hours
  1. The product manager should meet with the chief product officer/CPO and functional leaders, and set the meeting agenda to:
    1. Nominate steering committee members.
    2. Nominate work-stream leads.
    3. Establish key pricing project milestones.
    4. Schedule both the steering committee (suggest monthly) and workstream lead meetings (suggest weekly) through the duration of the project.
    5. Ask the CPO to craft, outside this meeting, his/her version of the "Message from the chief product officer.”
    6. If a Guided Implementation is selected, inform the meeting attendees that a SoftwareReviews analyst will join the next meeting to share his/her Executive Brief on Pricing Strategy.
  2. Record all above findings in the Optimize Software Pricing in a Volatile Competitive Market Presentation Template.

Download the Optimize Software Pricing in a Volatile Competitive Market Presentation Template

SoftwareReviews Advisory Insight:

Pricing steering committees are needed to steer overall product, pricing, and packaging decisions. Some companies include the CEO and CFO on this committee and designate it as a permanent body that meets monthly to give go/no-go decisions to “all things product and pricing related” across all products and business units.

2.0 Educate the team

1 hour

Input: Typically, a joint recognition that pricing strategies need upgrading and have not been fully documented, Steering committee and working team members

Output: Communication of team members involved and the makeup of the steering committee and working team, Alignment of team members on a shared vision of “why a new price strategy is critical” and what key attributes define both the need and impact on business

Materials: Optimize Your Software Strategy Executive Brief PowerPoint presentation

Participants: Initiative manager – individual leading the new pricing strategy, CFO/sponsoring executive, Working team – typically representatives in product marketing, product management, and sales, SoftwareReviews marketing analyst (optional)

  1. Walk the team through the Optimize Software Pricing in a Volatile Competitive Market Executive Brief PowerPoint presentation.
  2. Optional – Have the SoftwareReviews Advisory (SRA) analyst walk the team through the Optimize Software Pricing in a Volatile Competitive Market Executive Brief PowerPoint presentation as part of your session. Contact your engagement manager to schedule.
  3. Walk the team through the current version of the Optimize Software Pricing in a Volatile Competitive Market Presentation Template outlining project goals, steering committee and workstream make-up and responsibilities, project timeline and key milestones, and approach to arriving at new product pricing.
  4. Set expectations among team members of their specific roles and responsibilities for this project, review the frequency of steering committee and workstream meetings to set expectations of key milestones and deliverable due dates.

Download the Optimize Software Pricing in a Volatile Competitive Market Executive Brief

3.0 Document portfolio and target products for pricing update

1-3 Hours

Input: List of entire product portfolio

Output: Prioritized list of product candidates that should be repriced

Materials: Optimize Software Pricing in a Volatile Competitive Market Executive Brief presentation, Optimize Software Pricing in a Volatile Competitive Market Workbook

Participants: Initiative manager – individual leading the new pricing strategy, CFO/sponsoring executive, Working team – typically representatives in product marketing, product management, and sales

  1. Walk the team through the current version of Optimize Software Pricing in a Volatile Competitive Market workbook, tab 2: “Product Portfolio Organizer.” Modify sample attributes to match your product line where necessary.
  2. As a group, record the product attributes for your entire portfolio.
  3. Prioritize the product price optimization candidates for repricing with the understanding that it might change after meeting with finance.

Download the Optimize Software Pricing in a Volatile Competitive Market Workbook

4.0 Clarify product target margins

2-3 sessions of 1 Hour each

Input: Finance partner/CFO knowledge of target product current and future margins, Finance partner/CFO who has information on underlying costs with details that illustrate supplier contributions

Output: Product finance markup target percentage margins and revenues

Materials: Finance data on the product family, Optimize Software Pricing in a Volatile Competitive Market Workbook, Optimize Software Pricing in a Volatile Competitive Market Presentation Template

Participants: Initiative manager, Finance partner/CFO

  1. Schedule a meeting with your finance partner/CFO to validate expectations for product margins. The goal is to understand the detail of underlying costs/margins and if the impacts of supplier costs affect the product family. The information will be placed into the Optimize Software Pricing in a Volatile Competitive Market Workbook on tab 2, Product Portfolio Organizer under the “Unit Margins” heading.
  2. Arrive at a final “Cost-Plus New Price” based on underlying costs and target margins for each of the products. Record results in the Optimize Software Pricing in a Volatile Competitive Market Workbook, tab 2, under the “Cost-Plus New Price” heading.
  3. Record product target finance markup price under “Cost-Plus” in Optimize Software Pricing in a Volatile Competitive Market Presentation Template, slide 9, and details in Appendix, “Cost-Plus Analysis,” slide 11.
  4. Repeat this process for any other products to be repriced.

Download the Optimize Software Pricing in a Volatile Competitive Market Workbook

Download the Optimize Software Pricing in a Volatile Competitive Market Presentation Template

5.0 Establish customer price to value

1-4 weeks

Input: Identify segments within which you require price-to-value information, Understand your persona insight gaps, Review Sample Interview Guide using the Optimize Software Pricing in a Volatile, Competitive Market Workbook, Tab 4. Interview Guide.

Output: List of interviewees, Updated Interview Guide

Materials: Optimize Software Pricing in a Volatile Competitive Market Workbook, Optimize Software Pricing in a Volatile Competitive Market Presentation Template

Participants: Initiative manager, Customer success to help identify interviewees, Customers, prospects

  1. Identify a list of customers and prospects that best represent your target persona when interviewed. Choose interviewees who will inform key differences among key segments (geographies, company size, a mix of customers and prospects, etc.) and who are decision makers and can best inform insights on price/value and competitors.
  2. Recruit interviewees and schedule 30-minute interviews.
  3. Keep track of interviewees using the Optimize Software Pricing in a Volatile Competitive Market Workbook, tab 3: “Interviewee Tracking.”
  4. Review the Optimize Software Pricing in a Volatile Competitive Market Workbook, tab 4: “Interview Guide,” and modify/update it where appropriate.
  5. Record interviewee perspectives on the “price they are willing to pay for the value received” (price/value equation) using the Optimize Software Pricing in a Volatile Competitive Market Workbook, tab 4: “Interview Guide.”
  6. Summarize findings to result in an average “customer’s value price.” Record product target ”customer’s value price” in Optimize Software Pricing in a Volatile Competitive Market Presentation Template, slide 9 and supporting details in Appendix, “Customer Pricing Analysis,” slide 12.

Download the Optimize Software Pricing in a Volatile Competitive Market Workbook

Download the Optimize Software Pricing in a Volatile Competitive Market Presentation Template

6.0 Identify competitive pricing

1-2 weeks

Input: Identify price candidate competitors, Your product pricing, contract type, and product attribute information to compare against, Knowledge of existing competitor information, websites, and technology research sites to guide questions

Output: Competitive product average pricing

Materials: Optimize Software Pricing in a Volatile Competitive Market Workbook, Optimize Software Pricing in a Volatile Competitive Market Presentation Template

Participants: Initiative manager, Customers, prospects

  1. Identify the top 3-5 competitors’ products that you most frequently compete against with your selected product.
  2. Perform competitive intelligence research on deals won or lost that contain competitive pricing insights by speaking with your sales force.
  3. Use the interviews with key customers to also inform competitive pricing insights. Include companies which you may have lost to a competitor in your customer interviewee list.
  4. Modify and add key competitive pricing, contract, or product attributes in the Optimize Software Pricing in a Volatile Competitive Market Workbook, tab 5: “Competitive Information.”
  5. Place your product’s information into the Optimize Software Pricing in a Volatile Competitive Market Workbook, tab 5: “Competitive Information.”
  6. Research your competitors’ summarized pricing and product attribute insights into the workbook.
  7. Record research in the Summarize research on competitors to arrive at an average “Competitors Avg. Price”. Record in ”Customer’s Value Price” in Optimize Software Pricing in a Volatile Competitive Market Presentation Template, slide 9, and details in Appendix, “Competitor Pricing Analysis,” slide 13.

Download the Optimize Software Pricing in a Volatile Competitive Market Workbook

Download the Optimize Software Pricing in a Volatile Competitive Market Presentation Template

7.0 Establish new price and gain buy-in

2-3 hours

Input: Findings from competitive, cost-plus, and customer price/value analysis

Output: Approvals for price change

Materials: Optimize Software Pricing in a Volatile Competitive Market Presentation Template

Participants: Initiative manager, Steering committee, Working team – typically representatives in product marketing, product management, sales

  1. Using prior recorded findings of Customer’s Value Price, Competitors’ Avg. Price, and Finance Markup Price, arrive at a recommended “New Price” and record in Optimize Software Pricing in a Volatile Competitive Market Presentation Template, slide 9 and the Appendix for Project Analysis Details.
  2. Present findings to steering committee. Be prepared to show customer interviews and competitive analysis results to support your recommendation.
  3. Plan internal and external communications and discuss the timing of when to “go live” with new pricing. Discuss issues related to migration to a new price, how to handle currently low-priced customers, and how to migrate them over time to the new pricing.
  4. Identify if it makes sense to target a date to launch the new pricing in the future, so customers can be alerted in advance and therefore take advantage of “current pricing” to drive added revenues.
  5. Confer with IT to assess times required to implement within CPQ systems and with product marketing for time to change sales proposals, slide decks, and any other affected assets and systems.

Download the Optimize Software Pricing in a Volatile Competitive Market Presentation Template

Summary of Accomplishment

Problem Solved

With the help of this blueprint, you have deepened your and your company’s understanding of how to look at new pricing opportunities and what the market and the buyer will pay for your product. You are among the minority of product and marketing leaders that have thoroughly documented their new pricing strategy and processes – congratulations!

The benefits of having led your team through the process are significant and include the following:

  • Allow for faster, more accurate intake of customer and competitive data 
  • Refine the ability to effectively target pricing to specific market demands and customer segments 
  • Understand the association between the value proposition of products and services
  • Reduce financial costs and mistakes associated with manual efforts & uneducated guessing
  • Recognize and plan for new revenue opportunities or cost increases
  • Create new market or product packaging opportunities
And finally, by bringing your team along with you in this process, you have also led your team to become more customer-focused while pricing your products – 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

Bibliography

“Chapter 4 Reasons for Project Failure.” Kissflow's Guide to Project Management. Kissflow, n.d. Web.

Edie, Naomi. “Microsoft Is Raising SaaS Prices, and Other Vendors Will, Too.” CIO Dive, 8 December 2021. Web.

Gruman, Galen, Alan S. Morrison, and Terril A. Retter. “Software Pricing Trends.” PricewaterhouseCoopers, 2018. Web.

Hargrave, Marshall. “Example of Economic Exposure.” Investopedia, 12 April 2022. Web.

Heaslip, Emily. “7 Smart Pricing Strategies to Attract Customers.” CO—, 17 November 2021. Web.

Higgins, Sean. “How to Price a Product That Your Sales Team Can Sell.” HubSpot, 4 April 2022. Web.

“Pricing Strategies.” Growth Ramp, March 2022. Web.

“Product Management Skills Benchmark Report 2021.” 280 Group, 9 November 2021. Web.

Quey, Jason. “Price Increase: How to Do a SaaS Pricing Change in 8 Steps.” Growth Ramp, 22 March 2021. Web.

Steenburg, Thomas, and Jill Avery. “Marketing Analysis Toolkit: Pricing and Profitability Analysis.” Harvard Business School, 16 July 2010. Web.

“2021 State of Competitive Intelligence.” Crayon and SCIO, n.d. Web.

Valchev, Konstantin. “Cost of Goods Sold (COGS) for Software-as-a-Service (SaaS) Business.” OpenView Venture Partners, OV Blog, 20 April 2020. Web.

“What Is Price Elasticity?” Market Business News, n.d. Web.

Measure IT Project Value

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  • Parent Category Name: Portfolio Management
  • Parent Category Link: /portfolio-management
  • People treat benefits as a box to tick on the business case, deflating or inflating them to facilitate project approval.
  • Even if benefits are properly defined, they are usually forgotten once the project is underway.
  • Subsequent changes to project scope may impact the viability of the project’s business benefits, resulting in solutions that do not deliver expected value.

Our Advice

Critical Insight

  • It is rare for project teams or sponsors to be held accountable for managing and/or measuring benefits. The assumption is often that no one will ask if benefits have been realized after the project is closed.
  • The focus is largely on the project’s schedule, budget, and scope, with little attention paid to the value that the project is meant to deliver to the organization.
  • Without an objective stakeholder to hold people accountable for defining benefits and demonstrating their delivery, benefits will continue to be treated as red tape.
  • Sponsors will not take the time to define benefits properly, if at all. The project team will not take the time to ensure they are still achievable as the project progresses. When the project is complete, no one will investigate actual project success.

Impact and Result

  • The project sponsor and business unit leaders must own project benefits; IT is only accountable for delivering the solution.
  • IT can play a key role in this process by establishing and supporting a benefits realization process. They can help business unit leaders and sponsors define benefits properly, identify meaningful metrics, and report on benefits realization effectively.
  • The project management office is ideally suited to facilitate this process by providing tools and templates, and a consistent and comparable view across projects.
  • Project managers are accountable for delivering the project, not for delivering the benefits of the project itself. However, they must ensure that changes to project scope are assessed for impact on benefits viability.

Measure IT Project Value Research & Tools

Start here – read the Executive Brief

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

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

1. Establish benefits legitimacy during portfolio Intake

This phase will help you define a benefits management process to help support effective benefits definition during portfolio intake.

  • Deliver Project Value With a Benefits Legitimacy Initiative – Phase 1: Establish Benefits Legitimacy During Portfolio Intake
  • Project Sponsor Role Description Template
  • Benefits Commitment Form Template
  • Right-Sized Business Case Template

2. Maintain benefits legitimacy throughout project planning and execution

This phase will help you define a process for effective benefits management during project planning and the execution intake phase.

  • Deliver Project Value With a Benefits Legitimacy Initiative – Phase 2: Maintain Benefits Legitimacy Throughout Project Planning and Execution
  • Project Benefits Documentation Workbook
  • Benefits Legitimacy Workflow Template (PDF)
  • Benefits Legitimacy Workflow Template (Visio)

3. Close the deal on project benefits

This phase will help you define a process for effectively tracking and reporting on benefits realization post-project.

  • Deliver Project Value With a Benefits Legitimacy Initiative – Phase 3: Close the Deal on Project Benefits
  • Portfolio Benefits Tracking Tool
  • Benefits Lag Report Template
  • Benefits Legitimacy Handbook Template
[infographic]

Workshop: Measure IT Project Value

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 Analyze the Current State of Benefits Management

The Purpose

Assess the current state of benefits management at your organization and establish a realistic target state.

Establish project and portfolio baselines for benefits management.

Key Benefits Achieved

Set achievable workshop goals and align stakeholder expectations.

Establish a solid foundation for benefits management success.

Activities

1.1 Introductions and overview.

1.2 Discuss attendee expectations and goals.

1.3 Complete Info-Tech’s PPM Current State Scorecard.

1.4 Perform right-wrong-confusing-missing analysis.

1.5 Define target state for benefits management.

1.6 Refine project levels.

Outputs

Info-Tech’s PPM Current State Scorecard report

Right-wrong-confusing-missing analysis

Stakeholder alignment around workshop goals and target state

Info-Tech’s Project Intake Classification Matrix

2 Establish Benefits Legitimacy During Portfolio Intake

The Purpose

Establish organizationally specific benefit metrics and KPIs.

Develop clear roles and accountabilities for benefits management.

Key Benefits Achieved

An articulation of project benefits and measurements.

Clear checkpoints for benefits communication during the project are defined.

Activities

2.1 Map the current portfolio intake process.

2.2 Establish project sponsor responsibilities and accountabilities for benefits management.

2.3 Develop organizationally specific benefit metrics and KPIs.

2.4 Integrate intake legitimacy into portfolio intake processes.

Outputs

Info-Tech’s Project Sponsor Role Description Template

Info-Tech’s Benefits Commitment Form Template

Intake legitimacy process flow and RASCI chart

Intake legitimacy SOP

3 Maintain Benefits Legitimacy Throughout Project Planning and Execution

The Purpose

Develop a customized SOP for benefits management during project planning and execution.

Key Benefits Achieved

Ensure that all changes to the project have been recorded and benefits have been updated in preparation for deployment.

Updated benefits expectations are included in the final sign-off package.

Activities

3.1 Map current project management process and audit project management documentation.

3.2 Identify appropriate benefits control points.

3.3 Customize project management documentation to integrate benefits.

3.4 Develop a deployment legitimacy process flow.

Outputs

Customized project management toolkit

Info-Tech’s Project Benefits Documentation Workbook

Deployment of legitimacy process flow and RASCI chart

Deployment of legitimacy SOP

4 Close the Deal on Project Benefits

The Purpose

Develop a post-project benefits realization process.

Key Benefits Achieved

Clear project sponsorship accountabilities for post-project benefits tracking and reporting.

A portfolio level benefits tracking tool for reporting on benefits attainment.

Activities

4.1 Identify appropriate benefits control points in the post-project process.

4.2 Configure Info-Tech’s Portfolio Benefits Tracking Tool.

4.3 Define a post-project benefits reporting process.

4.4 Formalize protocol for reporting on, and course correcting, benefit lags.

4.5 Develop a post-project legitimacy process flow.

Outputs

Info-Tech’s Portfolio Benefits Tracking Tool

Post-Project legitimacy process flow and RASCI chart

Post-Project Legitimacy SOP

Info-Tech’s Benefits Legitimacy Handbook

Info-Tech’s Benefits Legitimacy Workflow Template

Hire or Develop a World-Class CISO

  • Buy Link or Shortcode: {j2store}243|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: Security Strategy & Budgeting
  • Parent Category Link: /security-strategy-and-budgeting
  • It is difficult to find a “unicorn”: a candidate who is already fully developed in all areas.
  • The role of the CISO has changed so much in the past three years, it is unclear what competencies are most important.
  • Current CISOs need to scope out areas of future development.

Our Advice

Critical Insight

The new security leader must be strategic, striking a balance between being tactical and taking a proactive security stance. They must incorporate security into business practices from day one and enable secure adoption of new technologies and business practices.

Impact and Result

  • Clarify the competencies that are important to your organizational needs and use them to find a candidate with those specific strengths.
  • If you are a current CISO, complete a self-assessment and identify your high-priority competency gaps so you can actively work to develop those areas.
  • Create an actionable plan to develop the CISO’s capabilities and regularly reassess these items to ensure constant improvement.

Hire or Develop a World-Class CISO Research & Tools

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

1. Hire of Develop a World-Class CISO Deck – A step-by-step guide on finding or developing the CISO that best fits your organization.

Use this blueprint to hire or develop a world-class Chief Information Security Officer (CISO) with the competencies that suit your specific organizational needs. Once you have identified the right candidate, create a plan to develop your CISO.

  • Hire or Develop a World-Class CISO – Phases 1-4

2. CISO Core Competency Evaluation Tool – Determine which competencies your organization needs and which competencies your CISO needs to work on.

This tool will help you determine which competencies are a priority for your organizational needs and which competencies your CISO needs to develop.

  • CISO Core Competency Evaluation Tool

3. CISO Stakeholder Power Map Template – Visualize stakeholder and CISO relationships.

Use this template to identify stakeholders who are key to your security initiatives and to understand your relationships with them.

  • CISO Stakeholder Power Map Template

4. CISO Stakeholder Management Strategy Template – Develop a strategy to improve stakeholder and CISO relationships.

Create a strategy to cultivate your stakeholder relationships and manage each relationship in the most effective way.

  • CISO Stakeholder Management Strategy Template

5. CISO Development Plan Template – Develop a plan to support a world-class CISO.

This tool will help you create and implement a plan to remediate competency gaps.

  • CISO Development Plan Template

Infographic

Further reading

Hire or Develop a World-Class CISO

Find a strategic and security-focused champion for your business.

Analyst Perspective

Create a plan to become the security leader of tomorrow

The days are gone when the security leader can stay at a desk and watch the perimeter. The rapidly increasing sophistication of technology, and of attackers, has changed the landscape so that a successful information security program must be elastic, nimble, and tailored to the organization’s specific needs.

The Chief Information Security Officer (CISO) is tasked with leading this modern security program, and this individual must truly be a Chief Officer, with a finger on the pulses of the business and security processes at the same time. The modern, strategic CISO must be a master of all trades.

A world-class CISO is a business enabler who finds creative ways for the business to take on innovative processes that provide a competitive advantage and, most importantly, to do so securely.

Cameron Smith, Research Lead, Security and Privacy

Cameron Smith
Research Lead, Security & Privacy
Info-Tech Research Group

Executive Summary

Your Challenge

  • CEOs/CXOs are looking to hire or develop a senior security leader and aren’t sure where to start.
  • Conversely, security practitioners are looking to upgrade their skill set and are equally stuck in terms of what an appropriate starting point is.
  • Organizations are looking to optimize their security plans and move from a tactical position to a more strategic one.

Common Obstacles

  • It is difficult to find a “unicorn”: a candidate who is already fully developed in all areas.
  • The role of the CISO has changed so much in the past three years, it is unclear what competencies are most important.
  • You are a current CISO and need to scope out your areas of future development.

Info-Tech’s Approach

  • Clarify the competencies that are important to your organizational needs and use them to find a candidate with those specific strengths.
  • If you are a current CISO, complete a self-assessment and identify your high-priority competency gaps so you can actively work to develop those areas.
  • Create an actionable plan to develop the CISO’s capabilities and regularly reassess these items to ensure constant improvement.

Info-Tech Insight
The new security leader must be strategic, striking a balance between being tactical and taking a proactive security stance. They must incorporate security into business practices from day one and enable secure adoption of new technologies and business practices.

Your challenge

This Info-Tech blueprint will help you hire and develop a strategic CISO

  • Security without strategy is a hacker’s paradise.
  • The outdated model of information security is tactical, where security acts as a watchdog and responds.
  • The new security leader must be strategic, striking a balance between being tactical and taking a proactive security stance. They must incorporate security into business practices from day one and enable secure adoption of new technologies and business practices.

Around one in five organizations don’t have an individual with the sole responsibility for security1

1 Navisite

Info-Tech Insight
Assigning security responsibilities to departments other than security can lead to conflicts of interest.

Common obstacles

It can be difficult to find the right CISO for your organization

  • The smaller the organization, the less likely it will have a CISO or equivalent position.
  • Because there is a shortage of qualified candidates, qualified CISOs can demand high salaries and many CISO positions will go unfilled.
  • It is easier for larger companies to attract top CISO talent, as they generally have more resources available.

Source: Navisite

Only 36% of small businesses have a CISO (or equivalent position).

48% of mid-sized businesses have a CISO.

90% of large organizations have a CISO.

Source: Navisite

Strategic versus tactical

CISOs should provide leadership based on a strategic vision 1

Strategic CISO Tactical CISO

Proactive

Focus is on protecting hyperdistributed business processes and data

Elastic, flexible, and nimble

Engaged in business design decisions

Speaks the language of the audience (e.g. business, financial, technical)

Reactive

Focus is on protecting current state

Perimeter and IT-centric approach

Communicates with technical jargon

1 Journal of Computer Science and Information Technology

Info-Tech has identified three key behaviors of the world-class CISO

To determine what is required from tomorrow’s security leader, Info-Tech examined the core behaviors that make a world-class CISO. These are the three areas that a CISO engages with and excels in.

Later in this blueprint, we will review the competencies and skills that are required for your CISO to perform these behaviors at a high level.

Align

Aligning security enablement with business requirements

Enable

Enabling a culture of risk management

Manage

Managing talent and change

Info-Tech Insight
Through these three overarching behaviors, you can enable a security culture that is aligned to the business and make security elastic, flexible, and nimble to maintain the business processes.

Info-Tech’s approach

Understand what your organization needs in a CISO: Consider the core competencies of a CISO. Assess: Assess candidates' core competencies and the CISO's stakeholder relationships. Plan improvements: Identify resources to close competency gaps and an approach to improve stakeholder relationships. Executive development: Decide next steps to support your CISO moving forward and regularly reassess to measure progress.

Info-Tech’s methodology to Develop or Hire a World-Class CISO

1. Launch 2. Assess 3. Plan 4. Execute
Phase Steps
  1. Understand the core competencies
  2. Measure security and business satisfaction and alignment
  1. Assess stakeholder relationships
  2. Assess core competencies
  1. Identify resources to address your CISO’s competency gaps
  2. Plan an approach to improve stakeholder relationships
  1. Decide next actions and support your CISO moving forward
  2. Regularly reassess to measure development and progress
Phase Outcomes

At the end of this phase, you will have:

  • Determined the current gaps in satisfaction and business alignment for your IT security program.
  • Identified the desired qualities in a security leader, specific to your current organizational needs.

At the end of this phase, you will have:

  • Used the core competencies to help identify the ideal candidate.
  • Identified areas for development in your new or existing CISO.
  • Determined stakeholder relationships to cultivate.

At the end of this phase, you will have:

  • Created a high-level plan to address any deficiencies.
  • Improved stakeholder relations.

At the end of this phase, you will have:

  • Created an action-based development plan, including relevant metrics, due dates, and identified stakeholders. This plan is the beginning, not the end. Continually reassessing your organizational needs and revisiting this blueprint’s method will ensure ongoing development.

Blueprint deliverables

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

CISO Core Competency Evaluation Tool

Assess the competency levels of a current or prospective CISO and identify areas for improvement.

Stakeholder Power Map Template

Visualize the importance of various stakeholders and their concerns.

Stakeholder Management Strategy Template

Document a plan to manage stakeholders and track actions.

Key deliverable:

CISO Development Plan Template

The CISO Development Plan Template is used to map specific activities and time frames for competency development to address gaps and achieve your goal.

Strategic competencies will benefit the organization and the CISO

Career development should not be seen as an individual effort. By understanding the personal core competencies that Info-Tech has identified, the individual wins by developing relevant new skills and the organization wins because the CISO provides increased value.

Organizational Benefits Individual Benefits
  • Increased alignment between security and business objectives
  • Development of information security that is elastic, nimble, and flexible for the business
  • Reduction in wasted efforts and resources, and improvement in efficiency of security and the organization as a whole
  • True synergy between security and business stakeholders, where the goals of both groups are being met
  • Increased opportunity as you become a trusted partner within your organization
  • Improved relationships with peers and stakeholders
  • Less resistance and more support for security initiatives
  • More involvement and a stronger role for security at all levels of the organization

Measured value of a world-class CISO

Organizations with a CISO saw an average of $145,000 less in data breach costs.1

However, we aren’t talking about hiring just any CISO. This blueprint seeks to develop your CISO’s competencies and reach a new level of effectiveness.

Organizations invest a median of around $375,000 annually in their CISO.2 The CISO would have to be only 4% more effective to represent $15,000 more value from this position. This would offset the cost of an Info-Tech workshop, and this conservative estimate pales in comparison to the tangible and intangible savings as shown below.

Your specific benefits will depend on many factors, but the value of protecting your reputation, adopting new and secure revenue opportunities, and preventing breaches cannot be overstated. There is a reason that investment in information security is on the rise: Organizations are realizing that the payoff is immense and the effort is worthwhile.

Tangible cost savings from having a world-class CISO Intangible cost savings from having a world-class CISO
  • Cost savings from incident reduction.
  • Cost savings achieved through optimizing information security investments, resulting in savings from previously misdiagnosed issues.
  • Cost savings from ensuring that dollars spent on security initiatives support business strategy.
  • More opportunities to create new business processes through greater alignment between security and business.
  • Improved reputation and brand equity achieved through a proper evaluation of the organization’s security posture.
  • Continuous improvement achieved through a good security assessment and measurement strategy.
  • Ability to plan for the future since less security time will be spent firefighting and more time will be spent engaged with key stakeholders.

1 IBM Security
2 Heidrick & Struggles International, Inc.

Case Study

In the middle of difficulty lies opportunity

SOURCE
Kyle Kennedy
CISO, CyberSN.com

Challenge
The security program identified vulnerabilities at the database layer that needed to be addressed.

The decision was made to move to a new vendor. There were multiple options, but the best option in the CISO’s opinion was a substantially more expensive service that provided more robust protection and more control features.

The CISO faced the challenge of convincing the board to make a financial investment in his IT security initiative to implement this new software.

Solution
The CISO knew he needed to express this challenge (and his solution!) in a way that was meaningful for the executive stakeholders.

He identified that the business has $100 million in revenue that would move through this data stream. This new software would help to ensure the security of all these transactions, which they would lose in the event of a breach.

Furthermore, the CISO identified new business plans in the planning stage that could be protected under this initiative.

Results
The CISO was able to gain support for and implement the new database platform, which was able to protect current assets more securely than before. Also, the CISO allowed new revenue streams to be created securely.

This approach is the opposite of the cautionary tales that make news headlines, where new revenue streams are created before systems are put in place to secure them.

This proactive approach is the core of the world-class CISO.

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

Guided Implementation

What does a typical GI on this topic look like?

Launch Assess Plan Execute

Call #1: Review and discuss CISO core competencies.

Call #2: Discuss Security Business Satisfaction and Alignment diagnostic results.

Call #3: Discuss the CISO Stakeholder Power Map Template and the importance of relationships.

Call #4: Discuss the CISO Core Competency Evaluation Tool.

Call #5: Discuss results of the CISO Core Competency Evaluation and identify resources to close gaps.

Call #6: Review organizational structure and key stakeholder relationships.

Call #7: Discuss and create your CISO development plan and track your development

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 6 to 10 calls over the course of 3 to 6 months.

Phase 1

Launch

Phase 1
1.1 Understand Core Competencies
1.2 Measure Security and Business Satisfaction and Alignment

Phase 2
2.1 Assess Stakeholder Relationships
2.2 Assess the Core Competencies

Phase 3
3.1 Identify Resources to Address Competency Gaps
3.2 Plan Approach to Improve Stakeholder Relationships

Phase 4
4.1 Decide Next Actions and Support Your CISO Moving Forward
4.2 Regularly Reassess to Measure Development and Progress

This phase will walk you through the following activities:

  • Review and understand the core competencies of a world-class CISO.
  • Launch your diagnostic survey.
  • Evaluate current business satisfaction with IT security.
  • Determine the competencies that are valuable to your IT security program’s needs.

Hire or Develop a World-Class CISO

Case study

Mark Lester
InfoSec Manager, SC Ports Authority

An organization hires a new Information Security Manager into a static and well-established IT department.

Situation: The organization acknowledges the need for improved information security, but there is no framework for the Security Manager to make successful changes.

Challenges Next Steps
  • The Security Manager is an outsider in a company with well-established habits and protocols. He is tasked with revamping the security strategy to create unified threat management.
  • Initial proposals for information security improvements are rejected by executives. It is a challenge to implement changes or gain support for new initiatives.
  • The Security Manager will engage with individuals in the organization to learn about the culture and what is important to them.
  • He will assess existing misalignments in the business so that he can target problems causing real pains to individuals.

Follow this case study throughout the deck to see this organization’s results

Step 1.1

Understand the Core Competencies of a World-Class CISO

Activities

Review core competencies the security leader must develop to become a strategic business partner

This step involves the following participants:

  • CEO or other executive seeking to hire/develop a CISO

or

  • Current CISO seeking to upgrade capabilities

Outcomes of this step
Analysis and understanding of the eight strategic CISO competencies required to become a business partner

Launch

Core competencies

Info-Tech has identified eight core competencies affecting the CISO’s progression to becoming a strategic business partner.

Business Acumen
A CISO must focus primarily on the needs of the business.

Leadership
A CISO must be a security leader and not simply a practitioner.

Communication
A CISO must have executive communication skills

Technical Knowledge
A CISO must have a broad technical understanding.

Innovative Problem Solving
A good CISO doesn’t just say “no,” but rather finds creative ways to say “yes.”

Vendor Management
Vendor and financial management skills are critical to becoming a strategic CISO.

Change Management
A CISO improves security processes by being an agent of change for the organization.

Collaboration
A CISO must be able to use alliances and partnerships strategically.

1.1 Understand the core competencies a CISO must focus on to become a strategic business partner

< 1 hour

Over the next few slides, review each world-class CISO core competency. In Step 1.2, you will determine which competencies are a priority for your organization.

CISO Competencies Description
Business Acumen

A CISO must focus primarily on the needs of the business and how the business works, then determine how to align IT security initiatives to support business initiatives. This includes:

  • Contributing to business growth with an understanding of the industry, core functions, products, services, customers, and competitors.
  • Understanding the business’ strategic direction and allowing it to securely capitalize on opportunities.
  • Understanding the key drivers of business performance and the use of sound business practice.
Leadership

A CISO must be a security leader, and not simply a practitioner. This requires:

  • Developing a holistic view of security, risk, and compliance for the organization.
  • Fostering a culture of risk management.
  • Choosing a strong team. Having innovative and reliable employees who do quality work is a critical component of an effective department.
    • This aspect involves identifying talent, engaging your staff, and managing their time and abilities.

1.1 Understand the core competencies (continued)

CISO Competencies Description
Communication

Many CISOs believe that using technical jargon impresses their business stakeholders – in fact, it only makes business stakeholders become confused and disinterested. A CISO must have executive communication skills. This involves:

  • Clearly communicating with business leaders in meaningful language (i.e. business, financial, social) that they understand by breaking down the complexities of IT security into simple and relatable concepts.
  • Not using acronyms or technological speak. Easy-to-understand translations will go a long way.
  • Strong public speaking and presentation abilities.
Technical Knowledge

A CISO must have a broad technical understanding of IT security to oversee a successful security program. This includes:

  • Understanding key security and general IT technologies and processes.
  • Assembling a complementary team, because no individual can have deep knowledge in all areas.
  • Maintaining continuing education to stay on top of emerging technologies and threats.

1.1 Understand the core competencies (continued)

CISO Competencies Description
Innovative Problem Solving

A good CISO doesn’t just say “no,” but rather finds creative ways to say “yes.” This can include:

  • Taking an active role in seizing opportunities created by emerging technologies.
  • Facilitating the secure implementation of new, innovative revenue models.
  • Developing solutions for complex business problems that require creativity and ingenuity.
  • Using information and technology to drive value around the customer experience.
Vendor Management

With the growing use of “anything as a service,” negotiation, vendor, and financial management skills are critical to becoming a strategic CISO.

  • The CISO must be able to evaluate service offerings and secure favorable contracts with the right provider. It is about extracting the maximum value from vendors for the dollars you are spending.
  • Vendor products must be aligned with future business plans to create maximum ongoing value.
  • The CISO must develop financial management skills. This includes the ability to calculate total cost of ownership, return on investment, and project spending over multiyear business plans.

1.1 Understand the core competencies (continued)

CISO Competencies Description
Change Management

A world-class CISO improves security processes by being an agent of change for the organization. This involves:

  • Leading, guiding, and motivating teams to adopt a responsible risk management culture.
  • Communicating important and complex ideas in a persuasive way.
  • Demonstrating an ability to change themselves and taking the initiative in adopting more efficient behaviors.
  • Handling unplanned change, such as unforeseen attacks or personnel changes, in a professional and proactive manner.
Collaboration

A CISO must be able to use alliances and partnerships strategically to benefit both the business and themselves. This includes:

  • Identifying formal and informal networks and constructive relationships to enable security development.
  • Leveraging stakeholders to influence positive outcomes for the organization.
  • Getting out of the IT or IT security sphere and engaging relationships in diverse areas of the organization.

Step 1.2

Evaluate satisfaction and alignment between the business and IT security

Activities

  • Conduct the Information Security Business Satisfaction and Alignment diagnostic
  • Use your results as input into the CISO Core Competency Evaluation Tool

This step involves the following participants:

  • CEO or other executive seeking to hire/develop a CISO

or

  • Current CISO seeking to upgrade capabilities

Outcomes of this step
Determine current gaps in satisfaction and alignment between information security and your organization.

If seeking to hire/develop a CISO: Your diagnostic results will help develop a profile of the ideal CISO candidate to use as a hiring and interview guide.

If developing a current CISO, use your diagnostic results to identify existing competency gaps and target them for improvement.

For the CISO seeking to upgrade capabilities: Use the core competencies guide to self-assess and identify competencies that require improvement.

Launch

1.2 Get started by conducting Info-Tech’s Information Security Business Satisfaction and Alignment diagnostic

Suggested Time: One week for distribution, completion, and collection of surveys
One-hour follow-up with an Info-Tech analyst

The primary goal of IT security is to protect the organization from threats. This does not simply mean bolting everything down, but it means enabling business processes securely. To do this effectively requires alignment between IT security and the overall business.

  • Once you have completed the diagnostic, call Info-Tech to review your results with one of our analysts.
  • The results from this assessment will provide insights to inform your entries in the CISO Core Competency Evaluation Tool.

Call an analyst to review your results and provide you with recommendations.

Info-Tech Insight
Focus on the high-priority competencies for your organization. You may find a candidate with perfect 10s across the board, but a more pragmatic strategy is to find someone with strengths that align with your needs. If there are other areas of weakness, then target those areas for development.

1.2 Use Info-Tech’s CISO Core Competency Evaluation Tool to understand your organizational needs

After completing the Info-Tech diagnostic, use the CISO Core Competency Evaluation Tool to determine which CISO competencies are a priority for your organization.

  • Your diagnostic results will indicate where your information security program is aligned well or poorly with your business.
  • For example, the diagnostic may show significant misalignment between information security and executives over the level of external compliance. The CISO behavior that would contribute to solving this is aligning security enablement with business requirements.
    • This misalignment may be due to a misunderstanding by either party. The competencies that will contribute to resolving this are communication, technical knowledge, and business acumen.
    • This mapping method is what will be used to determine which competencies are most important for your needs at the present moment.

Download the CISO Core Competency Evaluation Tool

1.2 Use Info-Tech’s CISO Core Competency Evaluation Tool to understand your organizational needs

After completing the Info-Tech diagnostic, use the CISO Core Competency Evaluation Tool to determine which CISO competencies are a priority for your organization.

  1. Starting on Tab 2: CISO Core Competencies, use your understanding of each competency from section 1.1 along with the definitions described in the tool.
    • For each competency, assign a degree of importance using the drop-down menu in the second column from the right.
    • Importance ratings will range from not at all important at the low end to critically important at the high end.
    • Your importance score will be influenced by several factors, including:
      • The current alignment of your information security department.
      • Your organizational security posture.
      • The size and structure of your organization.
      • The existing skills and maturity within your information security department.

Download the CISO Core Competency Evaluation Tool

1.2 Use Info-Tech’s CISO Core Competency Evaluation Tool to understand your organizational needs

After completing the Info-Tech diagnostic, use the CISO Core Competency Evaluation Tool to determine which CISO competencies are a priority for your organization.

  1. Still on Tab 2. CISO Core Competencies, you will now assign a current level of effectiveness for each competency.
    • This will range from foundational at a low level of effectiveness up to capable, then inspirational, and at the highest rating, transformational.
    • Again, this rating will be very specific to your organization, depending on your structure and your current employees.
    • Fundamentally, these scores will reflect what you want to improve in the area of information security. This is not an absolute scale, and it will be influenced by what skills you want to support your goals and direction as an organization.

Download the CISO Core Competency Evaluation Tool

Phase 2

Assess

Phase 1
1.1 Understand Core Competencies
1.2 Measure Security and Business Satisfaction and Alignment

Phase 2
2.1 Assess Stakeholder Relationships
2.2 Assess the Core Competencies

Phase 3
3.2 Plan Approach to Improve Stakeholder Relationships

Phase 4
4.1 Decide Next Actions and Support Your CISO Moving Forward
4.2 Regularly Reassess to Measure Development and Progress

This phase will walk you through the following activities:

  • Use the CISO Core Competency Evaluation Tool to create and implement an interview guide.
  • Assess and analyze the core competencies of your prospective CISOs. Or, if you are a current CISO, use the CISO Core Competency Evaluation Tool as a self-analysis and identify areas for personal development.
  • Evaluate the influence, impact, and support of key executive business stakeholders using the CISO Stakeholder Power Map Template.

Hire or Develop a World-Class CISO

Case study

Mark Lester
InfoSec Manager, SC Ports Authority

The new Security Manager engages with employees to learn the culture.

Outcome: Understand what is important to individuals in order to create effective collaboration. People will engage with a project if they can relate it to something they value.

Actions Next Steps
  • The Security Manager determines that he must use low-cost small wins to integrate with the organizational culture and create trust and buy-in and investment will follow.
  • The Security Manager starts a monthly newsletter to get traction across the organization, create awareness of his mandate to improve information security, and establish himself as a trustworthy partner.
  • The Security Manager will identify specific ways to engage and change the culture.
  • Create a persuasive case for investing in information security based on what resonates with the organization.

Follow this case study throughout the deck to see this organization’s results

Step 2.1

Identify key stakeholders for the CISO and assess current relationships

Activities

Evaluate the power, impact, and support of key stakeholders

This step involves the following participants:

  • CEO or other executive seeking to hire/develop a CISO

or

  • Current CISO seeking to upgrade capabilities

Outcomes of this step

  • Power map of executive business stakeholders
  • Evaluation of each stakeholder in terms of influence, impact, and current level of support

Assess

Identify key stakeholders who own business processes that intersect with security processes

Info-Tech Insight
Most organizations don’t exist for the sole purpose of doing information security. For example, if your organization is in the business of selling pencils, then information security is in business to enable the selling of pencils. All the security in the world is meaningless if it doesn’t enable your primary business processes. The CISO must always remember the fundamental goals of the business.

The above insight has two implications:

  1. The CISO needs to understand the key business processes and who owns them, because these are the people they will need to collaborate with. Like any C-level, the CISO should be one of the most knowledgeable people in the organization regarding business processes.
  2. Each of these stakeholders stands to win or lose depending on the performance of their process, and they can act to either block or enable your progress.
    • To work effectively with these stakeholders, you must learn what is important to them, and pose your initiatives so that you both benefit.

When people are not receptive to the CISO, it’s usually because the CISO has not been part of the discussion when plans were being made. This is the heart of proactivity.

You need to be involved from the start … from the earliest part of planning.

The job is not to come in late and say “No” ... the job is to be involved early and find creative and intelligent ways to say “Yes.”

The CISO needs to be the enabling security asset that drives business.

– Elliot Lewis, CEO at Keyavi Data

Evaluate the importance of business stakeholders and the support necessary from them

The CISO Stakeholder Power Map Template is meant to provide a visualization of the CISO’s relationships within the organization. This should be a living document that can be updated throughout the year as relationships develop and the structure of an organization changes.

At a glance, this tool should show:

  • How influential each stakeholder is within the company.
  • How supportive they currently are of the CISO’s initiatives.
  • How strongly each person is impacted by IT security activities.

Once this tool has been created, it provides a good reference as the CISO works to develop lagging relationships. It shows the landscape of influence and impact within the organization, which may help to guide the CISO’s strategy in the future.

Evaluate the importance of business stakeholders and the support necessary from them

Download the CISO Stakeholder Power Map Template

Evaluate the importance of business stakeholders and the support necessary from them

  1. Identify key stakeholders.
    1. Focus on owners of important business processes.
  2. Evaluate and map each stakeholder in terms of:
    1. Influence (up/down)
    2. Support (left/right)
    3. Impact (size of circle)
    4. Involvement (color of circle)
  3. Decide whether the level of support from each stakeholder needs to change to facilitate success.

Evaluate the importance of business stakeholders and the support necessary from them

Info-Tech Insight
Some stakeholders must work closely with your incoming CISO. It is worth consideration to include these individuals in the interview process to ensure you will have partners that can work well together. This small piece of involvement early on can save a lot of headache in the future.

Where can you find your desired CISO?

Once you know which competencies are a priority in your new CISO, the next step is to decide where to start looking. This person may already exist in your company.

Internal

Take some time to review your current top information security employees or managers. It may be immediately clear that certain people will or will not be suitable for the CISO role. For those that have potential, proceed to Step 2.2 to map their competencies.

Recruitment

If you do not have any current employees that will fit your new CISO profile, or you have other reasons for wanting to bring in an outside individual, you can begin the recruitment process. This could start by posting the position for applications or by identifying and targeting specific candidates.

Ready to start looking for your ideal candidate? You can use Info-Tech’s Chief Information Security Officer job description template.

Use the CISO job description template

Alternatives to hiring a CISO

Small organizations are less able to muster the resources required to find and retain a CISO,

Technical Counselor Seat

In addition to having access to our research and consulting services, you can acquire a Technical Counselor Seat from our Security & Risk practice, where one of our senior analysts would serve with you on a retainer. You may find that this option saves you the expense of having to hire a new CISO altogether.

Virtual CISO

A virtual CISO, or vCISO, is essentially a “CISO as a service.” A vCISO provides an organization with an experienced individual that can, on a part-time basis, lead the organization’s security program through policy and strategy development.

Why would an organization consider a vCISO?

  • A vCISO can provide services that are flexible, technical, and strategic and that are based on the specific requirements of the organization.
  • They can provide a small organization with program maturation within the organization’s resources.
  • They can typically offer depth of experience beyond what a small business could afford if it were to pursue a full-time CISO.

Source: InfoSec Insights by Sectigo Store

Why would an organization not consider a vCISO?

  • The vCISO’s attention is divided among their other clients.
  • They won’t feel like a member of your organization.
  • They won’t have a deep understanding of your systems and processes.

Source: Georgia State University

Step 2.2

Assess CISO candidates and evaluate their current competency

Activities

Assess CISO candidates in terms of desired core competencies

or

Self-assess your personal core competencies

This step involves the following participants:

  • CEO or other executive seeking to hire/develop a CISO

or

  • Current CISO seeking to upgrade capabilities

and

  • Any key stakeholders or collaborators you choose to include in the assessment process

Outcomes of this step

  • You have assessed your requirements for a CISO candidate.
  • The process of hiring is under way, and you have decided whether to hire a CISO, develop a CISO, or consider a Counselor Seat as another option.

Assess

2.2 Use Info-Tech’s CISO Core Competency Evaluation Tool to assess your CISO candidate

Use Info-Tech’s CISO Core Competency Evaluation Tool to assess your CISO candidate

Download the CISO Core Competency Evaluation Tool

Info-Tech Insight
The most important competencies should be your focus. Unless you are lucky enough to find a candidate that is perfect across the board, you will see some areas that are not ideal. Don’t forget the importance you assigned to each competency. If a candidate is ideal in the most critical areas, you may not mind that some development is needed in a less important area.

2.2 Use Info-Tech’s CISO Core Competency Evaluation Tool to evaluate your candidates

After deciding the importance of and requirements for each competency in Phase 1, assess your CISO candidates.

Your first pass on this tool will be to look at internal candidates. This is the develop a CISO option.

  1. In the previous phase, you rated the Importance and Current Effectiveness for each competency in Tab 2. CISO Core Competencies. In this step, use Tab 3. Gap Analysis to enter a Minimum Level and a Desired Level for each competency. Keep in mind that it may be unrealistic to expect a candidate to be fully developed in all aspects.
  2. Next, enter a rating for your candidate of interest for each of the eight competencies.
  3. This scorecard will generate an overall suitability score for the candidate. The color of the output (from red to green) indicates the suitability, and the intensity of the color indicates the importance you assigned to that competency.

Download the CISO Core Competency Evaluation Tool

2.2 Use Info-Tech’s CISO Core Competency Evaluation Tool to evaluate your candidates

  • If the internal search does not identify a suitable candidate, you will want to expand your search.
  • Repeat the scoring process for external candidates until you find your new CISO.
  • You may want to skip your external search altogether and instead contact Info-Tech for more information on our Counselor Seat options.

Download the CISO Core Competency Evaluation Tool

Phase 3

Plan

Phase 1
1.1 Understand Core Competencies
1.2 Measure Security and Business Satisfaction and Alignment

Phase 2
2.1 Assess Stakeholder Relationships
2.2 Assess the Core Competencies

Phase 3
3.1 Identify Resources to Address Competency Gaps
3.2 Plan Approach to Improve Stakeholder Relationships

Phase 4
4.1 Decide Next Actions and Support Your CISO Moving Forward
4.2 Regularly Reassess to Measure Development and Progress

This phase will walk you through the following activities:

  • Create a plan to develop your competency gaps.
  • Construct and consider your organizational model.
  • Create plan to cultivate key stakeholder relationships.

Hire or Develop a World-Class CISO

Case study

Mark Lester
InfoSec Manager, SC Ports Authority

The new Security Manager changes the security culture by understanding what is meaningful to employees.

Outcome: Engage with people on their terms. The CISO must speak the audience’s language and express security terms in a way that is meaningful to the audience.

Actions Next Steps
  • The Security Manager identifies recent events where ransomware and social engineering attacks were successful in penetrating the organization.
  • He uses his newsletter to create organization-wide discussion on this topic.
  • This very personal example makes employees more receptive to the Security Manager’s message, enabling the culture of risk management.
  • The Security Manager will leverage his success in improving the information security culture and awareness to gain support for future initiatives.

Follow this case study throughout the deck to see this organization’s results

Step 3.1

Identify resources for your CISO to remediate competency gaps

Activities

Create a plan to remediate competency gaps

This step involves the following participants:

  • CEO or other executive seeking to hire/develop a CISO
  • The newly hired CISO

or

  • Current CISO seeking to upgrade capabilities

Outcomes of this step

  • Identification of core competency deficiencies
  • A plan to close the gaps

Plan

3.1 Close competency gaps with Info-Tech’s Cybersecurity Workforce Development Training

Resources to close competency gaps

Info-Tech’s Cybersecurity Workforce Training develops critical cybersecurity skills missing within your team and organization. The leadership track provides the same deep coverage of technical knowledge as the analyst track but adds hands-on support and has a focus on strategic business alignment, program management, and governance.

The program builds critical skills through:

  • Standardized curriculum with flexible projects tailored to business needs
  • Realistic cyber range scenarios
  • Ready-to-deploy security deliverables
  • Real assurance of skill development

Info-Tech Insight
Investing in a current employee that has the potential to be a world-class CISO may take less time, effort, and money than finding a unicorn.

Learn more on the Cybersecurity Workforce Development webpage

3.1 Identify resources for your CISO to remediate competency gaps

< 2 hours

CISO Competencies Description
Business Acumen

Info-Tech Workshops & Blueprints

Actions/Activities

  • Take a business acumen course: Acumen Learning, What the CEO Wants You to Know: Building Business Acumen.
  • Meet with business stakeholders. Ask them to take you through the strategic plan for their department and then identify opportunities where security can provide support to help drive their initiatives.
  • Shadow another C-level executive. Understand how they manage their business unit and demonstrate an eagerness to learn.
  • Pursue an MBA or take a business development course.

3.1 Identify resources for your CISO to remediate competency gaps (continued)

< 2 hours

CISO Competencies Description
Leadership

Info-Tech Training and Blueprints

Action/Activities

  • Communicate your vision for security to your team. You will gain buy-in from your employees by including them in the creation of your program, and they will be instrumental to your success.

Info-Tech Insight
Surround yourself with great people. Insecure leaders surround themselves with mediocre employees that aren’t perceived as a threat. Great leaders are supported by great teams, but you must choose that great team first.

3.1 Identify resources for your CISO to remediate competency gaps (continued)

< 2 hours

CISO Competencies Description
Communication

Info-Tech Workshops & Blueprints

Build and Deliver an Optimized IT Update Presentation: Show IT’s value and relevance by dropping the technical jargon and speaking to the business in their terms.

Master Your Security Incident Response Communications Program: Learn how to talk to your stakeholders about what’s going on when things go wrong.

Develop a Security Awareness and Training Program That Empowers End Users: Your weakest link is between the keyboard and the chair, so use engaging communication to create positive behavior change.

Actions/Activities

Learn to communicate in the language of your audience (whether business, finance, or social), and frame security solutions in terms that are meaningful to your listener.

Technical Knowledge

Actions/Activities

  • In many cases, the CISO is progressing from a strong technical background, so this area is likely a strength already.
  • However, as the need for executive skills are being recognized, many organizations are opting to hire a business or operations professional as a CISO. In this case, various Info-Tech blueprints across all our silos (e.g. Security, Infrastructure, CIO, Apps) will provide great value in understanding best practices and integrating technical skills with the business processes.
  • Pursue an information security leadership certification: GIAC, (ISC)², and ISACA are a few of the many organizations that offer certification programs.

3.1 Identify resources for your CISO to remediate competency gaps (continued)

< 2 hours

CISO Competencies Description
Innovative Problem Solving

Info-Tech Workshops & Blueprints

Actions/Activities

Vendor Management

Info-Tech Blueprints & Resources

Actions/Activities

3.1 Identify resources for your CISO to remediate competency gaps (continued)

< 2 hours

CISO Competencies Description
Change Management

Info-Tech Blueprints

Actions/Activities

  • Start with an easy-win project to create trust and support for your initiatives.
Collaboration

Info-Tech Blueprints

Actions/Activities

  • Get out of your office. Have lunch with people from all areas of the business. Understanding the goals and the pains of employees throughout your organization will help you to design effective initiatives and cultivate support.
  • Be clear and honest about your goals. If people know what you are trying to do, then it is much easier for them to work with you on it. Being ambiguous or secretive creates confusion and distrust.

3.1 Create the CISO’s personal development plan

  • Use Info-Tech’s CISO Development Plan Template to document key initiatives that will close previously identified competency gaps.
  • The CISO Development Plan Template is used to map specific actions and time frames for competency development, with the goal of addressing competency gaps and helping you become a world-class CISO. This template can be used to document:
    • Core competency gaps
    • Security process gaps
    • Security technology gaps
    • Any other career/development goals
  • If you have a coach or mentor, you should share your plan and report progress to that person. Alternatively, call Info-Tech to speak with an executive advisor for support and advice.
    • Toll-Free: 1-888-670-8889

What you will need to complete this exercise

  • CISO Core Competency Evaluation Tool results
  • Information Security Business Satisfaction and Alignment diagnostic results
  • Insights gathered from business stakeholder interviews

Step 3.2

Plan an approach to improve your relationships

Activities

  • Review engagement strategies for different stakeholder types
  • Create a stakeholder relationship development plan

This step involves the following participants:

  • CEO or other executive seeking to hire/develop a CISO
  • The newly hired CISO

or

  • Current CISO seeking to upgrade capabilities

Outcomes of this step

  • Stakeholder relationship strategy deliverable

Plan

Where should the CISO sit?

Where the CISO sits in the organization can have a big impact on the security program.

  • Organizations with CISOs in the C-suite have a fewer security incidents.1
  • Organizations with CISOs in the C-suite generally have better IT ability.1
  • An organization whose CISO reports to the CIO risks conflict of interest.1
  • 51% of CISOs believe their effectiveness can be hampered by reporting lines.2
  • Only half of CISOs feel like they are in a position to succeed.2

A formalized security organizational structure assigns and defines the roles and responsibilities of different members around security. Use Info-Tech’s blueprint Implement a Security Governance and Management Program to determine the best structure for your organization.

Who the CISO reports to, by percentage of organizations3

Who the CISO reports to, by percentage of organizations

Download the Implement a Security Governance and Management Program blueprint

1. Journal of Computer Science and Information
2. Proofpoint
3. Heidrick & Struggles International, Inc

3.2 Make a plan to manage your key stakeholders

Managing stakeholders requires engagement, communication, and relationship management. To effectively collaborate and gain support for your initiatives, you will need to build relationships with your stakeholders. Take some time to review the stakeholder engagement strategies for different stakeholder types.

Influence Mediators
(Satisfy)
Key Players
(Engage)
Spectators
(Monitor)
Noisemakers
(Inform)
Support for you

When building relationships, I find that what people care about most is getting their job done. We need to help them do this in the most secure way possible.

I don’t want to be the “No” guy, I want to enable the business. I want to find to secure options and say, “Here is how we can do this.”

– James Miller, Information Security Director, Xavier University

Download the CISO Stakeholder Management Strategy Template

Key players – Engage

Goal Action
Get key players to help champion your initiative and turn your detractors into supporters. Actively involve key players to take ownership.
Keep It Positive Maintain a Close Relationship
  • Use their positive support to further your objectives and act as your foundation of support.
  • Key players can help you build consensus among other stakeholders.
  • Get supporters to be vocal in your town halls.
  • Ask them to talk to other stakeholders over whom they have influence.
  • Get some quick wins early to gain and maintain stakeholder support and help convert them to your cause.
  • Use their influence and support to help persuade blockers to see your point of view.
  • Collaborate closely. Key players are tuned in to information streams that are important. Their advice can keep you informed and save you from being blindsided.
  • Keep them happy. By definition, these individuals have a stake in your plans and can be affected positively or negatively. Going out of your way to maintain relationships can be well worth the effort.

Info-Tech Insight
Listen to your key players. They understand what is important to other business stakeholders, and they can provide valuable insight to guide your future strategy.

Mediators – Satisfy

Goal Action
Turn mediators into key players Increase their support level.
Keep It Positive Maintain a Close Relationship
  • Make stakeholders part of the conversation by consulting them for input on planning and strategy.
  • Sample phrases:
    • “I’ve heard you have experience in this area. Do you have time to answer a few questions?”
    • “I’m making some decisions and I would value your thoughts. Can I get your perspective on this?”
  • Enhance their commitment by being inclusive. Encourage their support whenever possible.
  • Make them feel acknowledged and solicit feedback.
  • Listen to blockers with an open mind to understand their point of view. They may have valuable insight.
  • Approach stakeholders on their individual playing fields.
    • They want to know that you understand their business perspective.
  • Stubborn mediators might never support you. If consulting doesn’t work, keep them informed of important decision-making points and give them the opportunity to be involved if they choose to be.

Info-Tech Insight
Don’t dictate to stakeholders. Make them feel like valued contributors by including them in development and decision making. You don’t have to incorporate all their input, but it is essential that they feel respected and heard.

Noisemakers – Inform

Goal Action
Have noisemakers spread the word to increase their influence. Encourage noisemakers to influence key stakeholders.
Keep It Positive Maintain a Close Relationship
  • Identify noisemakers who have strong relationships with key stakeholders and focus on them.
    • These individuals may not have decision-making power, but their opinions and advice may help to sway a decision in your favor.
  • Look for opportunities to increase their influence over others.
  • Put effort into maintaining the positive relationship so that it doesn’t dwindle.
  • You already have this group’s support, but don’t take it for granted.
  • Be proactive, pre-emptive, and transparent.
  • Address issues or bad news early and be careful not to exaggerate their significance.
  • Use one-on-one meetings to give them an opportunity to express challenges in a private setting.
  • Show individuals in this group that you are a problem-solver:
    • “The implementation was great, but we discovered problems afterward. Here is what we’re doing about it.”

Spectators – Monitor

Goal Action
Keep spectators content and avoid turning them into detractors. Keep them well informed.
Keep It Positive Maintain a Close Relationship
  • A hands-on approach is not required with this group.
  • Keep them informed with regular, high-altitude communications and updates.
  • Use positive, exciting announcements to increase their interest in your initiatives.
  • Select a good venue for generating excitement and assessing the mood of spectators.
  • Spectators may become either supporters or blockers. Monitor them closely and keep in touch with them to stop these individuals from becoming blockers.
  • Listen to questions from spectators carefully. View any engagement as an opportunity to increase participation from this group and generate a positive shift in interest.

3.2 Create the CISO’s stakeholder management strategy

Develop a strategy to manage key stakeholders in order to drive your personal development plan initiatives.

  • The purpose of the CISO Stakeholder Management Strategy Template is to document the results of the power mapping exercise, create a plan to proactively manage stakeholders, and track the actions taken.
  • Use this in concert with Info-Tech’s CISO Stakeholder Power Map Template to help visualize the importance of key stakeholders to your personal development. You will document:
    • Stakeholder role and type.
    • Current relationship with the stakeholder.
    • Level of power/influence and degree of impact.
    • Current and desired level of support.
    • Initiatives that require the stakeholder’s engagement.
    • Actions to be taken – along with the status and results.

What you will need to complete this exercise

  • Completed CISO Stakeholder Power Map
  • Security Business Satisfaction and Alignment Diagnostic results

Download the CISO Stakeholder Management Strategy Template

Phase 4

Execute

Phase 1
1.1 Understand Core Competencies
1.2 Measure Security and Business Satisfaction and Alignment

Phase 2
2.1 Assess Stakeholder Relationships
2.2 Assess the Core Competencies

Phase 3
3.1 Identify Resources to Address Competency Gaps
3.2 Plan Approach to Improve Stakeholder Relationships

Phase 4
4.1 Decide Next Actions and Support Your CISO Moving Forward
4.2 Regularly Reassess to Measure Development and Progress

This phase will walk you through the following activities:

  • Populate the CISO Development Plan Template with appropriate targets and due dates.
  • Set review and reassess dates.
  • Review due dates with CISO.

Hire or Develop a World-Class CISO

Case study

Mark Lester
InfoSec Manager, SC Ports Authority

The new Security Manager leverages successful cultural change to gain support for new security investments.

Outcome: Integrating with the business on a small level and building on small successes will lead to bigger wins and bigger change.

Actions Next Steps
  • By fostering positive relationships throughout the organization, the Security Manager has improved the security culture and established himself as a trusted partner.
  • In an organization that had seen very little change in years, he has used well developed change management, business acumen, leadership, communication, collaboration, and innovative problem-solving competencies to affect his initiatives.
  • He can now return to the board with a great deal more leverage in seeking support for security investments.
  • The Security Manager will leverage his success in improving the information security culture and awareness to gain support for future initiatives.

Step 4.1

Decide next actions and support your CISO moving forward

Activities

  • Complete the Info-Tech CISO Development Plan Template
  • Create a stakeholder relationship development plan

This step involves the following participants:

  • CEO or other executive seeking to hire/develop a CISO
  • The newly hired CISO

or

  • Current CISO seeking to upgrade capabilities

Outcomes of this step

Next actions for each of your development initiatives

Execute

Establish a set of first actions to set your plan into motion

The CISO Development Plan Template provides a simple but powerful way to focus on what really matters to execute your plan.

  • By this point, the CISO is working on the personal competency development while simultaneously overseeing improvements across the security program, managing stakeholders, and seeking new business initiatives to engage with. This can be a lot to juggle effectively.
  • Disparate initiatives like these can hinder progress by creating confusion.
  • By distilling your plan down to Subject > Action > Outcome, you immediately restore focus and turn your plans into actionable items.
  • The outcome is most valuable when it is measurable. This makes progress (or lack of it) very easy to track and assess, so choose a meaningful metric.
Item to Develop
(competency/process/tech)
First Action Toward Development
Desired Outcome, Including a Measurable Indicator

Download the CISO Development Plan Template

4.1 Create a CISO development plan to keep all your objectives in one place

Use Info-Tech’s CISO Development Plan Template to create a quick and simple yet powerful tool that you can refer to and update throughout your personal and professional development initiatives. As instructed in the template, you will document the following:

Your Item to Develop The Next Action Required The Target Outcome
This could be a CISO competency, a security process item, a security technology item, or an important relationship (or something else that is a priority). This could be as simple as “schedule lunch with a stakeholder” or “email Info-Tech to schedule a Guided Implementation call.” This part of the tool is meant to be continually updated as you progress through your projects. The strength of this approach is that it focuses your project into simple actionable steps that are easily achieved, rather than looking too far down the road and seeing an overwhelming task ahead. This will be something measurable like “reduce spending by 10%” or “have informal meeting with leaders from each department.”

Info-Tech Insight
A good plan doesn’t require anything that is outside of your control. Good measurable outcomes are behavior based rather than state based.
“Increase the budget by 10%” is a bad goal because it is ultimately reliant on someone else and can be derailed by an unsupportive executive. A better goal is “reduce spending by 10%.” This is something more within the CISO’s control and is thus a better performance indicator and a more achievable goal.

4.1 Create a CISO development plan to keep all your objectives in one place

Below you will find sample content to populate your CISO Development Plan Template. Using this template will guide your CISO in achieving the goals identified here.

The template itself is a metric for assessing the development of the CISO. The number of targets achieved by the due date will help to quantify the CISO’s progress.

You may also want to include improvements to the organization’s security program as part of the CISO development plan.

Area for Development Item for Development Next Action Required Key Stakeholders/ Owners Target Outcome Due Date Completed
Core Competencies:
Communication
Executive
communication
Take economics course to learn business language Course completed [Insert date] [Y/N]
Core Competencies:
Communication
Improve stakeholder
relationships
Email Bryce from finance to arrange lunch Improved relationship with finance department [Insert date] [Y/N]
Technology Maturity: Security Prevention Identity and access management (IAM) system Call Info-Tech to arrange call on IAM solutions 90% of employees entered into IAM system [Insert date] [Y/N]
Process Maturity: Response & Recovery Disaster recovery Read Info-Tech blueprint on disaster recovery Disaster recovery and backup policies in place [Insert date] [Y/N]

Check out the First 100 Days as CISO blueprint for guidance on bringing improvements to the security program

4.1 Use your action plan to track development progress and inform stakeholders

  • As you progress toward your goals, continually update the CISO development plan. It is meant to be a living document.
  • The Next Action Required should be updated regularly as you make progress so you can quickly jump in and take meaningful actions without having to reassess your position every time you open the plan. This is a simple but very powerful method.
  • To view your initiatives in customizable ways, you can use the drop-down menu on any column header to sort your initiatives (i.e. by due date, completed status, area for development). This allows you to quickly and easily see a variety of perspectives on your progress and enables you to bring upcoming or incomplete projects right to the top.
Area for Development Item for Development Next Action Required Key Stakeholders/ Owners Target Outcome Due Date Completed
Core Competencies:
Communication
Executive
communication
Take economics course to learn business language Course completed [Insert date] [Y/N]
Core Competencies:
Communication
Improve stakeholder
relationships
Email Bryce from finance to arrange lunch Improved relationship with finance department [Insert date] [Y/N]
Technology Maturity: Security Prevention Identity and access management (IAM) system Call Info-Tech to arrange call on IAM solutions 90% of employees entered into IAM system [Insert date] [Y/N]
Process Maturity: Response & Recovery Disaster recovery Read Info-Tech blueprint on disaster recovery Disaster recovery and backup policies in place [Insert date] [Y/N]

Step 4.2

Regularly reassess to track development and progress

Activities

Create a calendar event for you and your CISO, including which items you will reassess and when

This step involves the following participants:

  • CEO or other executive seeking to hire/develop a CISO
  • The newly hired CISO

or

  • Current CISO seeking to upgrade capabilities

Outcomes of this step

Scheduled reassessment of the CISO’s competencies

Execute

4.2 Regularly evaluate your CISO’s progress

< 1 day

As previously mentioned, your CISO development plan is meant to be a living document. Your CISO will use this as a companion tool throughout project implementation, but periodically it will be necessary to re-evaluate the entire program to assess your progress and ensure that your actions are still in alignment with personal and organizational goals.

Info-Tech recommends performing the following assessments quarterly or twice yearly with the help of our executive advisors (either over the phone or onsite).

  1. Sit down and re-evaluate your CISO core competencies using the CISO Core Competency Evaluation Tool.
  2. Analyze your relationships using the CISO Stakeholder Power Map Template.
  3. Compare all of these against your previous results to see what areas you have strengthened and decide if you need to focus on a different area now.
  4. Consider your CISO Development Plan Template and decide whether you have achieved your desired outcomes. If not, why?
  5. Schedule your next reassessment, then create a new plan for the upcoming quarter and get started.
Materials
  • Laptop
  • CISO Development Plan Template
Participants
  • CISO
  • Hiring executive (possibly)
Output
  • Complete CISO and security program development plan

Summary of Accomplishment

Knowledge Gained

  • Understanding of the competencies contributing to a successful CISO
  • Strategic approach to integrate the CISO into the organization
  • View of various CISO functions from a variety of business and executive perspectives, rather than just a security view

Process Optimized

  • Hiring of the CISO
  • Assessment and development of stakeholder relationships for the CISO
  • Broad planning for CISO development

Deliverables Completed

  • IT Security Business Satisfaction and Alignment Diagnostic
  • CISO Core Competency Evaluation Tool
  • CISO Stakeholder Power Map Template
  • CISO Stakeholder Management Strategy Template
  • CISO Development Plan Template

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

workshop@infotech.com
1-888-670-8889

Related Info-Tech Research

Build an Information Security Strategy
Your security strategy should not be based on trying to blindly follow best practices but on a holistic risk-based assessment that is risk aware and aligns with your business context.

The First 100 Days as CISO
Every CISO needs to follow Info-Tech’s five-step approach to truly succeed in their new position. The meaning and expectations of a CISO role will differ from organization to organization and person to person, but the approach to the new position will be relatively the same.

Implement a Security Governance and Management Program
Business and security goals should be the same. Businesses cannot operate without security, and security's goal is to enable safe business operations.

Research Contributors

  • Mark Lester, Information Security Manager, South Carolina State Ports Authority
  • Kyle Kennedy, CISO, CyberSN.com
  • James Miller, Information Security Director, Xavier University
  • Elliot Lewis, Vice President Security & Risk, Info-Tech Research Group
  • Andrew Maroun, Enterprise Security Lead, State of California
  • Brian Bobo, VP Enterprise Security, Schneider National
  • Candy Alexander, GRC Security Consultant, Towerall Inc.
  • Chad Fulgham, Chairman, PerCredo
  • Ian Parker, Head of Corporate Systems Information Security Risk and Compliance, Fujitsu EMEIA
  • Diane Kelly, Information Security Manager, Colorado State Judicial Branch
  • Jeffrey Gardiner, CISO, Western University
  • Joey LaCour, VP & Chief Security, Colonial Savings
  • Karla Thomas, Director IT Global Security, Tower Automotive
  • Kevin Warner, Security and Compliance Officer, Bridge Healthcare Providers
  • Lisa Davis, CEO, Vicinage
  • Luis Brown, Information Security & Compliance Officer, Central New Mexico Community College
  • Peter Clay, CISO, Qlik
  • Robert Banniza, Senior Director IT Center Security, AMSURG
  • Tim Tyndall, Systems Architect, Oregon State

Bibliography

Dicker, William. "An Examination of the Role of vCISO in SMBs: An Information Security Governance Exploration." Dissertation, Georgia State University, May 2, 2021. Accessed 30 Sep. 2022.

Heidrick & Struggles. "2022 Global Chief Information Security Officer (CISO) Survey" Heidrick & Struggles International, Inc. September 6, 2022. Accessed 30 Sep. 2022.

IBM Security. "Cost of a Data Breach Report 2022" IBM. August 1, 2022. Accessed 9 Nov. 2022.

Mehta, Medha. "What Is a vCISO? Are vCISO Services Worth It?" Infosec Insights by Sectigo, June 23, 2021. Accessed Nov 22. 2022.

Milica, Lucia. “Proofpoint 2022 Voice of the CISO Report” Proofpoint. May 2022. Accessed 6 Oct. 2022.

Navisite. "The State of Cybersecurity Leadership and Readiness" Navisite. November 9, 2021. Accessed 9 Nov. 2022.

Shayo, Conrad, and Frank Lin. “An Exploration of the Evolving Reporting Organizational Structure for the Chief Information Security Officer (CISO) Function” Journal of Computer Science and Information Technology, vol. 7, no. 1, June 2019. Accessed 28 Sep. 2022.

Info-Tech Quarterly Research Agenda Outcomes Q2-Q3 2023

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At Info-Tech, we take pride in our research and have established the most rigorous publication standards in the industry. However, we understand that engaging with all our analysts to gauge the future may not always be possible. Hence, we have curated some compelling recently published research along with forthcoming research insights to assist you in navigating the next quarter.

Our Advice

Critical Insight

We offer a quarterly Research Agenda Outcomes deck that thoroughly summarizes our recently published research, supplying decision makers with valuable insights and best practices to make informed and effective decisions. Our research is supported by our team of seasoned analysts with decades of experience in the IT industry.

By leveraging our research, you can stay updated with the latest trends and technologies, giving you an edge over the competition and ensuring the optimal performance of your IT department. This way, you can make confident decisions that lead to remarkable success and improved outcomes.

Impact and Result

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  • Enhance your decision making: Acquire valuable information and insights to make better-informed, confident decisions.
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Info-Tech Quarterly Research Agenda Outcomes Q2/Q3 2023 Research & Tools

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

1. Info-Tech Quarterly Research Agenda Q3 2023 Deck – An overview of our Research Agenda Outcome for Q2 and Q3 of 2023.

A guide to our top research published to date for 2023 (Q2/Q3).

  • Info-Tech Quarterly Research Agenda Outcomes for Q2/Q3 2023
[infographic]

Further reading

Featured Research Projects 2023 (Q2/Q3)

“Here are my selections for the top research projects of the last quarter.”

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Gord Harrison
Head of Research & Advisory
Info-Tech Research Group

CIO

01
Build Your Generative AI Roadmap

Generative AI is here, and it's time to find its best uses – systematically and responsibly.

02
CIO Priorities 2023

Engage cross-functional leadership to seize opportunity while protecting the organization from volatility.

03
Build an IT Risk Taxonomy

If integrated risk is your destination, your IT risk taxonomy is the road to get you there.

04
Navigate the Digital ID Ecosystem to Enhance Customer Experience

Beyond the hype: How it can help you become more customer-focused?

05
Effective IT Communications

Generative AI is here, and it's time to find its best uses – systematically and responsibly.

06
Develop a Targeted Flexible Work Program for IT

Select flexible work options that balance organizational and employee needs to drive engagement and improve attraction and retention.

07
Effectively Manage CxO Relations

Make relationship management a daily habit with a personalized action plan.

08
Establish High-Value IT Performance Dashboards and Metrics

Spend less time struggling with visuals and more time communicating about what matters to your executives.

Applications

09
Build Your Enterprise Application Implementation Playbook

Your implementation doesn't start with technology but with an effective plan that the team can align on.

10
Develop Your Value-First Business Process Automation Strategy

As you scale your business automations, focus on what matters most.

11
Manage Requirements in an Agile Environment

Agile and requirements management are complementary, not competitors.

Security

12
Assess Your Cybersecurity Insurance Policy

Adapt to changes in the cyber insurance market.

13
Design and Implement a Business-Aligned Security Program

Focus first on business value.

Infrastructure & Operations

14
Automate IT Asset Data Collection

Acquire and use discovery tools wisely to populate, update, and validate the data in your ITAM database.

Industry | Retail

15
Leveraging AI to Create Meaningful Insights and Visibility in Retail

AI prominence across the enterprise value chain.

Industry | Education

16
Understand the Implications of Generative AI in Education

Bans aren't the answer, but what is?

Industry | Wholesale

17
Wholesale Industry Business Reference Architecture

Business capability maps, value streams, and strategy maps for the wholesale industry.

Industry | Retail Banking

18
Mainframe Modernization for Retail Banking

A strategy for modernizing mainframe systems to meet the needs of modern retail banking.

Industry | Utilities

19
Data Analytics Use Cases for Utilities

Building upon the collective wisdom for the art of the possible.

Build Your Generative AI Roadmap

Generative AI is here, and it's time to find its best uses – systematically and responsibly.

CIO
Strategy & Governance

Photo of Bill Wong, Principal Research Director, Info-Tech Research Group.

Bill Wong
Principal Research Director

Download this research or book an analyst call on this topic

Sample of the 'Build Your Generative AI Roadmap' research.

Sample of the 'Build Your Generative AI Roadmap' research.

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CIO Priorities 2023

Engage cross-functional leadership to seize opportunity while protecting the organization from volatility.

CIO
Strategy & Governance

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Brian Jackson
Principal Research Director

Download this report or book an analyst call on this topic

Sample of the 'CIO Priorities 2023' report.

Sample of the 'CIO Priorities 2023' report.

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Build an IT Risk Taxonomy

If integrated risk is your destination, your IT risk taxonomy is the road to get you there.

CIO
Strategy & Governance

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Donna Bales
Principal Research Director

Download this research or book an analyst call on this topic

Sample of the 'Build an IT Risk Taxonomy' research.

Sample of the 'Build an IT Risk Taxonomy' research.

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Navigate the Digital ID Ecosystem to Enhance Customer Experience

Beyond the hype: How it can help you become more customer-focused?

CIO
Strategy & Governance

Photo of Manish Jain, Principal Research Director, Info-Tech Research Group.

Manish Jain
Principal Research Director

Download this research or book an analyst call on this topic

Sample of the 'Navigate the Digital ID Ecosystem to Enhance Customer Experience' research.

Sample of the 'Navigate the Digital ID Ecosystem to Enhance Customer Experience' research.

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Effective IT Communications

Empower IT employees to communicate well with any stakeholder across the organization.

CIO
People & Leadership

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Brittany Lutes
Research Director

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Diana MacPherson
Senior Research Analyst

Download this research or book an analyst call on this topic

Effective IT Communications' research.

Sample of the 'Effective IT Communications' research.

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Develop a Targeted Flexible Work Program for IT

Select flexible work options that balance organizational and employee needs to drive engagement and improve attraction and retention.

CIO
People & Leadership

Photo of Jane Kouptsova, Research Director, Info-Tech Research Group.

Jane Kouptsova
Research Director

Download this research or book an analyst call on this topic

Sample of the 'Develop a Targeted Flexible Work Program for IT' research.

Sample of the 'Develop a Targeted Flexible Work Program for IT' research.

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Effectively Manage CxO Relations

Make relationship management a daily habit with a personalized action plan.

CIO
Value & Performance

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Mike Tweedle
Practice Lead

Download this research or book an analyst call on this topic

Sample of the 'Effectively Manage CxO Relations' research.

Sample of the 'Effectively Manage CxO Relations' research.

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Establish High-Value IT Performance Dashboards and Metrics

Spend less time struggling with visuals and more time communicating about what matters to your executives.

CIO
Value & Performance

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Diana MacPherson
Senior Research Analyst

Download this research or book an analyst call on this topic

Sample of the 'Establish High-Value IT Performance Dashboards and Metrics' research.

Sample of the 'Establish High-Value IT Performance Dashboards and Metrics' research.

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Build Your Enterprise Application Implementation Playbook

Your implementation doesn't start with technology but with an effective plan that the team can align on.

Applications
Business Processes

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Ricardo de Oliveira
Research Director

Download this research or book an analyst call on this topic

Sample of the 'Build Your Enterprise Application Implementation Playbook' research.

Sample of the 'Build Your Enterprise Application Implementation Playbook' research.

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Develop Your Value-First Business Process Automation Strategy

As you scale your business automations, focus on what matters most.

Applications
Business Processes

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Andrew Kum-Seun
Research Director

Download this research or book an analyst call on this topic

Sample of the 'Develop Your Value-First Business Process Automation Strategy' research.

Sample of the 'Develop Your Value-First Business Process Automation Strategy' research.

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Manage Requirements in an Agile Environment

Agile and requirements management are complementary, not competitors.

Applications
Application Development

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Vincent Mirabelli
Principal Research Director

Download this research or book an analyst call on this topic

Sample of the 'Manage Requirements in an Agile Environment' research.

Sample of the 'Manage Requirements in an Agile Environment' research.

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Assess Your Cybersecurity Insurance Policy

Adapt to changes in the cyber insurance market.

Security
Security Risk, Strategy & Governance

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Logan Rohde
Senior Research Analyst

Download this research or book an analyst call on this topic

Sample of the 'Assess Your Cybersecurity Insurance Policy' research.

Sample of the 'Assess Your Cybersecurity Insurance Policy' research.

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Design and Implement a Business-Aligned Security Program

Focus first on business value.

Security
Security Risk, Strategy & Governance

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Michel Hébert
Research Director

Download this research or book an analyst call on this topic

Sample of the 'Design and Implement a Business-Aligned Security Program' research.

Sample of the 'Design and Implement a Business-Aligned Security Program' research.

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Automate IT Asset Data Collection

Acquire and use discovery tools wisely to populate, update, and validate the data in your ITAM database.

Infrastructure & Operations
I&O Process Management

Photo of Andrew Sharp, Research Director, Info-Tech Research Group.

Andrew Sharp
Research Director

Download this research or book an analyst call on this topic

Sample of the 'Automate IT Asset Data Collection' research.

Sample of the 'Automate IT Asset Data Collection' research.

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Leveraging AI to Create Meaningful Insights and Visibility in Retail

AI prominence across the enterprise value chain.

Industry Coverage
Retail

Photo of Rahul Jaiswal, Principal Research Director, Info-Tech Research Group.

Rahul Jaiswal
Principal Research Director

Download this research or book an analyst call on this topic

Sample of the 'Leveraging AI to Create Meaningful Insights and Visibility in Retail' research.

Sample of the 'Leveraging AI to Create Meaningful Insights and Visibility in Retail' research.

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Understand the Implications of Generative AI in Education

Bans aren't the answer, but what is?

Industry Coverage
Education

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Mark Maby
Research Director

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Sample of the 'Understand the Implications of Generative AI in Education' research.

Sample of the 'Understand the Implications of Generative AI in Education' research.

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Wholesale Industry Business Reference Architecture

Business capability maps, value streams, and strategy maps for the wholesale industry.

Industry Coverage
Wholesale

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Rahul Jaiswal
Principal Research Director

Download this research or book an analyst call on this topic

Sample of the 'Wholesale Industry Business Reference Architecture' research.

Sample of the 'Wholesale Industry Business Reference Architecture' research.

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Mainframe Modernization for Retail Banking

A strategy for modernizing mainframe systems to meet the needs of modern retail banking.

Industry Coverage
Retail Banking

Photo of David Tomljenovic, Principal Research Director, Info-Tech Research Group.

David Tomljenovic
Principal Research Director

Download this research or book an analyst call on this topic

Sample of the 'Mainframe Modernization for Retail Banking' research.

Sample of the 'Mainframe Modernization for Retail Banking' research.

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Data Analytics Use Cases for Utilities

Building upon the collective wisdom for the art of the possible.

Industry Coverage
Utilities

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Jing Wu
Principal Research Director

Download this research or book an analyst call on this topic

Sample of the 'Data Analytics Use Cases for Utilities' research.

Sample of the 'Data Analytics Use Cases for Utilities' research.

Sneak Peaks: Research coming in next quarter!

“Next quarter we have a big lineup of reports and some great new research!”

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Gord Harrison
Head of Research & Advisory
Info-Tech Research Group

  1. Build MLOps and Engineering for AI and ML

    Enabling you to develop your Engineering and ML Operations to support your current & planned use cases for AI and ML.
  2. Leverage Gen AI to Improve Your Test Automation Strategy

    Enabling you to embed Gen AI to assist your team during testing broader than Gen AI compiling code.
  3. Make Your IT Financial Data Accessible, Reliable, and Usable

    This project will provide a recipe for bringing IT's financial data to a usable state through a series of discovery, standardization, and policy-setting actions.
  4. Implement Integrated AI Governance

    Enabling you to implement best-practice governance principles when implementing Gen AI.
  5. Develop Exponential IT Capabilities

    Enabling you to understand and develop your strategic Exponential IT capabilities.
  6. Build Your AI Strategy and Roadmap

    This project will provide step-by-step guidance in development of your AI strategy with an AI strategy exemplar.
  7. Priorities for Data Leaders in 2024 and Beyond

    This report will detail the top five challenges expected in the upcoming year and how you as the CDAO can tackle them.
  8. Deploy AIOps More Effectively

    This research is designed to assess the process maturity of your IT operations and help identify pain pains and opportunities for AI deployment within your IT operations.
  9. Design Your Edge Computing Architecture

    This research will provide deployment guidelines and roadmap to address your edge computing needs.
  10. Manage Change in the AI-Enabled Enterprise

    Managing change is complex with the disruptive nature of emerging tech like AI. This research will assist you from an organizational change perspective.
  11. Assess the Security and Privacy Impacts of Your AI Vendors

    This research will allow you to enhance transparency, improve risk management, and ensure the security and privacy of data when working with AI vendors.
  12. Prepare Your Board for AI Disruption

    This research will arm you with tools to educate your board on the impact of Gen AI, addressing the potential risks and the potential benefits.

Info-Tech Research Leadership Team

“We have a world-class team of experts focused on providing practical, cutting-edge IT research and advice.”

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Gord Harrison
Head of Research & Advisory
Info-Tech Research Group

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Jack Hakimian
Senior Vice President
Research Development

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Security & Privacy Research

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Industry Research

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Shared Services

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Workshops

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Global Public Sector

About Info-Tech Research Group

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Govern Shared Services

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  • IT managers have come under increasing pressure to cut costs, and implementing shared services has become a popular demand from the business.
  • Business unit resistance to a shared services implementation can derail the project.
  • Shared services rearranges responsibilities within existing IT departments, potentially leaving no one accountable for project success and causing cost overruns and service performance failures.

Our Advice

Critical Insight

  • Over one-third of shared services implementations increase IT costs, due to implementation failures. Ineffective governance plays a major role in the breakdown of shared services, particularly when it does not overcome stakeholder resistance or define clear areas of responsibility.
  • Effective governance of a shared services implementation requires the IT leader to find the optimal combination of independence and centralization for the shared service provider.
  • Three primary models exist for governing shared services: entrepreneurial, mandated, and market-based. Each one occupies a different location in the trade-off of independence and centralization. The optimal model for a specific situation depends on the size of the organization, the number of participants, the existing trend towards centralization, and other factors.

Impact and Result

  • Find the optimal governance model for your organization by weighing the different likely benefits and costs of each path.
  • Assign appropriate individual responsibilities to participants, so you can effectively scope your service offering and fund your implementation.
  • Support the governance effort effectively using published Info-Tech tools and templates.

Govern Shared Services Research & Tools

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

1. Understand each of the governance models and what each entails

Build a plan for governing an implementation.

  • Storyboard: Govern Shared Services
  • None

2. Choose the optimal approach to shared services governance

Maximize the net benefit conferred by governance.

  • Shared Services Governance Strategy Roadmap Tool
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Application Portfolio Management

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  • member rating overall impact: 9.1/10
  • member rating average dollars saved: $81,275
  • member rating average days saved: 20
  • Parent Category Name: Applications
  • Parent Category Link: /applications

The challenge

  • The chances are that you, too, have too many or far too many applications in your organization. You will not be alone. Almost 60% of companies report the same issue. 
  • That is due to poorly managed portfolios.
  • Your application managers now need to support too many non-critical applications, and they spend insufficient time on the vital applications.
  • You can rarely find the required pieces to rationalize your portfolio in one place. You will need to find the resources and build a team.
  • The lack of standard practices to define the value that each application in a portfolio provides to the company causes misalignments.

Our advice

Insight

  • There is no silver bullet solution. Going too rigid in your approach causes delays in value realization through application portfolio management. It may even prevent this altogether. Define flexible inputs to your portfolio and align closely with your business goals.

Impact and results 

  • Define the outputs of your application rationalization effort, with clear roles and responsibilities.
  • Tailor the application rationalization framework (ARF) to your company's motivations, goals, and limitations.
  • Apply various application assessments to build a clear picture of your portfolio.
  • Build an application portfolio roadmap that shows your target state based on your rationalization decisions.

The roadmap

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

Get started

Our concise executive brief shows you why you should rationalize your application portfolio using a tailored framework for your company. We'll show you our methodology and the ways we can help you in handling this.

Lay the foundations

Define why you want to rationalize your application portfolio. Define the end state and scope. Build your action plan.

  • Build an Application Rationalization Framework – Phase 1: Lay Your Foundations (ppt)
  • Application Rationalization Tool (xls)

Plan the application rationalization framework

Understand what the core assessments are that you perform in these rationalizations. Define your framework and how rigorous you want to apply the reviews based on your business context.

  • Build an Application Rationalization Framework – Phase 2: Plan Your Application Rationalization Framework (ppt)

Test and adapt your application rationalization framework (ARF)

Our tool allows you to test the elements of your ARF. Then do a retrospective and adapt based on your experience and desired outcomes. 

  • Build an Application Rationalization Framework – Phase 3: Test and Adapt Your Application Rationalization Framework (ppt)
  • Application TCO Calculator (xls)
  • Value Calculator (xls)

Initiate your roadmap

Review your dispositions to ensure they align with your goals. 

  • Build an Application Rationalization Framework – Phase 4: Initiate Your Roadmap (ppt)
  • Disposition Prioritization Tool (xls)

 

Establish Realistic IT Resource Management Practices

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  • Parent Category Name: Portfolio Management
  • Parent Category Link: /portfolio-management
  • As CIO, you oversee a department that lacks the resource capacity to adequately meet organizational demand for new projects and services.
  • More projects are approved by the steering committee (or equivalent) than your department realistically has the capacity for, and you and your staff have little recourse to push back. If you have a PMO – and that PMO is one of the few that provides usable resource capacity projections – that information is rarely used to make strategic approval and prioritization decisions.
  • As a result, project quality and timelines suffer, and service delivery lags. Your staff are overallocated, but you lack statistical evidence because of incomplete estimates, allocations, and very little accurate data.

Our Advice

Critical Insight

  • IT’s capacity for new project work is largely overestimated. Much of IT’s time is lost to tasks that go unregulated and untracked (e.g. operations and support work, break-fixes and other reactive work) before project work is ever approved. When projects are approved, it is done so with little insight or concern for IT’s capacity to realistically complete that work.
  • The shift to matrix work structures has strained traditional methods of time tracking. Day-to-day demand is chaotic, and staff are pulled in multiple directions by numerous people. As fast-paced, rapidly changing, interruption-driven environments become the new normal, distractions and inefficiencies interfere with productive project work and usable capacity data.
  • The executive team approves too many projects, but it is not held to account for this malinvestment of time. Instead, it’s up to individual workers to sink or swim, as they attempt to reconcile, day after day, seemingly infinite organizational demand for new services and projects with their finite supply of working hours.

Impact and Result

  • Instill a culture of capacity awareness. For years, the project portfolio management (PPM) industry has helped IT departments report on demand and usage, but has largely failed to make capacity part of the conversation. This research helps inject capacity awareness into project and service portfolio planning, enabling IT to get proactive about constraints before overallocation spirals, and project and service delivery suffers.
  • Build a sustainable process. Efforts to improve resource management often falter when you try to get too granular too quickly. Info-Tech’s approach starts at a high level, ensuring that capacity data is accurate and usable, and that IT’s process discipline is mature enough to maintain the data, before drilling down into greater levels of precision.
  • Establish a capacity book of record. You will ultimately need a tool to help provide ongoing resource visibility. Follow the advice in this blueprint to help with your tool selection, and ensure you meet the reporting needs of both your team and executives.

Establish Realistic IT Resource Management Practices Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should develop a resource management strategy, 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. Take stock of organizational supply and demand

Set the right resource management approach for your team and create a realistic estimate of your resource supply and organizational demand.

  • Balance Supply and Demand with Realistic Resource Management Practices – Phase 1: Take Stock of Organizational Supply and Demand
  • Resource Management Supply-Demand Calculator
  • Time Audit Workbook
  • Time-Tracking Survey Email Template

2. Design a realistic resource management process

Build a resource management process to ensure data accuracy and sustainability, and make the best tool selection to support your processes.

  • Balance Supply and Demand with Realistic Resource Management Practices – Phase 2: Design a Realistic Resource Management Process
  • Resource Management Playbook
  • PPM Solution Vendor Demo Script
  • Portfolio Manager Lite 2017

3. Implement sustainable resource management practices

Develop a plan to pilot your resource management processes to achieve maximum adoption, and anticipate challenges that could inhibit you from keeping supply and demand continually balanced.

  • Balance Supply and Demand with Realistic Resource Management Practices – Phase 3: Implement Sustainable Resource Management Practices
  • Process Pilot Plan Template
  • Project Portfolio Analyst / PMO Analyst
  • Resource Management Communications Template
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Workshop: Establish Realistic IT Resource Management 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 Take Stock of Organizational Supply and Demand

The Purpose

Obtain a high-level view of current resource management practices.

Identify current and target states of resource management maturity.

Perform an in-depth time-tracking audit and gain insight into how time is spent on project versus non-project work to calculate realized capacity.

Key Benefits Achieved

Assess current distribution of accountabilities in resource management.

Delve into your current problems to uncover root causes.

Validate capacity and demand estimations with a time-tracking survey.

Activities

1.1 Perform a root-cause analysis of resourcing challenges facing the organization.

1.2 Create a realistic estimate of project capacity.

1.3 Map all sources of demand on resources at a high level.

1.4 Validate your supply and demand assumptions by directly surveying your resources.

Outputs

Root-cause analysis

Tab 2 of the Resource Management Supply-Demand Calculator, the Time Audit Workbook, and survey templates

Tabs 3 and 4 of the Resource Management Supply-Demand Calculator

Complete the Time Audit Workbook

2 Design a Realistic Resource Management Process

The Purpose

Construct a resource management strategy that aligns with your team’s process maturity levels.

Determine the resource management tool that will best support your processes.

Key Benefits Achieved

Activities

2.1 Action the decision points in Info-Tech’s seven dimensions of resource management.

2.2 Review resource management tool options, and depending on your selection, prepare a vendor demo script or review and set up Info-Tech’s Portfolio Manager Lite.

2.3 Customize a workflow and process steps within the bounds of your seven dimensions and informed by your tool selection.

Outputs

A wireframe for a right-sized resource management strategy

A vendor demo script or Info-Tech’s Portfolio Manager Lite.

A customized resource management process and Resource Management Playbook.

3 Implement Sustainable Resource Management Practices

The Purpose

Develop a plan to pilot your new processes to test whether you have chosen the right dimensions for maintaining resource data.

Develop a communication plan to guide you through the implementation of the strategy and manage any resistance you may encounter.

Key Benefits Achieved

Identify and address improvements before officially instituting the new resource management strategy.

Identify the other factors that affect resource productivity.

Implement a completed resource management solution.

Activities

3.1 Develop a pilot plan.

3.2 Perform a resource management start/stop/continue exercise.

3.3 Develop plans to mitigate executive stakeholder, team, and structural factors that could inhibit your implementation.

3.4 Finalize the playbook and customize a presentation to help explain your new processes to the organization.

Outputs

Process Pilot Plan Template

A refined resource management process informed by feedback and lessons learned

Stakeholder management plan

Resource Management Communications Template

Further reading

Establish Realistic IT Resource Management Practices

Holistically balance IT supply and demand to avoid overallocation.

Analyst perspective

Restore the right accountabilities for reconciling supply and demand.

"Who gets in trouble at the organization when too many projects are approved?

We’ve just exited a period of about 20-25 years where the answer to the above question was usually “nobody.” The officers of the corporation held nobody to account for the malinvestment of resources that comes from approving too many projects or having systemically unrealistic project due dates. Boards of directors failed to hold the officers accountable for that. And shareholders failed to hold boards of directors accountable for that.

But this is shifting right under our feet. Increasingly, PMOs are being managed with the mentality previously reserved for those in the finance department. In many cases, the PMOs are now reporting to the CFO! This represents a very simple and basic reversion to the concept of fiduciary duty: somebody will be held to account for the consumption of all those hours, and somebody should be the approver of projects who created the excess demand." – Barry Cousins Senior Director of Research, PMO Practice Info-Tech Research Group

Our understanding of the problem

This Research Is Designed For:

  • IT leaders who lack actionable evidence of a resource-supply, work-demand imbalance.
  • CIOs whose departments struggle to meet service and project delivery expectations with given resources.
  • Portfolio managers, PMO directors, and project managers whose portfolio and project plans suffer due to unstable resource availability.

This Research Will Help You:

  • Build trustworthy resource capacity data to support service and project portfolio management.
  • Develop sustainable resource management practices to help you estimate, and continually validate, your true resource capacity for services and projects.
  • Identify the demands that deplete your resource capacity without creating value for IT.

This Research Will Also Assist:

  • Steering committee and C-suite management who want to improve IT’s delivery of projects.
  • Project sponsors that want to ensure their projects get the promised resource time by their project managers.

This Research Will Help Them:

  • Ensure sufficient supply of time for projects to be successfully completed with high quality.
  • Communicate the new resource management practice and get stakeholder buy-in.

Executive summary

Situation

  • As CIO, you oversee a department that lacks the resource capacity to adequately meet organizational demand for new projects and services. As a result, project quality and timelines suffer, and service delivery lags.
  • You need a resource management strategy to help bring balance to supply and demand in order to improve IT’s ability to deliver.

Complication

  • The shift to matrix work structures has strained traditional methods of time tracking. Day-to-day demand is chaotic; staff are pulled in multiple directions by numerous people, making usable capacity data elusive.
  • The executive team approves too many projects, but is not held to account for the overspend on time. Instead, the IT worker is made liable, expected to simply get things done under excessive demands.

Resolution

  • Instill a culture of capacity awareness. For years, the project portfolio management (PPM) industry has helped IT departments report on demand and usage, but it has largely failed to make capacity part of the conversation. This research helps inject capacity awareness into project and service portfolio planning, enabling IT to get proactive about constraints before overallocation spirals, and project and service delivery suffers.
  • Build a sustainable process. Efforts to get better at resource management often falter when you try to get too granular too quickly. Info-Tech’s approach starts at a high level, ensuring that capacity data is accurate and usable, and that IT’s process discipline is mature enough to maintain the data, before drilling down into greater levels of precision.
  • Establish a capacity hub. You will ultimately need a tool to help provide ongoing resource visibility. Follow the advice in this blueprint to help with your tool selection and ensure the reporting needs of both your team and executives are met.

Info-Tech Insight

  1. Take a realistic approach to resource management. New organizational realities have made traditional, rigorous resource projections impossible to maintain. Accept reality and get realistic about where IT’s time goes.
  2. Make IT’s capacity perpetually transparent. The best way to ensure projects are approved and scheduled based upon the availability of the right teams and skills is to shine a light into IT’s capacity and hold decision makers to account with usable capacity reports.

The availability of staff time is rarely factored into IT project and service delivery commitments

As a result, a lot gets promised and worked on, and staff are always busy, but very little actually gets done – at least not within given timelines or to expected levels of quality.

Organizations tend to bite off more than they can chew when it comes to project and service delivery commitments involving IT resources.

While the need for businesses to make an excess of IT commitments is understandable, the impacts of systemically overallocating IT are clearly negative:

  • Stakeholder relations suffer. Promises are made to the business that can’t be met by IT.
  • IT delivery suffers. Project timelines and quality frequently suffer, and service support regularly lags.
  • Employee engagement suffers. Anxiety and stress levels are consistently high among IT staff, while morale and engagement levels are low.

76% of organizations say they have too many projects on the go and an unmanageable and ever-growing backlog of things to get to. (Cooper, 2014)

Almost 70% of workers feel as though they have too much work on their plates and not enough time to do it. (Reynolds, 2016)

Resource management can help to improve workloads and project results, but traditional approaches commonly fall short

Traditional approaches to resource management suffer from a fundamental misconception about the availability of time in 2017.

The concept of resource management comes from a pre-World Wide Web era, when resource and project plans could be based on a relatively stable set of assumptions.

In the old paradigm, the availability of time was fairly predictable, as was the demand for IT services, so there was value to investing time into rigorous demand forecasts and planning.

Resource projections could be based in a secure set of assumptions – i.e. 8 hour days, 40 hour weeks – and staff had the time to support detailed resource management processes that provided accurate usage data.

Old Realities

  • Predictability. Change tended to be slow and deliberate, providing more stability for advanced, rigorous demand forecasts and planning.
  • Fixed hierarchy. Tasks, priorities, and decisions were communicated through a fixed chain of command.
  • Single-task focus. The old reality was more accommodating to sustained focus on one task at a time.

96% of organizations report problems with the accuracy of information on employee timesheets. (Dimensional, 2013)

Old reality resource forecasting inevitably falters under the weight of unpredictable demands and constant distractions

New realities are causing demands on workers’ time to be unpredictable and unrelenting, making a sustained focus on a specific task for any length of time elusive.

Part of the old resource management mythology is the idea that a person can do (for example) eight different one-hour tasks in eight hours of continuous work. This idea has gone from harmlessly mistaken to grossly unrealistic.

The predictability and focus have given way to more chaotic workplace realities. Technology is ubiquitous, and the demand for IT services is constant.

A day in IT is characterized by frequent task-switching, regular interruptions, and an influx of technology-enabled distractions.

Every 3 minutes and 5 seconds: How often the typical office worker switches tasks, either through self-directed or other-directed interruptions. (Schulte, 2015)

12 minutes, 40 seconds: The average amount of time in-between face-to-face interruptions in matrix organizations. (Anderson, 2015)

23 minutes, 15 seconds: The average amount of time it takes to become on task, productive, and focused again after an interruption. (Schulte, 2015)

759 hours: The average number of hours lost per employee annually due to distractions and interruptions. (Huth, 2015)

The validity of traditional, rigorous resource planning has long been an illusion. New realities are making the sustained focus and stable assumptions that old reality projections relied on all but impossible to maintain.

For resource management practices to be effective, they need to evolve to meet new realities

New organizational realities have exacerbated traditional approaches to time tracking, making accurate and usable resource data elusive.

The technology revolution that began in the 1990s ushered in a new paradigm in organizational structures. Matrix reporting structures, diminished supervision of knowledge workers, massive multi-tasking, and a continuous stream of information and communications from the outside world have smashed the predictability and stability of the old paradigm.

The resource management industry has largely failed to evolve. It remains stubbornly rooted in old realities, relying on calculations and rollups that become increasingly unsustainable and irrelevant in our high-autonomy staff cultures and interruption-driven work days.

New Realities

  • Unpredictable. Technologies and organizational strategies change before traditional IT demand forecasts and project plans can be realized.
  • Matrix management. Staff can be accountable to multiple project managers and functional managers at any given time.
  • Multi-task focus. In the new reality, workers’ attentions are scattered across multiple tasks and projects at any given time.

87% of organizations report challenges with traditional methods of time tracking and reporting. (Dimensional, 2013)

40% of working time is not tracked or tracked inaccurately by staff. (actiTIME, 2016)

Poor resource management practices cost organizations dearly

While time is money, the statistics around resource visibility and utilization suggest that the vast majority of organizations don’t spend their available time all that wisely.

Research shows that ineffective resource management directly impacts an organization’s bottom line, contributing to such cost drains as the systemic late delivery of projects and increased project costs.

Despite this, the majority of organizations fail to treat staff time like the precious commodity it is.

As the results of a 2016 survey show, the top three pain points for IT and PMO leaders all revolve around a wider cultural negligence concerning staff time (Alexander, TechRepublic, 2016):

  • Overcommitted resources
  • Constant change that affects staff assignments
  • An inability to prioritize shared resources

Top risks associated with poor resource management

Inability to complete projects on time – 52%

Inability to innovate fast enough – 39%

Increased project costs – 38%

Missed business opportunities – 34%

Dissatisfied customers or clients – 32%

12 times more waste – Organizations with poor resource management practices waste nearly 12 times more resource hours than high-performing organizations. (PMI, 2014)

The concept of fiduciary duty represents the best way to bring balance to supply and demand, and improve project outcomes

Unless someone is accountable for controlling the consumption of staff hours, too much work will get approved and committed to without evidence of sufficient resourcing.

Who is accountable for controlling the consumption of staff hours?

In many ways, no question is more important to the organization’s bottom line – and certainly, to the effectiveness of a resource management strategy.

Historically, the answer would have been the executive layer of the organization. However, in the 1990s management largely abdicated its obligation to control resources and expenditures via “employee empowerment.”

Controls on approvals became less rigid, and accountability for choosing what to do (and not do) shifted onto the shoulders of the individual worker. This creates a current paradigm where no one is accountable for the malinvestment…

…of resources that comes from approving too many projects. Instead, it’s up to individual workers to sink-or-swim, as they attempt to reconcile, day after day, seemingly infinite organizational demand with their finite supply of working hours.

If your organization has higher demand (i.e. approved project work) than supply (i.e. people’s time), your staff will be the final decision makers on what does and does NOT get worked on.

Effective time leadership distinguishes top performing senior executives

"Everything requires time… It is the one truly universal condition. All work takes place in time and uses up time. Yet most people take for granted this unique, irreplaceable and necessary resource. Nothing else, perhaps, distinguishes effective executives as much as their tender loving care of time." – Peter Drucker (quoted in Frank)

67% of employees surveyed believe their CEOs focus too much on decisions based in short-term financial results and not enough time on decisions that create a stable, positive workplace for staff. (2016 Edelman Trust Barometer)

Bring balance to supply and demand with realistic resource management practices

Use Info-Tech’s approach to resource management to capture an accurate view of where your time goes and achieve sustained visibility into your capacity for new projects.

Realistic project resource management starts by aligning demand with capacity, and then developing tactics to sustain alignment, even in the chaos of our fast-paced, rapidly changing, interruption-driven project environments.

This blueprint will help you develop practices to promote and maintain accurate resourcing data, while developing tactics to continually inform decision makers’ assumptions about how much capacity is realistically available for project work.

This research follows a three-phase approach to sustainable practices:

  1. Take Stock of Organizational Supply and Demand
  2. Design a Realistic Resource Management Process
  3. Implement Sustainable Resource Management Practices

Info-Tech’s three-phase framework is structured around a practical, tactical approach to resource management. It’s not about what you put together as a one-time snapshot. It’s about what you can and will maintain every week, even during a crisis. When you stop maintaining resource management data, it’s nearly impossible to catch up and you’re usually forced to start fresh.

Info-Tech’s approach is rooted in our seven dimensions of resource management

Action the decision points across Info-Tech’s seven dimensions to ensure your resource management process is guided by realistic data and process goals.

Default project vs. non-project ratio

How much time is available for projects once non-project demands are factored in?

Reporting frequency

How often is the allocation data verified, reconciled, and reported for use?

Forecast horizon

How far into the future can you realistically predict resource supply?

Scope of allocation

To whom is time allocated?

Allocation cadence

How long is each allocation period?

Granularity of time allocation

What’s the smallest unit of time to allocate?

Granularity of work assignment

What is time allocated to?

This blueprint will help you make the right decisions for your organization across each of these dimensions to ensure your resource management practices match your current process maturity levels.

Once your framework is defined, we’ll equip you with a tactical plan to help keep supply and demand continually balanced

This blueprint will help you customize a playbook to ensure your allocations are perpetually balanced week after week, month after month.

Developing a process is one thing, sustaining it is another.

The goal of this research isn’t just to achieve a one-time balancing of workloads and expect that this will stand the test of time.

The true test of a resource management process is how well it facilitates the flow of accurate and usable data as workloads become chaotic, and fires and crises erupt.

  • Info-Tech’s approach will help you develop a playbook and a “rebalancing routine” that will help ensure your allocations remain perpetually current and balanced.
  • The sample routine to the right shows you an example of what this rebalancing process will look like (customizing this process is covered in Phase 3 of the blueprint).

Sample “rebalancing” routine

  • Maintain a comprehensive list of the sources of demand (i.e. document the matrix).
  • Catalog the demand.
  • Allocate the supply.
  • Forecast the capacity to your forecast horizon.
  • Identify and prepare work packages or tasks for unsatisfied demand to ensure that supply can be utilized if it becomes free.
  • Reconcile any imbalance by repeating steps 1-5 on update frequency, say, weekly or monthly.

Info-Tech’s method is complemented by a suite of resource management tools and templates

Each phase of this blueprint is accompanied by supporting deliverables to help plan your resource management strategy and sustain your process implementation.

Resource management depends on the flow of information and data from the project level up to functional managers, project managers, and beyond – CIOs, steering committees, and senior executives.

Tools are required to help plan, organize, and facilitate this flow, and each phase of this blueprint is centered around tools and templates to help you successfully support your process implementation.

Take Stock of Organizational Supply and Demand

Tools and Templates:

Design a Realistic Resource Management Process

Tools and Templates:

Implement Sustainable Resource Management Practices

Tools and Templates:

Use Info-Tech’s Portfolio Manager Lite to support your new process without a heavy upfront investment in tools

Spreadsheets can provide a viable alternative for organizations not ready to invest in an expensive tool, or for those not getting what they need from their commercial selections.

While homegrown solutions like spreadsheets and intranet sites lack the robust functionality of commercial offerings, they have dramatically lower complexity and cost-in-use.

Info-Tech’s Portfolio Manager Lite is a sophisticated, scalable, and highly customizable spreadsheet-based solution that will get your new resource management process up and running, without a heavy upfront cost.

Kinds of PPM solutions used by Info-Tech clients

Homemade – 46%

Commercial – 33%

No Solution – 21%

(Info-Tech Research Group (2016), N=433)

The image shows 3 sheets with charts and graphs.

Samples of Portfolio Manager Lite's output and reporting tabs

Info-Tech’s approach to resource management is part of our larger project portfolio management framework

This blueprint will help you master the art of resource management and set you up for greater success in other project portfolio management capabilities.

Resource management is one capability within Info-Tech’s larger project portfolio management (PPM) framework.

Resource visibility and capacity awareness permeates the whole of PPM, helping to ensure the right intake decisions get made, and projects are scheduled according to resource and skill availability.

Whether you have an existing PPM strategy that you are looking to optimize or you are just starting on your PPM journey, this blueprint will help you situate your resource management processes within a larger project and portfolio framework.

Info-Tech’ s PPM framework is based on extensive research and practical application, and complements industry standards such as those offered by PMI and ISACA.

Project Portfolio Management
Status & Progress Reporting
Intake, Approval, & Prioritization Resource Management Project Management Project Closure Benefits Tracking
Organizational Change Management
Intake → Execution→ Closure

Realize the value that improved resource management practices could bring to your organization

Spend your company’s HR dollars more efficiently.

Improved resource management and capacity awareness will allow your organization to improve resource utilization and increase project throughput.

CIOs, PMOs, and portfolio managers can use this blueprint to improve the alignment between supply and demand. You should be able to gauge the value through the following metrics:

Near-Term Success Metrics (6 to 12 months)

  • Increased frequency of currency (i.e. more accurate and usable resource data and reports).
  • Improved job satisfaction from project resources due to more even workloads.
  • Better ability to schedule project start dates and estimate end dates due to recourse visibility.

Long-Term Success Metrics (12 to 24 months)

  • More projects completed on time.
  • Reclaimed capacity for project work.
  • A reduction in resource waste and increased resource utilization on productive project work.
  • Ability to track estimated vs. actual budget and work effort on projects.

In the past 12 months, Info-Tech clients have reported an average measured value rating of $550,000 from the purchase of workshops based on this research.

Info-Tech client masters resource management by shifting the focus to capacity forecasting

CASE STUDY

Industry Education

Source Info-Tech Client

Situation

  • There are more than 200 people in the IT organization.
  • IT is essentially a shared services environment with clients spanning multiple institutions across a wide geography.
  • The PMO identified dedicated resources for resource management.

Complication

  • The definition of “resource management” was constantly shifting between accounting the past (i.e. time records), the present (i.e. work assignments), and the future (i.e. long term project allocations).
  • The task data set (i.e. for current work assignments) was not aligned to the historic time records or future capacity.
  • It was difficult to predict or account for the spend, which exceeded 30,000 hours per month.

“We’re told we can’t say NO to projects. But this new tool set and approach allows us to give an informed WHEN.” – Senior PMO Director, Education

Resolution

  • The leadership decided to forecast and communicate their resource capacity on a 3-4 month forecast horizon using Info-Tech’s Portfolio Manager 2017.
  • Unallocated resource capacity was identified within certain skill sets that had previously been assessed as fully allocated. While some of the more high-visibility staff were indeed overallocated, other more junior personnel had been systemically underutilized on projects.
  • The high demand for IT project resourcing was immediately placed in the context of a believable, credible expression of supply.

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

Establish Realistic IT Resource Management Practices – project overview

1. Take Stock of Organizational Supply and Demand 2. Design a Realistic Resource Management Process 3. Implement Sustainable Resource Management Practices
Best-Practice Toolkit

1.1 Set a resource management course of action

1.2 Create realistic estimates of supply and demand

2.1 Customize the seven dimensions of resource management

2.2 Determine the resource management tool that will best support your process

2.3 Build process steps to ensure data accuracy and sustainability

3.1 Pilot your resource management process to assess viability

3.2 Plan to engage your stakeholders with your playbook

Guided Implementations
  • Scoping call
  • Assess how accountability for resource management is currently distributed
  • Create a realistic estimate of project capacity
  • Map all sources of demand on resources at a high level
  • Set your seven dimensions of resource management
  • Jump-start spreadsheet-based resource management with Portfolio Manager Lite
  • Build on the workflow to determine how data will be collected and who will support the process
  • Define the scope of a pilot and determine logistics
  • Finalize resource management roles and responsibilities
  • Brainstorm and plan for potential resistance to change, objections, and fatigue from stakeholders
Onsite Workshop

Module 1:

  • Take Stock of Organizational Supply and Demand

Module 2:

  • Design a Realistic Resource Management Process

Module 3:

  • Implement Sustainable Resource Management Practices

Phase 1 Outcome:

  • Resource Management Supply-Demand Calculator

Phase 2 Outcome:

  • Resource Management Playbook

Phase 3 Outcome:

  • Resource Management Communications Template

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

Introduction to PPM and resource management

1.1 Complete and review PPM Current State Scorecard Assessment

1.2 Perform root cause analysis of resource management challenges

1.3 Initiate time audit survey of management and staff

Take stock of supply and demand

2.1 Review the outputs of the time audit survey and analyze the data

2.2 Analyze project and non-project demands, including the sources of those demands

2.3 Set the seven dimensions of resource management

Design a resource management process

3.1 Review resource management tool options

3.2 Prepare a vendor demo script or review Portfolio Manager Lite

3.3 Build process steps to ensure data accuracy and sustainability

Pilot and refine the process

4.1 Define methods for piloting the strategy (after the workshop)

4.2 Complete the Process Pilot Plan Template

4.3 Conduct a mock resource management meeting

4.4 Perform a RACI exercise

Communicate and implement the process

5.1 Brainstorm potential implications of the new strategy and develop a plan to manage stakeholder and staff resistance to the strategy

5.2 Customize the Resource Management Communications Template

5.3 Finalize the playbook

Deliverables
  1. PPM Current State Scorecard Assessment
  2. Root cause analysis
  3. Time Audit Workbook and survey templates
  1. Resource Management Supply-Demand Calculator
  1. Portfolio Manager Lite
  2. PPM Solution Vendor Demo Script
  3. Tentative Resource Management Playbook
  1. Process Pilot Plan Template
  2. RACI chart
  1. Resource Management Communications Template
  2. Finalized Resource Management Playbook

Phase 1

Take Stock of Organizational Resource Supply and Demand

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: Take Stock of Organizational Resource Supply and Demand

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

Step 1.1: Analyze the current state

Start with an analyst kick-off call:

  • Discuss the goals, aims, benefits, and challenges of resource management
  • Identify who is currently accountable for balancing resource supply and demand

Then complete these activities…

  • Assess the current distribution of accountabilities in resource management
  • Delve into your current problems to uncover root causes
  • Make a go/no-go decision on developing a new resource management practice
Step 1.2: Estimate your supply and demand

Review findings with analyst:

  • Root causes of resource management
  • Your current impression about the resource supply-demand imbalance

Then complete these activities…

  • Estimate your resource capacity for each role
  • Estimate your project/non-project demand on resources
  • Validate the findings with a time-tracking survey

With these tools & templates:

  • Resource Management Supply-Demand Calculator
  • Time-Tracking Survey Email Template

Phase 1 Results & Insights:

A matrix organization creates many small, untraceable demands that are often overlooked in resource management efforts, which leads to underestimating total demand and overcommitting resources. To capture them and enhance the success of your resource management effort, focus on completeness rather than precision. Precision of data will improve over time as your process maturity grows.

Step 1.1: Set a resource management course of action

PHASE 1

1.1 Set a course of action

1.2 Estimate supply and demand

PHASE 2

2.1 Select resource management dimensions

2.2 Select resource management tools

2.3 Build process steps

PHASE 3

3.1 Pilot your process for viability

3.2 Plan stakeholder engagement

This step will walk you through the following activities:
  • Determine your resource management process capability level
  • Assess how accountability for resource management is currently distributed
This step involves the following participants:
  • CIO / IT Director
  • PMO Director/ Portfolio Manager
  • Functional / Resource Managers
  • Project Managers
Outcomes of this step
  • Current distribution of accountability for resource management practice
  • Root-cause analysis of resourcing challenges facing the organization
  • Commitment to implementing a right-sized resource management practice

“Too many projects, not enough resources” is the reality of most IT environments

A profound imbalance between demand (i.e. approved project work and service delivery commitments) and supply (i.e. people’s time) is the top challenge IT departments face today..

In today’s organizations, the desires of business units for new products and enhancements, and the appetites of senior leadership to approve more and more projects for those products and services, far outstrip IT’s ability to realistically deliver on everything.

The vast majority of IT departments lack the resourcing to meet project demand – especially given the fact that day-to-day operational demands frequently trump project work.

As a result, project throughput suffers – and with it, IT’s reputation within the organization.

Info-Tech Insight

Where does the time go? The portfolio manager (or equivalent) should function as the accounting department for time, showing what’s available in IT’s human resources budget for projects and providing ongoing visibility into how that budget of time is being spent.

Resource management can help to even out staff workloads and improve project and service delivery results

As the results of a recent survey* show, the top three pain points for IT and PMO leaders all revolve around a wider cultural negligence concerning staff time:

  • Overcommitted resources
  • Constant change that affects staff assignments
  • An inability to prioritize shared resources

A resource management strategy can help to alleviate these pain points and reconcile the imbalance between supply and demand by achieving the following outcomes:

  • Improving resource visibility
  • Reducing overallocation, and accordingly, resource stress
  • Reducing project delay
  • Improving resource efficiency and productivity

Top risks associated with poor resource management

Inability to complete projects on time – 52%

Inability to innovate fast enough – 39%

Increased project costs – 38%

Missed business opportunities – 34%

Dissatisfied customers or clients – 32%

12 times more waste – Organizations with poor resource management practices waste nearly 12 times more resource hours than high-performing organizations. (PMI, 2014)

Resource management is a core process in Info-Tech’s project portfolio management framework

Project portfolio management (PPM) creates a stable and secure infrastructure around projects.

PPM’s goal is to maximize the throughput of projects that provide strategic and operational value to the organization. To do this, a PPM strategy must help to:

Info-Tech's Project Portfolio Management Process Model
3. Status & Progress Reporting [make sure the projects are okay]
1. Intake, Approval, & Prioritization [select the right projects] 2. Resource Management [Pick the right time and people to execute the projects Project Management

4. Project Closure

[make sure the projects get done]

5. Benefits Tracking

[make sure they were worth doing]

Organizational Change Management
Intake → Execution→ Closure

If you don’t yet have a PPM strategy in place, or would like to revisit your existing PPM strategy before implementing resource management practices, see Info-Tech’s blueprint, Develop a Project Portfolio Management Strategy.

Effective resource management is rooted in a relatively simple set of questions

However, while the questions are rather simple, the answers become complicated by challenges unique to matrix organizations and other workplace realities in 2017.

To support the goals of PPM more generally, resource management must (1) supply quality work-hours to approved and ongoing projects, and (2) supply reliable data with which to steer the project portfolio.

To do this, a resource management strategy must address a relatively straightforward set of questions.

Key Questions

  • Who assigns the resources?
  • Who feeds the data on resources?
  • How do we make sure it’s valid?
  • How do we handle contingencies when projects are late or when availability changes?

Challenges

  • Matrix organizations require project workers to answer to many masters and balance project work with “keep the lights on” activities and other administrative work.
  • Interruptions, distractions, and divided attention create consistent challenges for workplace productivity.

"In matrix organizations, complicated processes and tools get implemented to answer the deceptively simple question “what’s Bob going to work on over the next few months?” Inevitably, the data captured becomes the focus of scrutiny as functional and project managers complain about data inaccuracy while simultaneously remaining reluctant to invest the effort necessary to improve quality." – Kiron Bondale

Determine your organization’s resource management capability level with a maturity assessment

1.1.1
10 minutes

Input

  • Organizational strategy and culture

Output

  • Resource management capability level

Materials

  • N/A

Participants

  • PMO Director/ Portfolio Manager
  • Project Managers
  • Resource Managers

Kick-off the discussion on the resource management process by deciding which capability level most accurately describes your organization’s current state.

Capability Level Descriptions
Capability Level 5: Optimized Our organization has an accurate picture of project versus non-project workloads and allocates resources accordingly. We periodically reclaim lost capacity through organizational and behavioral change.
Capability Level 4: Aligned We have an accurate picture of how much time is spent on project versus non-project work. We allocate resources to these projects accordingly. We are checking in on project progress bi-weekly.
Capability Level 3: Pixelated We are allocating resources to projects and tracking progress monthly. We have a rough estimate of how much time is spent on project versus non-project work.
Capability Level 2: Opaque We match resource teams to projects and check in annually, but we do not forecast future resource needs or track project versus non-project work.
Capability Level 1: Unmanaged Our organization expects projects to be finished, but there is no process in place for allocating resources or tracking project progress.

If resources are poorly managed, they prioritize work based on consequences rather than on meeting demand

As a result, matrix organizations are collectively steered by each resource and its individual motives, not by managers, executives, or organizational strategy.

In a matrix organization, demands on a resource’s time come from many directions, each demand unaware of the others. Resources are expected to prioritize their work, but they typically lack the authority to formally reject demand, so demand frequently outstrips the supply of work-hours the resource can deliver.

When this happens, the resource has three options:

  1. Work more hours, typically without compensation.
  2. Choose tasks not to do in a way that minimizes personal consequences.
  3. Diminish work quality to meet quantity demands.

The result is an unsustainable system for those involved:

  1. Resources cannot meet expectations, leading to frustration and disengagement.
  2. Managers cannot deliver on the projects or services they manage and struggle to retain skilled resources who are looking elsewhere for “greener pastures.”
  3. Executives cannot execute strategic plans as they lose decision-making power over their resources.

Scope your resource management practices within a matrix organization by asking “who?”

Resource management boils down to a seemingly simple question: how do we balance supply and demand? Balancing requires a decision maker to make choices; however, in a matrix organization, identifying this decision maker is not straightforward:

Balance

  • Who decides how much capacity should be dedicated to project work versus administrative or operational work?
  • Who decides how to respond to unexpected changes in supply or demand?

Supply

  • Who decides how much total capacity we have for each necessary skill set?
  • Who manages the contingency, or redundancy, of capacity?
  • Who validates the capacity supply as a whole?
  • Who decides what to report as unexpected changes in supply (and to whom)?

Demand

  • Who generates demand on the resource that can be controlled by their manager?
  • Who generates demand on the capacity that cannot be controlled by their manager?
  • Who validates the demand on capacity as a whole?
  • Who decides what to report as unexpected changes in demand (and to whom)?

The individual who has the authority to make choices, and who is ultimately liable for those decisions, is an accountable person. In a matrix organization, accountability is dispersed, sometimes spilling over to those without the necessary authority.

To effectively balance supply and demand, senior management must be held accountable

Differentiate between responsibility and accountability to manage the organization’s project portfolio effectively.

Responsibility

The responsible party is the individual (or group) who actually completes the task.

Responsibility can be shared.

VS.

Accountability

The accountable person is the individual who has the authority to make choices, and is ultimately answerable for the decision.

Accountability cannot be shared.

Resources often do not have the necessary scope of authority to make resource management choices, so they can never be truly accountable for the project portfolio. Instead, resources are accountable for making available trustworthy data, so the right people can make choices driven by organizational strategy.

The next activity will assess how accountability for resource management is currently distributed in your organization.

Assess the current distribution of accountability for resource management practice

1.1.2
15 minutes

Input

  • Organizational strategy and culture

Output

  • Current distribution of accountabilities for resource management

Materials

  • Whiteboard/flip chart
  • Markers

Participants

  • CIO
  • PMO Director/ Portfolio Manager

Below is a list of tasks in resource management that require choices. Discuss who is currently accountable and whether they have the right authority and ability to deliver on that accountability.

Resource management tasks that require choices Accountability
Current Effective?
Identify all demands on resources
Prioritize identified project demands
Prioritize identified operational demands
Prioritize identified administrative demands
Prioritize all of the above demands
Enumerate resource supply
Validate resource supply
Collect and validate supply and demand data
Defer or reject work beyond available supply
Adjust resource supply to meet demand

Develop coordination between project and functional managers to optimize resource management

Because resources are invariably responsible for both project and non-project work, efforts to procure capacity for projects cannot exist in isolation.

IT departments need many different technical skill sets at their disposal for their day-to-day operations and services, as well as for projects. A limited hiring budget for IT restricts the number of hires with any given skill, forcing IT to share resources between service and project portfolios.

This resource sharing produces a matrix organization divided along the lines of service and projects. Functional and project managers provide respective oversight for services and projects. Resources split their available work-hours toward service and project tasks according to priority – in theory.

However, in practice, two major challenges exist:

  1. Poor coordination between functional and project managers causes commitments beyond resource capacity, disputes about resource oversight, and animosity among management, all while resources struggle to balance unclear priorities.
  2. Resources have a “third boss,” namely uncontrolled demands from the rest of the business, which lack both visibility and accountability.

The image shows a board balanced on a ball (labelled Resource Management), with two balls on either end of it (Capacity Supply on the left, and Demand on the right), and another board balanced on top of the right ball, with two more balls balanced on either side of it (Projects on the left and Operational, Administrative, Etc. on the right).

Resource management processes must account for the numerous small demands generated in a matrix organization

Avoid going bankrupt $20 at a time: small demands add up to a significant chunk of work-hours.

Because resource managers must cover both projects and services within IT, the typical solution to allocation problems in matrix organizations is to escalate the urgency and severity of demands by involving the executive steering committee. Unfortunately, the steering committee cannot expend time and resources on all demands. Instead, they often set a minimum threshold for cases – 100-1,000 work-hours depending on the organization.

Under this resource management practice, small demands – especially the quick-fixes and little projects from “the third boss” – continue to erode project capacity. Eventually, projects fail to get resources because pesky small demands have no restrictions on the resources they consumed.

Realistic resource management needs to account for demand from all three bosses; however…

Info-Tech Insight

Excess project or service request intake channels lead to the proliferation of “off-the-grid” projects and tasks that lack visibility from the IT leadership. This can indicate that there may be too much red tape: that is, the request process is made too complex or cumbersome. Consider simplifying the request process and bring IT’s visibility into those requests.

Interrogate your resource management problems to uncover root causes

1.1.3
30 minutes to 1 hour

Input

  • Organizational strategy and culture

Output

  • Root causes of resource management failures

Materials

  • Whiteboard/flip chart
  • Sticky notes
  • Markers

Participants

  • CIO
  • PMO Director/ Portfolio Manager
  • Functional Managers
  • Project Managers
  1. Pick a starting problem statement in resource management. e.g. projects can’t get resource work-hours.
  2. Ask the participants “why”? Use three generic headings – people, processes, and technology – to keep participants focused. Keep the responses solution-agnostic: do not jump to solutions. If you have a large group, divide into smaller groups and use sticky notes to encourage more participation in this brainstorming step.
People Processes Technology
  • We don’t have enough people/skills.
  • People are tied up on projects that run late.
  • Functional and project managers appear to hoard resources.
  • Resources cannot prioritize work.
  • Resources are too busy responding to 911s from the business.
  • Resources cannot prioritize projects vs. operational tasks.
  • “Soft-closed” projects do not release resources for other work.
  • We don’t have tools that show resource availability.
  • Tools we have for showing resource availability are not being used.
  • Data is inaccurate and unreliable.
  1. Determine the root cause by iteratively asking “why?” up to five times, or until the chain of whys comes full circle. (i.e. Why A? B. Why B? C. Why C? A.) See below for an example.

1.1.2 Example of a root-cause analysis: people

The following is a non-exhaustive example:

The image shows an example of a root-cause analysis. It begins on the left with the header People, and then lists a series of challenges below. Moving toward the right, there are a series of headers that read Why? at the top of the chart, and listing reasons for the challenges below each one. As you read through the chart from left to right, the reasons for challenges become increasingly specific.

Right-size your resource management strategy with Info-Tech’s realistic resource management practice

If precise, accurate, and complete data on resource supply and demand was consistently available, reporting on project capacity would be easy. Such data would provide managers complete control over a resource’s time, like a foreman at a construction site. However, this theoretical scenario is incompatible with today’s matrixed workplace:

  • Sources of demand can lie outside IT’s control.
  • Demand is generated chaotically, with little predictability.
  • Resources work with minimal supervision.

Collecting and maintaining resource data is therefore nearly impossible:

  • Achieving perfect data accuracy creates unnecessary overhead.
  • Non-compliance by one project or resource makes your entire data set unusable for resource management.

This blueprint will guide you through right-sizing your resource management efforts to achieve maximum value-to-effort ratio and sustainability.


The image shows a graph with Quality, Value on the Y axis, and Required Effort on the X-Axis. The graph is divided into 3 categories, based on the criteria: Value-to-effort Ratio and Sustainability. The three sections are labelled at the top of the graph as: Reactive, “gut feel”-driven; Right-sized resource management; Full control, complete data. The 2nd section is bolded. The line in the graph starts low, rising through the 2nd section, and is stable at the top of the chart in the final section.

Choose your resource management course of action

Portfolio managers looking for a resource management solution have three mutually exclusive options:

Option A: Do Nothing

  • Rely on expert judgment and intuition to make portfolio choices.
  • Allow the third boss to dictate the demands of your resources.

Option B: Get Precise

  • Aim for granularity and precision of data with a solution that may demand more capacity than is realistically available by hiring, outsourcing, or over-allocating people’s time.
  • Require detailed, accurate time sheets for all project tasks.
  • For those choosing this option, proceed to Info-Tech’s Select and Implement a PPM Solution.

Option C: Get Realistic

  • Balance capacity supply and demand using abstraction.
  • Implement right-sized resource management practices that rely on realistic, high-level capacity estimates.
  • Reduce instability in data by focusing on resource capacity, rather than granular project demands and task level details.

This blueprint takes you through the steps necessary to accomplish Option C, using Info-Tech’s tools and templates for managing your resources.

Step 1.2: Create realistic estimates of supply and demand

PHASE 1

1.1 Set a course of action

1.2 Estimate supply and demand

PHASE 2

2.1 Select resource management dimensions

2.2 Select resource management tools

2.3 Build process steps

PHASE 3

3.1 Pilot your process for viability

3.2 Plan stakeholder engagement

This step will walk you through the following activities:
  • Create a realistic estimate of project capacity
  • Map all sources of demand on resources at a high level
  • Validate your supply and demand assumptions by directly surveying your resources
This step involves the following participants:
  • PMO Director / Portfolio Manager
  • Project Managers (optional)
  • Functional / Resource Managers (optional)
  • Project Resources (optional)
Outcomes of this step
  • A realistic estimate of your total and project capacity, as well as project and non-project demand on their time
  • Quantitative insight into the resourcing challenges facing the organization
  • Results from a time-tracking survey, which are used to validate the assumptions made for estimating resource supply and demand

Create a realistic estimate of your project capacity with Info-Tech’s Resource Management Supply-Demand Calculator

Take an iterative approach to capacity estimates: use your assumptions to create a meaningful estimate, and then validate with your staff to improve its accuracy.

Use Info-Tech’s Resource Management Supply-Demand Calculator to create a realistic estimate of your project capacity.

The calculator tool requires minimal upfront staff participation: you can obtain meaningful results with participation from even a single person, with insight on the distribution of your resources and their average work week or month. As the number of participants increases, the quality of analysis will improve.

The first half of this step guides you through how to use the calculator. The second half provides tactical advice on how to gather additional data and validate your resourcing data with your staff.

Download Info-Tech’s Resource Management Supply-Demand Calculator

Info-Tech Insight

What’s first, process or tools? Remember that process determines the quality of your data while data quality limits the tool’s utility. Without quality data, you cannot evaluate the success of the tool, so nail down your collection process first.

Break down your resource capacity into high-level buckets of time for each role

1.2.1
30 minutes - 1 hour

Input

  • Staff resource types
  • Average work week
  • Estimated allocations

Output

A realistic estimate of project capacity

Materials

Resource Management Supply-Demand Calculator

Participants

  • PMO Director
  • Resource/Functional Managers (optional)

We define four high-level buckets of resource time:

  • Absence: on average, a resource spends 14% of the year on vacation, statutory holidays, business holidays and other forms of absenteeism.
  • Administrative: time spent on meetings, recordkeeping, etc.
  • Operational: keeping the lights on; reactive work.
  • Projects: time to work on projects; typically, this bucket of time is whatever’s left from the above.

The image shows a pie chart with four sections: Absence - 6,698 14%; Admin - 10,286 22%; Keep the Lights On - 15, 026 31%; Project Capacity 15, 831 33%.

Instructions for working through Tab 2 of the Resource Management Supply-Demand Calculator are provided in the next two sections. Follow along to obtain your breakdown of annual resource capacity in a pie chart.

Break down your resource capacity into high-level buckets of time for each role

1.2.1
Resource Management Supply-Demand Calculator, Tab 2: Capacity Supply

Discover how many work-hours are at your disposal by first accounting for absences.

The image shows a section of the Resource Management Supply-Demand Calculator, for calculating absences, with sample information filled in.

  1. Compile a list of each of the roles within your department.
  2. Enter the number of staff currently performing each role.
  3. Enter the number of hours in a typical work week for each role.
  4. Enter the foreseeable out-of-office time (vacation, sick time, etc.) Typically, this value is 12-16% depending on the region.

Hours per Year represents your total resource capacity for each role, as well as the entire department. This column is automatically calculated.

Working Time per Year represents your total resource capacity minus time employees are expected to spend out of office. This column is automatically calculated.

Info-Tech Insight

Example for a five-day work week:

  • 2 weeks (10 days) of statutory holidays
  • 3 weeks of vacation
  • 1.4 weeks (7 days) of sick days on average
  • 1 week (5 days) for company holidays

Result: 7.4/52 weeks’ absence = 14.2%

Break down your resource capacity into high-level buckets of time for each role (continued)

1.2.1
Resource Management Supply-Demand Calculator, Tab 2: Capacity Supply

Determine the current distribution of your resources’ time and your confidence in whether the resources indeed supply those times.

The image is a screen capture of the Working Time section of the calculator, with sample information filled in.

5. Enter the percentage of working time across each role that, on an annual basis, goes toward administrative duties (non-project meetings, training, time spent checking email, etc.) and keep-the-lights-on work (e.g. support and maintenance work).

While these percentages will vary by individual, a high-level estimate across each role will suffice for the purposes of this activity.

6. Express how confident you are in each resource being able to deliver the calculated project work hours in percentages.

Another interpretation for supply confidence is “supply control”: estimate your current ability to control this distribution of working time to meet the changing needs in percentages.

Percentage of your working time that goes toward project work is calculated based upon what’s left after your non-project working time allocations have been subtracted.

Create a realistic estimate of the demand from your project portfolio with the T-shirt sizing technique

1.2.2
15 minutes - 30 minutes

Input

  • Average work-hours for a project
  • List of projects
  • PPM Current State Scorecard

Output

A realistic estimate of resource demand from your project portfolio

Materials

Resource Management Supply-Demand Calculator

Participants

  • PMO Director
  • Project Managers (optional)

Quickly re-express the size of your project portfolio in resource hours required.

Estimating the resources required for a project in a project backlog can take a lot of effort. Rather than trying to create an accurate estimate for each project, a set of standard project sizes (often referred to as the “T-shirt sizing” technique) will be sufficiently accurate for estimating your project backlog’s overall demand.

Instructions for working through Tab 3 of the tool are provided here and in the next section.

1. For each type of project, enter the average number for work-hours.

Project Types Average Number of Work Hours for a Project
Small 80
Medium 200
Large 500
Extra-Large 1000

Improve your estimate of demand from your project portfolio by accounting for unproductive capacity spending

1.2.2
Resource Management Supply-Demand Calculator, Tab 3: Project Demand

2. Using your list of projects, enter the number of projects for each appropriate field.

The image shows a screen capture of the number of projects section of the Resource Management Supply-Demand Calculator, with sample information filled in.

3. Enter your resource waste data from the PPM Current State Scorecard (see next section). Alternatively, enter your best guess on how much project capacity is spent wastefully per category.

The image shows a screen capture of the Waste Assessment section of the Resource Management Supply-Demand Calculator, with sample information filled in, and a pie chart on the right based on the sample data.

Info-Tech Insight

The calculator estimates the project demand by T-shirt-sizing the work-hours required by projects to be delivered within the next 12 months and then adding the corresponding wasted capacity. This may be a pessimistic estimate, but it is more realistic because projects tend to be delivered late more than early.

Estimate how much project capacity is wasted with Info-Tech’s PPM Current State Scorecard

Call 1-888-670-8889 or contact your Account Manager for more information.

This step is highly recommended but not required.

Info-Tech’s PPM Current State Scorecard diagnostic provides a comprehensive view of your portfolio management strengths and weaknesses, including project portfolio management, project management, customer management, and resource utilization.

Use the wisdom-of-the-crowd to estimate resource waste in:

  • Cancelled projects
  • Inefficiency
  • Suboptimal assignment of resources
  • Unassigned resources
  • Analyzing, fixing, and redeploying

50% of PPM resource is wasted on average, effectively halving your available project capacity.

Estimate non-project demand on your resources by role

1.2.3
45 minutes - 1 hour

Input

  • Organizational chart
  • Knowledge of staff non-project demand

Output

Documented non-project demands and their estimated degree of fluctuation

Materials

Resource Management Supply-Demand Calculator

Participants

  • PMO Director
  • Functional Managers (optional)
Document non-project demand that could eat into your project capacity.

When discussing project demands, non-project demands (administrative and operational) are often underestimated and downplayed – even though, in reality, they take a de facto higher priority to project work. Use Tab 4 of the tool to document these non-project demands, as well as their sources.

The image shows a screen capture from Tab 4 of the tool, with sample information filled in.

1. Choose a role using a drop-down list.

2. Enter the type and the source of the demand.

3. Enter the size and the frequency of the demand in hours.

4. Estimate how stable the non-project demands are for each role.

Examine and discuss your supply-demand analysis report

1.2.4
30 minutes - 1 hour

Input

Completed Resource Management Supply-Demand Calculator

Output

Supply-Demand Analysis Report

Materials

Resource Management Supply-Demand Calculator

Participants

  • PMO Director
  • Functional Managers
  • Project Managers

Start a data-driven discussion on resource management using the capacity supply-demand analysis report.

Tab 5 of the calculator is a report that contains the following analysis:

  1. Overall resource capacity supply and demand gap
  2. Project capacity supply vs. demand gap
  3. Non-project capacity supply vs. demand balance
  4. Resource capacity confidence

Each analysis is described and explained in the following four sections. Examine the report and discuss the following among the activity participants:

  1. How is your perception of the current resource capacity supply-demand balance affected by this analysis? How is it confirmed? Is it changed?
  2. Perform a root-cause analysis of problems revealed by the report. For each observation, ask “why?” repeatedly – generally, you can arrive at the root cause in four iterations.
  3. Refer back to Activity 1.1.2: current distribution of accountability for resource management. In your situation, how would you prioritize which resource management tasks to improve? Who are the involved stakeholders?

Examine your supply-demand analysis report: overall resource capacity gap

1.2.4
Resource Management Supply-Demand Calculator, Tab 5: Supply-Demand Analysis

1. Examine your resource capacity supply and demand gap.

The top of the report on Tab 5 shows a breakdown of your annual resource supply and demand, with resource capacity shown in both total hours and percentage of the total. For the purposes of the analysis, absence is averaged. If total demand is less than available resource supply, the surplus capacity will be displayed as “Free Capacity” on the demand side.

The Supply & Demand Analysis table displays the realistic project capacity, which is calculated by subtracting non-project supply deficit from the project capacity. This is based on the assumption that all non-project work must get done. The difference between the project demand and the realistic project capacity is your supply-demand gap, in work-hours.

If your supply-demand gap is zero, recognize that the project demand does not take into account the project backlog: it only takes into account the projects that are expected to be delivered within the next 12 months.

Examine your supply-demand analysis report: project capacity gap

1.2.4
Resource Management Supply-Demand Calculator, Tab 5: Supply-Demand Analysis

2. Examine your project capacity supply vs. demand gap.

The project capacity supply and demand analysis compares your available annual project capacity with the size of your project portfolio, expressed in work-hours.

The supply side is further broken down to productive vs. wasted project capacity. The demand side is broken down to three buckets of projects: those that are active, those that sit in the backlog, and those that are expected to be added within 12 months. Percentage values are expressed in terms of total project capacity.

A key observation here is the limitation to which reducing wasteful spending of resources can get to the project portfolio backlog. In this example, even a theoretical scenario of 100% productive project capacity will not likely result in net shrinkage of the project portfolio backlog. To achieve that, either the total project capacity must be increased, or less projects must be approved.

Note: the work-hours necessary for delivering projects that are expected to be completed within 12 months is not shown in this visualization, as they should be represented within the other three categories of projects.

Examine your supply-demand analysis report: non-project capacity gap

1.2.4
Resource Management Supply-Demand Calculator, Tab 5: Supply-Demand Analysis

3. Drill down on the non-project capacity supply-demand balance by each role.

The non-project capacity supply and demand analysis compares your available non-project capacity and their demands in a year, for each role, in work-hours.

With this chart, you can:

  1. Observe which roles are “running hot,” (i.e. they have more demand than available supply).
  2. Verify your non-project/project supply ratio assumptions in Tab 2 of the tool / Activity 1.2.1.

Tab 5 also provides similar breakdowns for administrative and keep-the-lights-on capacity supply and demand by each role.

Examine your supply-demand analysis report: resource capacity confidence (RCC)

1.2.4
Resource Management Supply-Demand Calculator, Tab 5: Supply-Demand Analysis

4. Examine your resource capacity confidence.

In our approach, we introduce a metric called Resource Capacity Confidence (RCC). Conceptually, RCC is defined as follows:

Resource Capacity Confidence = SC × DS × SDR

Term Name Description
SC Supply Control How confident are you that the supply of your resources’ project capacity will be delivered?
DS Demand Stability How wildly does demand fluctuate? If it cannot be controlled, can it be predicted?
SDR Supply-Demand Ratio How severely does demand outstrip supply?

In this context, RCC can be defined as follows:

"Given the uncertainty that our resources can supply hours according to the assumed project/non-project ratio, the fluctuations in non-project demand, and the overall deficit in project capacity, there is about 50% chance that we will be able to deliver the projects we are expected to deliver within the next 12 months."

Case study: Non-project work is probably taking far more time than you might like

CASE STUDY

Industry Government

Source Info-Tech Client

"When our customers get a budget for a project, it’s all in capital. It never occurs to them that IT has a limited number of hours. "

Challenge

  • A small municipal government was servicing a wide geographic area for information technology and infrastructure services.
  • There was no meaningful division of IT resources between support and project work.
  • Previous IT leadership tried a commercial PPM tool and stopped paying maintenance fees for it because of lack of adoption.
  • Projects were tracked inconsistently in multiple places.

Solution

  • New project requests were approved with IT involvement.
  • Project approvals were entirely associated with the capital budget required and resourcing was never considered to be a constraint.
  • The broad assumption was that IT time was generally available for project work.
  • In reality, the IT personnel had almost no time for project work.

Results

  • The organization introduced Info-Tech’s Grow Your Own PPM Solution template with minor modifications.
  • They established delivery dates for projects based on available time.
  • Time was allocated for projects based on person, project, percentage of time, and month.
  • They prioritized project allocations above reactive support work.

Validate your resourcing assumptions with your staff by surveying their use of time

Embrace the reality of imperfect IT labor efficiency to improve your understanding of resource time spend.

Use Info-Tech’s time-tracking survey to validate your resourcing assumptions and get additional information to improve your understanding of resource time spent: imperfect labor efficiency and continuous partial attention.

Causes of imperfect IT labor inefficiency
  • Most IT tasks are unique to their respective projects and contexts. A component that took 30 minutes to install last year might take two hours to install this year due to system changes that occurred since then.
  • Many IT tasks come up unexpectedly due to the need to maintain and support systems implemented on past projects. This work is unpredictable in terms of specifics (what will break where, when, or how).
  • Task switching slows people down and consumes time.
  • Problem solving and solution design often requires unstructured time to think more openly. Some of the most valuable solutions are conceived or discovered when people aren’t regimented and focused on getting things done.

Info-Tech Insight

Part of the old resource management mythology is the idea that a person can do (for example) eight different one-hour tasks in eight hours of continuous work. This idea has gone from harmlessly mistaken to grossly unrealistic.

Constant interruptions lead to continuous partial attention that threatens real productivity

There’s a difference between being busy and getting things done.

“Working” on multiple tasks at once can often feel extremely gratifying in the short term because it distracts people from thinking about work that isn’t being done.

The bottom line is that continuous partial attention impedes the progress of project work.

Research on continuous partial attention
  • A study that analyzed interruptions and their effects on individuals in the workplace found that that “41% of the time an interrupted task was not resumed right away” (Mark, 2015).
  • Research has also shown that it can take people an average of 23 minutes to return to a task after being interrupted (Schulte, 2015).
  • Delays following interruptions are typically due to switching between multiple other activities before returning to the original task. In many cases, those tasks are much lower priorities – and in some cases not even work-related.

Info-Tech Insight

It may not be possible to minimize interruptions in the workplace, as many of these are considered to be urgent at the time. However, setting guidelines for how and when individuals can be interrupted may help to limit the amount of lost project time.

"Like so many things, in small doses, continuous partial attention can be a very functional behavior. However, in large doses, it contributes to a stressful lifestyle, to operating in crisis management mode, and to a compromised ability to reflect, to make decisions, and to think creatively."

– Linda Stone, Continuous Partial Attention

Define the goals and the scope of the time-tracking survey

1.2.5
30 minutes

Input

Completed Resource Management Supply-Demand Calculator

Output

Survey design for the time-tracking survey

Materials

N/A

Participants

  • PMO Director
  • Functional Managers
  • Project Managers

Discuss the following with the activity participants:

  1. Define the scope of the survey
    • Respondents: Comprehensive survey of individuals vs. a representative sample using roles.
    • Granularity: decide how in-depth the questions will be and how often the survey will be delivered.
    • Data Collection: what information do you want to collect?
      • Proportion of project vs. non-project work.
      • Time spent on administrative tasks.
      • Prevalence and impact of distractions.
      • Worker satisfaction.
  2. Determine the sample time period covered by the survey
    • Info-Tech recommends 2-4 weeks. Less than 2 weeks might not be a representative sample, especially during vacation seasons.
    • More than 4 weeks will impose unreasonable time and effort for diminishing returns; data quality will begin to deteriorate as participation declines.
  3. Determine the survey method
    • Use your organization’s preferred survey distributor/online survey tool, or conduct one-on-one interviews to capture data.

1.2.5 continued - Refine the questionnaire to improve the relevance and quality of insights produced by the survey

Start with Info-Tech’s recommended weekly survey questions:

  1. Estimate your daily average for number of hours spent on:
    1. Total work
    2. Project work
    3. Non-project work
  2. How many times are you interrupted with “urgent” requests requiring immediate response in a given day?
  3. How many people or projects did you complete tasks for this week?
  4. Rate your overall satisfaction with work this week.
  5. Describe any special tasks, interruptions, or requests that took your time and attention away from project work this week.

Customize these questions to suit your needs.

Info-Tech Insight

Maximize the number of survey responses you get by limiting the number of questions you ask. Info-Tech finds that participation drops off rapidly after five questions.

1.2.5 continued - Communicate the survey goals and steps, and conduct the survey

  1. Communicate the purpose and goals of the survey to maximize participation and satisfaction.
    • Provide background for why the survey is taking place. Clarify that the intention is to improve working conditions and management capabilities, not to play “gotcha” or hold workers accountable.
  2. Provide a timeline so expectations are clear about when possible next steps will occur, such as
    • Sharing and analyzing results
    • Making decisions
    • Taking action
  3. Reiterate what people are required or expected to do and how much effort is required. Provide reasonable and realistic estimates of how much time and effort people should spend on audit participation.
  4. Distribute the survey; collect and analyze the data.

Info-Tech Insight

Make sure that employees understand the purpose of the survey. It is important that they give honest responses that reflect the struggles they are encountering with balancing project and non-project work, not simply telling management what they want to hear.

Ensuring that employees know this survey is being used to help them, rather than scolding them for not completing work, will give you useful, insightful data on employee time.

Use Info-Tech’s Time-Tracking Survey Email Template for facilitating your communications.

Info-Tech Best Practice

Provide guidance to your resources with examples on how to differentiate project work vs. non-project work, administrative vs. keep-the-lights-on work, what counts as interruptions, etc.

Optimize your project portfolio to maintain continuous visibility into capacity

Now that you have a realistic picture of your realized project capacity and demand amounts, it’s time to use these values to tailor and optimize your resource management practices.

Based on desired outcomes for this phase, we have

  1. Determined the correct course of action to resolve your supply/demand imbalances.
  2. Assessed the overall project capacity of your portfolio.
  3. Cataloged sources of project and non-project demands.
  4. Performed a time audit to create an accurate and realistic picture of the time spent on different types of work.

In the next phase, we will:

  1. Wireframe a resource management process.
  2. Choose a resource management tool.
  3. Define data collection, analysis, and reporting steps within a sustainable resource management process.

The image is a screenshot from tab 6 of the Time Audit Workbook. The image shows two pie charts.

The image is a screenshot from tab 6 of the Time Audit Workbook. The image shows a pie chart.

Screenshots from tab 6 of the Time Audit Workbook.

Info-Tech Insight

The validity of traditional, rigorous resource planning has long been an illusion because the resource projections were typically not maintained. New realities such as faster project cycles, matrix organizations, and high-autonomy staff cultures have made the illusion impossible to maintain.

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 Assess the current distribution of accountability for resource management practice

Discuss who is currently accountable for various facets of resource management, and whether they have the right authority and ability to deliver on that accountability.

1.2.1 Create realistic estimates of supply and demand using Info-Tech’s Supply-Demand Calculator

Derive actionable, quantitative insight into the resourcing challenges facing the organization by using Info-Tech’s methodology that prioritizes completeness over precision.

Phase 2

Design a Realistic Resource Management 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: Draft a Resource Management Process

Proposed Time to Completion (in weeks): 3-6 weeks

Step 2.1: Determine the dimensions of resource management

Start with an analyst kick-off call:

  • Introduce the seven dimensions of resource management
  • Trade-off between granularity and utility of data

Then complete these activities…

  • Decide on the seven dimensions
  • Examine the strategy’s cost-of-use

With these tools & templates:

Resource Management Playbook

Step 2.2: Support your process with a resource management tool

Discuss with the analyst:

  • Inventory of available PPM tools
  • Overview of Portfolio Manager Lite 2017

Then complete these activities…

  • Populate the tool with data
  • Explore portfolio data with the workbook’s output tabs

With these tools & templates:

  • Portfolio Manager Lite
  • PPM Solution Vendor Demo Script
Step 2.3: Build process steps

Discuss with the analyst:

  • Common challenges of resource management practice
  • Recommendations for a pilot initiative

Then complete these activities…

  • Review and customize contents of the Resource Management Playbook

With these tools & templates:

  • Resource Management Playbook

Phase 2 Results & Insights:

Draft the resource management practice with sustainability in mind. It is about what you can and will maintain every week, even during a crisis: it is not about what you put together as a one-time snapshot. Once you stop maintaining resource data, it's nearly impossible to catch up.

Step 2.1: Customize the seven dimensions of resource management

PHASE 1

1.1 Set a course of action

1.2 Estimate supply and demand

PHASE 2

2.1 Select resource management dimensions

2.2 Select resource management tools

2.3 Build process steps

PHASE 3

3.1 Pilot your process for viability

3.2 Plan stakeholder engagement

This step will walk you through the following activities:
  • Establish a default project vs. non-project work ratio
  • Decide the scope of allocation for your strategy
  • Set your allocation cadence
  • Limit the granularity of time allocation
  • Define the granularity of work assignment
  • Apply a forecast horizon
  • Determine the update frequency
This step involves the following participants:
  • CIO / IT Director
  • PMO Director / Portfolio Manager
  • Functional / Resource Managers
  • Project Managers
Outcomes of this step
  • Seven dimensions of resource management, chosen to fit the current needs and culture of the organization
  • Parameters for creating a resource management process (downstream)

There is no one-size-fits-all resource management strategy

Don’t get boxed into a canned solution that doesn’t make sense for your department’s maturity level and culture.

Resource management strategies are commonly implemented “out-of-the-box,” via a commercial PPM or time-tracking tool, or an external third-party consultant in partnership with those types of tools.

While these solutions and best practices have insights to offer – and provide admirable maturity targets – they often outstrip the near-term abilities of IT teams to successfully implement, adopt, and support them.

Tailor an approach that makes sense for your department and organization. You don’t need complex and granular processes to get usable resourcing data; you just need to make sure that you’ve carved out a process that works in terms of providing data you can use.

  • In this step, we will walk you through Info-Tech’s seven dimensions of resource management to help wireframe your resource management process.
  • In the subsequent steps in this phase, we will develop these dimensions from a wireframe into a functioning process.

Info-Tech Insight

Put processes before tools. Most commercial PPM tools include a resource management function that was designed for hourly granularity. This is part of the fallacy of an old reality that was never real. Determine which goals are realistic and fit your solution to your problem.

Wireframe a strategy that will work for your department using Info-Tech’s seven dimensions of resource management

Action the decision points across Info-Tech’s seven dimensions to ensure your resource management process is guided by realistic data and process goals.

In this step, we will walk you through the decision points in each dimension to determine the departmental specificities of your resource management strategy

Default project vs. non-project ratio

How much time is available for projects once non-project demands are factored in?

Reporting frequency

How often is the allocation data verified, reconciled, and reported for use?

Forecast horizon

How far into the future can you realistically predict resource supply?

Scope of allocation

To whom is time allocated?

Allocation cadence

How long is each allocation period?

Granularity of time allocation

What’s the smallest unit of time to allocate?

Granularity of work assignment

What is time allocated to?

Info-Tech Best Practice

Ensure that both the functional managers and the project managers participate in the following discussions. Without buy-in from both dimensions of the matrix organization, you will have difficulty making meaningful resource management data and process decisions.

Establish your default project versus non-project work ratio

2.1.1
30 minutes

Input

  • Completed Resource Management Supply-Demand Calculator

Output

  • Default organizational P-NP ratio and role-specific P-NP ratios

Materials

  • Resource Management Supply-Demand Calculator
  • Time Audit Workbook
  • Resource Management Playbook

Participants

  • CIO
  • PMO Director
  • Project Managers
  • Resource Managers

How much time is available for projects once non-project demands are factored in?

The default project vs. non-project work ratio (P-NP Ratio) is a starting point for functional and project managers to budget the work-hours at their disposal as well as for resources to split their time – if not directed otherwise by their managers.

How to set this dimension. The Resource Management Supply-Demand Calculator from step 1.2 shows the current P-NP ratio for the department, and how the percentages translate into work-hours. The Time Audit Workbook from step 1.2 shows the ratio for specific roles.

For the work of setting this dimension, you can choose to keep the current ratio from step 1.2 as your default, or choose a new ratio based on the advice below.

  • Discuss and decide how the supply-demand gap should be reconciled from the project side vs. the functional side.
    • Use the current organizational priority as a guide, and keep in mind that the default P-NP ratio is to be adjusted over time to respond to changing needs and priorities of the organization.
    • Once the organizational default P-NP ratio is chosen, defining role-specific ratios may be helpful. A help desk employee may spend only 10% of their time on project work, while an analyst may spend 80% of their time on project work.

Decide the scope of allocation for your strategy

2.1.2
15-30 minutes

Input

  • Current practices for assigning work and allocating time
  • Distribution of RM accountability (Activity 1.1.2)

Output

  • Resource management scope of allocation

Materials

  • RM Playbook

Participants

  • CIO
  • PMO Director
  • Project Managers
  • Resource Managers

To whom is time allocated?

Scope of allocation is the “who” of the equation. At the lowest and most detailed level, allocations are made to individual resources. At the highest and most abstract level, though, allocations can be made to a department. Other “whos” in scope of allocation can include teams, roles, or skills.

How to set this dimension. Consider how much granularity is required for your overall project capacity visibility, and the process overhead you’re willing to commit to support this visibility. The more low-level and detailed the scope of allocation (e.g. skills or individuals) the more data maintenance required to keep it current.

  • Discuss and decide to whom time will be allocated for the purposes of resource management.
    • Recall your prior discussion from activity 1.1.2 on how accountabilities for resource management are distributed within your organization.
    • The benefit of allocating teams to projects is that it is much easier to avoid overallocation. When a team is overallocated, it is visible. Individual overallocations can go unnoticed.
    • Once you have mastered the art of keeping resource data current and accurate at a higher level (e.g. team), it can be easier move lower level and assign and track allocations in a per-role or per-person basis.

Set your allocation cadence

2.1.3
15-30 minutes

Input

  • Current practices for assigning work and allocating time
  • Scope of allocation (Activity 2.1.2)

Output

  • Determination of temporal frames over which time will be allotted

Materials

  • RM Playbook

Participants

  • CIO
  • PMO Director
  • Project Managers
  • Resource Managers

How long is each allocation period?

How long is each individual allocation period? In what “buckets of time” do you plan to spend time – week by week, month by month, or quarter by quarter? The typical allocation cadence is monthly; however, depending on the scope of allocation and the nature of work assigned, this cadence can differ.

How to set this dimension. Allocation cadence can depend on a number of factors. For instance, if you’re allocating time to agile teams, the cadence would most naturally be bi-weekly; if work is assigned via programs, you might allocate time by quarters.

  • Discuss and decide the appropriate allocation cadence for the purposes of resource management. You could even be an environment that currently has different cadences for different teams. If so, it will be helpful to standardize a cadence for the purposes of centralized project portfolio resource management.
    • If the cadence is too short (e.g. days or weeks), it will require a dedicated effort to maintain the data.
    • If the cadence is too long (e.g. quarters or bi-annual), your resource management strategy could fail to produce actionable insight and lack the appropriate agility in being responsive to changes in direction.
    • Ultimately, your allocation cadence may be contingent upon the limitations of your resource management solution (see step 2.2).

Limit the granularity of time allocation

2.1.3
15-30 minutes

Input

  • Requirements for granularity of data
  • Resource management scope of allocation (Activity 2.1.2)

Output

  • Determination of lowest level of granularity for time allocation

Materials

  • RM Playbook

Participants

  • CIO
  • PMO Director
  • Project Managers
  • Resource Managers

What’s the smallest unit of time that will be allocated?

Granularity of time allocation refers to the smallest unit of time that can be allocated. You may not need to set firm limits on this, given that it could differ from PM to PM, and resource manager to resource manager. Nevertheless, it can be helpful to articulate an “as-low-as-you’ll-go” limit to help avoid getting too granular too soon in your data aspirations.

How to set this dimension. At a high level, the granularity of allocation could be as high as a week. At its lowest level, it could be an hour. Other options include a full day (e.g. 8 hours), a half day (4 hours), or 2-hour increments.

  • Discuss and decide the appropriate granularity for all allocations in the new resource management practice.
    • As a guideline, granularity of allocation should be one order of magnitude smaller than the allocation cadence to provide enough precision for meaningfully dividing up each allocation cadence, without imposing an unreasonably rigorous expectation for resources to manage their time.
    • The purpose of codifying this dimension is to help provide a guideline for how granular allocations should be. Hourly granularity can be difficult to maintain, so (for instance) by setting a half-day granularity you can help avoid project managers and resource managers getting too granular.

Define the granularity of work assignments

2.1.4
15-30 minutes

Input

  • Requirements for granularity of work assignment
  • Resource management scope of allocation (Activity 2.1.2)

Output

  • Determination of work assignment

Materials

  • RM Playbook

Participants

  • CIO
  • PMO Director
  • Project Managers
  • Resource Managers

To what is time allocated?

Determine a realistic granularity for your allocation. This is the “what” of the equation: what your resources are working on or the size of work for which allocations are managed.

How to set this dimension. A high level granularity of work assignment would assign an entire program, a mid-level scope would involve allocating a project or a phase of a project, and a low level, rigorous scope would involve allocating an individual task.

  • Discuss and decide the appropriate granularity for all work assignments in the new resource management strategy.
    • The higher granularity that is assigned, the more difficult it becomes to maintain the data. However, assigning at program level might not lead to useful, practical data.
    • Begin by allocating to projects to help you mature your organization, and once you have mastered data maintenance at this level, you can move on to a more granular work assignment.
      • If you are at a maturity level of 1 or 2, Info-Tech recommends beginning by assigning by project. If you are at a maturity level 3-4, it may be time to start allocating by phase or task.

Apply a forecast horizon

2.1.5
15-30 minutes

Input

  • Current practices for work planning, capacity forecasting
  • Allocation scope, cadence, and granularity (Activities 2.1.2-4)

Output

  • Resource management forecast horizon

Materials

  • RM Playbook

Participants

  • CIO
  • PMO Director
  • Project Managers
  • Resource Managers

How far into the future can you realistically predict resource supply?

Determine a realistic forecasting horizon for your allocation. At this point you have decided “what” “who” is working on and how frequently this will be updated. Now it is time to decide how far resource needs will be forecasted, e.g. “what will this person be working on in 3 months?”

How to set this dimension. A high-level forecast horizon would only look forward week-to-week, with little consideration of the long-term future. A mid-level forecast would involve predicting one quarter in advance and a low-level, rigorous scope would involve forecasting one or more years in advance.

  • Discuss and decide the appropriate forecast horizon that will apply to all allocations in the new resource management practice. It’s important that your forecast horizon helps to foster accurate data. If you can’t ensure data accuracy for a set period, make your forecast horizon shorter.
    • If you are at a maturity level of 1 or 2, Info-Tech recommends forecasting one month in advance.
    • If you are already at level 3-4 on the resource management maturity model, Info-Tech recommends forecasting one quarter to one year in advance.

See the diagram below for further explanation

2.1.5 Forecast horizon diagram

Between today and the forecast horizon (“forecast window”), all stakeholders in resource management commit to reasonable accuracy of data. The aim is to create a reliable data set that can be used to determine true resource capacity, as well as the available resource capacity to meet unplanned, urgent demands.

The image shows a Forecast horizon diagram, with Time on the x-axis and Data completeness on the Y-axis. The time between today and the forecast horizon is labelled as the forecast window. there is a line which descends in small degrees until the Forecast Horizon point, where the line is labelled Reasonable level of completeness.

The image shows a chart that lines up with the sections before and after the Forecast Horizon. In the accuracy row, Data is accurate before the forecast horizon and a rough estimate after. In the planning row, before the horizon is reliable for planning, and can inform high-level planning after the horizon. In the free capacity row, before the horizon, it can be committed to urgent demands, and after the horizon, negotiate for capacity.

Info-Tech Insight

Ensure data accuracy. It is important to note that forecasting a year in advance does not necessarily make your organization more mature, unless you can actually rely on these estimates and use them. It is important to only forecast as far in advance as you can accurately predict.

Determine the update frequency

2.1.6
30 minutes

Input

  • Current practices for work planning, capacity reporting
  • Current practices for project intake, prioritization, and approval
  • RM core dimensions (Activities 2.1.1)

Output

  • Resource management update frequency

Materials

  • RM Playbook

Participants

  • CIO
  • PMO Director
  • Project Managers
  • Resource Managers

How often is the allocation data verified, reconciled, and reported for use?

How often will you reconcile and rebalance your allocations? Your update frequency will determine this. It is very much the heartbeat of resource management, dictating how often reports on allocations will be updated and published for stakeholders’ consumption.

How to set this dimension. Determine a realistic frequency with which to update project reports. This will be how you determine who is working on what during each measurement period.

  • Discuss and decide how often the supply-demand gap should be reconciled from the project side vs. the functional side.
    • Keep in mind that the more frequent the reporting period, the more time must go into data maintenance. A monthly frequency requires maintenance at the end of the month, while weekly requires it at the end of each week.
    • Also think about how accurately you can maintain the data. Having a quarterly update frequency may require less maintenance time than monthly, but this information may not stay up to date in between these long stretches.
    • Reports generated at each update frequency should both inform resources on what to work on, what not to work on, and how to prioritize tasks if something unexpected comes up, as well as the steering committee, to help inform project approval decisions.

Finalize the dimensions for your provisional resource management process

2.1.7
10 minutes

Input

  • 7 core dimensions of resource management (Activities 2.1.1-6)

Output

  • Provisional resource management strategy

Materials

  • Resource Management Playbook

Participants

  • CIO
  • PMO Director
  • Project Managers
  • Resource Managers

Document the outputs from the preceding seven activities. These determinations will form the foundation of your resource management strategy, which we will go on to define in more detail in the subsequent steps of this phase.

  • Keep in mind, at this stage your dimensions are provisional and subject to change, pending the outcomes of steps 2.2 and 2.3.
RM Core Dimensions Decision
Default P-NP ratio 40%-60$ + exception by roles
Scope of allocation Individual resource
Allocation cadence Monthly
Granularity of time allocation 4 hours
Granularity of work assignment Projects
Forecast horizon 3 months
Reporting frequency Twice a month

Document these dimensions in Section 1.1 of Info-Tech’s Resource Management Playbook. We will be further customizing this template in steps 2.3 and 3.1.

Step 2.2: Determine the resource management tool that will best support your process

PHASE 1

1.1 Set a course of action

1.2 Estimate supply and demand

PHASE 2

2.1 Select resource management dimensions

2.2 Select resource management tools

2.3 Build process steps

PHASE 3

3.1 Pilot your process for viability

3.2 Plan stakeholder engagement

This step will walk you through the following activities:

  • Consider the pros and cons of commercial tools vs. spreadsheets as a resource management tool
  • Review the PPM Solution Vendor Demo Script to ensure your investment in a commercial tool meets your resource management needs
  • Jump-start spreadsheet-based resource management with Portfolio Manager Lite

This step involves the following participants:

  • PMO Director / Portfolio Manager
  • Functional / Resource Managers
  • Project Managers

Outcomes of this step

  • Choice of tool to support the resource management process
  • Examination of the commercial tool’s ability to support the resource management process chosen
  • Set-up and initial use of Portfolio Manager Lite for a spreadsheet-based resource management solution

Effective resource management practices require an effective resource management tool

The discipline of resource management has largely become inextricable from the tools that help support it. Ensure that you choose the right tool for your environment.

Resource management depends on the flow of information and data from the project level up to functional managers, project managers, and beyond.

Tools are required to help facilitate this flow, and the project portfolio management landscape is littered with endless time-tracking and capacity management options.

These options can each have their merits and their drawbacks. The success of implementing a resource management strategy very much hinges upon weighing these, and then choosing the right solution for your project eco-system.

  • This first part of this step will help you assess the tool landscape and make the right choice to help support your resource management practices.
  • In the second part of this step, we’ll take a deep-dive into Info-Tech’s Excel-based resource management solution. If you are implementing our solution, these sections will help you understand and set up the tool.

Info-Tech Insight

Establish a book of record. While it is possible to succeed using ad hoc tools and data sources, a centralized repository for capacity data works best. Your tool choice should help establish a capacity book of record to help ensure ongoing reconciliation of supply and demand at the portfolio level.

Get to know your resource management tool options

At a high level, those looking for a resource management solution have two broad options: a commercial project portfolio management (PPM) or time-tracking software on the one hand, and a spreadsheet-based tool, like Google Sheets or Excel, on the other.

Obviously, if your team or department already has access to a PPM or time-tracking software, it makes sense to continue using this, as long as it will accommodate the process that was wireframed in the previous step.

Otherwise, pursue the tool option that makes the most sense given both the strategy that you’ve wireframed and other organizational factors. See the table below and the next section for guidance.

If you’re planning on doing resource allocation by hand, you’re not going to get very far.”

Rachel Burger

Commercial Solutions Spreadsheet-Based Solutions
Description
  • These highly powerful solutions are purchased from a software/service provider.
  • These can be as simple as a list of current projects on a spreadsheet or a more advanced solution with resource capacity analysis.
Pros
  • Extraordinary function
  • Potential for automated roll-ups
  • Collaboration functionality
  • Easy to deploy: high process maturity or organization-wide adoption not required.
  • Lower cost-in-use – in many cases, they are free.
  • Highly customizable.
Cons
  • High process maturity required
  • High cost-in-use
  • Generally expensive to customize
  • Comprehensive, continual, and organization-wide adoption required
  • Easy to break.
  • Typically, they require a centralized deployment with a single administrator responsible for data entry.

Option A: When pursuing commercial options, don’t bite off more functionality than your people can sustain

While commercial options offer the most robust functionality for automation, collaboration, and reporting, they are also costly, difficult to implement, and onerous to sustain over the long run.

It’s not uncommon for organizations to sink vast amounts of money into commercial PPM tools, year after year, and never actually get any usable resource or forecasting data from these tools.

The reasons for this can vary, but in many cases it is because organizations mistake a tool for a PPM or a resource management strategy.

A tool is no substitute for having a clearly defined process that staff can support. Be aware of these two factors before investing in a commercial tool:

  • Visibility cannot be automated. It is not uncommon for CIOs to believe that because they’ve invested in a tool, they have an automated portfolio that enables them to sit back and wait for the data to roll in. With many tools, the challenge is that the calculations driving the rollups have become increasingly unsustainable and irrelevant in our high-autonomy staff cultures and interruption-driven work days.
  • Information does not equal knowledge. While commercial tools have robust reporting features, the data outputs can lead to information overload – and, subsequently, disinterest – unless they are curated and filtered to suit your executive’s needs and expectations.

47%
Of those companies using automated software to assist in resource management, almost half report that those systems failed to accurately calculate resource forecasts.

PM Solutions

Info-Tech Insight

Put process sustainability before enhanced tool functionality.

Ensure that you have sustainable processes in place before investing in an expensive commercial tool. Your tool selection should help facilitate capability-matched processes and serve user adoption.

Trying to establish processes around a tool with a functionality that exceeds your process maturity is a recipe for failure.

Before jumping into a commercial tool, consider some basic parameters for your selection

Use the table below as a starting point to help ensure you are pursuing a resource management tool that is right for your organization’s size and process maturity level.

Tool Category Characteristics # of Users PPM Maturity Sample Vendors
Enterprise tools
  • Higher professional services requirements for enterprise deployment
  • Larger reference customers
1,000> High
  • MS Project Server
  • Oracle Primavera
  • Planisware
Mid-market tools
  • Lower expectation of professional services engaged in initial deployment contract
  • Fewer globally recognizable reference clients
  • Faster deployments
100> Intermediate-to-High
  • Workfront
  • Project Insight
  • Innotas
Entry-level tools
  • Lower cost than mid-market and enterprise PPM tools
  • Limited configurability, reporting, and resource management functionalities
  • Compelling solutions to the organizations that want to get a fast start to a trial deployment
<100 Low-to-Intermediate
  • 5PM
  • AceProject
  • Liquid Planner

For a more in-depth treatment of choosing and implementing a commercial PPM tool to assist with your resource management practice, see Info-Tech’s blueprint, Select and Implement a PPM Solution.

Use Info-Tech’s PPM Solution Vendor Demo Script to help ensure you get the functionality you need

PPM Solution Vendor Demo Script (optional)

To ensure your investment in a commercial tool meets your resource management needs, use Info-Tech’s PPM Solution Vendor Demo Script to structure your tool demos and interactions with vendors.

For instance, some important scenarios to consider when looking at potential tools include:

  • How are overallocation and underallocation situations identified and reconciled in the solution?
  • How are users motivated to maintain their own timesheets (beyond simply being mandated as part of their job); how does the solution and timesheet functionality help team members do their job?
  • How will portfolio-level reports remain useful and accurate despite “zero-adoption” scenarios, in which some or all teams do not actively maintain task and timesheet data?

Any deficiencies in answering these types of questions should alert you to the fact that a potential solution may not adequately meet the needs of your resource management strategy.

Download Info-Tech’s PPM Solution Vendor Demo Script

"[H]ow (are PPM solutions) performing in a matrix organization? Well, there are gaps. There will be employees who do not submit timesheets, who share their time between project and operational activities, and whose reporting relationships do not fit neatly into the PPM database structure. This creates exceptions in the PPM application, and you may just have the perfect solution to a small subset of your problems." – Vilmos Rajda

Option B: When managing resourcing via spreadsheets, you don’t have to feel like you’re settling for the lesser option

Spreadsheets can provide a viable alternative for organizations not ready to invest in an expensive tool or for those not getting what they need from their commercial selections.

When it comes to resource management at a portfolio level, spreadsheets can be just as effective as commercial tools for facilitating the flow of accurate and maintainable resourcing data and for communicating resource usage and availability.

Some of the benefits of spreadsheets over commercials tools include:

  • They are easy to set up and deploy. High process maturity or organization-wide user adoption are not required.
  • They have a low cost-in-use. In the case of Excel, the tool itself comes at no additional cost.
  • They are highly customizable. No development time/costs are required to tweak the solution to suit your needs.

To be clear: spreadsheets have their drawbacks (for instance, they are easy to break, require a centralized data administrator, and are yours and yours alone to maintain). If your department has the budget and the process maturity to support a commercial tool, you should pursue the options covered in the previous sections.

However, if you are looking for a viable alternative to an expensive tool, spreadsheets have the ability to support a rigorous resource management practice.

"Because we already have enterprise licensing for an expensive commercial tool, everyone else thinks it’s logical to start there. I think we’re going to start with something quick and dirty like Excel." – EPMO Director, Law Enforcement Services

Info-Tech Insight

Make the choice to ensure adoption.

When making your selection, the most important consideration across all the solution categories is data maintenance. You must be assured that you and your team can maintain the data.

As soon as your portfolio data becomes inconsistent and unreliable, decision makers will lose trust in your resource data, and the authority of your resource management strategy will become very tenuous.

While spreadsheets offer a viable resource management option, not all spreadsheets are created equal

Lean on Info-Tech’s experience and expertise to get up and running quickly with a superior resource management Excel-based tool: Portfolio Manager Lite 2017.

Spreadsheets are the most common PPM tool – and it’s not hard to understand why: they can be created with minimal cost and effort.

But when something is easy to do, it’s important to keep in mind that it’s also easy to do badly. As James Kwak says in his article, “The Importance of Excel,” “The biggest problem is that anyone can create Excel Spreadsheets—badly.”

  • Info-Tech’s Portfolio Manager Lite 2017 offers an antidote to the deficiencies that can haunt home-grown resource management tools.
  • As an easy-to-deploy, highly evolved spreadsheet-based option, Portfolio Manager Lite enables you to mature your resource management processes, and provide effective resource visibility without the costly upfront investment.

Download Info-Tech’s Portfolio Manager Lite 2017

Info-Tech Insight

Balance functionality and adoption. Clients often find it difficult to gain adoption with commercial tools. Though homegrown solutions may have less functionality, the higher adoption level can make up for this and also potentially save your organization thousands a year in licensing fees.

Determine your resource management solution and revisit your seven dimensions of resource management

2.2.1
Times will vary

Participants

  • PMO Director

Based on input from the previous slides, determine the resource management solution option you will pursue and implement to help support your resource management strategy. Record this selection in section 1.2 of the Resource Management Playbook.

  • You may need to revisit the decisions made in step 2.1 to consider if the default values for your seven core dimensions of resource management are still sound. Keep these current and relevant as you become more familiar with your resource management solution.
RM Core Dimensions Default Value
Default P-NP ratio Role-specific
Scope of allocation Individual resource
Allocation cadence Monthly
Granularity of allocation (not defined)
Granularity of work assignment Project
Forecast horizon 6 months
Reporting frequency (not defined)

Portfolio Manager Lite has comprehensive sample data to help you understand its functions.

As you can see in this table, the tool itself assumes five of the seven resource management core dimensions. You will need to determine departmental values for granularity of allocation and reporting frequency. The other dimensions are determined by the tool.

If you’re piloting Info-Tech’s Portfolio Manager Lite, review the subsequent slides in this step before proceeding to step 2.3. If you are not piloting Portfolio Manager Lite, proceed directly to step 2.3.

Overview of Portfolio Manager Lite

Portfolio Manager Lite has two set-up tabs, three data entry tabs, and six output-only tabs. The next 15 slides show how to use them. To use this tool, you need Excel 2013 or 2016. If you’re using Excel 2013, you must download and install Microsoft Power Query version 2.64 or later, available for download from Microsoft.

The image shows an overview of the Portfolio Manager Lite tool. It shows the Input and Data Tabs on the left, and output tabs on the right. The middle of the graphic includes guidance to ensure that you refresh the outputs after each data entry, by using the Refresh All button

Observe “table manners” to maintain table integrity and prevent Portfolio Manager Lite malfunctions

Excel tables enable you to manage and analyze a group of related data. Since Portfolio Manager Lite uses tables extensively, maintaining the table’s integrity is critical. Here are some things to know for working with Excel tables.

Do not leave empty rows at the end.

Adjust the sizing handle to eliminate empty rows.

Always paste values.

Default pasting behavior can interrupt formula references and introduce unwanted external links. Always right-click and select Paste Values.

Correctly add/remove rows within a table.

Do not use row headings; instead, always right-click inside a table to manipulate table rows.

Set up Portfolio Manager Lite

2.2.1
Portfolio Manager Lite, Tab 2a: Org Setup

The Org Setup tab is divided into two sections, Resources and Projects. Each section contains several categories to group your resources and projects. Items listed under each category will be available via drop-down lists in the data tabs.

These categorizations will be used later to “slice” your resource allocation data. For example, you’ll be able to visualize the resource allocations for each team, for each division, or for each role.

The image shows a screenshot of Tab 2a, with sample information filled in.

1. Role and Default Non-Project Ratio columns: From the Supply-Demand Calculator, copy the list of roles, and how much of each role’s time is spent on non-projects by default (see below; add the values marked with yellow arrows).

2. Resource Type column: List the type of resource you have available.

3. Team and Skill columns: List the teams, and skills for your resources.

In the Resources tab, items in drop-down lists will appear in the same order as shown here. Sort them to make things easy to find.

Do not delete tables you won’t use. Instead, leave or hide tables.

Set up Portfolio Manager Lite (continued)

2.2.1
Portfolio Manager Lite, Tab 2a: Org Setup

The projects section of the Org Setup tab contains several categories for entering project data. Items listed under each category will be available via drop-down lists in the Projects tab. These categorizations will be used later to analyze how your resources are allocated.

The image shows the projects sections of Tab 2a.

1. Project Type: Enter the names of project types, in which projects will be grouped. All projects must belong to a type. Examples of types may include sub-portfolios or programs.

2. Project Category: Enter the names of project categories, in which projects will be grouped. Unlike types, category is an optional grouping.

3. Phase: Enter the project phases. Ensure that your phases list has “In Progress” and “Complete” options. They are needed for the portfolio-wide Gantt chart (the Gantt tab).

4. Priority and Status: Define the choices for project priorities and statuses if necessary (optional).

5. Unused: An extra column with predefined choices is left for customization (optional).

Set up Portfolio Manager Lite (continued)

2.2.1
Portfolio Manager Lite, Tab 2b: Calendar Setup

Portfolio Manager Lite is set up for a monthly allocation cadence out of the box. Use this tab to set up the start date, the default resource potential capacity, and the months to include in your reports.

The image shows fields in the calendar set-up section of Tab 2a, with a Start Date and Hours Assumed per day.

1. Enter a start date for the calendar, e.g. start of your fiscal or calendar year.

2. Enter how many hours are assumed in a working day. It is used to calculate the default maximum available hours in a month.

The image shows the Calendar section of tab 2a, with sample information filled in.

Maximum Available Hours, Weekdays, and Business Days are automatically generated.

The current month is highlighted in green.

3. Enter the number of holidays to correct the number of business days for each month.

Year to Date Reporting and Forecast Reporting ranges are controlled by this table. Use the period above Maximum Available Hours.

The image shows the Year-to-Date and Forecast Reporting sections.

Info-Tech Best Practice

Both Portfolio Manager Lite and Portfolio Manager 2017 can be customized for non-monthly resource allocation. Speak to an Info-Tech analyst to ask for more information.

Enter resource information and their total capacity

2.2.2
Portfolio Manager Lite, Tab 3: Resources

Portfolio Manager Lite is set up for allocating time to individual resources out of the box. Information on these resources is entered in the Resources tab. It has four sections, arranged horizontally.

1. Enter basic information on your resources. Resource type, team, role, and skill will be used to help you analyze your resource data.

The image shows a screenshot of the Resources tab with sample information filled in.

Ensure that the resource names are unique.

Sort or filter the table using the filter button in the header row.

2. Their total capacity in work-hours is automatically calculated for each month, using the default numbers from the Calendar Setup tab. If necessary, overwrite the formula and enter in custom values.

The image shows a screenshot of the total capacity in work-hours, with sample info filled in.

Cells with less than 120 hours are highlighted in blue.

Do not add or delete any columns, or modify this header row.

Enter out-of-office time and non-project time for your resources

2.2.2
Portfolio Manager Lite, Tab 3: Resources

3. Enter the resources’ out-of-office time for each month, as they are reported.

The image shows the Absence (hours) section, with sample information filled in.

Do not add or delete any columns, or modify the header row, below the dates.

4. Resources’ percentages of time spent on non-projects are automatically calculated, based on their roles’ default P-NP ratios. If necessary, overwrite the formula and enter in custom values.

The image shows the Non-Project Ratio section, with sample information filled in.

Do not add or delete any columns, or modify the header row, below the dates.

Populate your project records

2.2.3
Portfolio Manager Lite, Tab 4: Projects

Portfolio Manager Lite is set up for allocating time to projects out of the box. Information on these projects is entered in the Projects tab.

1. Enter project names and some basic information. These fields are mandatory.

The image shows the section for filling in project names and basic information in the Projects tab. The image shows the table with sample information.

Ensure that the project names are unique.

Do not modify or change the headers of the first seven columns. Do not add to or delete these columns.

2. Continue entering more information about projects. These fields are optional and can be customized.

The image shows a section of the Projects tab, where you fill in more information.

Headers of these columns can be changed. Extra columns can be added to the right of the Status column if desired. However, Info-Tech strongly recommends that you speak to an Info-Tech analyst before customizing.

The Project Category, Phase, and Priority fields are entered using drop-down lists from the Org Setup tab.

Allocate your resource project capacity to projects

2.2.4
Portfolio Manager Lite, Tab 5: Allocations

Project capacity for each resource is calculated as follows, using the data from the Resources tab:

Project capacity = (total project capacity – absence) x (100% – non-project%)

In the Allocations tab, project capacity is allocated in percentages with 100% representing the allocation of all available project time of a resource to a project.

This allocation-by-percentage model has some advantages and drawbacks:

Advantages

  • Allocating all available project capacity to project is straightforward
  • Easy for project managers to coordinate with each other (e.g. “Jon’s project time will be split 50%-50% between two projects” = enter 50% allocation to each project)

Drawbacks

  • How many hours is represented by a percentage of someone’s capacity is unclear
  • Must check whether enough work-hours are allocated for what’s needed (e.g. “Deliverable A needs 20 hours of work from Jon in November. Is 50% of his project capacity enough?”)

The Allocations tab has a few features to help you mitigate these disadvantages.

Info-Tech Best Practice

For organizations with lower resource management practice maturity, start with percentages. In Portfolio Manager 2017, allocations are entered in work-hours to avoid the above drawbacks altogether, but this may require a higher practice maturity.

Enter your resource project capacity allocations

2.2.4
Portfolio Manager Lite, Tab 5: Allocations

A line item in the Allocations tab requires three pieces of information: a project, a resource, and the percentage of project capacity for each month.

The image shows a screenshot from the Allocations tab, with sample information filled in.

1. Choose a project. Type, Start date, and End date are automatically displayed.

2. Choose a resource. Team is automatically displayed.

This image is another screenshot of the Allocations tab, showing the section with dates, with sample information filled in.

3. Enter the resource’s allocated hours for the project in percentages.

Built-in functions in the Allocations tab display helpful information for balancing project supply and demand

2.2.4
Portfolio Manager Lite, Tab 5: Allocations

The Allocations tab helps you preview the available project capacity of a resource, as well as the work-hours represented by each allocation line item, to mitigate the drawbacks of percentage allocations.

In addition, overallocations (allocations for a given month add up to over 100%) are highlighted in red. These functions help resource managers balance the project supply and demand.

The image shows a screenshot of the Allocations tab, with sample information filled in.

To preview a resource’s project capacity in work-hours, choose a resource using a drop down. The resource’s available project capacity for each month is displayed to the right.

Sort or filter the table using the filter button in the header row. Here, the Time table is sorted by Resource.

The total work-hours for each line item is shown in the Hours column. Here, 25% of Bethel’s project capacity for 4 months adds up to only 16 work-hours for this project.

A resource is overallocated when project capacity allocations add up to more than 100% for a given month. Overallocations are highlighted in red.

Get the timeline of your project portfolio with the Gantt chart tab

2.2.5
Portfolio Manager Lite, Tab 6: Gantt

The Gantt tab is a pivot-table-driven chart that graphically represents the start and end dates of projects and their project statuses.

The image shows a screenshot of the Gantt tab, with sample information filled in.

Filter entries by project type above the chart.

The current month (9-17) is highlighted.

You can filter and sort entries by project name, sponsor, or project manager.

In progress (under Phase column) projects show the color of their overall status.

Projects that are neither completed nor in progress are shown in grey.

Completed (under Phase column) projects are displayed as black.

Get a bird’s-eye view of your available project capacity with the Resource Load tab

2.2.6
Portfolio Manager Lite, Tab 7: Resource Load

The Resource Load tab is a PivotTable showing the available project capacity for each resource.

The image is a screenshot of the Resource Load tab, with sample information filled in.

Change the thresholds for indicating project overallocation at the top right.

You can filter and sort entries by resource or role.

Values in yellow and red highlight overallocation.

Values in green indicate resource availability.

This table provides a bird’s-eye view of all available project capacity. Highlights for overallocated resources yield a simple heat map that indicates resourcing conflicts that need attention.

The next two tabs contain graphical dashboards of available capacity.

Tip: Add more resource information by dragging a column name into the Rows box in the PivotTable field view pane.

Example: add the Team column by dragging it into the Rows box

The image shows a screenshot demonstrating that you can add a Team column.

Analyze your resource allocation landscape with the Capacity Slicer tab

2.2.7
Portfolio Manager Lite, Tab 8: Capacity Slicer

The Capacity Slicer tab is a set of pivot charts showing the distribution of resource allocation and how they compare against the potential capacity.

The image shows a collection of 5 graphs and charts, showing the distribution of resource allocation, and compared against potential capacity.

At the top left of each chart, you can turn Forecast Reporting on (true) or off (false). For Year to Date reporting, replace Forecast with YTD in the Field View pane’s Filter field.

In the Allocated Capacity, in % chart, capacity is shown as a % of total available capacity. Exceeding 100% indicates overallocation.

In the Realized Project Capacity, in hours chart, the vertical axis is in work-hours. This gap between allocation and capacity represents available project capacity.

The bottom plots show how allocated project capacity is distributed. If the boxes are empty, no allocation data is available.

Use the Team slicer to drill down on resource capacity and allocation by groups of resources

2.2.7
Portfolio Manager Lite, Tab 8: Capacity Slicer

A slicer filters the data shown in a PivotTable, a PivotChart, or other slicers. In this tab, the team slicer enables you to view resource capacity and allocation by each team or for multiple teams.

The image shows a sample graph.

The button next to the Team header enables multiple selection.

The next button to the right clears the filter set by this slicer.

All teams with capacity or allocation data are listed in the slicers.

For example, if you select "App Dev":

The image shows the same graph as previously shown, but this time with only App Dev selected in the left-hand column.

The vertical axis scales automatically for filtered data.

The capacity and allocation data for all application division teams is shown.

Resources not in the App Dev team are filtered out.

Drill down on individual-level resource allocation and demand with the Capacity Locator tab

2.2.8
Portfolio Manager Lite, Tab 9: Capacity Locator

The Capacity Locator tab is a group of PivotCharts with multiple slicers to view available project capacity.

For example: click on “Developer” under Role:

The image shows the list of slicers available using the Capacity Locator tab.

The image shows a series of graphs produced in the Capacity Locator tab.

Primary skills of all developers are displayed on the left in the Primary Skill column. You can choose a skill to narrow down the list of resources from all developers to all developers with that skill.

The selected resources are shown in the Resources column. Data on the right pertains to these resources.

  • The top left graph shows the average available project capacity for all selected resources.
  • The top right graph shows the sum of all available capacity from all selected resources.
  • In the lower left graph, pay attention to available total capacity, as selected resources may have significant non-project demands.
  • The lower right graph shows the number of assigned projects. Control the number of concurrent projects to reduce the need for multitasking and optimize your resource use.

Where you see the filter button with an x, you can clear the filter imposed by this slicer.

Check how your projects are resourced with the Project Viewer tab

2.2.9
Portfolio Manager Lite
, Tab 10: Project Viewer

The Project Viewer tab is a set of PivotCharts with multiple slicers to view how resources are allocated to different projects.

The image shows a screenshot of the Project Viewer tab, with a bar graph at the top, filter selections at the bottom left, and four pie charts at the bottom right.

Filtering by sponsor or project manager is useful for examining a group of projects by accountability (sponsor) or responsibility (project manager).

The graphs show how project budgets are distributed across different categories and priorities of projects, and how resource allocations are distributed across different categories and priorities of projects.

Report on your project portfolio status with the Project Updates tab

2.2.10
Portfolio Manager Lite
, Tab 11: Project Updates

The Project Updates tab is a PivotTable showing various fields from the Projects table to rapidly generate a portfolio-wide status report. You can add or remove fields from the Projects table using the PivotTable’s Field View pane.

The image shows a screenshot of a large table, which is the Project Updates tab. A selection is open, showing how you can filter entries.

Filter entries by phase. The screenshot shows an expansion of this drop down at the top left.

Rearrange the columns by first clicking just below the header to select all cells in the column, and then dragging it to the desired position. Alternatively, arrange them in the Field View pane.

Tools and other requirements needed to complete the resource management strategy

2.2.11
10 minutes

  • Recommended: If you are below a level 4 on Info-Tech’s resource management maturity scale, use Info-Tech’s Portfolio Manager Lite to start.
  • Use a commercial PPM tool if you already have one in use and feel that you can accurately maintain the data in this tool.
  • Use this chart to estimate the amount of time it will take to accurately maintain the data for each reporting period.
    • Determine who will be responsible for this maintenance.
    • If there is no one currently available to maintain the data, allocate time for someone or you may even need a portfolio analyst.
    • We will confirm roles and responsibilities in phase 3.
Maturity Level Dimensions Time needed per month
Small (1-25 employees) Medium (25-75) Large (75-100) Enterprise (100+)
1-2 %, team, project, monthly update, 1 month forecast 2 hours 6 hours 20 hours 50 hours
3-4 %, person, phase, weekly update, 1 quarter forecast 4 hours 12 hours 50 hours 150 hours
5 %, person, task, continuous update, 1 year forecast 8+ hours 20+ hours 100+ hours 400+ hours

See also: Grow Your Own PPM Solution with Info-Tech’s Portfolio Manager 2017

Join hundreds of Info-Tech clients who are successfully growing their own PPM solution.

If you are looking for a more robust resource management solution, or prefer to allocate staff time in hours rather than percentages, see Info-Tech’s Portfolio Manager 2017.

Similar to Portfolio Manager Lite, Portfolio Manager 2017 is a Microsoft Excel-based PPM solution that provides project visibility, forecasting, historical insight, and portfolio analytics capabilities for your PMO without a large upfront investment for a commercial solution.

Watch Info-Tech’s Portfolio Manager 2017 Video – Introduction and Demonstration.

System Requirements

To use all functions of Portfolio Manager 2017, you need Excel 2013 or Excel 2016 running on Windows, with the following add-ins:

  • Power Query (Excel 2013 only)
  • Power Pivot
  • Power View

Power View is only available on select editions of Excel 2013 and 2016, but you can still use Portfolio Manager 2017 without Power View.

If you are unsure, speak to your IT help desk or an Info-Tech analyst for help.

For a new PMO, start with the new reality

CASE STUDY

Industry Law Enforcement

Source Info-Tech Client

Because we already have enterprise licensing for an expensive commercial tool, everyone else thinks it’s logical to start there. I think we’re going to start with something quick and dirty like Excel.” – EPMO Director, Law Enforcement Services

Situation

  • This was an enterprise PMO, but with relatively low organizational maturity.
  • The IT department had relatively high project management maturity, but the enterprise was under-evolved at the portfolio level.
  • Other areas of the organization already had licensing and deployment of a top-tier commercial PPM tool.
  • There were no examples of a resource management practice.

Complication

  • There was executive visibility on larger and more strategic projects.
  • There were no constraints on the use of resources for smaller projects.
  • The PMO was generally expected to provide project governance with their limited resources.
  • The organization lacked an understanding of the difference between project and portfolio management. Consequently, it was difficult to create resource management practices at the portfolio level due to a lack of resourcing.

Resolution

  • The organization deferred the implementation of the commercial PPM tool.
  • They added high-level resource management using spreadsheets.
  • Executive focus was reoriented around overall resource capacity as the principle constraint for project approvals.
  • They introduced deeper levels of planning granularity over time.
  • When the planning granularity gets down to the task level, they move toward the commercial solution.

Step 2.3: Build process steps to ensure data accuracy and sustainability

PHASE 1

1.1 Set a course of action

1.2 Estimate supply and demand

PHASE 2

2.1 Select resource management dimensions

2.2 Select resource management tools

2.3 Build process steps

PHASE 3

3.1 Pilot your process for viability

3.2 Plan stakeholder engagement

This step will walk you through the following activities:
  • Draft a high-level resource management workflow
  • Build on the workflow to determine how data will be collected at each step, and who will support the process
  • Document your provisional resource management process
This step involves the following participants:
  • PMO Director / Portfolio Manager
  • Functional / Resource Managers
  • Project Managers
Outcomes of this step
  • A high-level resource management workflow, customized from Info-Tech’s sample workflow
  • Process for collecting resource supply data for each reporting period
  • Process for capturing the project demand within each reporting period
  • Process for identifying and documenting resource constraints and issues for each reporting period
  • Standard protocol for resolving resource issues within each reporting period
  • Process for finalizing and communicating resource allocations for the forecast window
  • A customized Resource Management Playbook, documenting the standard operating procedure for the processes

Make sustainability the goal of your resource management practices

A resource management process is doing more harm than good if it doesn’t facilitate the flow of accurate and usable data week after week, month after month, year after year.

When resource management strategies fail, it can typically be tied back to the same culprit: unrealistic expectations from the outset.

If a resource management process strives for a level of data precision that staff cannot juggle day to day, over the long run, then things will eventually fall apart as staff and decision makers alike lose faith in the data and the relevancy of the process.

Two things can be done to help avoid this fate:

  1. Strive for accuracy over precision. If your department’s process maturity is low, and staff are ping-ponged from task to task, fire to fire, throughout any given day, then striving for precise data is ill advised. Keep your granularity of allocation more high level, and strive for data that is “maintainably” accurate rather than “unmaintainably” precise.
  2. Keep the process simple. Use the advice in this step to develop a sustainable process, one that is easy to follow with clearly defined responsibilities and accountabilities at each step.

Info-Tech Insight

It's not about what you put together as a one-time snapshot. It's about what you can and will maintain every week, even during a crisis. When you stop maintaining resource management data, it’s nearly impossible to catch up and you’re usually forced to start fresh.

Maintain reliable resourcing data with an easy-to-follow, repeatable process

Info-Tech recommends following a simple five-step process for resource management.

1. Collect resource supply data

  • Resources
  • Resource Managers

2. Collect project demand data

  • Resource Managers
  • Project Managers
  • PMO

3. Identify sources of supply/demand imbalance

  • PMO

4. Resolve conflicts and balance project and non-project allocations

  • Resource Managers
  • Project Managers
  • PMO
  • Steering Committee, CIO, other executives

5. Approve allocations for forecast window

  • PMO
  • Steering Committee, CIO, other executives

This is a sample workflow with sample roles and responsibilities. This step will help you customize the appropriate steps for your department.

Info-Tech Insight

This process aims to control the resource supply to meet the demand – project and non-project alike. Coordinate this process with other portfolio management processes, ensuring that up-to-date resource data is available for project approval, portfolio reporting, closure, etc.

Draft your own high-level resource management workflow

2.3.1
60 to 90 minutes

Participants

  • Portfolio Manager
  • Project Managers
  • Resource Managers
  • Business Analysts

Input

  • Process data requirements

Output

  • High-level description of your target-state process

Materials

  • Whiteboard or recipe cards

Conduct a table-top planning exercise to map out, at a high-level, your required and desired process steps.

While Info-Tech recommends a simple five-step process (see previous slide), you may need to flesh out your process into additional steps, depending upon the granularity of your seven dimensions and the complexity of your resource management tool. A table-top planning exercise can be helpful to ensure the right process steps are covered.

  1. On a whiteboard or using white 4x6 recipe cards, write the unique steps of a resource management process. Use the process example at the bottom of this slide as a guide.
  2. Use a green marker or green cards to write artifacts or deliverables that result from each step.
  3. Use a red marker or red cards to address potential issues, problems, or risks that you can foresee at each step.

For the purposes of this activity, avoid getting into too much detail by keeping to your focus on the high-level data points that will be required to keep supply and demand balanced on an ongoing basis.

"[I]t’s important not to get too granular with your time tracking. While it might be great to get lots of insight into how your team is performing, being too detailed can eat into your team’s productive work time. A good rule of thumb to work by is if your employees’ timesheets include time spent time tracking, then you’ve gone too granular."

Nicolas Jacobeus

Use Info-Tech’s Resource Management Playbook to help evolve your high-level steps into a repeatable practice

Once you’ve determined a high-level workflow, you’ll need to flesh out the organizational details for how data will be collected at each step and who will support the process.

Use Info-Tech’s Resource Management Playbook to help determine and communicate the “who, what, when, where, why, and how” of each of your high-level process steps.

The playbook template is intended to function as your resource management standard operating procedure. Customize Section 3 of the template to record the specific organizational details of how data will be collected at each process step, and the actions and decisions the data collection process will necessitate.

  • Activities 2.3.2-2.3.6 in this step will help you customize the process steps in Info-Tech’s five-step resource management model and record these in the template. If you developed a customized process in activity 2.3.1, you will need to add to/take away from the activity slides and customize the template accordingly.
  • Lean on the seven dimensions of resource management that you developed in step 2.1 to determine the cadence and frequency of data collection. For instance, if your update frequency is monthly, you will need to ensure you collect your supply-demand data prior to that, giving yourself enough time to analyze it and reconcile imbalances with stakeholders before refreshing your monthly reporting data.

Download Info-Tech’s Resource Management Playbook

How the next five activities will help you develop your playbook

2.3 Resource Management Playbook

Each of the slides for activities 2.3.2-2.3.6 are comprised of a task-at-a glance box as well as “important decisions to document” for each step.

Work as a group to complete the task-at-a-glance boxes for each step. Use the “important decisions to document” notes to help brainstorm the “how” for each step. These details should be recorded below the task-at-a-glance boxes in the playbook – see point 6 in the legend below.

Screenshot of Section 3 of the RM Playbook.

The image shows a screenshot of Section 3 of the RM Playbook. A legend is included below.

Screenshot Legend:

  1. Review your existing steps, tools, and templates used for this task. Alternatively, review the example provided in the RM Playbook.
  2. Designate the responsible party/parties for this process. Who carries out the task?
  3. Document the inputs and outputs for the task: artifacts, consulted and informed parties.
  4. If applicable, document the tools and templates used for the task.
  5. Designate the accountable party for this task. Only a single party can be accountable.
  6. Describe the “how” of the task below the Task-at-a-Glance table.

Step one: determine the logistics for collecting resource supply data for each reporting period

2.3.2
20 minutes

Step one in your resource management process should be ensuring a perpetually current view into your resource supply.

Resource supply in this context should be understood as the time, per your scope of allocation (i.e. individual, team, skill, etc.) that is leftover or available once non-project demands have been taken out of the equation. In short, the goal of this process step is to determine the non-project demands for the forecast period.

The important decisions to document for this step include:

  1. What data will be collected and from whom? For example, functional managers to update resource potential capacity and non-project resource allocations.
  2. How often will data be collected and when? For example, data will be collected third Monday of the month, three days before our monthly update frequency.
  3. How will the data be collected? For example, tool admin to send out data to update on third Monday; resource managers update the data and email back to tool admin.

Document your process for determining resource supply in Section 3.1 of Info-Tech’s Resource Management Playbook.

Task-at-a-glance:

Inputs Artifacts i.e. historical usage data
Consulted i.e. project resources
Tools & Templates i.e. time tracking template
Outputs Artifacts i.e. updated template
Informed i.e. portfolio analyst
Timing i.e. every second Monday
Responsible i.e. functional managers
Accountable i.e. IT directors

Step two: map out how project demand will be captured within each reporting period

2.3.3
20 minutes

Step two in your resource management process will be to determine the full extent of project demand for your forecast period.

Project demand in this context can entail both in-flight projects as well as new project plans or new project requests that are proposing to consume capacity during the forecast period. In short, the goal of this process step is to determine all of the project demands for the forecast period.

The important decisions to document for this step include:

  1. What data will be collected and from whom? For example, project managers to update project allocations for in-flight projects, and PMO will provide proposed allocations for new project requests.
  2. How often will data be collected and when? For example, data will be collected third Tuesday of the month, two days before our monthly update frequency.
  3. How will the data be collected? For example, tool admin to send out data to update on third Tuesday; project managers update the data and email back to tool admin.

Document your process for determining project demand in Section 3.2 of Info-Tech’s Resource Management Playbook.

Task-at-a-glance

Inputs Artifacts i.e. historical usage data
Consulted i.e. project resources
Tools & Templates i.e. project demand template
Outputs Artifacts i.e. updated demand table
Informed i.e. portfolio analyst
Timing i.e. every second Monday
Responsible i.e. project managers
Accountable i.e. PMO director

Step three: record how resource constraints and issues for each reporting period will be identified and documented

2.3.4
20 minutes

Step three in your resource management process will be to analyze your resource supply and project demand data to identify points of conflict.

Once the supply-demand data has been compiled, it will need to be analyzed for points of imbalance and conflict. The goal of this process step is to analyze the raw data and to make it consumable by other stakeholders in preparation for a reconciliation or rebalancing process.

The important decisions to document for this step include:

  1. How will the data be checked for inaccuracies? For example, tool admin to enter and QA data; reach out by the following Wednesday at noon with inconsistencies; managers to respond no later than next day by noon.
  2. What reports will employed? For example, a refreshed demand spreadsheet will be made available.
  3. What is an acceptable range for over- and under-allocations? For example, the acceptable tolerance for allocation is 15%; that is, report only those resources that are less than 85% allocated, or more than 115% allocated.

Document your process for identifying resource constraints and issues in Section 3.3 of Info-Tech’s Resource Management Playbook.

Task-at-a-glance

Inputs Artifacts i.e. supply/demand data
Consulted i.e. no one
Tools & Templates i.e. Portfolio Manager Lite
Outputs Artifacts i.e. list of issues
Informed i.e. no one
Timing i.e. every second Tuesday
Responsible i.e. portfolio analyst
Accountable i.e. PMO director

Step four: establish a standard protocol for resolving resource issues within each reporting period

2.3.5
20 minutes

Step four in your resource management process should be to finalize your capacity management book of record for the reporting period and prepare recommendations for resolving conflicts and issues.

The reconciliation process will likely take place at a meeting amongst the management of the PMO and representatives from the various functional groups within the department. The goal of this step is to get the right roles and individuals to agree upon proposed reconciliations and to sign-off on resource allocations.

The important decisions to document for this step include:

  1. What reports will be distributed and in what form? For example, refreshed spreadsheet will be available on the PMO SharePoint site.
  2. When will the reports be generated and for whom? For example, fourth Tuesday of the month, end of day – accessible for all managers.
  3. Who has input into how conflicts should be resolved? For example, conflicts will be resolved at monthly resource management meeting. All meeting participants have input, but the PMO director will have ultimate decision-making authority.

Document your process for resolving resource constraints and issues in Section 3.4 of Info-Tech’s Resource Management Playbook.

Inputs Artifacts i.e. meeting agenda
Consulted i.e. meeting participants
Tools & Templates i.e. capacity reports
Outputs Artifacts i.e. minutes and resolutions
Informed i.e. steering committee
Timing i.e. every second Thursday
Responsible i.e. PMO director
Accountable i.e. CIO

Step five: record how resource allocations will be finalized and communicated for the forecast window

2.3.6
20 minutes

The final step in your resource management process is to clarify how resource allocations will be documented in your resource management solution and reported to the department.

Once a plan to rebalance supply and demand for the reporting period has been agreed on, you will need to ensure that the appropriate data is updated in your resource management book of record, and that allocation decisions are communicated to the appropriate stakeholders.

The important decisions to document for this step include:

  1. Who has ultimate authority for allocation decisions? For example, the CIO has final authority when conflicts need to be escalated and must approve all allocations for the forecast period.
  2. Who will update the book of record and when? For example, the tool admin will update the data before the end of the day following the resource management meeting.
  3. Who needs to be informed and of what? For example, resource plans will be updated in SharePoint for resources and managers to review.

Document your process for approving and finalizing allocation in Section 3.5 of Info-Tech’s Resource Management Playbook.

Task-at-a-glance

Inputs Artifacts i.e. minutes and resolutions
Consulted i.e. CIO, IT directors
Tools & Templates i.e. Portfolio Manager Lite
Outputs Artifacts i.e. updated availability table
Informed i.e. steering committee
Timing i.e. every second Friday
Responsible i.e. portfolio analyst
Accountable i.e. PMO director

Finalize your provisional resource management process in the Playbook Template

2.3 Resource Management Playbook

Use Info-Tech’s Resource Management Playbook to solidify your processes in a formalized operating plan.

Throughout this phase, we have been customizing sections 1, 2, and 3 of the Resource Management Playbook.

Before we move to pilot and implement your resource management strategy in the next phase of this blueprint, ensure that sections 1-3 of your playbook have been drafted and are ready to be communicated and shared with stakeholders.

  • Avoid getting too granular in your process requirements. Keep it to high-level data requirements. Imposing too much detail in your playbook is a recipe for failure.
  • The playbook should remain provisional throughout your pilot phase. Aspects of your process will likely need to be changed or tweaked as they are met with some day-to-day realities. As with any “living document,” it can be helpful to explicitly assign responsibilities for updating the playbook over the long term to ensure it stays relevant.

"People are spending far more time creating these elaborate [time-tracking] systems than it would have taken just to do the task. You’re constantly on your app refiguring, recalculating, re-categorizing... A better strategy would be [returning] to the core principles of good time management…Block out your calendar for the non-negotiable things. [Or] have an organized prioritized task list." – Laura Stack (quoted in Zawacki)

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 Wireframe a resource management strategy using Info-Tech’s seven dimensions of resource management

Action the decision points across Info-Tech’s seven dimensions to ensure your resource management process is guided by realistic data and process goals.

2.3 Draft a high-level resource management workflow and elaborate it into a repeatable practice

Customize Info-Tech’s five-step resource management process model. Then, document how the process will operate by customizing the Resource Management Playbook.

Phase 3

Implement Sustainable Resource Management Practices

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: Implement Sustainable Resource Management Practices

Proposed Time to Completion (in weeks): 4-12 weeks

Step 3.1: Pilot your resource management process

Start with an analyst kick-off call:

  • Review your resource management dimensions and tools
  • Review your provisional resource management processes
  • Discuss your ideas for a pilot

Then complete these activities…

  • Select receptive project/functional managers to work with
  • Define the scope of your pilot and determine logistics
  • Finalize resource management roles and responsibilities

With these tools & templates:

  • Process Pilot Plan Template
  • Resource Management Playbook
  • Project Portfolio Analyst Job Description
Step 3.2: Plan to engage your stakeholders

Review findings with analyst:

  • Results of your pilot, team feedback, and lessons learned
  • Your stakeholder landscape

Then complete these activities…

  • Brainstorm and plan for potential resistance to change, objections, and fatigue from stakeholders
  • Plan for next steps

With these tools & templates:

  • Resource Management Playbook

Phase 3 Results & Insights:

Engagement paves the way for smoother adoption. An engagement approach (rather than simply communication) turns stakeholders into advocates who can help boost your message, sustain the change, and realize benefits without constant intervention or process command-and-control.

Step 3.1: Pilot your resource management process to assess viability

PHASE 1

1.1 Set a course of action

1.2 Estimate supply and demand

PHASE 2

2.1 Select resource management dimensions

2.2 Select resource management tools

2.3 Build process steps

PHASE 3

3.1 Pilot your process for viability

3.2 Plan stakeholder engagement

This step will walk you through the following activities:

  • Select receptive project and functional managers to work with during your pilot
  • Define the scope of your pilot and determine logistics
  • Plan to obtain feedback, document lessons learned, and create an action plan for any changes
  • Finalize resource management roles and responsibilities

This step involves the following participants:

  • CIO
  • PMO Director / Portfolio Manager
  • Project Managers
  • Resource Managers

Outcomes of this step

  • A pilot team
  • A process pilot plan that defines the scope, logistics, and process for retrospection
  • Roles, responsibilities, and accountabilities for resource management
  • Project Portfolio Analyst job description template

Pilot your new processes to test feasibility and address issues before a full deployment

Adopting the right set of practices requires a significant degree of change that necessitates buy-in from varied stakeholders throughout IT and the business.

Rome wasn’t built in a day. Similarly, your visibility into resource usage and availability won’t happen overnight.

Resist the urge to deploy a big-bang rollout of your research management practices. This approach is ill advised for two main reasons:

  • It will put more of a strain on the implementation team in the near term, with a larger pool of end users to train and collect data from.
  • Putting untested practices in a department-wide spotlight could lead to mass confusion in the near-term and color the new processes in a negative light, leading to a loss of stakeholder trust and engagement right out of the gate.

Start with a pilot phase. Identify receptive project managers and functional managers to work with, and leverage their insights to help iron out the kinks in your process before unveiling your practices to IT and business users at large.

This step will help you:

  • Plan and execute a pilot of the processes we developed in Phase 2.
  • Incorporate the lessons learned from that pilot to strengthen your playbook and ease the communication process.

Info-Tech Insight

Engagement paves the way for smoother adoption. An engagement approach (rather than simply communication) turns stakeholders into advocates who can help boost your message, sustain the change, and realize benefits without constant intervention or process command-and-control.

Plan your pilot like you would any project to ensure it’s well defined and its goals are clearly articulated

Use Info-Tech’s Process Pilot Plan Template to help define the scope of your pilot and set appropriate goals for the test run of your new processes.

A process pilot is a limited scope of an implementation (constrained by time and resources involved) to test the viability and effectiveness of the process as it has been designed.

  • Investing time and energy into a pilot phase can help to lower implementation risk, enhance the details and steps within a process, and improve stakeholder relations prior to a full scale rollout.
  • More than a dry run, however, a pilot should be approached strategically and planned out to limit the scope of it and achieve specific outcomes.
  • Leverage a planning document to ensure your process pilot is grounded in a common set of definitions, that the pilot is delivering value and insight, and that ultimately the pilot can serve as a starting point for a full-scale process implementation.

"The advantages to a pilot are several. First, risk is constrained. Pilots are closely monitored so if a problem does occur, it can be fixed immediately. Second, the people working in the pilot can become trainers as you roll the process out to the rest of the organization. Third, the pilot is another opportunity for skeptics to visit the pilot process and learn from those working in it. There’s nothing like seeing a new process working for people to change their minds." – Daniel Madison

Download Info-Tech’s Process Pilot Plan Template

Select receptive project and functional managers to work with during your pilot

3.1.1
20 to 60 minutes

Input

  • Project management staff and functional managers

Output

  • Pilot project teams

Materials

  • Stakeholder Engagement Workbook
  • Process Pilot Plan Template

Participants

  • Process owner (PMO director or portfolio owner)
  • CIO

Info-Tech recommends selecting project managers and functional managers who are aware of your role and some of the supply-demand challenges to assist in the implementation process.

  1. If receptive project and functional managers are known, schedule a 15-minute meeting with them to inquire if they would be willing to be part of the pilot process.
  2. If receptive project managers are not known, use Info-Tech’s Stakeholder Engagement Workbook to conduct a formal selection process.
    1. Enter a list of potential pilot project managers in tab 3.
    2. Rate project managers in terms of influence, pilot interest, and potential deployment contribution within tab 4.
    3. Review tab 5 in the workbook. Receptive project managers will appear in the top quadrants. Ideal project managers for the pilot are located in the top right quadrant of the graph.

Document the project and functional managers involved in your pilot in Section 3 of Info-Tech’s Process Pilot Plan Template.

Define the scope of your pilot and determine logistics

Input

  • Sections 1 through 4 of the Process Pilot Plan Template

Output

  • A process pilot plan

Materials

  • Process Pilot Plan Template

Participants

  • Process Owner (PMO Director or Portfolio Owner)
  • CIO
  • Project and Resource Managers

Use Info-Tech’s Process Pilot Plan Template to design the details of your pilot.

Investing time into planning your pilot phase strategically will ensure a clear scope, better communications for those piloting the processes, and overall, better, more actionable results during the pilot phase. The Process Pilot Plan Template is broken into five sections to assist in these goals:

    • Pilot Overview and Scope
    • Success and Risk Factors
    • Stakeholders Involved and Communications Plan
    • Pilot Retrospective and Feedback Protocol
    • Lessons Learned
  • The duration of your pilot should go at least one allocation period, depending on your frequency of updates, e.g. one week or month.
  • Estimates of time commitments should be captured for each stakeholder. During the retrospective at the end of the pilot, you should capture actuals to help determine the time-cost of the process itself and measure its sustainability.
  • Once the template is completed, schedule time to share and communicate it with the pilot team and executive sponsors of the process.

While you should invest time in this planning document, continue to lean on the Resource Management Playbook as well as a process guide throughout the pilot phase.

Execute your pilot and prepare to make process revisions before the full rollout

Hit play! Begin the process pilot and get familiar with the work routine and resource management solution.

Some things to keep in mind during the pilot include:

  • Depending on the solution you’re using, you will likely need to spend one day or less to populate the tool. During the pilot, measure the time and effort required to manage the data within the tool. Compare with the original estimate from activity 2.2.2. Determine whether time and effort required are viable on an ongoing basis (i.e. can you do it every week or month) and have value.
  • Meet with the pilot team and other stakeholders regularly during the pilot – at least weekly. Allow the team (and yourself) to speak honestly and openly about what isn’t working. The pilot is your chance to make things better.
  • Keep notes about what will need to change in the RM Playbook. For major changes, you may have to tweak the process during the pilot itself. Update the process documents as needed and communicate the changes and why they’re being made. If required, update the scope of the pilot in the Process Pilot Plan Template.

Obtain feedback from the pilot group to improve your processes before a wider rollout

3.1.3
30 minutes

Input

  • What’s working and what isn’t in the process

Output

  • Ideas to improve process

Materials

  • Whiteboard
  • Sticky notes
  • Process Pilot Plan Template

Participants

  • Process Owner (PMO Director or Portfolio Owner)
  • Pilot Team

Pilot projects allow you to validate your assumptions and leverage lessons learned. During the planning of the pilot, you should have scheduled a retrospective meeting with the pilot team to formally assess strengths and weaknesses in the process you have drafted.

  • Schedule the retrospective shortly after the pilot is completed. Info-Tech recommends a stop/start/continue activity with pilot participants to obtain and capture feedback.
  • Have members of the meeting record any processes/activities on sticky notes that should:
    • Stop: because they are ineffective or not useful
    • Start: because they would be useful for the tool and have not been incorporated into current processes
    • Continue: because they are useful and positively contribute to intended process outcomes

An example of how to structure a stop/start/continue activity on a whiteboard using sticky notes.

The image shows three black squares, each with three brightly coloured sticky notes in it. The three squares are labelled: Stop; Start; Continue.

See below for additional instructions

Document lessons learned and create an action plan for any changes to the resource management processes

3.1.4
30 minutes

As a group, discuss everyone’s responses and organize according to top priority (mark with a 1) and lower priority/next steps (mark with a 2). At this point, you can also remove any sticky notes that are repetitive or no longer relevant.

Once you have organized based on priority, be sure to come to a consensus with the group regarding which actions to take. For example, if the group agrees that they should “stop holding meetings weekly,” come to a consensus regarding how often meetings will be held, i.e. monthly.

Create an action plan for the top priority items that require changes (the stops and starts). Record in this slide or your preferred medium. Be sure to include who is responsible for the action and the date that it will be implemented.

Priority Action Required Who is Responsible Implementation Date
Stop: Holding meetings weekly Hold meetings monthly Jane Doe, PMO Next Meeting: November 1, 2017
Start: Discussing backlog during meetings Ensure that backlog data is up to date for discussion on date of next meeting John Doe, Portfolio Manager November 1, 2017

Document the outcomes of the start/stop/continue exercise and your action plan in Section 6 of Info-Tech’s Process Pilot Plan Template.

Review actions that can be taken based on the results of your pilot

Situation Action Next Steps
The dimensions that we chose for our strategy have proven to be too difficult to accurately maintain. The dimensions that we chose for our strategy have proven to be too difficult to accurately maintain. Reassess the dimensions that you chose for your strategy. Make sure that you are not overcommitting yourself based on your maturity level. You can always go back and adjust for a higher level of resource management maturity once you have mastered your current level. For example, if you chose “weekly” as your update frequency and this has proven to be too much to maintain, try updating monthly for a few months. Once you have mastered this update frequency, it will be easier to adjust to a weekly update process.
We were able to maintain the data for our pilot based on the dimensions that we chose. However, allocating projects based on realized capacity did not alleviate any of our resourcing issues and resources still seem to be working on more projects than they can handle. Determine other factors at the organization that would help to maintain the data and work toward reclaiming capacity. Continue working with the dimensions that you chose and maintain the accuracy of this data. The next step is to identify other factors that are contributing to your resource allocation problems and begin reclaiming capacity. Continue forward to the resource management roadmap section and work on changing organizational structures and worker behavior to maximize capacity for project work.
We were able to easily and accurately maintain the data, which led to positive results and improvement in resource allocation issues. If your strategy is easily maintained, identify factors that will help your organization reclaim capacity. Continue to maintain this data, and eventually work toward maintaining it at a more precise level. For example, if you are currently using an update frequency of “monthly” and succeeding, think about moving toward a “weekly” frequency within a few months. Once you feel confident that you can maintain project and resource data, continue on to the roadmap section to discover ways to reclaim resource capacity through organizational and behavioral change.

Finalize resource management roles and responsibilities

3.1.5
15 to 30 minutes

Input

  • Tasks for resource management
  • Stakeholder involved

Output

  • Roles, responsibilities, and accountabilities for resource management

Materials

  • Resource Management Playbook

Participants

  • PMO Director/ Portfolio Manager
  • Functional Managers
  • Project Managers

Perform a RACI exercise to help standardize terminology around roles and responsibilities and to ensure that expectations are consistent across stakeholders and teams.

  • A RACI will help create a clear understanding of the tasks and expectations for each stakeholder at each process step, assigning responsibilities and accountability for resource management outcomes.

Responsible

Accountable

Consulted

Informed

Roles CIO PMO Portfolio Analyst Project Manager Functional Manager
Collect supply data I A R I C
Collect demand data I A R C I
Identify conflicts I C/A R C C
Resolve conflicts C A/R I R R
Approve allocations A R I R I

Document your roles and responsibilities in Section 2 of Info-Tech’s Resource Management Playbook.

Use Info-Tech’s Portfolio Analyst job description to help fill any staffing needs around data maintenance

3.1 Project Portfolio Analyst/PMO Analyst Job Description

You will need to determine responsibilities and accountabilities for portfolio management functions within your team.

If you do not have a clearly identifiable portfolio manager at this time, you will need to clarify who will wear which hats in terms of facilitating intake and prioritization, high-level capacity awareness, and portfolio reporting.

  • Use Info-Tech’s Project Portfolio Analyst job description template to help clarify some of the required responsibilities to support your PPM strategy.
    • If you need to bring in an additional staff member to help support the strategy, you can customize the job description template to help advertise the position. Simply edit the text in grey within the template.
  • If you have other PPM tasks that you need to define responsibilities for, you can use the RASCI chart on the final tab of the PPM Strategy Development Tool.

Download Info-Tech’s Project Portfolio Analyst Job Description Template

Finalize the Resource Management Playbook and prepare to communicate your processes

Once you’ve completed the pilot process and made the necessary tweaks, you should finalize your Resource Management Playbook and prepare to communicate it.

Revisit your RM Playbook from step 2.3 and ensure it has been updated to reflect the process changes that were identified in activity 3.1.4.

  • If during the pilot process the data was too difficult or time consuming to maintain, revisit the dimensions you have chosen and select dimensions that are easier to accurately maintain. Tweak your process steps in the playbook accordingly.
  • In the long term, if you are not observing any capacity being reclaimed, revisit the roadmap that we’ll prepare in step 3.2 and address some of these inhibitors to organizational change.
  • In the next step, we will also be repurposing some of the content from the playbook, as well as from previous activities, to include them in your presentation to stakeholders, using Info-Tech’s Resource Management Communications Template.

Download Info-Tech’s Resource Management Playbook

Info-Tech Best Practice

Make your process standardization comprehensive. The RM Playbook should serve as your resource management standard operating procedure. In addition to providing a walk-through of the process, an SOP also clarifies project governance by clearly defining roles and responsibilities.

Step 3.2: Plan to engage your stakeholders with your playbook

PHASE 1

1.1 Set a course of action

1.2 Estimate supply and demand

PHASE 2

2.1 Select resource management dimensions

2.2 Select resource management tools

2.3 Build process steps

PHASE 3

3.1 Pilot your process for viability

3.2 Plan stakeholder engagement

This step will walk you through the following activities:

  • Brainstorm and plan for potential resistance to change, objections, and fatigue from stakeholders
  • Plan for next steps in reclaiming project capacity
  • Plan for next steps in overcoming supply-demand reconciliation challenges

This step involves the following participants:

  • CIO
  • PMO Director / Portfolio Manager
  • Pilot Team from Step 3.1

Outcomes of this step

  • Plan for communicating responses and objections from stakeholders and staff
  • Plan to manage structural/enabling factors that influence success of the resource management strategy
  • Description of next steps in reclaiming project capacity and overcoming supply-demand reconciliation challenges
  • Final draft of the customized Resource Management Playbook

Develop a resource management roadmap to communicate and reinforce the strategy

A roadmap will help anticipate, plan, and address barriers and opportunities that influence the success of the resource management strategy.

This step of the project will ensure the new strategy is adopted and applied with maximum success by helping you manage challenges and opportunities across three dimensions:

1. Executive Stakeholder Factors

For example, resistance to adopting new assumptions about ratio of project versus non-project work.

2. Workforce/Team Factors

For example, resistance to moving from individual- to team-based allocations.

3. Structural Factors

For example, ensuring priorities are stable within the chosen resource planning horizon.

See Info-Tech’s Drive Organizational Change from the PMOfor comprehensive tools and guidance on achieving organizational buy-in for your new resource management practices.

Info-Tech Insight

Communicate, communicate, communicate. Staff are 34% more likely to adapt to change quickly during the implementation and adoption phases when they are provided with a timeline of impending changes specific to their department. (McLean & Company)

Anticipate a wide range of responses toward your new processes

While your mandate may be backed by an executive sponsor, you will need to influence stakeholders from throughout the organization in order to succeed. Indeed, as EPMO leader, success will depend upon your ability to confirm and reaffirm commitments on soft or informal grounds. Prepare an engagement strategy that anticipates a wide range of responses.

Enthusiasts Fence-sitters Skeptics Saboteurs
What they look like: Put all their energy into learning new skills and behaviors. Start to use new skills and behaviors at a sluggish pace. Look for alternate ways of implementing the change. Refuse to learn anything new or try new behaviors.
How they contribute: Lead the rest of the group. Provide an undercurrent of movement from old behaviors to new. Challenge decisions and raise risk points with managers. May raise valid points about the process that should be fixed.
How to manage them: Give them space to learn and lead others. Keep them moving forward by testing their progress. Listen to them, but don’t give in to their demands. Keep communicating with them until you convert them.
How to leverage them: Have them lead discussions and training sessions. Use them as an example to forecast the state once the change is adopted. Test new processes by having them try to poke holes in them. If you can convert them, they will lead the Skeptics and Fence-sitters.

Info-Tech Insight

Hone your stakeholder engagement strategy. Most people affected by an IT-enabled change tend to be fence-sitters. Small minorities will be enthusiasts, saboteurs, and skeptics. Your communication strategy should focus on engaging the skeptics, saboteurs, and enthusiasts. Fence-sitters will follow.

Define plans to deal with resistance to change, objections, and fatigue

Be prepared to confront skeptics and saboteurs when communicating the change.

  1. Use the templates on the following slide to:
    1. Brainstorm possible objections from stakeholders and staff. Prioritize objections that are likely to occur.
    2. Develop responses to objections.
  2. Develop a document and plan for proactively communicating responses and objections to show people that you understand their point of view.
    1. Revise the communications messaging and plan to include proactive objection handling.
  3. Discuss the likelihood and impact of “saboteurs” who aren’t convinced or affected by change management efforts.
    1. Explore contingency plans for dealing with difficult saboteurs. These individuals can negate the progress of the rest of the team by continuing to resist the process and spreading toxic energy. If necessary, be ruthless with these individuals. Let them know that the rest of the group is moving on without them, and if they can’t or won’t adopt the new standards, then they can leave.

Info-Tech Insight

Communicate well and engage often. Agility and continuous improvement are good, but can degenerate into volatility if change isn’t managed properly. People will perceive change to be volatile if their expectations aren’t managed through communications and engagement planning.

Info-Tech Best Practice

The individuals best positioned to provide insight and influence change positively are also best positioned to create resistance.

These people should be engaged early and often in the implementation process – not just to make them feel included or part of the change, but also because their insight could very likely identify risks, barriers, and opportunities that need to be addressed.

Develop a plan to manage stakeholder resistance to the new resource management strategy

3.2.1
30 minutes

Brainstorm potential implications and objections that executive stakeholders might raise about your new processes.

Dimension Decision Potential Impact, Implications, and Objections Possible Responses and Actions
i.e. Default Project Ratio 50% “This can’t be right...” “We conducted a thorough time audit to establish this ratio.”
“We need to spend more time on project work.” “Realistic estimates will help us control new project intake, which will help us optimize time allocated to projects.”
i.e. Frequency Monthly “This data isn’t detailed enough, we need to know what people are working on right now.” “Maintaining an update frequency of weekly would require approximately [X] extra hours of PMO effort. We can work toward weekly as we mature.”
i.e. Scope Person “That is a lot of people to keep track of.” “Managing individuals is still the job of the project manager; we are responsible for allocating individuals to projects.”
i.e. Granularity of Work Assignment Project “We need to know exactly what tasks are being worked on and what the progress is.” “Assigning at task level is very difficult to accurately maintain. Once we have mastered a project-level granularity we can move toward task level.”
i.e. Forecast Horizon One month “We need to know what each resource is working on next year.” “With a monthly forecast, our estimates are dependable. If we forecast a year in advance, this estimate will not be accurate.”

Document the outcomes of this activity on slide 26 of Info-Tech’s Resource Management Communications Template.

Develop a plan to manage staff/team resistance to the new resource management strategy

3.2.2
30 minutes

Brainstorm potential implications and objections that individual staff and members of project teams might raise about your new processes.

Dimension Decision Potential Impact, Implications, and Objections Possible Responses and Actions
i.e. Default Project Ratio 50% “There’s too much support work.” “We conducted a thorough time audit to establish this ratio. Realistic estimates will help us control new project intake, which will help us optimize your project time.”
i.e. Frequency Monthly “I don’t have time to give you updates on project progress.” “This update frequency requires only [X] amount of time from you per week/month.”
i.e. Granularity Project “I need more clarity on what I’m working on.” “Team members and project managers are in the best position to define and assign (or self-select) individual tasks.”
i.e. Forecast Horizon One month “I need to know what my workload will be further in advance.” “You will still have a high-level understanding of what you will be working on in the future, but projects will only be officially forecasted one month in advance.”
i.e. Allocation Cadence Monthly “We need a more frequent cadence.” “We can work toward weekly cadence as we mature.”

Document the outcomes of this activity on slide 27 of Info-Tech’s Resource Management Communications Template.

Develop a plan to manage structural/enabling factors that influence success of the resource management strategy

3.2.3
30 minutes

Brainstorm a plan to manage other risks and challenges to implementing your processes.

Dimension Decision Potential Impact, Implications, and Objections Possible Responses and Actions
i.e. Default Project Ratio 50% “We have approved too many projects to allocate so little time to project work.” Nothing has changed – this was always the amount of time that would actually go toward projects. If you are worried about a backlog, stop approving projects until you have completed the current workload.
i.e. Frequency Monthly “Status reports aren’t reliably accurate and up to date more than quarterly.” Enforce strict requirements to provide monthly status updates for 1-3 key KPIs.
i.e. Scope Person “How can we keep track of what each individual is working on?” Establish a simple, easy reporting mechanism so that resources are reporting their own progress.
i.e. Granularity Project “How will we know the status of a project without knowing what tasks are completed?” It is in the domain of the project manager to know what tasks have been completed and to report overall project progress.
i.e. Forecast Horizon One Month “It will be difficult to plan for resource needs in advance.” Planning a month in advance allows you to address conflicts or issues before they are urgent.

Document the outcomes of this activity on slide 28 of Info-Tech’s Resource Management Communications Template.

Finalize your communications plan and prepare to present the new processes to the organization

Use Info-Tech’s Resource Management Communications Template to record the challenges your resource management strategy is addressing and how it is addressing them.

Highlight organizational factors that necessitated the change.

  • Stakeholders and staff understandably tend to dislike change for the sake of change. Use Info-Tech’s Resource Management Communications Template to document the pain points that your process change is addressing and explain the intended benefits for all who will be subject to the new procedures.

Determine goals and benefits for implementation success.

  • Provide metrics by which the implementation will be deemed a success. Providing this horizon will provide some structure for stakeholders and hopefully help to encourage process discipline.

Clearly indicate what is required of people to adopt new processes.

  • Document your Resource Management Playbook. Be sure to include specific roles and responsibilities so there is no doubt regarding who is accountable for what.

Download Info-Tech’s Resource Management Communications Template

"You need to be able to communicate effectively with major stakeholders – you really need their buy-in. You need to demonstrate credibility with your audience in the way you communicate and show how portfolio [management] is a structured decision-making process." – Dr. Shan Rajegopal (quoted in Akass, “What Makes a Successful Portfolio Manager”)

Review tactics for keeping your processes on track

Once the strategy is adopted, the next step is to be prepared to address challenges as they come up. Review the tactics in the table below for assistance.

Challenge Resolution Next Step
Workers are distracted because they are working on too many projects at once; their attention is split and they are unproductive. Workers are distracted because they are working on too many projects at once; their attention is split and they are unproductive. Review portfolio practices for ways to limit work in progress (WIP).
Employees are telling project managers what they want to hear and not giving honest estimates about the way their time is spent. Ensure that employees understand the value of honest time tracking. If you’re allocating your hours to the wrong projects, it is your projects that suffer. If you are overallocated, be honest and share this with management. Display employee time-tracking reports on a public board so that everyone will see where their time is spent. If they are struggling to complete projects by their deadlines they must be able to demonstrate the other work that is taking up their time.
Resources are struggling with projects because they do not have the necessary expertise. Perform a skills audit to determine what skills employees have and assign them to projects accordingly. If an employee with a certain skill is in high demand, consider hiring more resources who are able to complete this work.

See below for additional challenges and tactics

Review tactics for keeping supply and demand aligned

Once the strategy is adopted, the next step is to use the outputs of the strategy to reclaim capacity and ensure supply and demand remain aligned. Review the tactics in the table below for assistance.

Challenge Resolution Next Step
There is insufficient project capacity to take on new work, but demand continues to grow. Extend project due date and manage the expectations of project sponsors with data. If possible, reclaim capacity from non-project work. Customize the playbook to address insufficient project capacity.
There is significant fluctuation in demand, making it extremely challenging to stick to allocations. Project managers can build in additional contingencies to project plans based on resourcing data, with plans for over-delivering with surplus capacity. In addition, the CIO can leverage business relationships to curb chaotic demand. The portfolio manager should analyze the project portfolio for clues on expanding demand. Customize the playbook to address large fluctuations in demand.
On a constant basis, there are conflicting project demands over specific skills. Re-evaluate the definition of a project to guard the value of the portfolio. Continually prioritize projects based on their business values as of today. Customize the playbook to address conflicting project demands. Feed into any near- and long-term staffing plans.

Prepare to communicate your new resource management practices and reap their benefits

As you roll out your resource management strategy, familiarize yourself with the capability improvements that will drive your resource management success metrics.

  1. Increased capacity awareness through the ability to more efficiently and more effectively collect and track complex, diverse, and dynamic project data across the project portfolio.
  2. Improved supply management. Increased awareness of resource capacity (current and forecasted) combined with the ability to see the results of resource allocations across the portfolio will help ensure that project resources are used as effectively as possible.
  3. Improved demand management. Increased capacity awareness, combined with reliable supply management, will help PMOs set realistic limits on the amount and kind of IT projects the organization can take on at any given time. The ability to present user-friendly reports to key decision makers will help the PMO to ensure that the projects that are approved are realistically attainable and strategically aligned.
  4. Increased portfolio success. Improvements in the three areas indicated above should result in more realistic demands on project workers/managers, better products, and better service to all stakeholders. While successfully implemented PPM solutions should produce more efficient PPM processes, ideally they should also drive improved project stakeholder satisfaction across the organization.

The image shows a series on concentric circles, labelled (from the inside out): Capacity Awareness; Supply Management; Demand Management; Project Success.

Info-Tech client achieves resource management success by right-sizing its data requirements and focusing on reporting

CASE STUDY

Industry Manufacturing

Source Info-Tech Client

We were concerned that the staff would not want to do timesheets. With one level of task definition, it’s not really timesheets. It’s more about reconciling our allocations.” – PMO Director, Manufacturing

Challenge

  • In a very fast-paced environment, the PMO had developed a meaningful level of process maturity.
  • There had never been time to slow down enough to introduce a mature PPM tool set.
  • The executive leadership had started to ask for more throughput of highly visible IT projects.

Solution

  • There had never been oversight on how much IT time went toward escalated support issues and smaller enhancement requests.
  • Staff had grown accustomed to a lack of documentation rigor surrounding the portfolio.
  • Despite a historic baseline of the ratio between strategic projects, small projects, and support, the lack of recordkeeping made it hard to validate or reconcile these ratios.

Results

  • The organization introduced a robust commercial PPM tool.
  • They were able to restrict the granularity of data to a high level in order to limit the time required to enter and manage, and track the actuals.
  • They prepared executive leadership for their renewed focus on the allocation of resources to strategically important projects.
  • Approval of projects was right-sized based on the actual capacity and realized through improved timesheet recordkeeping.

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

Book a workshop with our Info-Tech analysts:

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

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

3.1 Define the scope of your pilot and set appropriate goals for the test-run of your new processes

An effective pilot lowers implementation risk, enhances the details and steps within a process, and improves stakeholder relations prior to a full scale rollout.

3.2 Develop a plan to manage stakeholder and staff resistance to the new resource management practice

Proactively plan for communicating responses and objections to show people that you understand their point of view and win their buy-in.

Insight breakdown

Insight 1

A matrix organization creates many small, untraceable demands that are often overlooked in resource management efforts, which lead to underestimating total demand and overcommitting resources. To capture them and enhance the success of your resource management effort, focus on completeness rather than precision. Precision of data will improve over time as your process maturity grows.

Insight 2

Draft the resource management practice with sustainability in mind. It is about what you can and will maintain every week, even during a crisis: it is not about what you put together as a one-time snapshot. Once you stop maintaining resource data, it’s nearly impossible to catch up.

Insight 3

Engagement paves the way for smoother adoption. An engagement approach (rather than simply communication) turns stakeholders into advocates who can help boost your message, sustain the change, and realize benefits without constant intervention or process command-and-control.

Summary of accomplishment

Knowledge Gained

  • Disconnect between traditional resource management paradigms and today’s reality of work environment
  • Differentiation of accuracy and precision in capacity data
  • Snapshot of resource capacity supply and demand
  • Seven dimensions of resource management strategy
  • How to create sustainability of a resource management practice

Processes Optimized

  • Collecting resource supply data
  • Capturing the project demand
  • Identifying and documenting resource constraints and issues
  • Resolving resource issues
  • Finalizing and communicating resource allocations for the forecast window

Deliverable Completed

  • Resource Management Supply-Demand Calculator, to create an initial estimate of resource capacity supply and demand
  • Time-tracking survey emails, to validate assumptions made for creating the initial snapshot of resource capacity supply and demand
  • Resource Management Playbook, which documents your resource management strategy dimensions, process steps, and responses to challenges
  • PPM Solution Vendor Demo Script, to structure your resource management tool demos and interactions with vendors to ensure that their solutions can fully support your resource management practices
  • Portfolio Manager Lite, a spreadsheet-based resource management solution to facilitate the flow of data
  • Process Pilot Plan, to ensure that the pilot delivers value and insight necessary for a wider rollout
  • Project Portfolio Analyst job description, to help your efforts in bringing in additional staff to provide support for the new resource management practice
  • Resource Management Communications presentation, with which to engage your stakeholders during the new process rollout

Research contributors and experts

Trevor Bramwell, ICT Project Manager Viridor Waste Management

John Hansknecht, Director of Technology University of Detroit Jesuit High School & Academy

Brian Lasby, Project Manager Toronto Catholic District School Board

Jean Charles Parise, CIO & DSO Office of the Auditor General of Canada

Darren Schell, Associate Executive Director of IT Services University of Lethbridge

Related Info-Tech research

Develop a Project Portfolio Management Strategy

Grow Your Own PPM Solution

Optimize Project Intake, Approval, and Prioritization

Maintain and Organized Portfolio

Manage a Minimum-Viable PMO

Establish the Benefits Realization Process

Manage an Agile Portfolio

Tailor Project Management Processes to Fit Your Projects

Project Portfolio Management Diagnostic Program

The Project Portfolio Management Diagnostic Program is a low-effort, high-impact program designed to help project owners assess and improve their PPM practices. Gather and report on all aspects of your PPM environment to understand where you stand and how you can improve.

Bibliography

actiTIME. “How Poor Tracking of Work Time Affects Your Business.” N.p., Oct. 2016. Web.

Akass, Amanda. “What Makes a Successful Portfolio Manager.” Pcubed, n.d. Web.

Alexander, Moira. “5 Steps to avoid overcommitting resources on your IT projects.” TechRepublic. 18 July 2016. Web.

Anderson, Ryan. “Some Shocking Statistics About Interruptions in Your Work Environment.” Filevine, 9 July 2015. Web.

Bondale, Kiron. “Focus less on management and more on the resources with resource management.” Easy in Theory, Difficult in Practice. 16 July 2014. Web.

Burger, Rachel. “10 Software Options that Will Make Your Project Resource Allocation Troubles Disappear.” Capterra Project Management Blog, 6 January 2016. Web.

Cooper, Robert, G. “Effective Gating: Make product innovation more productive by using gates with teeth.” Stage-Gate International and Product Development Institute. March/April 2009. Web.

Dimensional Research. “Lies, Damned Lies and Timesheet Data.” Replicon, July 2013. Web.

Edelman Trust Barometer. “Leadership in a Divided World.” 2016. Web.

Frank, T.A. “10 Execs with Time-Management Secrets You Should Steal.” Monday*. Issue 2: Nov-Dec 2014. Drucker Institute. Web.

Huth, Susanna. “Employees waste 759 hours each year due to workplace distractions.” The Telegraph, 22 Jun 2015. Web.

Jacobeus, Nicolas. “How Detailed Does Your Agency Time Tracking Need to Be?” Scale Blog, 18 Jul 2016. Web.

Lessing, Lawrence. Free Culture. Lulu Press Inc.: 30 July 2016.

Kwak, James. “The Importance of Excel. The Baseline Scenario, 9 Feb 2013. Web.

Madison, Daniel. “The Five Implementation Options to Manage the Risk in a New Process.” BPMInstitute.org. n.d. Web.

Mark, Gloria. Multitasking in the Digital Age. Morgan & Claypool Publishers. 1 April 2015

Maron, Shim. “Accountability Vs. Responsibility In Project Management.” Workfront, 10 June 2016. Web.

PM Solutions. “Resource Management and the PMO: Three Strategies for Addressing Your Biggest Challenge.” N.p., 2009. Web.

Project Management Institute. “Pulse of the Profession 2014.” PMI, 2014. Web.

Planview. “Capacity Planning Fuels Innovation Speed.” 2016. Web.

Rajda, Vilmos. “The Case Against Project Portfolio Management.” PMtimes, 1 Dec 2010. Web.

Reynolds, Justin. “The Sad Truth about Nap Pods at Work.” TINYpulse, 22 Aug 2016. Web.

Schulte, Brigid. “Work interrupts can cost you 6 hours a day. An efficiency expert explains how to avoid them.” Washington Post, 1 June 2015. Web.

Stone, Linda. "Continuous Partial Attention." Lindastone.net. N.p., n.d. Web.

Zawacki, Kevin. “The Perils of Time Tracking.” Fast Company, 26 Jan 2015. Web.

Communicate Any IT Initiative

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IT communications are often considered ineffective and unengaging. This is demonstrated by the:

  • Lack of expectation that IT should communicate well. Why develop a skill that no one expects IT to deliver on?
  • Failure to recognize the importance of communication to engage employees and communicate ideas.
  • Perception that communication is a broadcast not a continuous dialogue.
  • Inability to create, monitor, and manage feedback mechanisms.
  • Overreliance on data as the main method of communication instead of as evidence to support a broader narrative.

Our Advice

Critical Insight

  • Don't make data your star. It is a supporting character. People can argue about the collection methods or interpretation of the data, but they cannot argue with the story you share.
  • Messages are also non-verbal. Practice using your voice and body to set the right tone and impact your audience.
  • Recognize that communications are essential even in highly technical IT environments.
  • Measure if the communication is being received and resulting in the desired outcome. If not, modify what and how the message is being expressed.

Impact and Result

  • Develop an actionable plan to deliver consistent, timely messaging for all audiences.
  • Compose and deliver meaningful messages.
  • Consistently deliver the right information and the right time to the right stakeholders.

Communicate Any IT Initiative Research & Tools

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

1. Communicate Any IT Initiative Deck – A step-by-step document that walks you through how to plan, compose, and deliver communications to any stakeholder up, down, or across the organization.

This blueprint not only provides the tools and techniques for planning, composing, and delivering effective communications, but also walks you through practical exercises. Practice and perfect your communication, composition, and delivery skills for any IT initiative.

  • Communicate Any IT Initiative – Phases 1-3

2. Communicate Any IT Initiative Facilitation Deck – A step-by-step communications workshop deck suitable for any workshop with a communication component.

Communication concepts and exercises that teach you how to plan, compose, and deliver effective communications. The deck includes practical tools, techniques, and skills practice.

  • Communicate Any IT Initiative Facilitation Deck

3. Communications Planner – An communications plan template that includes a section to define a change, a communications plan, communications calendars, and a pitch composition exercise.

This communications planner is a tool that accompanies the Effective IT Communications blueprint and the Communicate Any IT Initiative Facilitation Deck so that you can plan your communications, view your deliverables, and compose your pitch all in one document.

  • Communications Planner Tool

4. Stakeholder Analysis Tool – A tool to help ensure that all stakeholders are identified and none are missed.

A tool for identifying stakeholders and conducting an analysis to understand their degree of influence or impact.

  • Stakeholder Management Analysis Tool
[infographic]

Further reading

Communicate Any IT Initiative

Plan, compose, and deliver communications that engage your audience.

Executive Summary

Your Challenge Common Obstacles Info-Tech’s Approach
Communicating about your initiative is when the work really begins. Many organizations struggle with:
  • Knowing what target audiences need to be communicated with.
  • Communicating the same message consistently and clearly across target audiences.
  • Communicating to target audiences at the right times.
  • Selecting a channel that will be most effective for the message and practicing to deliver that message.
Some of the challenges IT faces when it comes to communicating its initiatives includes:
  • Not being given the opportunity or time to practice composing or delivering communications.
  • Coordinating the communications of this initiative with other initiative communications.
  • Forgetting to communicate with key stakeholders.
Choosing not to communicate because we do not know how it’s leading to initiative failures and lack of adoption by impacted parties.
For every IT initiative you have going forward, focus on following these three steps:
  1. Create a plan of action around who, what, how, and when communications will take place.
  2. Compose an easy-to-understand pitch for each stakeholder audience.
  3. Practice delivering the message in an authentic and clear manner.
By following these steps, you will ensure that your audience always understands and feels ready to engage with you.

Info-Tech Insight
Every IT employee can be a great communicator; it just takes a few consistent steps, the right tools, and a dedication to practicing communicating your message.

Info-Tech’s approach

Effective communications is not a broadcast but a dialogue between communicator and audience in a continuous feedback loop.

Continuous Feedback Loop

The Info-Tech difference:

  1. The skills needed to communicate effectively as a front-line employee or CIO are the same. It’s important to begin the development of these skills from the beginning of one's career.
  2. Time is a non-renewable resource. Any communication needs to be considered valuable and engaging by the audience or they will be unforgiving.
  3. Don't make data your star. It is a supporting character. People can argue about the collection methods or interpretation of the data, but they cannot argue about the story you share.

Poor communication can lead to dissatisfied stakeholders

27.8% of organizations are not satisfied with IT communications.

25.8% of business stakeholders are not satisfied with IT communications.

Source: Info-Tech Diagnostic Programs; n=34,345 business stakeholders within 604 organizations

The bottom line? Stakeholders for any initiative need to be communicated with often and well. When stakeholders become dissatisfied with IT’s communication, it can lead to an overall decrease in satisfaction with IT.

Good IT initiative communications can be leverage

  • IT risk mitigation and technology initiative funding are dependent on critical stakeholders comprehending the risk impact and initiative benefit in easy-to-understand terms.
  • IT employees need clear and direct information to feel empowered and accountable to do their jobs well.
  • End users who have a good experience engaging in communications with IT employees have an overall increase in satisfaction with IT.
  • Continuously demonstrating IT’s value to the organization comes when those initiatives are clearly aligned to overall objectives – don’t assume this alignment is being made.
  • Communication prevents assumptions and further miscommunication from happening among IT employees who are usually impacted and fear change the most.

“Nothing gets done properly if it's not communicated well.”
-- Nastaran Bisheban, CTO KFC Canada

Approach to communications

Introduction
Review effective communications.

Plan
Plan your communications using a strategic tool.

Compose
Create your own message.

Deliver
Practice delivering your own message.

Info-Tech’s methodology for effective IT communications

1. Plan Strategic Communications 2. Compose a Compelling Message 3. Deliver Messages Effectively
Step Activities
  1. Define the Change
  2. Determine Target Audience
  3. Communication Outcomes
  4. Clarify the Key Message(s)
  5. Identify the Owner and Messenger(s)
  6. Select the Right Channels
  7. Establish a Frequency and Time Frame
  8. Obtain Feedback and Improve
  9. Finalize the Calendar
  1. Craft a Pitch
  2. Revise the Pitch
  1. Deliver Your Pitch
  2. Refine and Deliver Again
Step Outcomes Establish an easy-to-read view of the key communications that need to take place related to your initiative or change. Practice writing a pitch that conveys the message in a compelling and easy-to-understand way. Practice delivering the pitch. Ensure there is authenticity in the delivery while still maintaining the audience’s attention.

This blueprint can support communication about any IT initiative

  • Strategy or roadmap
  • Major transformational change
  • System integration
  • Process changes
  • Service changes
  • New solution rollouts
  • Organizational restructuring

We recommend considering this blueprint a natural add-on to any completed Info-Tech blueprint, whether it is completed in the DIY fashion or through a Guided Implementation or workshop.

Key deliverable:

Communication Planner
A single place to plan and compose all communications related to your IT initiative.

Blueprint deliverables

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

Facilitation Guide
A step-by-step guide to help your IT organization develop a communication plan and practice composing and delivering key messages.

Stakeholder Analysis
An ability to assess all stakeholders based on impact, influence, and involvement.

Workshop Overview

MorningAfternoon
ActivitiesPlan Strategic Communications for Your Initiative
  1. Define the Change
  2. Determine Target Audience
  3. Communication Outcomes
  4. Clarify the Key Message(s)
  5. Identify the Owner and Messenger(s)
  6. Select the Right Channels
  7. Establish a Frequency and Time Frame
  8. Obtain Feedback and Improve
  9. Finalize the Calendar
Compose and Deliver a Compelling Message
  1. Craft a Pitch
  2. Revise the Pitch
  3. Deliver Your Pitch
  4. Refine and Deliver Again
Deliverables
  1. Communication planner with weekly, monthly, and yearly calendar views to ensure consistent and ongoing engagement with every target audience member
  1. Crafted pitches that can be used for communicating the initiative to different stakeholders
  2. Skills and ability to deliver messages more effectively

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

Key KPIs for communication with any stakeholder

Measuring communication is hard; use these to determine effectiveness:

Goal Key Performance Indicator (KPI) Related Resource
Obtain board buy-in for IT strategic initiatives. X% of IT initiatives that were approved to be funded.
Number of times that technical initiatives were asked to be explained further.
Using our Board Presentation Review
Ensure stakeholders feel engaged during initiatives. X% of business leadership satisfied with the statement “IT communicates with your group effectively.” Using the CIO Business Vision Diagnostic
End users know what IT initiatives are going to impact the products or services they use. X% of end users that are satisfied with communications around changing services or applications. Using the End-User Satisfaction Survey
Project stakeholders receive sufficient communication throughout the initiative. X% overall satisfaction with the quality of the project communications. Using the PPM Customer Satisfaction Diagnostic
Employees are empowered to perform on IT initiatives. X% satisfaction employees have with statement “I have all the resources and information I need to do a great job.” Using the Employee Engagement Diagnostic Program

Phase 1

Plan Strategic Communications

Activities
1.1 Define the Change
1.2 Determine Target Audience
1.3 Communication Outcomes
1.4 Clarify the Key Message(s)
1.5 Identify the Owner and Messenger(s)
1.6 Select the Right Channels
1.7 Establish a Frequency and Time Frame
1.8 Obtain Feedback and Improve
1.9 Finalize the Calendar

Communicate Any IT Initiative Effectively
Phase1 > Phase 2 > Phase 3

This step involves the following participants:
Varies based on those who would be relevant to your initiative.

Outcomes of this step
Create an easy-to-follow communications plan to ensure that the right message is sent to the right audience using the right medium and frequency.

What is an IT change?

Before communicating, understand the degree of change.

Incremental Change:
  • Changes made to improve current processes or systems (e.g. optimizing current technology).
Transitional Change:
  • Changes that involve dismantling old systems and/or processes in favor of new ones (e.g. new product or services added).
Transformational Change:
  • Significant change in organizational strategy or culture resulting in substantial shift in direction.
Examples:
  • New or changed policy
  • Switching from on-premises to cloud-first infrastructure
  • Implementing ransomware risk controls
  • Implementing a learning & development plan
Examples:
  • Moving to an insourced or outsourced service desk
  • Developing a BI & analytics function
  • Integrating risk into organization risk
  • Developing a strategy (technology, architecture, security, data, service, infrastructure, application)
Examples:
  • Organizational redesign
  • Acquisition or merger of another organization
  • Implementing a digital strategy
  • A new CEO or board taking over the organization's direction

Consider the various impacts of the change

Invest time at the start of the project to develop a detailed understanding of the impact of the change. This will help to create a plan that will simplify the change and save time in the end. Evaluate the impact from a people, process, and technology perspective.

Leverage a design thinking principle: Empathize with the stakeholder – what will change?

People

  • Team structure
  • Reporting structure
  • Career paths
  • Job skills
  • Responsibilities
  • Company vision/mission
  • Number of FTE
  • Culture
  • Training required

Process

  • Budget
  • Work location
  • Daily workflow
  • Working conditions
  • Work hours
  • Reward structure
  • Required number of completed tasks
  • Training required

Technology

  • Required tools
  • Required policies
  • Required systems
  • Training required

1.1 Define the change

30 minutes

  1. While different stakeholders will be impacted by the change differently, it’s important to be able to describe what the change is at a higher level.
  2. Have everyone take eight minutes to jot down what the change is and why it is happening in one to two sentences. Tab 2 of the Communication Planner Tool can also be used to house the different ideas.
  3. Present the change statements to one another.
  4. By leveraging one of the examples or consolidating many examples, as a group document:
    • What is the change?
    • Why is it happening?
  5. The goal is to ensure that all individuals involved in establishing or implementing the change have the same understanding.
Input Output
  • Individual ideas about what change is occurring and why.
  • A single statement that reflects the change occurring and the rationale for why the change is needed.
Materials Participants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Ensure effective communication by focusing on four key elements

Audience
Stakeholders (either groups or individuals) who will receive the communication.

Message
Information communicated to impacted stakeholders. Must be rooted in a purpose or intent.

Messenger
Person who delivers the communication to the audience. The communicator and owner are two different things.

Channel
Method or channel used to communicate to the audience.

Identify the target audience

The target audience always includes groups and individuals who are directly impacted by the change and may also include those who are change adjacent.

Define the target audience: Identify which stakeholders will be the target audience of communications related to the initiative. Stakeholders can be single individuals (CFO) or groups (Applications Team).

Stakeholders to consider:

  • Who is sponsoring the initiative?
  • Who benefits from the initiative?
  • Who loses from the initiative?
  • Who can make approvals?
  • Who controls resources?
  • Who has specialist skills?
  • Who implements the changes?
  • Who will be adversely affected by potential environmental and social impacts in areas of influence that are affected by 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?

1.2a Determine target audience

20 minutes

  1. Consider all the potential individuals or groups of individuals who will be impacted or can influence the outcome of the initiative.
  2. On tab 3 of the Communication Planner Tool, list each of the stakeholders who will be part of the target audience. If in person, use sticky notes to define the target audiences. The individuals or group of individuals that make up the target audience are all the people who require being communicated with before, during, or after the initiative.
  3. As you list each target audience, consider how they perceive IT. This perception could impact how you choose to communicate with the stakeholder(s).
InputOutput
  • The change
  • Why the change is needed
  • A list of individuals or group of individuals that will be communicated with.
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

1.2b Conduct a stakeholder analysis (optional)

1 hour

  1. For each stakeholder identified as a part of the target audience, conduct an analysis to understand their degree of influence or impact.
  2. Based on the stakeholder, the influence or impact of the change, initiative, etc. can inform the type and way of communicating.
  3. This is a great activity for those who are unsure how to frame communications for each stakeholder identified as a target audience.
InputOutput
  • The change
  • Why the change is needed
  • A list of individuals or group of individuals that will be communicated with
  • The degree of influence or impact each target audience stakeholder has.
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Stakeholder Management Analysis Tool

Determine the desired outcome of communicating with each audience

For each target audience, there will be an overall goal on why they need to be communicated with. This outcome or purpose is often dependent on the type of influence the stakeholder wields within the organization as well as the type of impact the change or initiative will have. Depending on the target audience, consider each of the communication outcomes listed below.

Communicating Across the Organization Communicating Up to Board or Executives Communicating Within IT
  • Obtain buy-in
  • Obtain approval
  • Obtain funding
  • Demonstrate alignment to organization objectives
  • Reduce concerns about risk
  • Demonstrate alignment to organization objectives
  • Demonstrate alignment to individual departments or functions
  • Obtain other departments’ buy-in
  • Inform about a crisis
  • Inform about the IT change
  • Obtain adoption related to the change
  • Obtain buy-in
  • Inform about the IT change
  • Create a training plan
  • Inform about department changes
  • Inform about organization changes
  • Inform about a crisis
  • Obtain adoption related to the change
  • Distribute key messages to change agents

1.3 Communication outcomes

30 minutes

  1. For each stakeholder, there may be one or more reasons why you need to communicate with them. On tab 3 of the Communication Planner Tool or on a whiteboard, begin to identify the objective or outcome your team is seeking by engaging in each target audience.
  2. As you move through the communication outcomes, it could result in more than one outcome for each target audience.
  3. Ensure there is one line for each target audience desired communication outcome. Many stakeholders might need to be communicated with for several reasons. If using the Communication Planner Tool, add the target audience name in column C for as many different communication outcomes there are in column D related to that stakeholder.
InputOutput
  • The change
  • A list of individuals or group of individuals that will be communicated with
  • Outcome or objective of communicating with each stakeholder
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Establish and define key messages based on organizational objectives

What are key messages?
  • Key messages guide all internal communications to ensure they are consistent, unified, and straightforward.
  • Distill key messages down from organizational objectives and use them to reinforce the organization’s strategic direction. Key messages should inspire employees to act in a way that will help the organization reach its objectives.
How to establish key messages: Ground key messages in organizational strategy and culture. These should be the first places you look to determine the organization’s key messages:
  • Refer to organizational strategy documents. What needs to be reinforced in internal communications to ensure the organization can achieve its strategy? This is a key message.
  • Look at the organization’s values. How do values guide how work should be done? Do employees need to behave in a certain way or keep a certain value top of mind? This is a key message.

Key messages should be clear, concise, and consistent (Porter, 2014). The intent is to convey important information in a way that is relatable and memorable, to promote reinforcement, and ultimately, to drive action.

Info-Tech Insight
Empathizing with the audience is key to anticipating and addressing objections as well as identifying benefits. Customize messaging based on audience attributes such as work model (e.g. hybrid), anticipated objections, what's in it for me? (WIIFM), and specific expectations.

1.4 Clarify the key messages

25 minutes

  1. Divide the number of communication lines up equally amongst the participants.
  2. Based on the outcome expected from engaging that target audience in communications, define one to five key messages that should be expressed.
  3. The key messages should highlight benefits anticipated, concerns anticipated, details about the change, and plan of action or next steps. The goal here is to ensure the target audience is included in the communication process.
  4. The key messages should be focused on how the target audience receives a consistent message, especially if different communication messengers are involved.
  5. Document the key messages on tab 3 of the Communication Planner Tool.
InputOutput
  • The change
  • Target audience
  • Communication outcomes
  • Key messages to support a consistent approach
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Understand to how to identify appropriate messengers

Messages must be communicated by a variety of individuals across the organization. Select the messenger depending on the message characteristics (e.g. audience, message, medium). The same messenger can be used for a variety of messages across different mediums.

Personal impact messages should be delivered by an employee's direct supervisor.

Organizational impact messages and rationale should be delivered by senior leaders in the affected areas.

Chart Preferred Messenger for Change Messages

Recent research by Prosci found employees prefer to hear personal messages from their direct manager and organizational messages from the executive leadership team.

Fifty percent of respondents indicated the CEO as the preferred messenger for organizational change messages.

Select the appropriate messenger

For each audience, message, and medium, review whether the message is personal or organizational to determine which messengers are best.

The number and seniority of messengers involved depends on the size of the change:

  • Incremental change
    • Personal messages from direct supervisors
    • Organizational messages from a leader in the audience’s function or the direct supervisor
  • Transitional change
    • Personal messages from direct supervisors or function leaders
    • Organizational messages from a leader in the audience’s function or the C suite
  • Transformational change
    • Personal messages from direct supervisors or function leaders
    • Organizational messages from the CEO or C-suite
    • Cascading messages are critical in this type of change because all levels of the organization will be involved

Communication owner vs. messenger

Communication Owner

Single person
Accountable for the communication message and activities
Oversees that the communication does not contradict other communications
Validates the key messages to be made

Communication Messenger(s)

Single person or many people
Responsible for delivering the intended message
Engages the target audience in the communication
Ensures the key messages are made in a consistent and clear manner

1.5 Identify the owner and messenger(s)

30 minutes

  1. For every communication, there needs to be a single owner. This is the person who approves the communication and will be accountable for the communication
  2. The messenger(s) can be several individuals or a single individual depending on the target audience and desired outcome being sought through the communications.
  3. Identify the person or role who will be accountable for the communication and document this in the Communication Planner Tool.
  4. Identify the person(s) or role(s) who will be responsible for delivering the communication and engaging the target audience and document this in the Communication Planner Tool.
Input Output
  • Individual ideas about what change is occurring and why.
  • A single statement that reflects the change occurring and the rationale for why the change is needed.
Materials Participants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Review appropriate channel for different types of messages

Communication channels are in-person, paper-based, or tech-enabled. Provide communicators with guidance on which mediums to use in different situations.

First question: Should the communication be delivered in-person or not?
Types of channels In-Person Paper-Based or Tech-Enabled
Questions to consider
  • How is your message likely to be received? Is the message primarily negative?
  • Will the message prompt a lot of dialogue or questions? Will it require significant context or clarification?
Note: Messages that are important, complex, or negative must be delivered in person. This allows the sender to provide context, clarify questions, and collect feedback.
  • Use paper-based and tech-enabled communications to provide reminders or updates.
  • When deciding which of the two to use, think about your audience: do they have regular access to a computer?
Two-way interaction Supplement in-person communications with paper-based or tech-enabled communications to provide follow-up and consistency (Government of Nova Scotia). Tech-enabled communications allow the sender to deliver messages when they do not co-locate with the receiver. That said, make sure paper-based communications are provided to those without regular access to a computer.

Consider accessibility when communicating change – not all employees will have access to the same mediums. To ensure inclusivity, strategically plan which mediums to use to reach the entire audience.

Select communication channels

Medium Description Key Messages When to Use
One-on-One Meetings Individual meetings between managers and their direct reports to ensure they understand the change, can express any concerns, and obtain feedback or recommendations.
  • How the change will impact the employee, what they can expect throughout the change, how they can get support, what the timelines are, etc.
  • Requests for feedback.
  • Responses to feedback.
  • Most applicable for personal messages throughout all stages of change.
  • When real-time feedback is needed.
  • To understand the change’s impact on each employee, understand their emotional reactions and provide support.
  • After a change has been announced and continuing at a regular cadence until after the change has been implemented. Frequency of meetings will vary by employee over the course of the change.
Team Meeting A meeting of a work unit or department. Can be virtual, in person, or a combination. Led by the work unit or department head/manager.
  • How the change will impact the team – how work gets done, who they work with, etc.
  • Available timelines regarding the change.
  • Support available throughout the change.
  • Most applicable for personal messages throughout all change stages.
  • When real-time communication is needed to keep everyone on the same page and provide an opportunity to ask questions (essential for buy-in).
  • To announce a small change or after a larger change announcement. Continue frequently until the end of adoption, with time reserved for ad hoc meetings.
Email Electronic communication sent to the audience’s company emails, or in the absence of that, to their personal emails.
  • Overarching details and timelines.
  • Short, easy-to-digest pieces of information that either provide a summary of what to expect or describe actions employees need to take.
  • Applicable for both personal and organizational messages, depending on the messenger. Send personal messages in separate emails from organizational messages.
  • To communicate key details quickly and to a distributed workforce.
  • To reinforce or reiterate information that has been shared in person. Can be used broadly or target specific employees/groups.

Select communication channels

Medium Description Key Messages When to Use
Town Hall Virtual or in-person meeting where senior leadership shares information with a wide audience about the change and answers questions.
  • Messaging that is applicable to a large audience.
  • The strategic decisions of senior leadership.
  • Highlight positive initiative outcomes.
  • Recognize employee efforts.
  • Report on engagement.
  • Most applicable for organizational messages to launch a change or between milestones in a long-term or complex change.
  • To enable senior leaders to explain strategic decisions to employees.
  • To allow employees to ask questions and provide feedback.
  • When support of senior leadership is critical to change success.
Roadshow A series of meetings where senior leadership or the change champion travels to different geographic locations to hold town halls adapted to each location’s audience.
  • Why the change is happening, when the change is happening, who will be impacted, expectations, and key points of contact.
  • Most applicable for organizational messages to launch a change and between milestones during a long-term, large, or complex change.
  • For a change impacting several locations.
  • When face time with senior leadership is critical to developing understanding and adoption of the change. Satellite locations can often feel forgotten. A roadshow provides access to senior leadership and lends the credibility of the leader to the change.
  • To enable live two-way communication between employees and leadership.

Select communication channels

Medium Description Key Messages When to Use
Intranet An internal company website that a large number of employees can access at any time.
  • Information that has already been communicated to the audience before, so they can access it at any time.
  • FAQs and/or general details about the change (e.g. milestones).
  • Most applicable for organizational messages.
  • To post relevant documentation so the audience can access it whenever they need it.
  • To enable consistency in answers to common questions.
Training Scheduled blocks of time for the team to learn new skills and behaviors needed to successfully adapt to the change.
  • Reinforce the need for change and the benefits the change will have.
  • Most applicable for organizational messages during the implementation stage.
  • To reduce anxiety over change initiatives, improve buy-in, and increase adoption by helping employees develop skills and behaviors needed to perform effectively.
Video Message A prerecorded short video clip designed for either simultaneous broadcast or just-in-time viewing. Can be sent over email or mobile or uploaded to a company portal/intranet.
  • Positive messaging to convey enthusiasm for the change.
  • Details about why the organization is changing and what the benefits will be, updates on major milestone achievements, etc.
  • Most applicable for organizational messages, used on a limited basis at any point during the change.
  • Effective when the message needs to appear more personal by putting a face to the message and when it can be presented in a condensed time frame.
  • When a message needs to be delivered consistently across a variety of employees, locations, and time zones.
  • To provide updates and recognize key achievements.

Select communication channels

Medium Description Key Messages When to Use
Shift Turnover Meeting A meeting between teams or departments when a shift changes over; sometimes called a shift report. Used to communicate any relevant information from the outgoing shift to the incoming shift members.
  • Details related to the activities performed during the shift.
  • Most applicable for personal impact messages during the implementation stage to reinforce information shared using other communication mediums.
  • Where change directly impacts role expectations or performance so teams hear the same message at the same time.
Company Newsletter Electronic or hardcopy newsletter published by the company. Contains timely updates on company information.
  • Overarching change details.
  • Information that has already been communicated through other mediums.
  • Varies with the change stage and newsletter frequency.
  • Most applicable for organizational messages throughout the change.
  • When the change implementation is expected to be lengthy and audiences need to be kept updated.
  • To celebrate change successes and milestone achievements.
Sign/Poster Digital or paper-based sign, graphic, or image. Includes posters, screensavers, etc.
  • Positive messaging to convey enthusiasm for the change.
  • Key dates and activities.
  • Key contacts.
  • Most applicable for organizational messages throughout the change.
  • As visual reminders in common, highly visible locations (e.g. a company bulletin board, elevator TV monitors).

1.6 Select the right channels

20 minutes

  1. Consider the different channels that were described and presented on the previous five slides. Each channel has element(s) to it that will allow it to be more beneficial based on the communication target audience, outcome, and messenger.
  2. Evenly assign the number of communication rows on tab 3 of the Communication Planner Tool and input the channel that should be used.
  3. Consider if the channel will:
    • Obtain the desired outcome of the communication.
    • Be completed by the messenger(s) defined.
    • Support the target audience in understanding the key messages.
  4. If any target audience communication requires several channels, add additional rows to the planner on TAB 3.
InputOutput
  • Target audience
  • Communication outcome
  • Communication messenger(s)
  • The right channel selected to support the desired communication outcome.
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Define the communication time frame based on the initiative

Communication occurs during four of the five stages of an initiative:

01 Identify and prioritize 02 Prepare for initiative 03 Create a communication plan 04 Implement change 05 Sustain the desired outcome
Before During After
  • Communication begins with sponsors and the project team.
  • Set general expectations with project team and sponsors.
  • Outline the communication plan for the remaining stages.
  • Set specific expectations with each stakeholder group.
  • Implement the communication plan.
  • Use feedback loops to determine updates or changes to communications.
  • Communication continues as required after the change.
  • Feedback loops continue until change becomes business as usual.
Where communication needs to happen

Don’t forget: Cascade messages down through the organization to ensure those who need to deliver messages have time to internalize the change before communicating it to others. Include a mix of personal and organizational messages, but where possible, separate personal and organizational content into different communications.

Establish a frequency that aligns to the desired communication outcome

Successful communications are frequent communications.

  • The cadence of a communication is highly dependent on the objective of the communication.
  • Each target requires a different frequency as well:
    • Board Presentations > four times a year is a good frequency
    • Executive Leadership > monthly frequency
    • Organizationally > annually and when necessary
    • Organization Crises > daily, if not hourly
    • IT Initiatives and Projects > weekly
    • IT Teams > weekly, if not daily

Tech Team Frequency for Discussing Goals

“When goals are talked about weekly, teams are nearly 3X more likely to feel confident hitting them.”
– Hypercontext, 2022

Info-Tech Insight
Communications made once will always fail. Ensure there is a frequency appropriate for every communication — or do not expect the desired outcome.

1.7 Establish a frequency and time frame

30 minutes

  1. For each row in tab 3, determine how frequently that communication needs to take place and when that communication needs to be completed by.
    • Frequency: How often the communication will be delivered to the audience (e.g. one-time, monthly, as needed).
    • Time frame: When the communication will be delivered to the audience (e.g. a planned period or a specific date).
  2. When selecting the time frame, consider what dependencies need to take place prior to that communication. For example, IT employees should not be communicated with on anything that has not yet been approved by the CEO. Also consider when other communications might be taking place so the message is not lost in the noise.
  3. For frequency, the only time that a communication needs to take place once is when presenting up to senior leaders of the organization. And even then it will sometimes require more than one conversation. Be mindful of this.
InputOutput
  • The change
  • Target audience
  • Communication outcome
  • Communication channel
  • Frequency and time frame of the communication
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

First, ensure feedback mechanisms are in place

Soliciting and acting on feedback involves employees in the decision-making process and demonstrates to them that their contributions matter.

Prior to the strategy rollout, make sure you have also established feedback mechanisms to collect feedback on both the messages delivered and how they were delivered. Some ways to collect feedback include:

  • Evaluating intranet comments and interactions (likes, etc.) if this function is enabled.
  • Measuring comprehension and satisfaction through surveys and polls.
  • Looking for themes in the feedback and questions employees bring forward to managers during in-person briefings.

Feedback Mechanisms:

  • CIO Business Vision Survey
  • Engagement Surveys
  • Focus Groups
  • Suggestion Boxes
  • Team Meetings
  • Random Sampling
  • Informal Feedback
  • Direct Feedback
  • Audience Body Language
  • Repeating the Message Back

Select metrics to measure progress on key results

There are two types of metrics that can be used to measure the impact of an internal communications strategy and progress toward strategy goals. These metrics are used to measure both outputs and outcomes.

Select metrics measuring both:
Tactical Effectiveness (Outputs) Strategic Effectiveness (Outcomes)
  • Open rate
  • Click-through rate
  • Employee sentiment
  • Participation rates
  • Physical distractions
  • Shift in behavior
  • Manager capability to communicate
  • Organizational ability to meet goals
  • Engagement
  • Turnover

Pyramid of metrics to measure process on key results

1.8 Obtain feedback and improve

20 minutes

  1. Evenly distribute the number of rows in the communication plan to all those involved. Consider a metric that would help inform whether the communication outcome was achieved.
  2. For each row, identify a feedback mechanism (slide 38) that could be used to enable the collection and confirm a successful outcome.
  3. Come back as a group and validate the feedback mechanisms selected.
  4. The important aspect here is not just to measure if the desired outcome was achieved. However, if the desired outcome is not achieved, consider what you might do to change or enable better communication to that target audience.
  5. Every communication can be better. Feedback, whether it is tactical or strategic, will help inform methods to improve future communication activities.
InputOutput
  • Communication outcome
  • Target audience
  • Communication channel
  • A mechanism to measure communication feedback and adjust future communications when necessary.
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Example of internal communications survey

Use and modify the questions below when building an internal communications survey. Use a Likert scale to gauge responses.

  1. I am satisfied with the communications at our organization.
  2. I am kept fully informed of news and updates relevant to our organization.
  3. I receive information that is relevant to me on a regular basis.
  4. I have the information I need to do my job.
  5. I know where to go to find the information I am looking for.
  6. My manager communicates with me in-person on a regular basis.
  7. I feel I can believe the information I receive from the company.
  8. I feel heard by senior leaders and know that they have received my feedback.
  9. The content and information that I receive is interesting to me.

Create an easy-to-read approach to communication

Example of an easy-to-read approach to communication

1.9 Finalize the calendar

2 hours

  1. Once the information on tabs 2 and 3 of the Communication Planner Tool has been completed, start to organize the information in an easy-to-read view.
  2. Using the annual, monthly, and weekly calendar views on tabs 3 to 5, begin to formalize the dates of when communications will take place.
  3. Following the instructions on each tab, complete one or all of the views of the communication plan. Remember, the stakeholder that makes up the target audience needs to be considered and whether this communication will overlap with any other communications.
InputOutput
  • Communication Plan on tab 2
  • Yearly, monthly, and weekly communication calendars
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Phase 2

Compose a Compelling Message

Activities

2.1 Craft a Pitch
2.2 Revise the Pitch

This step involves the following participants:
Varies based on those who would be relevant to your initiative.

Outcomes of this step
Ability to create a clear, concise, and consistent message using best practices and a pitch framework.

Communication Any IT Initiative Effectively

Phase 1 > Phase 2 > Phase 3

Include all the following pieces in your message for an effective communication

Pieces needed in your message for effective communication

Info-Tech Insight
Time is a non-renewable resource. The message crafted must be considered a value-add communication to your audience.

Enable good communication with these components

Be Consistent Be Clear
  • The core message must be consistent regardless of audience, channel, or medium.
  • Test your communication with your team or colleagues to obtain feedback before delivering to a broader audience.
  • A lack of consistency can be interpreted as an attempt at deception. This can hurt credibility and trust.
  • Say what you mean and mean what you say.
  • Choice of language is important: “Do you think this is a good idea? I think we could really benefit from your insights and experience here.” Or do you mean: “I think we should do this. I need you to do this to make it happen.”
  • Don’t use jargon.
Be Relevant Be Concise
  • Talk about what matters to the stakeholder.
  • Talk about what matters to the initiative.
  • Tailor the details of the message to each stakeholder’s specific concerns.
  • IT thinks in processes but stakeholders only care about results: talk in terms of results.
  • IT wants to be understood, but this does not matter to stakeholders. Think: “what’s in it for them?”
  • Communicate truthfully; do not make false promises or hide bad news.
  • Keep communication short and to the point so key messages are not lost in the noise.
  • There is a risk of diluting your key message if you include too many other details.
  • If you provide more information than necessary, the clarity and consistency of the message can be lost.

Draft the core messages to communicate

Draft core messages communicating information consistent with the high-level communications plan. This includes the overall goal of communications, key messaging, specifics related to the change action, and customizations for each audience. It’s also important to:

  1. Hook your audience: Use a compelling introduction that ensures your target audience cares about the message. Use a statistic or another piece of information that presents the problem in a unique way.
  2. Demonstrate you can help: Let the audience know that based on the unique problem you can help. There is value to engaging and working with you further.
  3. Repeat messages several times and through several messengers and mediums throughout the change stages to ensure all audience members receive and understand the details.
  4. Write for the ear: Use concise and clear sentences, avoid technological language, and when you speak it aloud ensure it sounds like how you would normally speak.
  5. Keep messaging positive but realistic. Avoid continually telling stakeholders that “change is hard.” Instead, communicate messages around change success to positively prime the audience’s mindset (Harvard Business Review).
  6. Communicate what is meaningfully unchanged. Not everything will be impacted by the change. To help reduce fears, include information about meaningful aspects of employees’ work that will not be changing (e.g. employees are moving to report to a new manager on a new team, but the job responsibilities are staying the same).
  7. Finish with a call to action: Your concluding statement should not be a thank-you but a call to action that ignites how your audience will behave after the communication.

Components of a good pitch

Key Components of a Good Pitch
Purpose of the pitch What are you asking for? What is the desired outcome of the conversation? What three things do you want the audience to take away?
Speak to what matters to them Who is your audience and what are their biggest challenges today? What do they care? What is the “so what”? Humanize it. Start with an example of a real person.
Sell the improvement How is your solution going to solve that problem? Is your solution a pain killer or vitamin?
Show real value How will your solution create real value? How can that be measured? Give an example.
Discuss potential fears Identify and alleviate fears the stakeholder may have in working with you. Think about what they think now and what you want them to think.
Have a call to action Identify what your ask is. What are you looking for from the stakeholder? Listen and respond.
Follow up with a thank-you Did you ensure that the participants’ time was respected and appreciated? Be genuine and sincere.

Key questions to answer with change communication

To effectively communicate change, answer questions before they’re asked, whenever possible. To do this, outline at each stage of the change process what’s happening next for the audience and answer other anticipated questions. Pair key questions with core messages in change communications.

Examples of key questions by change stage include:

What is changing?
When is the change expected?
Who will be championing the change?
What are the change expectations?
Will I have input into how the change is happening?
What’s happening next?
Why are we changing?
Why is the change happening now?
What are the risks of not changing?
What will be new?
What’s in it for me?
What training will be available?
Who will be impacted?
How will I be impacted?
How will my team be impacted?
What’s happening next?
Who should I contact with questions or concerns?
How will I be updated?
How can I access more information?
Will the previous process be available throughout the new process implementation?
What needs to be done and what needs to stop to succeed?
Will I be measured on this change?
What’s happening next?
How can I access more information?
Will this change be added to key performance indicators?
How did the change implementation go?
What’s happening next?
Before change During change After change
Prepare for change Create change action and communication plan Implement change Sustain the change

2.1 Craft a pitch

20 minutes

  1. Using the set of stakeholders identified in activity 1.2, every participant takes one stakeholder.
  2. Open tab 7 of the Communication Planner Tool or use a piece of paper and create a communication message specific to that stakeholder.
  3. Select a topic from your workshop or use something you are passionate about.
  4. Consider the pitch components as a way to create your pitch. Remember to use what you have learned from the planning and composing sections of this training (in bold).
  5. Compose a three-minute pitch that you will deliver to your audience member.
InputOutput
  • Individual ideas about what change is occurring and why.
  • A single statement that reflects the change occurring and the rationale for why the change is needed.
MaterialsParticipants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Communication Composition Checklist

  • Did you open the communication with a statistic or other memorable piece of information?
  • Is the topic being communicated in a compelling way that engages the target audience?
  • Are there statistics or data to support the story?
  • Are the statistics and data clear so they cannot be conveyed in any other way than their intended method?
  • Are you writing in clear and concise sentences?
  • Are you avoiding any technical jargon?
  • Is the message only focused on what needs to be said? Have you removed all unnecessary components?
  • Is the content organized in priority order? Could you adapt if the presentation time is shortened?
  • Is the way the communication is written sound like how you would speak normally? Are you writing for the ear?
  • Do you have a clear call to action that the audience will be asked to complete at the end?
  • Does your communication encourage discussion with the target audience? Is the audience a part of the solution?

2.2 Revise the pitch

10 minutes

  1. Review the pitch that was created in activity 2.1.
  2. Consider what could be done to make the pitch better:
    • Concise: Identify opportunities to remove unnecessary information.
    • Clear: It uses only terms or language the target audience would understand.
    • Relevant: It matters to the target audience and the problems they face.
    • Consistent: The message could be repeated across audiences.
  3. Validate that when you say the pitch out loud, it sounds like something you would say normally when communicating with other people.
  4. Make updates to the pitch and get ready to present.
Input Output
  • Individual ideas about what change is occurring and why.
  • A single statement that reflects the change occurring and the rationale for why the change is needed.
Materials Participants
  • Communication Planner Tool
  • Sticky notes
  • Whiteboard
  • Varies based on those who would be relevant to your initiative.

Download the Communication Planner Tool

Phase 3

Deliver Messages Effectively

Activities
3.1 Deliver Your Pitch
3.2 Refine and Deliver Again

This step involves the following participants:
Varies based on those who would be relevant to your initiative.

Outcomes of this step
Ability to deliver the pitch in a manner that is clear and would be understood by the specific stakeholder the pitch is intended for.

Communicate Any IT Initiative Effectively

Phase 1 > Phase 2 > Phase 3

Hone presentation skills before meeting with key stakeholders

Using voice and body

Think about the message you are trying to convey and how your body can support that delivery. Hands, stance, and frame all have an impact on what might be conveyed.

If you want your audience to lean in and be eager about your next point, consider using a pause or softer voice and volume.

Be professional and confident

State the main points of your presentation confidently. While this should be obvious, it is essential. Your audience should be able to clearly see that you believe the points you are stating.

Present in a way that is genuine to you and your voice. Whether you have an energetic personality or a calm and composed personality, the presentation should be authentic to you.

Connect with your audience

Look each member of the audience in the eye at least once during your presentation. Avoid looking at the ceiling, the back wall, or the floor. Your audience should feel engaged – this is essential to keeping their attention.

Avoid reading from your slides. If there is text on a slide, paraphrase it while maintaining eye contact.

Info-Tech Insight
You are responsible for the response of your audience. If they aren’t engaged, it is on you as the communicator.

Use clear slides that avoid distracting the audience

Which slide will be better to present?

Sample A:

Sample A

Sample B:

Sample B

3.1 Deliver your pitch

20 minutes

  1. Take ten minutes to think about how to deliver your pitch. Where will you emphasize words, speak louder, softer, lean in, stand tall, make eye contact, etc.?
  2. Group into pairs. One person is the speaker and the other the audience.
  3. Set a timer on your phone or watch.
  4. Speaker:
    1. Take a few seconds to center yourself and prepare to deliver your pitch.
    2. Deliver your pitch to Person 2. Don’t forget to use your body language and your voice to deliver.
  5. Audience:
    1. Repeats ideas back to Person 1. Are the ideas correct? Are you convinced?
    2. Identifies who the audience is. Are they correct?
  6. Reverse roles and repeat.
  7. Discuss and provide feedback to one another.
InputOutput
  • Written pitch
  • Best practices for delivering
  • An ability to deliver the pitch in a clear and concise manner that could be understood by the intended stakeholder.
  • Feedback from person 2.
MaterialsParticipants
  • Pitch framework
  • Communications Plan Tool
  • Piece of paper
  • Varies based on those who would be relevant to your initiative.

Communication Delivery Checklist

  • Are the slides clean so the audience can focus on your speaking and not on reading the context-heavy slide?
  • Have you practiced delivering the communication to team members or coaches?
  • Have you practiced delivering the communication to someone with little to no technology background?
  • Are you making yourself open to feedback and improvement opportunities?
  • If the communication is derailed from your plan, are you prepared to handle that change?
  • Can you deliver the communication without reading your notes word for word?
  • Have you adapted your voice throughout the communication to highlight specific components you want the audience to focus on?
  • Are you presenting in a way that is genuine to you and your personality?
  • Can you communicate the message within the time allotted?
  • Are you moving in an appropriate manner based on your communication (e.g. toward the screen, across the stage, hand gestures).

3.2 Refine and deliver again

1 hour

  1. Go back to what you wrote as your pitch and take ten minutes to eliminate more information to get the pitch down to two minutes based on the feedback from your original partner.
  2. Repeat the last exercise where you deliver your pitch; however, deliver it to the larger group this time.
  3. Focus on ways to adjust body language and voice to make the message more compelling.
  4. Identify if your audience is telling you anything with their body language (e.g. leaning in, leaning back). Use this to adjust as you are presenting.
  5. Have the group provide additional feedback on what was effective about the message and opportunities to further improve the message.
InputOutput
  • Three-minute pitch
  • Feedback from first delivery
  • An ability to deliver the pitch in a clear and concise manner that could be understood by the intended stakeholder.
MaterialsParticipants
  • Pitch framework
  • Communications Plan Tool
  • Piece of paper
  • Varies based on those who would be relevant to your initiative.

Info-Tech Insight
Whether the CIO or a service desk technician, delivering a presentation is a fear for every role in IT. Prepare your communication to help overcome the fears that are within your control.

Research Contributors and Experts

Anuja Agrawal, National Communications Director, PwC

Anuja Agrawal
National Communications Director
PwC

Anuja is an accomplished global communications professional, with extensive experience in the insurance, banking, financial, and professional services industry in Asia, the US, and Canada. She is currently the National Communications Director at PwC Canada. Her prior work experience includes communication leadership roles at Deutsche Bank, GE, Aviva, and Veritas. Anuja works closely with senior business leaders and key stakeholders to deliver measurable results and effective change and culture building programs. Anuja has experience in both internal and external communications, including strategic leadership communication, employee engagement, PR and media management, digital and social media, M&A/change and crisis management. Anuja believes in leveraging digital tools and technology-enabled solutions combined with in-person engagement to help improve the quality of dialogue and increase interactive communication within the organization to help build an inclusive culture of belonging.

Nastaran Bisheban, Chief Technology Officer, KFC Canada

Nastaran Bisheban
Chief Technology Officer
KFC Canada

A passionate technologist and seasoned transformational leader. A software engineer and computer scientist by education, a certified Project Manager that holds an MBA in Leadership with Honors and Distinction from University of Liverpool. A public speaker on various disciplines of technology and data strategy with a Harvard Business School executive leadership program training to round it all. Challenges status quo and conventional practices; is an advocate for taking calculated risk and following the principle of continuous improvement. With multiple computer software and project management publications she is a strategic mentor and board member on various non-profit organizations. Nastaran sees the world as a better place only when everyone has a seat at the table and is an active advocate for diversity and inclusion.

Heidi Davidson, Co-founder & CEO, Galvanize Worldwide and Galvanize On Demand

Heidi Davidson
Co-founder & CEO
Galvanize Worldwide and Galvanize On Demand

Dr. Heidi Davidson is the Co-Founder and CEO of Galvanize Worldwide, the largest distributed network of marketing and communications experts in the world. She also is the Co-Founder and CEO of Galvanize On Demand, a tech platform that matches marketing and communications freelancers with client projects. Now with 167 active experts, the Galvanize team delivers startup advisory work, outsourced marketing, training, and crisis communications to organizations of all sizes. Before Galvanize, Heidi spent four years as part of the turnaround team at BlackBerry as the Chief Communications Officer and SVP of Corporate Marketing, where she helped the company move from a device manufacturer to a security software provider.

Eli Gladstone, Co-founder, Speaker Labs

Eli Gladstone
Co-Founder
Speaker Labs

Eli is a Co-Founder of Speaker Labs. He has spent over 6 years helping countless individuals overcome their public speaking fears and communicate with clarity and confidence. When he's not coaching others on how to build and deliver the perfect presentation, you'll probably find him reading some weird books, teaching his kids how to ski or play tennis, or trying to develop a good enough jumpshot to avoid being a liability on the basketball court.

Francisco Mahfuz, Keynote Speaker & Storytelling Coach

Francisco Mahfuz
Keynote Speaker & Storytelling Coach

Francisco Mahfuz has been telling stories in front of audiences for a decade, and even became a National Champion of public speaking. Today, Francisco is a keynote speaker and storytelling coach and offers communication training to individuals and international organisations, and has worked with organisations like Pepsi, HP, the United Nations, Santander and Cornell University. He's the author of Bare: A Guide to Brutally Honest Public Speaking, the host of The Storypowers Podcast, and he’s been part of the IESE MBA communications course since 2020. He's received a BA in English Literature from Birkbeck University in London.

Sarah Shortreed, EVP & CTO, ATCO Ltd.

Sarah Shortreed
EVP & CTO
ATCO Ltd.

Sarah Shortreed is ATCO’s Executive Vice President and Chief Technology Officer. Her responsibilities include leading ATCO’s Information Technology (IT) function as it continues to drive agility and collaboration throughout ATCO’s global businesses and expanding and enhancing its enterprise IT strategy, including establishing ATCO’s technology roadmap for the future. Ms. Shortreed's skill and expertise are drawn from her more than 30-year career that spans many industries and includes executive roles in business consulting, complex multi-stakeholder programs, operations, sales, customer relationship management and product management. She was recently the Chief Information Officer at Bruce Power and has previously worked at BlackBerry, IBM and Union Gas. She sits on the Board of Governors for the University of Western Ontario and is the current Chair of the Chief Information Officer (CIO) Committee at the Conference Board of Canada.

Eric Silverberg, Co-Founder Speaker Labs

Eric Silverberg
Co-Founder
Speaker Labs

Eric is a Co-Founder of Speaker Labs and has helped thousands of people build their public speaking confidence and become more dynamic and engaging communicators. When he's not running workshops to help people grow in their careers, there's a good chance you'll find him with his wife and dog, drinking Diet Coke and rewatching iconic episodes of the reality TV show Survivor! He's such a die-hard fan, that you'll probably see him playing the game one day.

Stephanie Stewart, Communications Officer & DR Coordinator, Info Security Services Simon Fraser University

Stephanie Stewart
Communications Officer & DR Coordinator
Info Security Services Simon Fraser University

Steve Strout, President, Miovision Technologies

Steve Strout
President
Miovision Technologies

Mr. Strout is a recognized and experienced technology leader with extensive experience in delivering value. He has successfully led business and technology transformations by leveraging many dozens of complex global SFDC, Oracle and/or SAP projects. He is especially adept at leading what some call “Project Rescues” – saving people’s careers where projects have gone awry; always driving "on-time and on-budget.“ Mr. Strout is the current President of Miovision Technologies and the former CEO and board member of the Americas’ SAP Users’ Group (ASUG). His wealth of practical knowledge comes from 30 years of extensive experience in many CxO and executive roles at some prestigious organizations such as Vonage, Sabre, BlackBerry, Shred-it, The Thomson Corporation (now Thomson Reuters) and Morris Communications. Served on Boards including Customer Advisory Boards of Apple, AgriSource Data, Dell, Edgewise, EMC, LogiSense, Socrates.ai, Spiro Carbon Group, and Unifi.

Info-Tech Research Group Contributors:
Sanchia Benedict, Research Lead
Koula Bouloukos, Production Manager
Antony Chan, Executive Counsellor
Janice Clatterbuck, Executive Counsellor
Ahmed Jowar, Research Specialist
Dave Kish, Practice Lead
Nick Kozlo, Senior Research Analyst
Heather Leier Murray, Senior Research Analyst
Amanda Mathieson, Research Director
Carlene McCubbin, Practice Lead
Joe Meier, Executive Counsellor
Andy Neill, AVP, Research
Thomas Randall, Research Director

Plus an additional two contributors who wish to remain anonymous.

Related Info-Tech Research

Boardroom Presentation Review

  • You will come away with a clear, concise, and compelling board presentation that IT leaders can feel confident presenting in front of their board of directors.
  • Add improvements to your current board presentation in terms of visual appeal and logical flow to ensure it resonates with your board of directors.
  • Leverage a best-of-breed presentation template.

Build a Better Manager

  • Management skills training is needed, but organizations are struggling to provide training that makes a long-term difference in the skills managers actually use in their day to day.
  • Many training programs are ineffective because they offer the wrong content, deliver it in a way that is not memorable, and are not aligned with the IT department’s business objectives.

Crisis Communication Guides

During a crisis it is important to communicate to employees through messages that convey calm and are transparent and tailored to your audience. Use the Crisis Communication Guides to:

  • Draft a communication strategy.
  • Tailor messages to your audience.
  • Draft employee crisis communications.

Use this guide to equip leadership to communicate in times of crisis.

Bibliography

Gallo, Carmine. "How Great Leaders Communicate." Harvard Business Review. 23 November 2022.

Gallup. State of the American Workplace Report. Washington, D.C.: Gallup, 6 February 2020.

Guthrie, Georgina. “Why Good Internal Communications Matter Now More than Ever.” Nulab. 15 Dec. 2021.

Hypercontext. “The State of High Performing Teams in Tech 2022.” Hypercontext. 2022.

Lambden, Duncan. “The Importance of Effective Workplace Communication – Statistics for 2022.” Expert Market. 13 June 2022.

McCreary, Gale & WikiHow. “How to Measure the Effectiveness of Communication: 14 Steps.” WikiHow.

Nowak, Marcin. “Top 7 Communication Problems in the Workplace.” MIT Enterprise Forum CEE, 2021.

Nunn, Philip. “Messaging That Works: A Unique Framework to Maximize Communication Success.” iabc.

Picincu, Andra. “How to Measure Effective Communications.” Small Business Chron. 12 January 2021.

Price. David A. “Pixar Story Rules.”

Prosci. “Best Practices in Change Management 2020 Edition.” Prosci, 2020.

Roberts, Dan. “How CIOs Become Visionary Communicators.” CIO, 2019.

Schlesinger, Mark. “Why building effective communication skill in IT is incredibly important.”

Skills Framework for the Information Age, “Mapping SFIA Levels of Responsibilities to Behavioural Factors.” Skills Framework for the Information Age, 2021.

St. James, Halina. Talk It Out. Podium, 2005.

TeamState. “Communication in the Workplace Statistics: Importance and Effectiveness in 2022.” TeamStage, 2022.

Walters, Katlin. “Top 5 Ways to Measure Internal Communication.” Intranet Connections, 30 May 2019.

Accelerate Digital Transformation With a Digital Factory

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  • member rating overall impact: 10.0/10 Overall Impact
  • member rating average dollars saved: $50,000 Average $ Saved
  • member rating average days saved: 20 Average Days Saved
  • 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

Develop and Implement a Security Incident Management Program

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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?

    Mandate Data Valuation Before It’s Mandated

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    • member rating overall impact: 8.0/10 Overall Impact
    • member rating average dollars saved: $25,000 Average $ Saved
    • member rating average days saved: 10 Average Days Saved
    • Parent Category Name: Data Management
    • Parent Category Link: /data-management
    • Data can be valuable if used properly or dangerous when mishandled.
    • The organization needs to understand the value of their data before they can establish proper data management practice.
    • Data is not considered a capital asset unless there is a financial transaction (e.g. buying or selling data assets).
    • Data valuation is not easy, and it costs money to collect, store, and maintain data.

    Our Advice

    Critical Insight

    • Data always outlives people, processes, and technology. They all come and go, while data remains.
    • Oil is a limited resource, data is not. Contrary to oil, data is likely to grow over time.
    • Data is likely to outlast all other current popular financial instruments including currency, assets, or commodities.
    • Data is used internally and externally and can easily be replicated or combined.
    • Data is beyond currency, assets, or commodities and needs to be a category of its own.

    Impact and Result

    • Every organization must calculate the value of their data. This will enable organizations to become truly data-driven.
    • Too much time has been spent arguing different methods of valuation. An organization must settle on valuation that is acceptable to all its stakeholders.
    • Align data governance and data management to data valuation. Often organizations struggle to justify data initiatives due to lack of visibility in data valuation.
    • Establish appropriate roles and responsibilities and ensure alignment to a common set of goals as a foundation to get the most accurate future data valuation for your organization.
    • Assess organization data assets and implementation roadmap that considers the necessary competencies and capabilities and their dependencies in moving towards the higher maturity of data assets.

    Mandate Data Valuation Before It’s Mandated Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to understand the value associated with the organization's data. Review Info-Tech’s methodology for assessing data value and justifying your data initiatives with a value proposition.

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

    1. Demystify data valuation

    Understand the benefits of data valuation.

    • Mandate Data Valuation Before It’s Mandated – Phase 1: Demystify Data Valuation

    2. Data value chain

    Learn about the data value chain framework and preview the step-by-step guide to start collecting data sources.

    • Mandate Data Valuation Before It’s Mandated – Phase 2: Data Value Chain

    3. Data value assessment

    Mature your data valuation by putting in the valuation dimensions and metrics. Establish documented results that can be leveraged to demonstrate value in your data assets.

    • Mandate Data Valuation Before It’s Mandated – Phase 3: Data Value Assessment
    [infographic]

    Workshop: Mandate Data Valuation Before It’s Mandated

    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 Value of Data Valuation

    The Purpose

    Explain data valuation approach and value proposition.

    Key Benefits Achieved

    A clear understanding and case for data valuation.

    Activities

    1.1 Review common business data sources and how the organization will benefit from data valuation assessment.

    1.2 Understand Info-Tech’s data valuation framework.

    Outputs

    Organization data valuation priorities

    2 Capture Organization Data Value Chain

    The Purpose

    Capture data sources and data collection methods.

    Key Benefits Achieved

    A clear understanding of the data value chain.

    Activities

    2.1 Assess data sources and data collection methods.

    2.2 Understand key insights and value proposition.

    2.3 Capture data value chain.

    Outputs

    Data Valuation Tool

    3 Data Valuation Framework

    The Purpose

    Leverage the data valuation framework.

    Key Benefits Achieved

    Capture key data valuation dimensions and align with data value chain.

    Activities

    3.1 Introduce data valuation framework.

    3.2 Discuss key data valuation dimensions.

    3.3 Align data value dimension to data value chain.

    Outputs

    Data Valuation Tool

    4 Plan for Continuous Improvement

    The Purpose

    Improve organization’s data value.

    Key Benefits Achieved

    Continue to improve data value.

    Activities

    4.1 Capture data valuation metrics.

    4.2 Define data valuation for continuous monitoring.

    4.3 Create a communication plan.

    4.4 Define a plan for continuous improvements.

    Outputs

    Data valuation metrics

    Data Valuation Communication Plan

    Prepare and Defend Against a Software Audit

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    • member rating overall impact: 10.0/10 Overall Impact
    • member rating average dollars saved: $32,499 Average $ Saved
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    • Parent Category Name: Licensing
    • Parent Category Link: /licensing
    • Audit defense starts long before you get audited. Negotiating your vendors’ audit rights and maintaining a documented consolidated licensing position ensure that you are not blindsided by a sudden audit request.
    • Notification of an impending audit can cause panic. Don't panic. While the notification will be full of strong language, your best chance of success is to take control of the situation. Prepare a measured response that buys you enough time to get your house in order before you let the vendor in.
    • If a free software asset review sounds too good to be true, then it probably is. If a vendor or one of its partners offers up a free software asset management engagement, they aren’t doing so out of the goodness of their heart — they expect to recoup their costs (and then some) from identified license discrepancies.

    Our Advice

    Critical Insight

    • The amount of business disruption depends on the scope of the audit, and the size and complexity of the organization coupled with the contractual audit clause in the contract.
    • These highly visible failures can be prevented through effective software asset management practices.
    • As complexity of licensing increases, so do penalties. If the environment is highly complex, prioritize effort by likelihood of audit and spend.
    • Ensure electronic records exist for license documentation to provide fast access for audit and information requests
    • Verify accuracy of discovered data. Ensure all devices on the network are being audited. Without a complete discovery process, data will always be inaccurate.

    Impact and Result

    • Being able to respond quickly with accurate data is critical. When deadlines are tight, and internal resources don’t exist, hire a third party as their experience will allow a faster response.
    • Negotiate terms of the audit such as deadlines, proof of license entitlement, and who will complete the audit.
    • Create a methodology to quickly and efficiently respond to audit requests.
    • Conduct annual internal audits.
    • Have a designated cross-functional IT audit team.
    • Prepare documentation in advance.
    • Manage audit logistics to minimize business disruption.
    • Dispute unwarranted findings.

    Prepare and Defend Against a Software Audit Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should be prepared and ready to defend against a software audit, 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. Prevent an audit

    Begin your proactive audit management journey and leverage value from your software asset management program.

    • Prepare and Defend Against a Software Audit – Phase 1: Prevent an Audit
    • Audit Defense Maturity Assessment Tool
    • Effective Licensing Position Tool
    • Audit Defence RACI Template

    2. Prepare for an audit

    Prepare for an audit by effectively scoping and consolidating organizational response.

    • Prepare and Defend Against a Software Audit – Phase 2: Prepare for an Audit
    • Software Audit Scoping Email Template
    • Audit Defense Readiness Assessment

    3. Conduct the audit

    Execute the audit in a way that preserves valuable relationships while accounting for vendor specific criteria.

    • Prepare and Defend Against a Software Audit – Phase 3: Conduct an Audit
    • Software Audit Launch Email Template

    4. Manage post-audit activities

    Conduct negotiations, settle on remuneration, and close out the audit.

    • Prepare and Defend Against a Software Audit - Phase 4: Manage Post-Audit Activities
    [infographic]

    Workshop: Prepare and Defend Against a Software Audit

    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 Prevent an Audit

    The Purpose

    Kick off the project

    Identify challenges and red flags

    Determine maturity and outline internal audit

    Clarify stakeholder responsibilities

    Build and structure audit team

    Key Benefits Achieved

    Leverage value from your audit management program

    Begin your proactive audit management journey

    A documented consolidated licensing position, which ensures that you are not blindsided by a sudden audit request

    Activities

    1.1 Perform a maturity assessment of the current environment

    1.2 Classify licensing contracts/vendors

    1.3 Conduct a software inventory

    1.4 Meter application usage

    1.5 Manual checks

    1.6 Gather software licensing data

    1.7 Reconcile licenses

    1.8 Create your audit team and assign accountability

    Outputs

    Maturity assessment

    Effective license position/license reconciliation

    Audit team RACI chart

    2 Prepare for an Audit

    The Purpose

    Create a strategy for audit response

    Know the types of requests

    Scope the engagement

    Understand scheduling challenges

    Know roles and responsibilities

    Understand common audit pitfalls

    Define audit goals

    Key Benefits Achieved

    Take control of the situation and prepare a measured response

    A dedicated team responsible for all audit-related activities

    A formalized audit plan containing team responsibilities and audit conduct policies

    Activities

    2.1 Use Info-Tech’s readiness assessment template

    2.2 Define the scope of the audit

    Outputs

    Readiness assessment

    Audit scoping email template

    3 Conduct the Audit

    The Purpose

    Overview of process conducted

    Kick-off and self-assessment

    Identify documentation requirements

    Prepare required documentation

    Data validation process

    Provide resources to enable the auditor

    Tailor audit management to vendor compliance position

    Enforce best-practice audit behaviors

    Key Benefits Achieved

    A successful audit with minimal impact on IT resources

    Reduced severity of audit findings

    Activities

    3.1 Communicate audit commencement to staff

    Outputs

    Audit launch email template

    4 Manage Post-Audit Activities

    The Purpose

    Clarify auditor findings and recommendations

    Access severity of audit findings

    Develop a plan for refuting unwarranted findings

    Disclose findings to management

    Analyze opportunities for remediation

    Provide remediation options and present potential solutions

    Key Benefits Achieved

    Ensure your audit was productive and beneficial

    Improve your ability to manage audits

    Come to a consensus on which findings truly necessitate organizational change

    Activities

    4.1 Don't accept the penalties; negotiate with vendors

    4.2 Close the audit and assess the financial impact

    Outputs

    A consensus on which findings truly necessitate organizational change

    Design and Build a User-Facing Service Catalog

    • Buy Link or Shortcode: {j2store}395|cart{/j2store}
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    • Parent Category Name: Service Management
    • Parent Category Link: /service-management
    • Business users don’t know what breadth of services are available to them.
    • It is difficult for business users to obtain useful information regarding services because they are often described in technical language.
    • Business users have unrealistic expectations of what IT can do for them.
    • There is no defined agreement on what is available, so the business assumes everything is.

    Our Advice

    Critical Insight

    • Define services from the business user’s perspective, not IT’s perspective.
      • A service catalog is of no use if a user looks at it and sees a significant amount of information that doesn’t apply to them.
    • Separate the enterprise services from the Line of Business (LOB) services.
      • This will simplify the process of documenting your service definitions and make it easier for users to navigate, which leads to a higher chance of user acceptance.

    Impact and Result

    • Our program helps you organize your services in a way that is relevant to the users, and practical and manageable for IT.
    • Our approach to defining and categorizing services ensures your service catalog remains a living document. You may add or revise your service records with ease.
    • Our program creates a bridge between IT and the business. Begin transforming IT’s perception within the organization by communicating the benefits of the service catalog.

    Design and Build a User-Facing Service Catalog Research & Tools

    Start here – read the Executive Brief

    Read our concise executive brief to understand why building a Service Catalog is a good idea for your business, and how following our approach will help you accomplish this difficult task.

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

    1. Launch the project

    The Launch the Project phase will walk through completing Info-Tech's project charter template. This phase will help build a balanced project team, create a change message and communication plan, and achieve buy-in from key stakeholders.

    • Design & Build a User-Facing Service Catalog – Phase 1: Launch the Project
    • Service Catalog Project Charter

    2. Identify and define enterprise services

    The Identify and Define Enterprise Services phase will help to target enterprise services offered by the IT team. They are offered to everyone in the organization, and are grouped together in logical categories for users to access them easily.

    • Design & Build a User-Facing Service Catalog – Phase 2: Identify and Define Enterprise Services
    • Sample Enterprise Services

    3. Identify and define Line of Business (LOB) services

    After completing this phase, all services IT offers to each LOB or functional group should have been identified. Each group should receive different services and display only these services in the catalog.

    • Design & Build a User-Facing Service Catalog – Phase 3: Identify and Define Line of Business Services
    • Sample LOB Services – Industry Specific
    • Sample LOB Services – Functional Group

    4. Complete the Services Definition Chart

    Completing the Services Definition Chart will help the business pick which information to include in the catalog. This phase also prepares the catalog to be extended into a technical service catalog through the inclusion of IT-facing fields.

    • Design & Build a User-Facing Service Catalog – Phase 4: Complete Service Definitions
    • Services Definition Chart
    [infographic]

    Workshop: Design and Build a User-Facing Service Catalog

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

    1 Launch the Project

    The Purpose

    The purpose of this module is to help engage IT with business decision making.

    Key Benefits Achieved

    This module will help build a foundation for the project to begin. The buy-in from key stakeholders is key to having them take onus on the project’s completion.

    Activities

    1.1 Assemble the project team.

    1.2 Develop a communication plan.

    1.3 Establish metrics for success.

    1.4 Complete the project charter.

    Outputs

    A list of project members, stakeholders, and a project leader.

    A change message, communication strategy, and defined benefits for each user group.

    Metrics used to monitor the usefulness of the catalog, both from a performance and monetary perspective.

    A completed project charter to engage users in the initiative.

    2 Identify and Define Enterprise Services

    The Purpose

    The purpose of this module is to review services which are offered across the entire organization.

    Key Benefits Achieved

    A complete list of enterprise services defined from the user’s perspective to help them understand what is available to them.

    Activities

    2.1 Identify enterprise services used by almost everyone across the organization.

    2.2 Categorize services into logical groups.

    2.3 Define the services from the user’s perspective.

    Outputs

    A complete understanding of enterprise services for both IT service providers and business users.

    Logical groups for organizing the services in the catalog.

    Completed definitions in business language, preferably reviewed by business users.

    3 Identify and Define Line of Business (LOB) Services

    The Purpose

    The purpose of this module is to define the remaining LOB services for business users, and separate them into functional groups.

    Key Benefits Achieved

    Business users are not cluttered with LOB definitions that do not pertain to their business activities.

    Business users are provided with only relevant IT information.

    Activities

    3.1 Identify the LOBs.

    3.2 Determine which one of two methodologies is more suitable.

    3.3 Identify LOB services using appropriate methodology.

    3.4 Define services from a user perspective.

    Outputs

    A structured view of the different functional groups within the business.

    An easy to follow process for identifying all services for each LOB.

    A list of every service for each LOB.

    Completed definitions in business language, preferably reviewed by business users.

    4 Complete the Full Service Definitions

    The Purpose

    The purpose of this module is to guide the client to completing their service record definitions completely.

    Key Benefits Achieved

    This module will finalize the deliverable for the client by defining every user-facing service in novice terms.

    Activities

    4.1 Understand the components to each service definition (information fields).

    4.2 Pick which information to include in each definition.

    4.3 Complete the service definitions.

    Outputs

    A selection of information fields to be included in the service catalog.

    A selection of information fields to be included in the service catalog.

    A completed service record design, ready to be implemented with the right tool.

    Further reading

    Design and Build a User-Facing Service Catalog

    Improve user satisfaction with IT with a convenient menu-like catalog.

    Our understanding of the problem

    This Research Is Designed For:

    • CIOs
    • Directors and senior managers within IT and the business

    This Research Will Help You:

    • Articulate all of the services IT provides to the business in a language the business users understand.
    • Improve IT and business alignment through a common understanding of service features and IT support.

    This Research Will Help Them

    • Standardize and communicate how users request access to services.
    • Standardize and communicate how users obtain support for services.
    • Clearly understand IT’s role in providing each service.

    What is a service catalog?

    The user-facing service catalog is the go-to place for IT service-related information.

    The catalog defines, documents, and organizes the services that IT delivers to the organization. The catalog also describes the features of the services and how the services are intended to be used.

    The user-facing service catalog creates benefits for both the business and IT.

    For business users, the service catalog:

    1. Documents how to request access to the service, hours of availability, delivery timeframes, and customer responsibilities.
    2. Specifies how to obtain support for the services, support hours, and documentation.

    For IT, the service catalog:

    1. Identifies who owns the services and who is authorized to use the services.
    2. Specifies IT support requirements for the services, including support hours and documentation.

    What is the difference between a user-facing service catalog and a technical service catalog?

    This blueprint is about creating a user-facing service catalog written and organized in a way that focuses on the services from the business’ view.

    User facing

    User-friendly, intuitive, and simple overview of the services that IT provides to the business.

    The items you would see on the menu at a restaurant are an example of User Facing. The content is relatable and easy to understand.

    Technical

    Series of technical workflows, supporting services, and the technical components that are required to deliver a service.

    The recipe book with cooking instructions is an example of Technical Facing. This catalog is intended for the IT teams and is “behind the scene.”

    What is a service and what does it mean to be service oriented?

    The sum of the people, processes, and technologies required to enable users to achieve a business outcome is a Service.

    A service is used directly by the end users and is perceived as a coherent whole.

    Business Users →Service = Application & Systems + People & Processes

    Service Orientation is…

    • A focus on business requirements and business value, rather than IT driven motives.
    • Services are designed to enable required business activities.
    • Services are defined from the business perspective using business language.

    In other words, put on your user hat and leave behind the technical jargons!

    A lack of a published user-facing service catalog could be the source of many pains throughout your organization

    IT Pains

    • IT doesn’t understand all the services they provide.
    • Business users would go outside of IT for solutions, proliferating shadow IT.
    • Business users have a negative yet unrealistic perception of what IT is capable of.
    • IT has no way of managing expectations for their users, which tend to inflate.
    • There is often no defined agreement on services; the business assumes everything is available.

    Business Pains

    • Business users don’t know what services are available to them.
    • It is difficult to obtain useful information regarding a service because IT always talks in technical language.
    • Without a standard process in place, business users don’t know how to request access to a service with multiple sources of information available.
    • Receiving IT support is a painful, long process and IT doesn’t understand what type of support the business requires.

    An overwhelming majority of IT organizations still need to improve how they demonstrate their value to the business

    This image contains a pie chart with a slice representing 23% of the circle This image contains a pie chart with a slice representing 47% of the circle This image contains a pie chart with a slice representing 92% of the circle

    23% of IT is still viewed as a cost center.

    47% of business executives believe that business goals are going unsupported by IT.

    92% of IT leaders see the need to prove the business value of IT’s contribution.

    How a Service Catalog can help:

    Use the catalog to demonstrate how IT is an integral part of the organization and IT services are essential to achieve business objectives.

    Source: IT Communication in Crisis Report

    Transform the perception of IT by articulating all the services that are provided through the service catalog in a user-friendly language.

    Source: Info-Tech Benchmarking and Diagnostic Programs

    Increase IT-business communication and collaboration through the service catalog initiative. Move from technology focused to service-oriented.

    Source: IT Communication in Crisis Report

    Project Steps

    Phase 1 – Project Launch

    1.2 Project Team

    The team must be balanced between representatives from the business and IT.

    1.2 Communication Plan

    Communication plan to facilitate input from both sides and gain adoption.

    1.3 Identify Metrics

    Metrics should reflect the catalog benefits. Look to reduced number of service desk inquiries.

    1.4 Project Charter

    Project charter helps walk you through project preparation.

    This blueprint separates enterprise service from line of business service.

    This image contains a comparison between Enterprise IT Service and Line of Business Service, which will be discussed in further detail later in this blueprint.

    Project steps

    Phase 2 – Identify and Define Enterprise Services

    2.1 Identify the services that are used across the entire organization.

    2.2 Users must be able to identify with the service categories.

    2.3 Create basic definitions for enterprise services.

    Phase 3 – Identify and Define Line of Business Services

    3.1 Identify the different lines of business (LOBs) in the organization.

    3.2 Understand the differences between our two methodologies for identifying LOB services.

    3.3 Use methodology 1 if you have thorough knowledge of the business.

    3.4 Use methodology 2 if you only have an IT view of the LOB.

    Phase 4 – Complete Service Definitions

    4.1 Understand the different components to each service definition, or the fields in the service record.

    4.2 Identify which information to include for each service definition.

    4.3 Define each enterprise service according to the information and field properties.

    4.3 Define each LOB service according to the information and field properties.

    Define your service catalog in bundles to achieve better catalog design in the long run

    Trying to implement too many services at once can be overwhelming for both IT and the users. You don’t have to define and implement all of your services in one release of the catalog.

    Info-Tech recommends implementing services themselves in batches, starting with enterprise, and then grouping LOB services into separate releases. Why? It benefits both IT and business users:

    • It enables a better learning experience for IT – get to test the first release before going full-scale. In other words, IT gets a better understanding of all components of their deliverable before full adoption.
    • It is easier to meet customer agreements on what is to be delivered early, and easier to be able to meet those deadlines.
    This image depicts how you can use bundles to simplify the process of catalog design using bundles. The cycle includes the steps: Identify Services; Select a Service Bundle; Review Record Design; followed by a cycle of: Pick a service; Service X; Service Data Collection; Create Service Record, followed by Publish the bundle; Communicate the bundle; Rinse and Repeat.

    After implementing a service catalog, your IT will be able to:

    Use the service catalog to communicate all the services that IT provides to the business.

    Improve IT’s visibility within the organization by creating a single source of information for all the value creating services IT has to offer. The service catalog helps the business understand the value IT brings to each service, each line of business, and the overall organization.

    Concentrate more on high-value IT services.

    The service catalog contains information which empowers business users to access IT services and information without the help of IT support staff. The reduction in routine inquiries decreases workload and increases morale within the IT support team, and allows IT to concentrate on providing higher value services.

    Reduce shadow IT and gain control of services.

    Service catalog brings more control to your IT environment by reducing shadow IT activities. The service catalog communicates business requests responsively in a language the business users understand, thus eliminating the need for users to seek outside help.

    After implementing a service catalog, your business will be able to:

    Access IT services with ease.

    The language of IT is often confusing for the business and the users don’t know what to do when they have a concern. With a user-facing service catalog, business users can access information through a single source of information, and better understand how to request access or receive support for a service through clear, consistent, and business-relevant language.

    Empower users to self-serve.

    The service catalog enables users to “self-serve” IT services. Instead of calling the service desk every time an issue occurs, the users can rely on the service catalog for information. This simplified process not only reduces routine service requests, but also provides information in a faster, more efficient manner that increases productivity for both IT and the business.

    Gain transparency on the IT services provided.

    With every service clearly defined, business users can better understand the current support level, communicate their expectation for IT accountability, and help IT align services with critical business strategies.

    Leverage the different Info-Tech deliverable tools to help you along the way

    1. Project Charter

    A project charter template with a few samples completed. The project charter helps you govern the project progress and responsibilities.

    2. Enterprise Service Definitions

    A full list of enterprise definitions with features and descriptions pre-populated. These are meant to get you on your feet defining your own enterprise services, or editing the ones already there.

    3. Basic Line of Business Service Definitions

    Similar to the enterprise services deliverable, but with two separate deliverables focusing on different perspectives – functional groups services (e.g. HR and finance) and industry-specific services (e.g. education and government).

    Service Definitions & Service Record Design

    Get a taste of a completed service catalog with full service definitions and service record design. This is the final product of the service catalog design once all the steps and activities have been completed.

    The service catalog can be the foundation of your future IT service management endeavors

    After establishing a catalog of all IT services, the following projects are often pursued for other objectives. Service catalog is a precursor for all three.

    1. Technical Service Catalog

    Need an IT-friendly breakdown of each service?
    Keep better record of what technical components are required to deliver a service. The technical service catalog is the IT version of a user-facing catalog.

    2. Service-Based Costing

    Want to know how much each IT service is costing you?
    Get a better grip on the true cost of IT. Using service-based costing can help justify IT expenses and increase budgetary allotment.

    3. Chargeback

    Want to hold each business unit accountable for the IT services they use?
    Some business units abuse their IT services because they are thought to be free. Keep them accountable and charge them for what they use.

    The service catalog need not be expensive – organizations of all sizes (small, medium, large) can benefit from a service catalog

    No matter what size organization you may be, every organization can create a service catalog. Small businesses can benefit from the catalog the same way a large organization can. We have an easy step-by-step methodology to help introduce a catalog to your business.

    It is common that users do not know where to go to obtain services from IT… We always end up with a serious time-crunch at the beginning of a new school year. With automated on- and off-boarding services, this could change for the better.Dean Obermeyer, Technology Coordinator, Los Alamos Public Schools

    CIO Call to Action

    As the CIO and the project sponsor, you need to spearhead the development of the service catalog and communicate support to drive engagement and adoption.

      Start

    1. Select an experienced project leader
    2. Identify stakeholders and select project team members with the project leader
    3. Throughout the project

    4. Attend or lead the project kick-off meeting
    5. Create checkpoints to regularly touch base with the project team
    6. Service catalog launch

    7. Communicate the change message from beginning to implementation

    Identify a project leader who will drive measurable results with this initiative

    The project leader acts on behalf of the CIO and must be a senior level staff member who has extensive knowledge of the organization and experiences marshalling resources.

    Influential & Impactful

    Developing a service catalog requires dedication from many groups within IT and outside of IT.
    The project leader must hold a visible, senior position and can marshal all the necessary resources to ensure the success of the project. Ability to exert impact and influence around both IT and the business is a must.

    Relationship with the Business

    The user-facing service catalog cannot be successful if business input is not received.
    The project leader must leverage his/her existing relationship with the business to test out the service definitions and the service record design.

    Results Driven

    Creating a service catalog is not an easy job and the project leader must continuously engage the team members to drive results and efficiency.
    The highly visible nature of the service catalog means the project leader must produce a high-quality outcome that satisfies the business users.

    Info-Tech’s methodology helps organization to standardize how to define services

    CASE STUDY A
    Industry Municipal Government
    Source Onsite engagement

    Municipal Government
    The IT department of a large municipal government in the United States provides services to a large number of customers in various government agencies.
    Service Catalog Initiative
    The municipal government allocated a significant amount of resources to answer routine inquiries that could have been avoided through user self-service. The government also found that they do not organize all the services IT provides, and they could not document and publish them to the customer. The government has already begun the service catalog initiative, but was struggling with how to identify services. Progress was slow because people were arguing amongst themselves – the project team became demoralized and the initiative was on the brink of failure.
    Results
    With Info-Tech’s onsite support, the government was able to follow a standardized methodology to identify and define services from the user perspective. The government was able to successfully communicate the initiative to the business before the full adoption of the service catalog.

    We’re in demos with vendors right now to purchase an ITSM tool, and when the first vendor looked at our finished catalog, they were completely impressed.- Client Feedback

    [We feel] very confident. The group as a whole is pumped up and empowered – they're ready to pounce on it. We plan to stick to the schedule for the next three months, and then review progress/priorities. - Client Feedback

    CASE STUDY B
    Industry Healthcare
    Source Onsite engagement

    Healthcare Provider
    The organization is a healthcare provider in Canada. It treats patients with medical emergencies, standard operations, and manages a faculty of staff ranging from nurses and clerks, to senior doctors. This organization is run across several hospitals, various local clinics, and research centers.
    Service Catalog Initiative
    Because the organization is publicly funded, it is subject to regular audit requirements – one of which is to have a service catalog in place.
    The organization also would like to charge back its clients for IT-related costs. In order to do this, the organization must be able to trace it back to each service. Therefore, the first step would be to create a user-facing service catalog, followed by the technical service catalog, which then allows the organization to do service-based costing and chargeback.
    Results
    By leveraging Info-Tech’s expertise on the subject, the healthcare provider was able to fast-track its service catalog development and establish the groundwork for chargeback abilities.

    "There is always some reticence going in, but none of that was apparent coming out. The group dynamic was very good. [Info-Tech] was able to get that response, and no one around the table was silent.
    The [expectation] of the participants was that there was a purpose in doing the workshop. Everybody knew it was for multiple reasons, and everyone had their own accountability/stakes in the development of it. Highly engaged."
    - Client Feedback

    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

    Launch the Project

    Identify Enterprise Services

    Identify Line of Business Services

    Complete Service Definitions

    Best-Practice Toolkit

    1.1 Assemble the project team.

    1.2 Develop a communication plan.

    1.3 Establish metrics for success.

    1.4 Complete the project charter.

    2.1 Identify services available organization-wide.

    2.2 Categorize services into logical groups.

    2.3 Define the services.

    3.1 Identify different LOBs.

    3.2 Pick one of two methodologies.

    3.3 Use method to identify LOB services.

    4.1 Learn components to each service definition.

    4.2 Pick which information to include in each definition.

    4.3 Define each service accordingly.

    Guided Implementations Identify the project leader with the appropriate skills.

    Assemble a well-rounded project team.

    Develop a mission statement and change messages.

    Create a comprehensive list of enterprise services that are used across the organization.

    Create a categorization scheme that is based on the needs of the business users.

    Walk through the two Info-Tech methodologies and understand which one is applicable.

    Define LOB services using the appropriate methodology.

    Decide what should be included and what should be kept internal for the service record design.

    Complete the full service definitions.

    Onsite Workshop Phase 1 Results:

    Clear understanding of project objectives and support obtained from the business.

    Phase 2 Results:

    Enterprise services defined and categorized.

    Phase 3 Results:

    LOB services defined based on user perspective.

    Phase 4 Results:

    Service record designed according to how IT wishes to communicate to the business.

    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

    Launch the Project

    Identify Enterprise Services

    Identify Line of Business Services

    Complete Service Definitions

    1.1 Assemble the project team.

    1.2 Develop a communication plan.

    1.3 Establish metrics for success.

    1.4 Complete the project charter.

    2.1 Identify services available organization-wide.

    2.2 Categorize services into logical groups.

    2.3 Define the services.

    3.1 Identify different LOBs.

    3.2 Pick one of two methodologies.

    3.3 Use method to identify LOB services.

    4.1 Learn components to each service definition.

    4.2 Pick which information to include in each definition.

    4.3 Define each service accordingly.

    Deliverables
    • Service Catalog Project Charter
    • Enterprise Service Definitions
    • LOB Service Definitions – Functional groups
    • LOB Service Definitions – Industry specific
    • Service Definitions Chart

    PHASE 1

    Launch the Project

    Design & Build a User-Facing Service Catalog

    Step 1 – Create a project charter to launch the initiative

    1. Complete the Project Charter
    2. Create Enterprise Services Definitions
    3. Create Line of Business Services Definitions
    4. Complete Service Definitions

    This step will walk you through the following activities:

    • Develop a mission statement to obtain buy-ins from both IT and business stakeholders.
    • Assemble a well-rounded project team to increase the success of the project.
    • Identify and obtain support from stakeholders.
    • Create an impactful change message to the organization to promote the service catalog.
    • Determine project metrics to measure the effectiveness and value of the initiative.

    Step Insights

    • The project leader must have a strong relationship with the business, the ability to garner user input, and the authority to lead the team in creating a user-facing catalog that is accessible and understandable to the user.
    • Having two separate change messages prepared for IT and the business is a must. The business change message advocates how the catalog will make IT more accessible to users, and the IT message centers around how the catalog will make IT’s life easier through a standardized request process.

    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
    Proposed Time to Completion: 2 weeks
    Step 1.2: Create change messages

    Step 1.2: Create change messages

    Start with an analyst kick off call:

    • Identify the key objectives of creating a user-facing service catalog.
    • Identify the necessary members of the project team.

    Review findings with analyst:

    • Prioritize project stakeholders according to their involvement and influence.
    • Create a change message for IT and the business articulating the benefits.

    Then complete these activities…

  • Assemble a team with representatives from all areas of IT.
  • Identify the key project stakeholders.
  • Create a project mission statement.
  • Then complete these activities…

  • Create a separate change message for IT and the business.
  • Determine communication methods and channels.
  • With these tools & templates: Service

    Catalog Project Charter

    With these tools & templates:

    Service Catalog Project Charter

    Use Info-Tech’s Service Catalog Project Charter to begin your initiative

    1.1 Project Charter

    The following section of slides outline how to effectively use Info-Tech’s sample project charter.

    The Project Charter is used to govern the initiative throughout the project. IT should provide the foundation for project communication and monitoring.

    It has been pre-populated with information appropriate for Service Catalog projects. Please review this sample text and change, add, or delete information as required.

    Building the charter as a group will help you to clarify your key messages and help secure buy-in from critical stakeholders upfront.

    You may feel like a full charter isn’t necessary, and depending on your organizational size, it might not be. However, the exercise of building the charter is important none-the-less. No matter your current climate, some elements of communicating the value and plans for implementing the catalog will be necessary.

    The Charter includes the following sections:

    • Mission Statement
    • Project team members
    • Project stakeholders
    • Change message
    • Communication and organizational plan
    • Metrics

    Use Info-Tech’s Service Catalog Project Charter.

    Create a mission statement to articulate the purpose of this project

    The mission statement must be compelling because embarking on creating a service catalog is no easy task. It requires significant commitment from different people in different areas of the business.

    Good mission statements are directive, easy to understand, narrow in focus, and favor substance over vagueness.

    While building your mission statement, think about what it is intended to do, i.e. keep the project team engaged and engage others to adopt the service catalog. Included in the project charter’s mission statement section is a brief description of the goals and objectives of the service catalog.

    Ask yourself the following questions:

    1. What frustrations does your business face regarding IT services?
    2. f our company continues growing at this rate, will IT be able to manage service levels?
    3. How has IT benefited from consolidating IT services into a user perspective?

    Project Charter

    Info-Tech’s project charter contains two sample mission statements, along with additional tips to help you create yours.

    Tackle the project with a properly assembled team to increase the speed and quality in which the catalog will be created

    Construct a well-balanced project team to increase your chances of success.

    Project Leader

    Project leader will be the main catalyst for the creation of the catalog. This person is responsible for driving the whole initiative.

    Project Participants

    IT project participants’ input and business input will be pivotal to the creation of the catalog.

    Project Stakeholders

    The project stakeholders are the senior executives who have a vested interest in the service catalog. IT must produce periodic and targeted communication to these stakeholders.

    Increase your chances of success by creating a dynamic group of project participants

    Your project team will be a major success factor for your service catalog. Involvement from IT management and the business is a must.

    IT Team Member

    IT Service Desk Manager

    • The Service Desk team will be an integral part of the service catalog creation. Because of their client-facing work, service desk technicians can provide real feedback about how users view and request services.

    Senior Manager/Director of Application

    • The Application representative provides input on how applications are used by the business and supported by IT.

    Senior Manager/Director of Infrastructure

    • The infrastructure representative provides input on services regarding data storage, device management, security, etc.

    Business Team Member

    Business IT Liaison

    • This role is responsible for bridging the communication between IT and the business. This role could be fulfilled by the business relationship manager, service delivery manager, or business analyst. It doesn’t have to be a dedicated role; it could be part of an existing role.

    Business representatives from different LOBs

    • Business users need to validate the service catalog design and ensure the service definitions are user facing and relevant.

    Project Charter

    Input your project team, their roles, and relevant contact information into your project charter, Section 2.

    Identify the senior managers who are the stakeholders for the service catalog

    Obtain explicit buy-in from both IT and business stakeholders.

    The stakeholders could be your biggest champions for the service catalog initiative, or they could pull you back significantly. Engage the stakeholders at the start of the project and communicate the benefits of the service catalog to them to gain their approval.

    Stakeholders

    Benefits

    CIO
    • Improved visibility and perception for IT
    • Ability to better manage business expectation

    Manager of Service Desk

    • Reduced number of routine inquires
    • Respond to business needs faster and uniformly

    Senior Manager/Director of Application & Infrastructure

    • Streamlined and standardized request/support process
    • More effective communication with the business

    Senior Business Executives from Major LOBs

    • Self-service increases user productivity for business users
    • Better quality of services provided by IT

    Project Charter

    Document a list of stakeholders, their involvement in the process (why they are stakeholders), and their contact information in Section 3.

    Articulate the creation of the service catalog to the organization

    Spread the word of service catalog implementation. 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). Talking to the business leaders is very important, and you need IT executives to deliver the message. Work hard on obtaining their support as they are the ones communicating to their staff and could be your project champions.

    Recommended organizational changes

    The communication plan should consist of changes that will affect the way users interact with the catalog. Users should know of any meetings pertinent to the maintenance and improvement of the catalog, and ways to access the catalog (e.g. link on desktop/start menu).

    This image depicts the cycle of communicating change. the items in the cycle include: 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

    Project Charter

    Your communication plan should serve as a rough guide. Communication happens in several unpredictable happenstances, but the overall message should be contained within.

    Ensure you get the whole company on board for the service catalog with a well practiced change message

    The success of your catalog implementation hinges on the business’ readiness.

    One of the top challenges for organizations that are implementing a service catalog is the acceptance and adoption of the change. Effective planning for implementation and communication is pivotal. Ensure you create tailored plans for communication and understand how the change will impact staff.

    1. Draft your change message
    2. “Better Service, Better Value.” It is important to have two change messages prepared: one for the IT department and one for business users.
      Outline a few of the key benefits each user group will gain from adopting the service catalog (e.g. Faster, ease of use, convenient, consistent…)

    3. Address feedback
    4. Anticipate some resistances of service catalog adoption and prepare responses. These may be the other benefits which were not included in the change message (e.g. IT may be reluctant to think in business language.)

    5. Conduct training sessions
    6. Host lunch & learns to demonstrate the value of the service catalog to both business and IT user groups.
      These training sessions also serve as a great way to gather feedback from users regarding style and usability.

    Project Charter

    Pick your communication medium, and then identify your target audience. You should have a change message for each: the IT department and the business users. Pay careful consideration to wording and phrasing with regard for each.

    Track metrics throughout the project to keep stakeholders informed

    In order to measure the success of your service catalog, you must establish baseline metrics to determine how much value the catalog is creating for your business.

    1. Number of service requests via the service catalog
    2. The number of service catalog requests should be carefully monitored so that it does not fluctuate too greatly. In general, the number of requests via the service catalog should increase, which indicates a higher level of self-serve.

    3. Number of inquiry calls to the service desk
    4. The number of inquiry calls should decrease because customers are able to self-serve routine IT inquiries that would otherwise have gone through the service desk.

    5. Customer satisfaction – specific questions
    6. The organization could adopt the following sample survey questions:
      From 0-5: How satisfied are you with the functionality of the service catalog? How often do you turn to the service catalog first to solve IT problems?

    7. Number of non-standard requests
    8. The number of non-standard requests should decrease because a majority of services should eventually be covered in the service catalog. Users should be able to solve nearly any IT related problem through navigating the service catalog.

    Metric Description Current Metric Future Goal
    Number of service requests via the Service Catalog
    Number of inquiry calls to the service desk
    Customer Satisfaction – specific question
    Number of non-standard requests

    Use metrics to monitor the monetary improvements the service catalog creates for the business

    When measuring against your baseline, you should expect to see the following two monetary improvements:

    1. Improved service desk efficiency
    2. (# of routine inquiry calls reduced) x (average time for a call) x (average service desk wage)

      Routine inquiries often take up a significant portion of the service desk’s effort, and the majority of them can be answered via the service catalog, thus reducing the amount of time required for a service desk employee to engage in routine solutions. The reduction in routine inquiries allows IT to allocate resources to high-value services and provide higher quality of support.

    Example

    Originally, the service desk of an organization answers 850 inquiries per month, and around 540 of them are routine inquiries requesting information on when a service is available, who they can contact if they want to receive a service, and what they need to do if they want access to a service, etc.

    IT successfully communicated the introduction of the service catalog to the business and 3 months after the service catalog was implemented, the number of routine inquiries dropped to 60 per month. Given that the average time for IT to answer the inquiry is 10 minutes (0.167 hour) and the hourly wage of a service desk technician is $25, the monthly monetary cost saving of the service catalog is:

    (540 – 60) x 0.167 x 25 = $2004.00

    • Reduced expense by eliminating non-standard requests

    (Average additional cost of non-standard request) x (Reduction of non-standard request)
    +
    (Extra time IT spends on non-standard request fulfilment) x (Average wage)

    Non-standard requests require a lot of time, and often a lot of money. IT frequently incurs additional cost because the business is not aware of how to properly request service or support. Not only can the service catalog standardize and streamline the service request process, it can also help IT define its job boundary and say no to the business if needed.

    Example

    The IT department of an organization often finds itself dealing with last-minute, frustrating service requests from the business. For example, although equipment requests should be placed a week in advance, the business often requests equipment to be delivered the next day, leaving IT to pay for additional expedited shipping costs and/or working fanatically to allocate the equipment. Typically, these requests happen 4 times a month, with an additional cost of $200.00. IT staff work an extra 6 hours per each non-standard request at an hourly wage of $30.00.

    With the service catalog, the users are now aware of the rules that are in place and can submit their request with more ease. IT can also refer the users to the service catalog when a non-standard request occurs, which helps IT to charge the cost to the department or not meet the terms of the business.

    The monthly cost saving in this case is:

    $200.00 x 4 + 6 hours x 30 = $980.00

    Create your project charter for the service catalog initiative to get key stakeholders to buy in

    1.1 2-3 hours

    The project charter is an important document to govern your project process. Support from the project sponsors is important and must be documented. Complete the following steps working with Info-Tech’s sample Project Charter.

    1. The project leader and the core project team must identify key reasons for creating a service catalog. Document the project objectives and benefits in the mission statement section.
    2. Identify and document your project team. The team must include representatives from the Infrastructure, Applications, Service desk, and a Business-IT Liaison.
    3. Identify and document your project stakeholders. The stakeholders are those who have interest in seeing the service catalog completed. Stakeholders for IT are the CIO and management of different IT practices. Stakeholders for the business are executives of different LOBs.
    4. Identify your target audience and choose the communication medium most effective to reach them. Draft a communication message hitting all key elements.
      Info-Tech’s project charter contains sample change messages for the business and IT.
    5. Develop a strategy as to how the change message will be distributed, i.e. the communication and organizational change plan.
    6. Use the metrics identified as a base to measure your service catalog’s implementation. If you have identified any other objectives, add new metrics to monitor your progress from the baseline to reaching those objectives.
    7. Sign and date the project charter to officiate commitment to completing the project and reaching your objectives. Have the signed and dated charter available to members of the project team.

    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

    Obtain buy-in from business users at the beginning of the service catalog initiative

    CASE STUDY A
    Industry Government
    Source Onsite engagement

    Challenge

    The nature of government IT is quite complex: there are several different agencies located in a number of different areas. It is extremely important to communicate the idea of the service catalog to all the users, no matter the agency or location.

    The IT department had yet to let business leaders of the various agencies know about the initiative and garner their support for the project. This has proven to be prohibitive for gaining adoption from all users.

    Solution

    The IT leaders met and identified all the opportunities to communicate the service catalog to the business leaders and end users.

    To meet with the business leaders, IT leaders hosted a service level meeting with the business directors and managers. They adopted a steering committee for the continuation of the project.

    To communicate with business users, IT leaders published announcements on the intranet website before releasing the catalog there as well.

    Results

    Because IT communicated the initiative, support from business stakeholders was obtained early and business leaders were on board shortly after.

    IT also managed to convince key business stakeholders to become project champions, and leveraged their network to communicate the initiative to their employees.

    With this level of adoption, it meant that it was easier for IT to garner business participation in the project and to obtain feedback throughout.

    Info-Tech assists project leader to garner support from the project team

    CASE STUDY A
    Industry Government
    Source Onsite engagement

    Challenge

    The project received buy-in from the CIO and director of infrastructure. Together they assembled a team and project leader.

    The two struggled to get buy-in from the rest of the team, however. They didn’t understand the catalog or its benefits and objectives. They were reluctant to change their old ways. They didn’t know how much work was required from them to accomplish the project.

    Solution

    With the Info-Tech analyst on site, the client was able to discuss the benefits within their team as well as the project team responsibilities.

    The Info-Tech analyst convinced the group to move towards focusing on a business- and service-oriented mindset.

    The workshop discussion was intended to get the entire team on board and engaged with meeting project objectives.

    Results

    The project team had experienced full buy-in after the workshop. The CIO and director relived their struggles of getting project members on-board through proper communication and engagement.

    Engaging the members of the project team with the discussion was key to having them take ownership in accomplishing the project.

    The business users understood that the service catalog was to benefit their long-term IT service development.

    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 this image contains a screenshot from section 1.1 of this blueprint. Begin your project with a mission statement
    A strong mission statement that outlines the benefits of the project is needed to communicate the purpose of the project. The onsite Info-Tech analysts will help you customize the message and establish the foundation of the project charter.
    1.2 this image contains a screenshot from section 1.2 of this blueprint.

    Identify project team members

    Our onsite analysts will help you identify high-value team members to contribute to this project.

    1.3 This image contains a screenshot from section 1.3 of this blueprint.

    Identify important business and IT stakeholders

    Buy-in from senior IT and business management is a must. Info-Tech will help you identify the stakeholders and determine their level of influence and impact.

    1.4 This image contains a screenshot from section 1.4 of this blueprint.

    Create a change message for the business and IT

    It is important to communicate changes early and the message must be tailored for each target audience. Our analysts will help you create an effective message by articulating the benefits of the service catalog to the business and to IT.

    1.5 This image contains a screenshot from section 1.5 of this blueprint.

    Determine service project metrics

    To demonstrate the value of the service catalog, IT must come up with tangible metrics. Info-Tech’s analysts will provide some sample metrics as well as facilitate a discussion around which metrics should be tracked and monitored.

    PHASE 2

    Identify and Define Enterprise Services

    Design & Build a User-Facing Service Catalog

    Step 2 – Create Enterprise Services Definitions

    1. Complete the Project Charter
    2. Create Enterprise Services Definitions
    3. Create Line of Business Services Definitions
    4. Complete Service Definitions

    This step will walk you through the following activities:

    • Identify and define enterprise services that are commonly used across the organization.
    • Create service descriptions and features to accurately sum up the functionality of each service.
    • Create service categories and assign each service to a category.

    Step Insights

    • When defining services, be sure to carefully distinguish between what is a feature and what is a service. Often, separate services are defined in situations when they would be better off as features of existing services, and vice versa.
    • When coming up with enterprise services categories, ensure the categories group the services in a way that is intuitive. The users should be able to find a service easily based on the names of the categories.

    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: Define Enterprise Services
    Proposed Time to Completion: 4 weeks

    Step 2.1: Identify enterprise services

    Step 2.2: Create service categories

    Start with an analyst kick off call:

    • Identify enterprise services that are commonly used.
    • Ensure the list is comprehensive and capture common IT needs.
    • Create service descriptions and features.

    Review findings with analyst:

    • Review full list of identified enterprise services.
    • Identify service categories that are intuitive to the users.

    Then complete these activities…

    • Use Info-Tech’s sample enterprise service definitions as a guide, and change/add/delete the service definitions to customize them to your organization.

    Then complete these activities…

    • Group identified services into categories that are intuitive to the users.

    With these tools & templates: Service

    Sample Enterprise Services

    With these tools & templates:

    Sample Enterprise Services

    Identify enterprise services in the organization apart from the services available to lines of business

    Separating enterprise services from line of business services helps keep things simple to organize the service catalog. -

    Documentation of all business-facing IT services is an intimidating task, and a lack of parameters around this process often leads to longer project times and unsatisfactory outcomes.

    To streamline this process, separating enterprise services from line of business services allows IT to effectively and efficiently organize these services. This method increases the visibility of the service catalog through user-oriented communication plans.

    Enterprise Services are common services that are used across the organization.

    1. Common Services for all users within the organization (e.g. Email, Video Conferencing, Remote Access, Guest Wireless)
    2. Service Requests organized into Service Offerings (e.g. Hardware Provisioning, Software Deployment, Hardware Repair, Equipment Loans)
    3. Consulting Services (e.g. Project Management, Business Analysis, RFP Preparation, Contract Negotiation)

    All user groups access Enterprise Services

    Enterprise Services

    • Finance
    • IT
    • Sales
    • HR

    Ensure your enterprise services are defined from the user perspective and are commonly used

    If you are unsure whether a service is enterprise wide, ask yourself these two questions:

    This image contains an example of how you would use the two questions: Does the user directly use the service themselves?; and; Is the service used by the entire organization (or nearly everyone)?. The examples given are: A. Video Conferencing; B. Exchange Server; C. Email & Fax; D. Order Entry System

    Leverage Info-Tech’s Sample Enterprise Services definition

    2.1 Info-Tech’s Sample Enterprise Services definitions

    Included with this blueprint is Info-Tech’s Sample Enterprise Services definitions.

    The sample contains dozens of services common across most organizations; however, as a whole, they are not complete for every organization. They must be modified according to the business’ needs. Phase two will serve as a guide to identifying an enterprise service as well as how to fill out the necessary fields.

    This image contains a screenshot of definitions from Info-Tech's Sample Enterprises services

    Info-Tech Insight

    Keep track of which services you either modify or delete. You will have to change the same services in the final Info-Tech deliverable.

    The next slide will introduce you to the information for each service record that can be edited.

    Info-Tech’s Sample Enterprise Services definitions is designed to be easily customized

    2.1 Info-Tech’s Sample Enterprise Services definitions

    Below is an example of a service record and its necessary fields of information. This is information that can be kept, deleted, or expanded upon.

    Name the service unambiguously and from the user’s perspective.

    Brief description of how the service allows users to perform tasks.

    Describe the functionality of the service and how it helps users to achieve their business objectives.

    Cluster the services into logical groups.

    Service Name Description Features Category
    Email Email communication to connect with other employees, suppliers, and customers
    • Inbox
    • Calendar
    • Resource Scheduling (meeting rooms)
    • Access to shared mailboxes
    • Limit on mailbox size (‘x’ GB)
    • Address book/external contacts
    • Spam filtering, virus protection
    • Archiving and retrieval of older emails
    • Web/browser access to email
    • Mass email/notification (emergency, surveys, reporting)
    • Setting up a distribution list
    • Setting up Active Sync for email access on mobile devices
    Communications

    Distinguish between a feature and a unique service

    It can be difficult to determine what is considered a service itself, and what is a feature of another service. Use these tips and examples below to help you standardize this judgement.

    Example 1

    Web Conferencing has already been defined as a service. Is Audio Conferencing its own service or a feature of Web Conferencing?

    Info-Tech Tip: Is Audio Conferencing run by the same application as the Web Conferencing? Does it use the same equipment? If not, Audio Conferencing is probably its own service.

    Example 2

    Web Conferencing has already been defined as a service. Is “Screen Sharing” its own service or a feature of Web Conferencing?

    Info-Tech Tip: It depends on how the user interacts with Screen Sharing. Do they only screen share when engaged in a Web Conference? If so, Screen Sharing is a feature and not a service itself.

    Example 3

    VoIP is a popular alternative to landline telephone nowadays, but should it be part of the telephony service or a separate service?

    Info-Tech Tip: It depends on how the VoIP phone is set up.

    If the user uses the VoIP phone the same way they would use a landline phone – because the catalog is user facing – consider the VoIP as part of the telephone service.

    If the user uses their computer application to call and receive calls, consider this a separate service on its own.

    Info-Tech Insight

    While there are some best practices for coming up with service definitions, it is not an exact science and you cannot accommodate everyone. When in doubt, think how most users would perceive the service.

    Change or delete Info-Tech’s enterprise services definitions to make them your own

    2.1 3 hours

    You need to be as comprehensive as possible and try to capture the entire breadth of services IT provides to the business.

    To achieve this, a three-step process is recommended.

    1. First, assemble your project team. It is imperative to have representatives from the service desk. Host two separate workshops, one with the business and one with IT. These workshops should take the form of focus groups and should take no more than 1-2 hours.
    2. Business Focus Group:
    • In an open-forum setting, discuss what the business needs from IT to carry out their day-to-day activities.
    • Engage user-group representatives and business relationship managers.

    IT Focus Group:

    • In a similar open-forum setting, determine what IT delivers to the business. Don’t think about it from a support perspective, but from an “ask” perspective – e.g. “Service Requests.
    • Engage the following individuals: team leads, managers, directors.
  • Review results from the focus groups and compare with your service desk tickets – are there services users inquire about frequently that are not included? Finalize your list of enterprise services as a group.
  • INPUT

    • Modify Info-Tech’s sample services

    OUTPUT

    • A list of some of your business’ enterprise services

    Materials

    • Whiteboard/marker
    • Info-Tech sample enterprise services

    Participants

    • Key members of the project team
    • Service desk rep
    • Business rep

    Using Info-Tech’s Sample Enterprise Services, expand upon the services to add those that we did not include

    2.2 1-3 hours (depending on size and complexity of the IT department)

    Have your user hat on when documenting service features and descriptions. Try to imagine how the users interact with each service.

    1. Once you have your service name, start with the service feature. This field lists all the functionality the service provides. Think from the user’s perspective and document the IT-related activities they need to complete.
    2. Review the service feature fields with internal IT first to make sure there isn’t any information that IT doesn’t want to publish. Afterwards, review with business users to ensure the language is easy to understand and the features are relatable.
    3. Lastly, create a high-level service description that defines the nature of the service in one or two sentences.

    INPUT

    • Collaborate and discuss to expand on Info-Tech’s example

    OUTPUT

    • A complete list of your business’ enterprise services

    Materials

    • Whiteboard/marker
    • Info-Tech sample enterprise services

    Participants

    • Key members of the project team
    • Service desk rep
    • Business rep

    Follow Info-Tech’s guidelines to establish categories for the enterprise services that IT provides to the business

    Similar to the services and their features, there is no right or wrong way to categorize. The best approach is to do what makes sense for your organization and understand what your users think.

    What are Service Categories?

    Categories organize services into logical groups that the users can identify with. Services with similar functions are grouped together in a common category.

    When deciding your categories, think about:

    • What is best for the users?
    • Look at the workflows from the user perspective: how and why do they use the service?
    • Will the user connect with the category name?
    • Will they think about the services within the category?
    Enterprise Service Categories
    Accounts and Access
    Collaboration
    Communication
    Connectivity
    Consulting
    Desktop, Equipment, & Software
    Employee Services
    Files and Documents
    Help & Support
    Training

    Sample categories

    Categorize the services from the list below; how would you think to group them?

    There is no right or wrong way to categorize services; it is subjective to how they are provided by IT and how they are used by the business. Use the aforementioned categories to group the following services. Sample solutions are provided on the following slide.

    Service Name
    Telephone
    Email
    Remote access
    Internet
    BYOD (wireless access)
    Instant Messaging
    Video Conferencing
    Audio Conferencing
    Guest Wi-Fi
    Document Sharing

    Tips and tricks:

    1. Think about the technology behind the service. Is it the same application that provides the services? For example: is instant messaging run by the same application as email?
    2. Consider how the service is used by the business. Are two services always used together? If instant messaging is always used during video conferencing, then they belong in the same category.
    3. Consider the purpose of the services. Do they achieve the same outcomes? For example, document sharing is different from video conferencing, though they both support a collaborative working environment.

    This is a sample of different categorizations – use these examples to think about which would better suit your business

    Example 1 Example 2

    Desktop, Equipment, & Software Services

    Connectivity

    Mobile Devices

    Communications

    Internet

    Telephone

    BYOD (wireless access)

    Telephone

    Guest Wi-Fi

    Internet

    Email

    Remote Access

    Instant Messaging

    Video Conferencing

    Audio Conferencing

    Communications

    Collaboration

    Storage and Retrieval

    Accounts and Access

    Telephone

    Email

    Document Sharing

    Remote access

    Email

    Instant Messaging

    Connectivity

    Mobile Devices

    Video Conferencing

    Internet

    BYOD (wireless access)

    Audio Conferencing

    Guest Wi-Fi

    Guest Wi-Fi

    Document Sharing

    Info-Tech Insight

    Services can have multiple categories only if it means the users will be better off. Try to limit this as much as possible.

    Neither of these two examples are the correct answer, and no such thing exists. The answers you came up with may well be better suited for the users in your business.

    With key members of your project team, categorize the list of enterprise services you have created

    2.3 1 hour

    Before you start, you must have a modified list of all defined enterprise services and a modified list of categories.

    1. Write down the service names on sticky notes and write down the categories either on the whiteboard or on the flipchart.
    2. Assign the service to a category one at a time. For each service, obtain consensus on how the users would view the service and which category would be the most logical choice. In some cases, discuss whether a service should be included in two categories to create better searchability for the users.
    3. If a consensus could not be reached on how to categorize a service, review the service features and category name. In some cases, you may go back and change the features or modify or create new categories if needed.

    INPUT

    • Collaborate and discuss to expand on Info-Tech’s example

    OUTPUT

    • A complete list of your business’ enterprise services

    Materials

    • Whiteboard/marker
    • Info-Tech sample enterprise services

    Participants

    • Key members of the project team
    • Service desk rep
    • Business rep

    Accounts & Access Services

    • User ID & Access
    • Remote Access
    • Business Applications Access

    Communication Services

    • Telephone
    • Email
    • Mobile devices

    Files & Documents

    • Shared Folders
    • File Storage
    • File Restoration
    • File Archiving

    Collaboration

    • Web Conferencing
    • Audio Conferencing
    • Video Conferencing
    • Chat
    • Document Sharing

    Employee Services

    • Onboarding & Off Boarding
    • Benefits Self Service
    • Time and Attendance
    • Employee Records Management

    Help & Support

    • Service Desk
    • Desk Side Support
    • After Hours Support

    Desktop, Equipment, & Software

    • Printing
    • Hardware Provisioning
    • Software Provisioning
    • Software Support
    • Device Move
    • Equipment Loaner

    Education & Training Services

    • Desktop Application Training
    • Corporate Application Training
    • Clinical Application Training
    • IT Training Consultation

    Connectivity

    • BYOD (wireless access)
    • Internet
    • Guest Wi-Fi

    IT Consulting Services

    • Project Management
    • Analysis
    • RFP Reviews
    • Solution Development
    • Business Analysis/Requirements Gathering
    • RFI/RFP Evaluation
    • Security Consulting & Assessment
    • Contract Management
    • Contract Negotiation

    IT department identifies a comprehensive list of enterprise services

    CASE STUDY A
    Industry Government
    Source Onsite engagement

    Challenge

    Because of the breadth of services IT provides across several agencies, it was challenging to identify what was considered enterprise beyond just the basic ones (email, internet, etc.)

    IT recognized that although the specific tasks of service could be different, there are many services that are offered universally across the organization and streamlining the service request and delivery process would reduce the burden on IT.

    Solution

    The client began with services that users interact with on a daily basis; this includes email, wireless, telephone, internet, printing, etc.

    Then, they focused on common service requests from the users, such as software and hardware provisioning, as well as remote access.

    Lastly, they began to think of other IT services that are provided across the organization, such as RFP/RFI support, project management analysis, employee onboarding/off-boarding, etc.

    Results

    By going through the lists and enterprise categories, the government was able to come up with a comprehensive list of all services IT provides to the business.

    Classifying services such as onboarding meant that IT could now standardize IT services for new recruits and employee termination.

    By capturing all enterprise services offered to the organization, IT centralized its management of services instead of having scattered request processes.

    Organization distinguishes features from services using Info-Tech’s tips and techniques

    CASE STUDY B
    Industry Government
    Source Onsite engagement

    Challenge

    For some services, the project team had difficulty deciding on what was a service and what was a feature. They found it hard to distinguish between a service with features or multiple services.

    For example, the client struggled to define the Wi-Fi services because they had many different user groups and different processes to obtain the service. Patients, visitors, doctors, researchers, and corporate employees all use Wi-Fi, but the service features for each user group were different.

    Solution

    The Info-Tech analyst came on-site and engaged the project team in a discussion around how the users would view the services.

    The analyst also provided tips and techniques on identifying services and their features.

    Because patients and visitors do not access Wi-Fi or receive support for the service in the same way as clinical or corporate employees, Wi-Fi was separated into two services (one for each user group).

    Results

    Using the tips and techniques that were provided during the onsite engagement, the project team was able to have a high degree of clarity on how to define the services by articulating who the authorized users are, and how to access the process.

    This allowed the group to focus on the users’ perspective and create clear, unambiguous service features so that users could clearly understand eligibility requirements for the service and how to request them.

    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

    this is a picture 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 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 This image contains a screenshot from section 2.1 of this blueprint.

    Understand what enterprise services are

    The project team must have a clear understanding of what qualifies as an enterprise service. The onsite analysts will also promote a user-oriented mindset so the catalog focuses on business needs.

    2.2 this image contains a screenshot from section 2.2 of this blueprint.

    Identify enterprise services

    The Info-Tech analysts will provide a list of ready-to-use services and will work with the project team to change, add, and delete service definitions and to customize the service features.

    2.3 this image contains a screenshot from section 2.3 of this blueprint.

    Identify categories for enterprise services

    The Info-Tech analyst will again emphasize the importance of being service-oriented rather than IT-oriented. This will allow the group to come up with categories that are intuitive to the users.

    PHASE 3

    Identify and Define Line of Business Services

    Design & Build a User-Facing Service Catalog

    Step 3 – Create Line of Business Services Definitions

    1. Complete the Project Charter
    2. Create Enterprise Services Definitions
    3. Create Line of Business Services Definitions
    4. Complete Service Definitions

    This step will walk you through the following activities:

    • Identify lines of business (LOB) within the organization as well as the user groups within the different LOBs.
    • Determine which one of Info-Tech’s two approaches is more suitable for your IT organization.
    • Define and document LOB services using the appropriate approach.
    • Categorize the LOB services based on the organization’s functional structure.

    Step Insights

    • Collaboration with the business significantly strengthens the quality of line of business service definitions. A significant amount of user input is crucial to create impactful and effective service definitions.
    • If a strong relationship with the business is not in place, IT can look at business applications and the business activities they support in order to understand how to define line of business services.

    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: Define LOB Services

    Proposed Time to Completion: 4 weeks

    Step 3.1: Identify LOB services

    Step 3.2: Define LOB services

    Start with an analyst kick off call:

    • Identify enterprise services that are commonly used.
    • Ensure the list is comprehensive and capture common IT needs.
    • Create service descriptions and features.

    Review findings with analyst:

    • Use either the business view or the IT view methodology to identify and define LOB services.

    Then complete these activities…

    • Select one of the methodologies and either compile a list of business applications or a list of user groups/functional departments.

    Then complete these activities…

    • Validate the service definitions and features with business users.

    With these tools & templates: Service

    LOB Services – Functional Group
    LOB Services – Industry Specific

    With these tools & templates:

    LOB Services – Functional Group
    LOB Services – Industry Specific

    Communicate with your business users to get a clear picture of each line of business

    Within a business unit, there are user groups that use unique applications and IT services to perform business activities. IT must understand which group is consuming each service to document to their needs and requirements. Only then is it logical to group services into lines of business.

    Covering every LOB service is a difficult task. Info-Tech offers two approaches to identifying LOB services, though we recommend working alongside business user groups to have input on how each service is used directly from the users. Doing so makes the job of completing the service catalog easier, and the product more detailed and user friendly.

    Some helpful questions to keep in mind when characterizing user groups:

    • Where do they fall on the organizational chart?
    • What kind of work do they do?
    • What is included in their job description?
    • What are tasks that they do in addition to their formal responsibilities?
    • What do they need from IT to do their day-to-day tasks?
    • What does their work day look like?
    • When, why, and how do they use IT services?

    Info-Tech Insight

    With business user input, you can answer questions as specific as “What requirements are necessary for IT to deliver value to each line of business?” and “What does each LOB need in order to run their operation?”

    Understand when it is best to use one of Info-Tech’s two approaches to defining LOB services

    1. Business View

    Business View is the preferred method for IT departments with a better understanding of business operations. This is because they can begin with input from the user, enabling them to more successfully define every service for each user group and LOB.

    In addition, IT will also have a chance to work together with the business and this will improve the level of collaboration and communication. However, in order to follow this methodology, IT needs to have a pre-established relationship with the business and can demonstrate their knowledge of business applications.

    2. IT View

    The IT view begins with considering each business application used within the organization’s lines of business. Start with a broad view, following with a process of narrowing down, and then iterate for each business application.

    This process leads to each unique service performed by every application within the business’ LOBs.

    The IT view does not necessarily require a substantial amount of information about the business procedures. IT staff are capable of deducing what business users often require to maintain their applications’ functionality.

    Use one of Info-Tech’s two methodologies to help you identify each LOB service

    Choose the methodology that fits your IT organization’s knowledge of the business.

    This image demonstrates a comparison between the business view of service and the IT View of Service. Under the Business View, the inputs are LOB; User Groups; and Business Activity. Under the IT View, the inputs are Business Application and Functionality, and the outputs are Business Activity; User Groups; and LOB.

    1. Business View

    If you do have knowledge of business operations, using the business view is the better option and the service definition will be more relatable to the users.

    2. IT View

    For organizations that don’t have established relationships with the business or detailed knowledge of business activities, IT can decompose the application into services. They have more familiarity and comfort with the business applications than with business activities.

    It is important to continue after the service is identified because it helps confirm and solidify the names and features. Determining the business activity and the user groups can help you become more user-oriented.

    Identifying LOB services using Info-Tech’s Business View method

    We will illustrate the two methodologies with the same example.

    If you have established an ongoing relationship with the business and you are familiar with their business operations, starting with the LOB and user groups will ensure you cover all the services IT provides to the business and create more relatable service names.

    This is a screenshot of an example of the business view of Service.

    Identifying LOB services using Info-Tech’s IT View method

    If you want to understand what services IT provides to the Sales functional group, and you don’t have comprehensive knowledge of the department, you need to start with the IT perspective.

    This is a screenshot of an example of the business view of Service.

    Info-Tech Insight

    If you are concerned about the fact that people always associate a service with an application, you can include the application in the service name or description so users can find the service through a search function.

    Group LOB services into functional groups as you did enterprise services into categories

    3.1 Sample Line of Business Services Definitions – Functional Groups & Industry Examples

    Like categories for enterprise services in Phase Two, LOB services are grouped into functional groups. Functional groups are the components of an organizational chart (HR, Finance, etc.) that are found in a company’s structure.

    Functional Groups

    Functional groups enable a clear view for business users of what services they need, while omitting services that do not apply to them. This does not overwhelm them, and provides them with only relevant information.

    Industry Services

    To be clear, industry services can be put into functional groups.

    Info-Tech provides a few sample industry services (without their functional group) to give an idea of what LOB service is specific to these industries. Try to extrapolate from these examples to create LOB services for your business.

    Use Info-Tech’s Sample LOB Services – Functional Group and Sample LOB Services – Industry Specific documents.

    This is a screenshot of Info-Tech's Functional Group Services

    Info-Tech Insight

    Keep track of which services you either modify or delete. You will have to change the same services in the final Info-Tech deliverable.

    Identify the user group and business activity within each line of business – Business view

    3.1 30-45 minutes per line of business

    Only perform this activity if you have a relationship with the business that can enable you to generate business input on service identifications and definitions.

    In a group of your project participants, repeat the sequence for each LOB.

    1. Brainstorm each user group within the LOB that is creating value for the business by performing functional activities.
    2. Think of what each individual end user must do to create their value. Think of the bigger picture rather than specifics at this point. For example, sales representatives must communicate with clients to create value.
    3. Now that you have each user group and the activities they perform, consider the specifics of how they go about doing that activity. Consider each application they use and how much they use that application. Think of any and all IT services that could occur as a result of that application usage.

    INPUT

    • A collaborative discussion (with a business relationship)

    OUTPUT

    • LOB services defined from the business perspective

    Materials

    • Sticky notes
    • Whiteboard/marker

    Participants

    • Members of the project team
    • Representatives from the LOBs

    Identify the user group and business activity within each line of business – IT view

    3.1 30-45 minutes per application

    Only perform this activity if you cannot generate business input through your relationships, and must begin service definitions with business applications.

    In a group of your project participants, repeat the sequence for each application.

    1. Brainstorm all applications that the business provides through IT. Cross out the ones that provide enterprise services.
    2. In broad terms, think about what the application is accomplishing to create value for the business from IT’s perspective. What are the modules? Is it recording interactions with the clients? Each software can have multiple functionalities.
    3. Narrow down each functionality performed by the application and think about how IT helps deliver that value. Create a name for the service that the users can relate to and understand.
    4. → Optional

    5. Now go beyond the service and think about the business activities. They are always similar to IT’s application functionality, but from the user perspective. How would the user think about what the application’s functionality to accomplish that particular service is? At this point, focus on the service, not the application.
    6. Determine the user groups for each service. This step will help you complete the service record design in phase 4. Keep in mind that multiple user groups may access one service.

    INPUT

    • A collaborative discussion (without a business relationship)

    OUTPUT

    • LOB services defined from the IT perspective

    Materials

    • Sticky notes
    • Whiteboard/marker

    Participants

    • Members of the project team

    You must review your LOB service definitions with the business before deployment

    Coming up with LOB service definitions is challenging for IT because it requires comprehension of all lines of business within the organization as well as direct interaction with the business users.

    After completing the LOB service definitions, IT must talk to the business to ensure all the user groups and business activities are covered and all the features are accurate.

    Here are some tips to reviewing your LOB Service Catalog generated content:

    • If you plan to talk to a business SME, plan ahead to help complete the project in time for rollout.
    • Include a business relationship manager on the project team to facilitate discussion if you do not have an established relationship with the business.

    Sample Meeting Agenda

    Go through the service in batches. Present 5-10 related services to the business first. Start with the service name and then focus on the features.

    In the meeting, discuss whether the service features accurately sum up the business activities, or if there are missing key activities. Also discuss whether certain services should be split up into multiple services or combined into one.

    Organization identifies LOB services using Info-Tech’s methodologies

    CASE STUDY A
    Industry Government
    Source Onsite engagement

    Challenge

    There were many users from different LOBs, and IT provided multiple services to all of them. Tracking them and who had access to what was difficult.

    IT didn’t understand who provided the services (service owner) and who the customers were (business owner) for some of the services.

    Solution

    After identifying the different Lines of Business, they followed the first approach (Business View) for those that IT had sufficient knowledge of in terms of business operations:

    1. Identified lines of business
    2. Identified user groups
    3. Identified business activities

    For the LOBs they weren’t familiar with, they used the IT view method, beginning with the application:

    1. Identified business apps
    2. Deduced the functionalities of each application
    3. Traced the application back to the service and identified the service owner and business owner

    Results

    Through these two methodologies, IT was able to define services according to how the users both perceive and utilize them.

    IT was able to capture all the services it provides to each line of business effectively without too much help from the business representatives.

    By capturing all enterprise services offered to the organization, IT centralized its management of services instead of having scattered request processes.

    Info-Tech helps organization to identify LOB services using the IT View

    CASE STUDY B
    Industry Healthcare
    Source Onsite engagement

    Challenge
    The organization uses a major application containing several modules used by different users for various business activities.

    The challenge was to break down the application into multiple services in a way that makes sense to the business users. Users should be able to find services specific to them easily.

    Therefore, the project team must understand how to map the modules to different services and user groups.


    Solution
    The project team identified the major lines of business and took various user groups such as nurses and doctors, figured out their daily tasks that require IT services, and mapped each user-facing service to the functionality of the application.

    The project team then went back to the application to ensure all the modules and functionalities within the application were accounted for. This helped to ensure that services for all user groups were covered and prepared to be released in the catalog.


    Results
    Once the project team had come up with a comprehensive list of services for each line of business, they were able to sit with the business and review the services.

    IT was also able to use this opportunity to demonstrate all the services it provides. Having all the LOB services demonstrates IT has done its preparation and can show the value they help create for the business in a language the users can understand. The end result was a strengthened relationship between the business and the IT department.

    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

    This is a picture 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 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 this image contains a screenshot from section 3.1 of this blueprint.

    Understand what Line of Business services are

    The onsite analysts will provide a clear distinction between enterprise services and LOB services. The analysts will also articulate the importance of validating LOB services with the business.

    3.2 this image contains a screenshot from section 3.2 of this blueprint.

    Identify LOB services using the business’ view

    There are two methods for coming up with LOB services. If IT has comprehensive knowledge of the business, they can identify the services by outlining the user groups and their business activities.

    3.3 This image contains a screenshot from section 3.3 of this blueprint.

    Identify LOB services using IT’s view

    If IT does not understand the business and cannot obtain business input, Info-Tech’s analysts will present the second method, which allows IT to identify services with more comfortability through business applications/systems.

    3.4 This image contains a screenshot from section 3.4 of this blueprint.

    Categorize the LOB services into functional groups

    The analysts will help the project team categorize the LOB services based on user groups or functional departments.

    PHASE 4

    Complete Service Definitions

    Design & Build a User-Facing Service Catalog

    Step 4: Complete service definitions and service record design

    1. Complete the Project Charter
    2. Create Enterprise Services Definitions
    3. Create Line of Business Services Definitions
    4. Complete Service Definitions

    This step will walk you through the following activities:

    • Select which fields of information you would like to include in your service catalog design.
    • Determine which fields should be kept internal for IT use only.
    • Complete the service record design with business input if possible.

    Step Insights

    • Don’t overcomplicate the service record design. Only include the pieces of information the users really need to see.
    • Don’t publish anything that you don’t want to be held accountable for. If you are not ready, keep the metrics and costs internal.
    • It is crucial to designate a facilitator and a decision maker so confusions and disagreements regarding service definitions can be resolved efficiently.

    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 4: Complete service definitions
    Proposed Time to Completion (in weeks): 4 weeks

    Step 4.1: Design service record

    Step 4.2: Complete service definitions

    Start with an analyst kick off call:

    • Review Info-Tech’s sample service record and determine which fields to add/change/delete.
    • Determine which fields should be kept internal.

    Review findings with analyst:

    • Complete all fields in the service record for each identified service.

    Then complete these activities…

    • Finalize the design of the service record and bring over enterprise services and LOB services.

    Then complete these activities…

    • Test the service definitions with business users prior to catalog implementation.

    With these tools & templates: Service

    Services Definition Chart

    With these tools & templates:

    Services Definition Chart

    Utilize Info-Tech’s Services Definition Chart to map out your final service catalog design

    Info-Tech’s Sample Services Definition Chart

    Info-Tech has provided a sample Services Definition Chart with standard service definitions and pre-populated fields. It is up to you throughout this step to decide which fields are necessary to your business users, as well as how much detail you wish to include in each of them.

    This image contains a screenshot from Info-Tech's Services Definition Chart.

    Info-Tech Insight

    Keep track of which services you either modify or delete. You will have to change the same services in the final Info-Tech deliverable.

    Tips and techniques for service record design

    The majority of the fields in the service catalog are user facing, which means they must be written in business language that the users can understand.

    If there is any confusion or disagreement in filling out the fields, a facilitator is required to lead the working groups in coming up with a definitive answer. If a decision is still not reached, it should be escalated to the decision maker (usually the service owner).

    IT-Facing Fields

    There are IT facing fields that should not be published to the business users – they are for the benefit of IT. For example, you may want to keep Performance Metrics internal to IT until you are ready to discuss it with the business.

    If the organization is interested in creating a Technical Service Catalog following this initiative, these fields will provide a helpful starting place for IT to identify the people, process, and technology required to support user-facing services.

    Info-Tech Insight

    It is important for IT-facing fields to be kept internal. If business users are having trouble with a service and the service owner’s name is available to them, they will phone them for support even if they are not the support owner.

    Design your service catalog with business input: have the user in mind

    When completing the service record, adopt the principle that “Less is More.” Keep it simple and write the service description from the user’s perspective, without IT language. From the list below, pick which fields of information are important to your business users.

    What do the users need to access the service quickly and with minimal assistance?

    The depicted image contains an example of an analysis of what users need to access the service quickly and with minimal assistance. The contents are as follows. Under Service Overview, Name; Description; Features; Category; and Supporting Services. Under Owners, are Service Owner; Business Owner. Under Access Policies and Procedures, are Authorized Users; Request Process; Approval Requirements/Process; Turnaround Time; User Responsibility. Under Availability and Service Levels are Support Hours; Hours of Availability; Planned Downtime; and Metrics. Under Support Policies & Procedures are Support Process; Support Owner; Support Documentation. Under Costs are Internal Cost; Customer Cost. The items which are IT Facing are coloured Red. These include Supporting Services; Service Owner; Business Owner; Metrics; Support Owner; and Internal Cost.

    Identify service overview

    “What information must I have in each service record? What are the fundamentals required to define a service?”

    Necessary Fields – Service Description:

    • Service name → a title for the service that gives a hint of its purpose.
    • Service description → what the service does and expected outcomes.
    • Service features → describe functionality of the service.
    • Service category → an intuitive way to group the service.
    • Support services → applications/systems required to support the service.

    Description: Delivers electronic messages to and from employees.

    Features:

    • Desk phone
    • Teleconference phones (meeting rooms)
    • Voicemail
    • Recover deleted voicemails
    • Team line: call rings multiple phones/according to call tree
    • Employee directory
    • Caller ID, Conference calling

    Category: Communications

    This image contains an example of a Service overview table. The headings are: Description; Features; Category; Supporting Services (Systems, Applications).

    Identify owners

    Who is responsible for the delivery of the service and what are their roles?

    Service Owner and Business Owner

    Service owner → the IT member who is responsible and accountable for the delivery of the service.

    Business owner → the business partner of the service owner who ensures the provided service meets business needs.

    Example: Time Entry

    Service Owner: Manager of Business Solutions

    Business Owner: VP of Human Resources

    This image depicts a blank table with the headings Service Owner, and Business Owner

    Info-Tech Insight

    For enterprise services that are used by almost everyone in the organization, the business owner is the CIO.

    Identify access policies and procedures

    “Who is authorized to access this service? How do they access it?”

    Access Policies & Procedures

    Authorized users → who can access the service.

    Request process → how to request access to the service.

    Approval requirement/process → what the user needs to have in place before accessing the service.

    Example: Guest Wi-Fi

    Authorized Users: All people on site not working for the company

    Request Process: Self-Service through website for external visitors

    Approval Requirement/Process: N/A

    This image depicts a blank table with the headings: Authorized Users; Request Process; Approval Requirement/Process

    Info-Tech Insight

    Clearly defining how to access a service saves time and money by decreasing calls to the service desk and getting users up and running faster. The result is higher user productivity.

    Identify access policies and procedures

    “Who is authorized to access this service? How do they access it?”

    Access Policies & Procedures

    Requirements & pre-requisites → details of what must happen before a service can be provided.

    Turnaround time → how much time it will take to grant access to the service.

    User responsibility → What the user is expected to do to acquire the service.

    Example: Guest Wi-Fi

    Requirements & Pre-requisites: Disclaimer of non-liability and acceptance

    Turnaround time: Immediate

    User Responsibility: Adhering to policies outlined in the disclaimer

    This image depicts a blank table with the headings: Authorized Users; Request Process; Approval Requirement/Process

    Info-Tech Insight

    Clearly defining how to access a service saves time and money by decreasing calls to the service desk and getting users up and running faster. The result is higher user productivity.

    Identify availability and service levels

    “When is this service available to users? What service levels can the user expect?”

    Availability & Service Levels

    Support hours → what days/times is this service available to users?

    Hours of availability/planned downtime → is there scheduled downtime for maintenance?

    Performance metrics → what level of performance can the user expect for this service?

    Example: Software Provisioning

    Support Hours: Standard business hours

    Hours of Availability/Planned Downtime: Standard business hours; can be agreed to work beyond operating hours either earlier or later

    Performance Metrics: N/A

    This image depicts a blank table with the headings: Support hours; Hours of availability/planned downtime; Performance Metrics.

    Info-Tech Insight

    Manage user expectations by clearly documenting and communicating service levels.

    Identify support policies and procedures

    “How do I obtain support for this service?”

    Support Policies & Procedures

    Support process → what is the process for obtaining support for this service?

    Support owner → who can users contact for escalations regarding this service?

    Support documentation → where can users find support documentation for this service?

    Example: Shared Folders

    Support Process: Contact help desk or submit a ticket via portal

    Support Owner: Manager, client support

    Support Documentation: .pdf of how-to guide

    This image depicts a blank table with the headings: Support Process; Support Owner; Support Documentation

    Info-Tech Insight

    Clearly documenting support procedures enables users to get the help they need faster and more efficiently.

    Identify service costs and approvals

    “Is there a cost for this service? If so, how much and who is expensing it?”

    Costs

    Internal Cost → do we know the total cost of the service?

    Customer Cost → a lot of services are provided without charge to the business; however, certain service requests will be charged to a department’s budget.

    Example: Hardware Provisioning

    Internal Cost: For purposes of audit, new laptops will be expensed to IT.

    Customer Cost: Cost to rush order 10 new laptops with retina displays for the graphics team. Charged for extra shipment cost, not for cost of laptop.

    This image depicts a blank table with the headings: Internal Costs; Customer costs

    Info-Tech Insight

    Set user expectations by clearly documenting costs associated with a service and how to obtain approval for these costs if required.

    Complete the service record design fields for every service

    4.1 3 Hours

    This is the final activity to completing the service record design. It has been a long journey to make it here; now, all that is left is completing the fields and transferring information from previous activities.

    1. Organize the services however you think is most appropriate. A common method of organization is alphabetically by enterprise category, and then each LOB functional group.
    2. Determine which fields you would like to keep or edit to be part of your design. Also add any other fields you can think of which will add value to the user or IT. Remember to keep them IT facing if necessary.
    3. Complete the fields for each service one by one. Keep in mind that for some services, a field or two may not apply to the nature of that service and may be left blank or filled with a null value (e.g. N/A).

    INPUT

    • A collaborative discussion

    OUTPUT

    • Completed service record design ready for a catalog

    Materials

    • Info-Tech sample service record design.

    Participants

    • Project stakeholders, business representatives

    Info-Tech Insight

    Don’t forget to delete or bring over the edited LOB and Enterprise services from the phase 2 and 3 deliverables.

    Complete the service definitions and get them ready for publication

    Now that you have completed the first run of service definitions, you can go back and complete the rest of the identified services in batches. You should observe increased efficiency and effectiveness in filling out the service definitions.

    This image depicts how you can use bundles to simplify the process of catalog design using bundles. The cycle includes the steps: Identify Services; Select a Service Bundle; Review Record Design; followed by a cycle of: Pick a service; Service X; Service Data Collection; Create Service Record, followed by Publish the bundle; Communicate the bundle; Rinse and Repeat.

    This blueprint’s purpose is to help you design a service catalog. There are a number of different platforms to build the catalog offered by application vendors. The sophistication of the catalog depends on the size of your business. It may be as simple as an Excel book, or something as complex as a website integrated with your service desk.

    Determine how you want to publish the service catalog

    There are various levels of maturity to consider when you are thinking about how to deploy your service catalog.

    1. Website/User Portal 2. Catalog Module Within ITSM Tool

    3. Homegrown Solution

    Prerequisite

    An internet website, or a user portal

    An existing ITSM tool with a built-in service catalog module

    Database development capabilities

    Website development capabilities

    Pros

    Low cost

    Low effort

    Easy to deploy

    Customized solution tailored for the organization

    High flexibility regarding how the service catalog is published

    Cons

    Not aesthetically appealing

    Lacking sophistication

    Difficult to customize to organization’s needs

    Limitation on how the service catalog info is published

    High effort

    High cost

    → Maturity Level →

    Organization uses the service catalog to outline IT’s and users’ responsibilities

    CASE STUDY A
    Industry Government
    Source Onsite engagement

    Challenge

    The client had collected a lot of good information, but they were not sure about what to include to ensure the users could understand the service clearly.

    They were also not sure what to keep internal so the service catalog did not increase IT’s workload. They want to help the business, but not appear as if they are capable of solving everything for everyone immediately. There was a fear of over-commitment.

    Solution

    The government created a Customer Responsibility field for each service, so it was not just IT who was providing solutions. Business users needed to understand what they had to do to receive some services.

    The Service Owner and Business Owner fields were also kept internal so users would go through the proper request channel instead of calling Service Owners directly.

    Lastly, the Performance Metrics field was kept internal until IT was ready to present service metrics to the business.

    Results

    The business was provided clarity on their responsibility and what was duly owed to them by IT staff. This established clear boundaries on what was to be expected of IT services projected into the future.

    The business users knew what to do and how to obtain the services provided to them. In the meantime, they didn’t feel overwhelmed by the amount of information provided by the service catalog.

    Organization leverages the service catalog as a tool to define IT workflows and business processes

    CASE STUDY B
    Industry Healthcare
    Source Onsite engagement

    Challenge

    There is a lack of clarity and a lack of agreement between the client’s team members regarding the request/approval processes for certain services. This was an indication that there is a level of ambiguity around process. Members were not sure what was the proper way to access a service and could not come up with what to include in the catalog.

    Different people from different teams had different ways of accessing services. This could be true for both enterprise and LOB services.

    Solution

    The Info-Tech analyst facilitated a discussion about workflows and business processes.

    In particular, the discussion focused around the approval/authorization process, and IT’s workflows required to deliver the service. The Info-Tech analyst on site walked the client through their different processes to determine which one should be included in the catalog.

    Results

    The discussion brought clarity to the project team around both IT and business process. Using this new information, IT was able to communicate to the business better, and create consistency for IT and the users of the catalog.

    The catalog design was a shared space where IT and business users could confer what the due process and responsibilities were from both sides. This increased accountability for both parties.

    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

    this is a picture 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 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 this image contains a screenshot from section 4.1 of this blueprint.

    Determine which fields should be included in the record design

    The analysts will present the sample service definitions record and facilitate a discussion to customize the service record so unique business needs are captured.

    4.2 this image contains a screenshot from section 4.2.1 of this blueprint.

    Determine which fields should be kept internal

    The onsite analysts will explain why certain fields are used but not published. The analysts will help the team determine which fields should be kept internal.

    4.3 this image contains a screenshot from section 4.3 of this blueprint.

    Complete the service definitions

    The Info-Tech analysts will help the group complete the full service definitions. This exercise will also provide the organization with a clear understanding of IT workflows and business processes.

    Summary of accomplishment

    Knowledge Gained

    • Understanding why it is important to identify and define services from the user’s perspective.
    • Understand the differences between enterprise services and line of business services.
    • Distinguish service features from services.
    • Involve the business users to define LOB services using either IT’s view or LOB’s view.

    Processes Optimized

    • Enterprise services identification and documentation.
    • Line of business services identification and documentation.

    Deliverables Completed

    • Service catalog project charter
    • Enterprise services definitions
    • Line of business service definitions – functional groups
    • Line of business service definitions – industry specific
    • Service definition chart

    Project step summary

    Client Project: Design and Build a User-Facing Service Catalog

    1. Launch the Project – Maximize project success by assembling a well-rounded team and managing all important stakeholders.
    2. Identify Enterprise Services – Identify services that are used commonly across the organization and categorize them in a user-friendly way.
    3. Identify Line of Business Services – Identify services that are specific to each line of business using one of two Info-Tech methodologies.
    4. Complete the Service Definitions – Determine what should be presented to the users and complete the service definitions for all identified services.

    Info-Tech Insight

    This project has the ability to fit the following formats:

    • Onsite workshop by Info-Tech Research Group consulting analysts.
    • Do-it-yourself with your team.
    • Remote delivery (Info-Tech Guided Implementation).

    Related Info-Tech research

    Establish a Service-Based Costing Model

    Develop the right level of service-based costing capability by applying our methodology.

    Adopt an Exponential IT Mindset

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    New technologies such as generative AI, quantum computing, 5G cellular networks, and next-generation robotics are ushering in an exciting new era of business transformation. By adopting an exponential IT mindset, IT leaders will be able to lead the autonomization of business capabilities.

    To capitalize on this upcoming opportunity, exponential IT leaders will have to become business advisors who unlock exponential value for the business and help mitigate exponential risk.

    Adopt a renewed focus on business outcomes to achieve autonomization

    An exponential IT mindset means that IT leaders will need to take a lead role in transforming business capabilities.

    • Embrace an expanded role as business advisors: CIOs will be tasked with greater responsibility for determining business strategy alongside the C-suite.
    • Know the rewards and mitigate the risks: New value chain opportunities and efficiency gains will create significant ROI. Protect these returns by mitigating higher risks to business continuity, information security, and delivery performance.
    • Plan to fully leverage technologies such as AI: It will be integral for IT to enable autonomous technologies in this new era of exponential technology progress.

    Adopt an Exponential IT Mindset Research & Tools

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

    1. Adopt an Exponential IT Mindset Deck – An introduction to IT’s role in the autonomization era

    The role of IT has evolved throughout the past couple generations to enable fundamental business transformations. In the autonomization era, it will have to evolve again to lead the business through a world of exponential opportunity.

    • Adopt an Exponential IT Mindset Storyboard

    Infographic

    Further reading

    Adopt an Exponential IT Mindset

    Thrive through the next paradigm shift

    Executive Summary

    For more than 40 years, information technology has significantly transformed businesses, from the computerization of operations to the digital transformation of business models. As technological disruption accelerates exponentially, a world of exponential business opportunity is within reach.

    Newly emerging technologies such as generative AI, quantum computing, 5G cellular networks, and next-generation robotics are enabling autonomous business capabilities.

    The role of IT has evolved throughout the past couple generations to enable business transformations. In the autonomization era, it will have to evolve again. IT will have a new mission, an adapted governance structure, innovative capabilities, and an advanced partnership model.

    CIOs embracing exponential IT require a new mindset. Their IT practices will need to progress to the top of the maturity ladder as they make business outcomes their own.

    Over the past two generations, we have witnessed major technology-driven business transformations

    1980s

    Computerization

    The use of computer devices, networks, and applications became widespread in the enterprise. The focus was on improving the efficiency of back-office tasks.

    2000s

    Digitalization

    As the world became connected through the internet, new digitally enabled business models emerged in the enterprise. Orders were now being received online, and many products and services were partially or fully digitized for online fulfillment.

    Recent pandemic measures contributed to a marked acceleration in the digitalization of organizations

    The massive disruption resulting from pandemic measures led businesses to shift to more digital interactions with customers.

    The global average share of customer interactions that are digital went from 36% in December 2019 to 58% in July 2020.

    The global average share of customer interactions that are digital went from 36% to 58% in less than a year.*

    Moreover, companies across business areas have accelerated the digitization of their offerings.

    The global average share of partially or fully digitized products went from 35% in 2019 to 55% in July 2020.

    The global average share of partially or fully digitized products went from 35% to 55% in the same period.*

    The adoption of digitalized business models has accelerated during the pandemic. Post-pandemic, it is unlikely for adoption to recede.

    With more business applications ported to the cloud and more data available online, “digital-first” organizations started to envisage a next wave of automation.

    *Source: “How COVID-19 has pushed companies over the technology tipping point—and transformed business forever,” McKinsey & Company, 2020

    A majority of IT leaders plan to use artificial intelligence within their organizations in 2023

    In August 2022, Info-Tech surveyed 506 IT leaders and asked which tasks would involve AI in their organizations in 2023.

    Graph showing tasks that would involve AI in organizations in 2023.

    We found that 63% of IT leaders plan to use AI within their organizations to automate repetitive, low-level tasks by the end of 2023.

    With the release of the ChatGPT prototype in November 2022, setting a record for the fastest user growth (reaching 100 million active users just two months after launch), we foresee that AI adoption will accelerate significantly and its use will extend to more complex tasks.

    Newly emerging technologies and business realities are ushering in the next business transformation

    1980s

    Computerization

    2000s

    Digitalization

    2020s

    Autonomization

    As digitalization accelerates, a post-pandemic world with a largely online workforce and digitally transformed enterprise business models now enters an era where more business capabilities become autonomous, with humans at the center of a loop* that is gradually becoming larger.

    Deep Learning, Quantum Computing, 5G Networks, Robotics

    * Download Info-Tech’s CIO Trend Report 2019 – Become a Leader in the Loop

    The role of IT needs to evolve as it did through the previous two generations

    1980s

    Computerization

    IT professionals gathered functional requirements from the business to help automate back-office tasks and improve operational efficiency.

    2000s

    Digitalization

    IT professionals acquired business analysis skills and leveraged the SMAC (social, mobile, analytics, and cloud) stack to accelerate the automation of the front office and enable the digital transformation of business models.

    2020s

    Autonomization

    IT professionals will become business advisors and enable the establishment of autonomous yet differentiated business processes and capabilities.

    The autonomization era brings enormous opportunity for organizations, coupled with enormous risk

    Graph of Risk Severity versus Value Opportunity. Autonomization has a high value of opportunity and high risk severity.

    While some analysts have been quick to announce the demise of the IT department and the transition of the role of IT to the business, the budgets that CIOs control have continued to rise steadily over time.

    In a high-risk, high-reward endeavor to make business processes autonomous, the role of IT will continue to be pivotal, because while everyone in the organization will rush to seize the value opportunity, the technology risk will be left for IT to manage.

    Exponential IT represents a necessary change in a CIO’s focus to lead through the next paradigm shift

    EXPONENTIAL RISK

    Autonomous processes will integrate with human-led processes, creating risks to business continuity, information security, and quality of delivery. Supplier power will exacerbate business risks.

    EXPONENTIAL REWARD

    The efficiency gains and new value chains created through artificial intelligence, robotics, and additive manufacturing will be very significant. Most of this value will be realized through the augmentation of human labor.

    EXPONENTIAL DEMAND

    Autonomous solutions for productivity and back-office applications will eventually become commoditized and provided by a handful of large vendors. There will, however, be a proliferation of in-house algorithms and workflows to autonomize the middle and front office, offered by a busy landscape of industry-centric capability vendors.

    EXPONENTIAL IT

    Exponential IT involves IT leading the cognitive reengineering of the organization with evolved practices for:

    • IT governance
    • Asset management
    • Vendor management
    • Data management
    • Business continuity management
    • Information security management

    To succeed, IT will have to adopt different priorities in its mission, governance, capabilities, and partnerships

    Digitalization

    A Connected World

    Progressive IT

    • Mission

      Enable the digital transformation of the business
    • Governance

      Service metrics, security perimeters, business intelligence, compliance management
    • Capabilities

      Service management, business analysis, application portfolio management, data management
    • Partnerships

      Management of technology service agreements

    Autonomization

    An Exponential World

    Exponential IT

    • Mission

      Lead the business through autonomization.
    • Governance

      Outcome-based metrics, zero trust, ESG reporting, digital trust
    • Capabilities

      Experience management, business advisory, enterprise innovation, data differentiation
    • Partnerships

      Management of business capability agreements

    Fortune favors the bold: The CIO now has an opportunity to cement their role as business leader

    Levels of digital maturity.  From bottom: Unstable - inability to consistently deliver basic services, Firefighter - Reliable infrastructure and IT service desk, Trusted Operator - Enablement of business through applications and work orders, Business Partner - Effective delivery of strategic business projects, Innovator - Information and technology as a competitive advantage.

    Research has shown that companies that are more digitally mature have higher growth than the industry average. In these companies, the CIO is part of the executive management team.

    And while the role of the CIO is generally tied to their mandate within the organization, we have seen their role progress from doer to leader as IT climbs the maturity ladder.

    As companies strive to succeed in the next phase of technology-driven transformation, CIOs have an opportunity to demonstrate their business leadership. To do so, they will have to provide exceptionally mature services while owning business targets.

    Establish High-Value IT Performance Dashboards and Metrics

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    • Parent Category Name: Performance Measurement
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    While most CIOs understand the importance of using metrics to measure IT’s accomplishments, needs, and progress, when it comes to creating dashboards to communicate these metrics, they:

    • Concentrate on the data instead of the audience.
    • Display information specific to IT activities instead of showing how IT addresses business goals and problems.
    • Use overly complicated, out of context graphs that crowd the dashboard and confuse the viewer.

    Our Advice

    Critical Insight

    While most CIOs understand the importance of using metrics to measure IT’s accomplishments, needs, and progress, when it comes to creating dashboards to communicate these metrics, they:

    • Concentrate on the data instead of the audience.
    • Display information specific to IT activities instead of showing how IT addresses business goals and problems.
    • Use overly complicated, out of context graphs that crowd the dashboard and confuse the viewer.

    Impact and Result

    Use Info-Tech’s ready-made dashboards for executives to ensure you:

    • Speak to the right audience
    • About the right things
    • In the right quantity
    • Using the right measures
    • At the right time.

    Establish High-Value IT Performance Dashboards and Metrics Research & Tools

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

    1. Establish High-Value IT Performance Metrics and Dashboards – a document that walks you through Info-Tech’s ready-made IT dashboards.

    This blueprint guides you through reviewing Info-Tech’s IT dashboards for your audience and organization, then walks you through practical exercises to customize the dashboards to your audience and organization. The blueprint also gives practical guidance for delivering your dashboards and actioning your metrics.

    • Establish High-Value IT Performance Metrics and Dashboards Storyboard

    2. Info-Tech IT Dashboards and Guide – Ready-made IT dashboards for the CIO to communicate to the CXO.

    IT dashboards with visuals and metrics that are aligned and organized by CIO priority and that allow you to customize with your own data, eliminating 80% of the dashboard design work.

    • Info-Tech IT Dashboards and Guide

    3. IT Dashboard Workbook – A step-by-step tool to identify audience needs, translate needs into metrics, design your dashboard, and track/action your metrics.

    The IT Dashboard Workbook accompanies the Establish High Value IT Metrics and Dashboards blueprint and guides you through customizing the Info-Tech IT Dashboards to your audience, crafting your messages, delivering your dashboards to your audience, actioning metrics results, and addressing audience feedback.

    • Info-Tech IT Dashboards Workbook

    4. IT Metrics Library

    Reference the IT Metrics Library for ideas on metrics to use and how to measure them.

    • IT Metrics Library

    5. HR Metrics Library

    Reference the HR Metrics Library for ideas on metrics to use and how to measure them.

    • HR Metrics Library

    Infographic

    Workshop: Establish High-Value IT Performance Dashboards and Metrics

    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 Test Info-tech’s IT Dashboards Against Your Audience’s Needs and Translate Audience Needs Into Metrics

    The Purpose

    Introduce the Info-Tech IT Dashboards to give the participants an idea of how they can be used in their organization.

    Understand the importance of starting with the audience and understanding audience needs before thinking about data and metrics.

    Explain how audience needs translate into metrics.

    Key Benefits Achieved

    Understanding of where to begin when it comes to considering dashboards and metrics (the audience).

    Identified audience and needs and derived metrics from those identified needs.

    Activities

    1.1 Review the info-Tech IT Dashboards and document impressions for your organization.

    1.2 Identify your audience and their attributes.

    1.3 Identify timeline and deadlines for dashboards.

    1.4 Identify and prioritize audience needs and desired outcomes.

    1.5 Associate metrics to each need.

    1.6 Identify a dashboard for each metric.

    Outputs

    Initial impressions of Info-Tech IT Dashboards.

    Completed Tabs 2 and 3 of the IT Dashboard Workbook.

    2 Inventory Your Data and Assess Data Quality and Readiness

    The Purpose

    Provide guidance on how to derive metrics and assess data.

    Key Benefits Achieved

    Understand the importance of considering how you will measure each metric and get the data.

    Understand that measuring data can be costly and that sometimes you just can’t afford to get the measure or you can’t get the data period because the data isn’t there.

    Understand how to assess data quality and readiness.

    Activities

    2.1 Complete a data inventory for each metric on each dashboard: determine how you will measure the metric, the KPI, any observation biases, the location of the data, the type of source, the owner, and the security/compliance requirements.

    2.2 Assess data quality for availability, accuracy, and standardization.

    2.3 Assess data readiness and the frequency of measurement and reporting.

    Outputs

    Completed Tab 4 of the IT Dashboard Workbook.

    3 Design and Build Your Dashboards

    The Purpose

    Guide participants in customizing the Info-Tech IT Dashboards with the data identified in previous steps.

    This step may vary as some participants may not need to alter the Info-Tech IT Dashboards other than to add their own data.

    Key Benefits Achieved

    Understanding of how to customize the dashboards to the participants’ organization.

    Activities

    3.1 Revisit the Info-Tech IT Dashboards and use the identified metrics to determine what should change in them.

    3.2 Build your dashboards by editing the Info-Tech IT Dashboards with your changes as planned in Step 3.1.

    Outputs

    Assessed Info-Tech IT Dashboards for your audience’s needs.

    Completed Tab 5 of the IT Dashboard Workbook.

    Finalized dashboards.

    4 Deliver Your Dashboard and Plan to Action Metrics

    The Purpose

    Guide participants in learning how to create a story around the dashboards.

    Guide participants in planning to action metrics and where to record results.

    Guide participants in how to address results of metrics and feedback from audience about dashboards.

    Key Benefits Achieved

    Participants understand how to speak to their dashboards.

    Participants understand how to action metrics results and feedback about dashboards.

    Activities

    4.1 Craft your story.

    4.2 Practice delivering your story.

    4.3 Plan to action your metrics.

    4.4 Understand how to record and address your results.

    Outputs

    Completed Tabs 6 and 7 of the IT Dashboard Workbook.

    5 Next Steps and Wrap-Up

    The Purpose

    Finalize work outstanding from previous steps and answer any questions.

    Key Benefits Achieved

    Participants have thought about and documented how to customize the Info-Tech IT Dashboards to use in their organization, and they have everything they need to customize the dashboards with their own metrics and visuals (if necessary).

    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

    Completed IT Dashboards tailored to your organization.

    Completed IT Dashboard Workbook

    Further reading

    Establish High-Value IT Performance Dashboards and Metrics

    Spend less time struggling with visuals and more time communicating about what matters to your executives.

    Analyst Perspective

    A dashboard is a communication tool that helps executives make data-driven decisions

    CIOs naturally gravitate toward data and data analysis. This is their strength. They lean into this strength, using data to drive decisions, track performance, and set targets because they know good data drives good decisions.

    However, when it comes to interpreting and communicating this complex information to executives who may be less familiar with data, CIOs struggle, often falling back on showing IT activity level data instead of what the executives care about. This results in missed opportunities to tell IT’s unique story, secure funding, reveal important trends, or highlight key opportunities for the organization.

    Break through these traditional barriers by using Info-Tech’s ready-made IT dashboards. Spend less time agonizing over visuals and layout and more time concentrating on delivering IT information that moves the organization forward.

    Photo of Diana MacPherson
    Diana MacPherson
    Senior Research Analyst, CIO
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    While most CIOs understand the importance of using metrics to measure IT’s accomplishments, needs, and progress, when it comes to creating dashboards to communicate these metrics, they:

    • Concentrate on the data instead of the audience.
    • Display information specific to IT activities instead of showing how IT addresses business goals and problems.
    • Use overly complicated, out of context graphs that crowd the dashboard and confuse the viewer.

    Common Obstacles

    CIOs often experience these challenges because they:

    • Have a natural bias toward data and see it as the whole story instead of a supporting character in a larger narrative.
    • Assume that the IT activity metrics that are easy to get and useful to them are equally interesting to all their stakeholders.
    • Do not have experience communicating visually to an audience unfamiliar with IT operations or lingo.

    Info-Tech’s Approach

    Use Info-Tech’s ready-made dashboards for executives to ensure you:

    • Speak to the right audience
    • About the right things
    • In the right quantity
    • Using the right measures
    • At the right time

    Info-Tech Insight

    The purpose of a dashboard is to drive decision making. A well designed dashboard presents relevant, clear, concise insights that help executives make data-driven decisions.

    Your challenge

    CIOs struggle to select the right metrics and dashboards to communicate IT’s accomplishments, needs, and progress to their executives. CIOs:

    • Fail to tailor metrics to their audience, often presenting graphs that are familiar and useful to them, but not their executives. This results in dashboards full of IT activities that executives neither understand nor find valuable.
    • Do not consider the timeliness of their metrics, which has the same effect as not tailoring their metrics: the executives do not care about the metrics they are shown.
    • Present too many metrics, which not only clutters the board but also dilutes the message the CIO needs to communicate.
    • Do not act on the results of their metrics and show progress, which makes metrics meaningless. Why measure something if you won’t act on the results?

    The bottom line: CIOs often communicate to the wrong audience, about the wrong things, in the wrong amount, using the wrong metrics, at the wrong time.

    In a survey of 500 executives, organizations that struggled with dashboards identified the reasons as:
    61% Inadequate context
    54% Information overload

    — Source: Exasol

    CXOs and CIOs agree that IT performance metrics need improvement

    When asked which performance indicators should be implemented in your business, CXOs and CIOs both agree that IT needs to improve its metrics across several activity areas: technology performance, cost and salary, and risk.

    A diagram that shows performance indicators and metrics from cxo and cio.

    The Info-Tech IT Dashboards center key metrics around these activities ensuring you align your metrics to the needs of your CXO audience.

    Info-Tech CEO/CIO Alignment Survey Benchmark Report n=666

    The Info-Tech IT Dashboards are organized by the top CIO priorities

    The top six areas that a CIO needs to prioritize and measure outcomes, no matter your organization or industry, are:

    • Managing to a budget: Reducing operational costs and increasing strategic IT spend
    • Customer/constituent satisfaction: Directly and indirectly impacting customer experience.
    • Risk management: Actively knowing and mitigating threats to the organization.
    • Delivering on business objectives: Aligning IT initiatives to the vision of the organization.
    • Employee engagement: Creating an IT workforce of engaged and purpose-driven people.
    • Business leadership relations: Establishing a network of influential business leaders.

    Deliver High-Value IT Dashboards to Your Executives

    A diagram that shows Delivering High-Value IT Dashboards to Your Executives

    Info-Tech’s approach

    Deliver High-Value Dashboards to Your Executives

    A diagram that shows High-Value Dashboard Process.

    Executives recognize the benefits of dashboards:
    87% of respondents to an Exasol study agreed that their organization’s leadership team would make more data-driven decisions if insights were presented in a simpler and more understandable way
    (Source: Exasol)

    The Info-Tech difference:

    We created dashboards for you so you don’t have to!

    1. Eliminate 80% of the dashboard design work by selecting from our ready-made Info-Tech IT Dashboards.
    2. Use our IT Dashboard Workbook to adjust the dashboards to your audience and organization.
    3. Follow our blueprint and IT Dashboard Workbook tool to craft, and deliver your dashboard to your CXO team, then action feedback from your audience to continuously improve.

    Info-Tech’s methodology for establishing high-value dashboards

    1. Test Info-Tech’s IT Dashboards Against Your Audience’s Needs

    Phase Steps

    1. Validate Info-Tech’s IT Dashboards for Your Audience
    2. Identify and Document Your Audience’s Needs

    Phase Outcomes

    1. Initial impressions of Info-Tech IT Dashboards
    2. Completed Tabs 2 of the IT Dashboard Workbook

    2. Translate Audience Needs into Metrics

    Phase Steps

    1. Review Info-Tech’s IT Dashboards for Your Audience
    2. Derive Metrics from Audience Needs
    3. Associate metrics to Dashboards

    Phase Outcomes

    1. Completed IT Tab 3 of IT Dashboard Workbook

    3. Ready Your Data for Dashboards

    Phase Steps

    1. Assess Data Inventory
    2. Assess Data Quality
    3. Assess Data Readiness
    4. Assess Data Frequency

    Phase Outcomes

    1. Assessed Info-Tech IT Dashboards for your audience’s needs
    2. Completed Tab 5 of the IT Dashboard Workbook
    3. Finalized dashboards

    4. Build and Deliver Your Dashboards

    Phase Steps

    1. Design Your Dashboard
    2. Update Your Dashboards
    3. Craft Your Story and Deliver Your Dashboards

    Phase Outcomes

    1. Completed IT Tab 5 and 6 of IT Dashboard Workbook and finalized dashboards

    5. Plan, Record, and Action Your Metrics

    Phase Steps

    1. Plan How to Record Metrics
    2. Record and Action Metrics

    Phase Outcomes

    1. Completed IT Dashboards tailored to your organization
    2. Completed IT Dashboard Workbook

    How to Use This Blueprint

    Choose the path that works for you

    A diagram that shows path of using this blueprint.

    The Info-Tech IT Dashboards address several needs:

    1. New to dashboards and metrics and not sure where to begin? Let the phases in the blueprint guide you in using Info-Tech’s IT Dashboards to create your own dashboards.
    2. Already know who your audience is and what you want to show? Augment the Info-Tech’s IT Dashboards framework with your own data and visuals.
    3. Already have a tool you would like to use? Use the Info-Tech’s IT Dashboards as a design document to customize your tool.

    Insight Summary

    The need for easy-to-consume data is on the rise making dashboards a vital data communication tool.

    70%: Of employees will be expected to use data heavily by 2025, an increase from 40% in 2018.
    — Source: Tableau

    Overarching insight

    A dashboard’s primary purpose is to drive action. It may also serve secondary purposes to update, educate, and communicate, but if a dashboard does not drive action, it is not serving its purpose.

    Insight 1

    Start with the audience. Resist the urge to start with the data. Think about who your audience is, what internal and external environmental factors influence them, what problems they need to solve, what goals they need to achieve, then tailor the metrics and dashboards to suit.

    Insight 2

    Avoid showing IT activity-level metrics. Instead use CIO priority-based metrics to report on what matters to the organization. The Info-Tech IT Dashboards are organized by the CIO priorities: risks, financials, talent, and strategic initiatives.

    Insight 3

    Dashboards show the what not the why. Do not assume your audience will draw the same conclusions from your graphs and charts as you do. Provide the why by interpreting the results, adding insights and calls to action, and marking key areas for discussion.

    Insight 4

    A dashboard is a communication tool and should reflect the characteristics of good communication. Be clear, concise, consistent, and relevant.

    Insight 5

    Action your data. Act and report progress on your metrics. Gathering metrics has a cost, so if you do not plan to action a metric, do not measure it.

    Blueprint deliverables

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

    Photo of Dashboards

    Key deliverable: Dashboards

    Ready-made risk, financials, talent, and strategic initiatives dashboards that organize your data in a visually appealing way so you can concentrate on the metrics and communication.

    Photo of IT Dashboard Workbook

    IT Dashboard Workbook

    The IT Dashboard Workbook keeps all your metrics, data, and dashboard work in one handy file!

    Photo of IT Dashboard Guide

    IT Dashboard Guide

    The IT Dashboard Guide provides the Info-Tech IT Dashboards and information about how to use them.

    Blueprint benefits

    CIO Benefits

    • Reduces the burden of figuring out what metrics to show executives and how to categorize and arrange the visuals.
    • Increases audience engagement through tools and methods that guide CIOs through tailoring metrics and dashboards to audience needs.
    • Simplifies CIO messages so executives better understand IT needs and value.
    • Provides CIOs with the tools to demonstrate transparency and competency to executive leaders.
    • Provides tools and techniques for regular review and action planning of metrics results, which leads to improved performance, efficiency, and effectiveness.

    Business Benefits

    • Provides a richer understanding of the IT landscape and a clearer connection of how IT needs and issues impact the organization.
    • Increases understanding of the IT team’s contribution to achieving business outcomes.
    • Provides visibility into IT and business trends.
    • Speeds up decision making by providing insights and interpretations to complex situations.

    Measure the value of this blueprint

    Realize measurable benefits after using Info-Tech’s approach:

    Determining what you should measure, what visuals you should use, and how you should organize your visuals, is time consuming. Calculate the time it has taken you to research what metrics you should show, create the visuals, figure out how to categorize the visuals, and layout your visuals. Typically, this takes about 480 hours of time. Use the ready-made Info-Tech IT Dashboards and the IT Dashboard Workbook to quickly put together a set of dashboards to present your CXO. Using these tools will save approximately 480 hours.

    A study at the University of Minnesota shows that visual presentations are 43% more effective at persuading their audiences (Bonsignore). Estimate how persuasive you are now by averaging how often you have convinced your audience to take a specific course of action. After using the Info-Tech IT Dashboards and visual story telling techniques described in this blueprint, average again. You should be 43% more persuasive.

    Further value comes from making decisions faster. Baseline how long it takes, on average, for your executive team to make a decision before using Info-Tech’s IT Dashboards then time how long decisions take when you use your Info-Tech’s IT Dashboards. Your audience should reach decisions 21% faster according to studies at Stanford University and the Wharton School if business (Bonsignore).

    Case Study

    Visuals don’t have to be fancy to communicate clear messages.

    • Industry: Construction
    • Source: Anonymous interview participant

    Challenge

    Year after year, the CIO of a construction company attended business planning with the Board to secure funding for the year. One year, the CEO interrupted and said, “You're asking me for £17 million. You asked me for £14 million last year and you asked me for £12 million the year before that. I don't quite understand what we get for our money.”

    The CEO could not understand how fixing laptops would cost £17 million and for years no one had been able to justify the IT spend.

    Solutions

    The CIO worked with his team to produce a simple one-page bubble diagram representing each IT department. Each bubble included the total costs to deliver the service, along with the number of employees. The larger the bubble, the higher the cost. The CIO brought each bubble to life as he explained to the Board what each department did.

    The Board saw, for example, that IT had architects who thought about the design of a service, where it was going, the life cycle of that service, and the new products that were coming out. They understood what those services cost and knew how many architects IT had to provide for those services.

    Recommendations

    The CEO remarked that he finally understood why the CIO needed £17 million. He even saw that the costs for some IT departments were low for the amount of people and offered to pay IT staff more (something the CIO had requested for years).

    Each year the CIO used the same slide to justify IT costs and when the CIO needed further investment for things like security or new products, an upgrade, or end of life support, the sign-offs came very quickly because the Board understood what IT was doing and that IT wasn't a bottomless pit.

    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

    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?

    A diagram that shows Guided Implementation in 5 phases.

    Workshop overview

    Day 1: Test Info-tech’s IT Dashboards Against Your Audience’s Needs and Translate Audience Needs Into Metrics

    Activities
    1.1 Review the info-Tech IT Dashboards and document impressions for your organization.
    1.2 Identify your audience’s attributes.
    1.3 Identify timeline and deadlines for dashboards.
    1.4 Identify and prioritize audience needs and desired outcomes.
    1.5 Associate metrics to each need.
    1.6 Identify a dashboard for each metric.

    Deliverables
    1. Initial impressions of Info-Tech IT Dashboards.
    2. Completed Tabs 2 and 3 of the IT Dashboard Workbook.

    Day 2: Inventory Your Data; Assess Data Quality and Readiness

    Activities
    2.1 Complete a data inventory for each metric on each dashboard: determine how you will measure the metric, the KPI, any observation biases, the location of the data, the type of source, and the owner and security/compliance requirements.
    2.2 Assess data quality for availability, accuracy, and standardization.
    2.3 Assess data readiness and frequency of measurement and reporting.

    Deliverables
    1. Completed Tab 4 of the IT Dashboard Workbook.

    Day 3: Design and Build Your Dashboards

    Activities
    3.1 Revisit the Info-Tech IT Dashboards and use the identified metrics to determine what should change on the dashboards.
    3.2 Build your dashboards by editing the Info-Tech IT Dashboards with your changes as planned in Step 3.1.

    Deliverables
    1. Assessed Info-Tech IT Dashboards for your audience’s needs.
    2. Completed Tab 5 of the IT Dashboard Workbook.
    3. Finalized dashboards.

    Day 4: Deliver Your Dashboard and Plan to Action Metrics

    Activities
    4.1 Craft your story.
    4.2 Practice delivering your story.
    4.3 Plan to action your metrics.
    4.4 Understand how to record and address your results.

    Deliverables
    1. Completed Tabs 6 and 7 of the IT Dashboard Workbook.

    Day 5: Next Steps and Wrap-Up (offsite)

    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.

    Deliverables
    1. Completed IT Dashboards tailored to your organization.
    2. Completed IT Dashboard Workbook.

    Contact your account representative for more information.

    workshops@infotech.com
    1-888-670-8889

    What is an IT dashboard?

    A photo of Risks - Protect the Organization. A photo of Financials: Transparent, fiscal responsibility
    A photo of talent attrat and retain top talent A photo of Strategic Initiatives: Deliver Value to Customers.

    An IT dashboard is…
    a visual representation of data, and its main purpose is to drive actions. Well-designed dashboards use an easy to consume presentation style free of clutter. They present their audience with a curated set of visuals that present meaningful metrics to their audience.

    Dashboards can be both automatically or manually updated and can show information that is dynamic or a snapshot in time.

    Info-Tech IT Dashboards

    Review the Info-Tech IT Dashboards

    We created dashboards so you don’t have to.

    A photo of Risks - Protect the Organization. A photo of Financials: Transparent, fiscal responsibility A photo of talent attrat and retain top talent A photo of Strategic Initiatives: Deliver Value to Customers.

    Use the link below to download the Info-Tech IT Dashboards and consider the following:

    1. What are your initial reactions to the dashboards?
    2. Are the visuals appealing? If so, what makes them appealing?
    3. Can you use these dashboards in your organization? What makes them usable?
    4. How would you use these dashboards to speak your own IT information to your audience?

    Download the Info-Tech IT Dashboards

    Why Use Dashboards When We Have Data?

    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: (Vogel et al.)

    Phase 1

    Test Info-Tech’s IT Dashboards Against Your Audience’s Needs

    A diagram that shows phase 1 to 5.

    This phase will walk you through the following:

    • Documenting impressions for using Info-Tech’s IT Dashboards for your audience.
    • Documenting your audience and their needs and metrics for your IT dashboards

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Info-Tech IT Dashboard organization and audience

    We created a compelling way to organize IT dashboards so you don’t have to. The Info-Tech IT Dashboards are organized by CIO Priorities, and these are consistent irrespective of industry or organization. This is a constant that you can organize your metrics around.

    A photo of Info-Tech IT Dashboards

    Dashboard Customization

    The categories represent a constant around which you can change the order; for example, if your CXO is more focused on Financials, you can switch the Financials dashboard to appear first.

    The Info-Tech IT Dashboards are aimed at a CXO audience so if your audience is the CXO, then you may decide to change very little, but you can customize any visual to appeal to your audience.

    Phase 1 will get you started with your audience.

    Always start with the audience

    …and not the data!

    Reliable, accurate data plays a critical role in dashboards, but data is only worthwhile if it is relevant to the audience who consumes it, and dashboards are only as meaningful as the data and metrics they represent.

    Instead of starting with the data, start with the audience. The more IT understands about the audience, the more relevant the metrics will be to their audience and the more aligned leadership will be with IT.

    Don’t forget yourself and who you are. Your audience will have certain preconceived notions about who you are and what you do. Consider these when you think about what you want your audience to know.

    46% executives identify lack of customization to individual user needs as a reason they struggle with dashboards.
    — Source: (Exasol)

    Resist the Data-First Temptation

    If you find yourself thinking about data and you haven’t thought about your audience, pull yourself back to the audience.

    Ask first Ask later
    Who is this dashboard for? What data should I show?
    How will the audience use the dashboard to make decisions? Where do I get the data?
    How can I show what matters to the audience? How much effort is required to get the data?

    Meaningful measures rely on understanding your audience and their needs

    It is crucial to think about who your audience is so that you can translate their needs into metrics and create meaningful visuals for your dashboards.

    A diagram that highlights step 1-3 of understanding your audience in the high-value dashboard process.

    Step 1.1

    Review and Validate Info-Tech’s IT Dashboards for Your Audience

    Activities:
    1.1.1 Examine Info-Tech’s IT Dashboards.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 1.1 & 1.2 to Test Info-Tech’s IT Dashboards Against Your Audience’s Needs.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Info-Tech dashboards reviewed for your organization’s audience.

    1.1.1 Examine the Info-Tech IT Dashboards

    30 minutes

    1. If you haven’t already downloaded the Info-Tech IT Dashboards, click the link below to download.
    2. Complete a quick review of the dashboards and consider how your audience would receive them.
    3. Document your thoughts, with special emphasis on your audience in the Info-Tech Dashboard Impressions slide.

    A diagram that shows Info-Tech IT Dashboards

    Download Info-Tech IT Dashboards

    Reviewing visuals can help you think about how your audience will respond to them

    Jot down your thoughts below. You can refer to this later as you consider your audience.

    Consider:

    • Who is your dashboard audience?
    • Are their needs different from the Info-Tech IT Dashboard audience’s? If so, how?
    • Will the visuals work for your audience on each dashboard?
    • Will the order of the dashboards work for your audience?
    • What is missing?

    Step 1.2

    Identify and Document Your Audience’s Needs

    Activities:
    1.2.1 Document your audience’s needs in the IT Dashboard Workbook.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 1.1 & 1.2 to Test Info-Tech’s IT Dashboards Against Your Audience’s Needs.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Audience details documented in IT Dashboard Workbook

    Identify Your Audience and dig deeper to understand their needs

    Connect with your audience

    • Who is your audience?
    • What does your audience care about? What matters to them?
    • How is their individual success measured? What are their key performance indicators (KPIs)?
    • Connect the challenges and pain points of your audience to how IT can help alleviate those pain points:
      • For example, poor financial performance could be due to a lack of digitization. Identify areas where IT can help alleviate this issue.
      • Try to uncover the root cause behind the need. Root causes are often tied to broad organizational objectives, so think about how IT can impact those objectives.

    Validate the needs you’ve uncovered with the audience to ensure you have not misinterpreted them and clarify the desired timeline and deadline for the dashboard.

    Document audiences and needs on Tab 2 of the IT Dashboard Workbook

    Typical Audience Needs
    Senior Leadership
    • Inform strategic planning and track progress toward objectives.
    • Understand critical challenges.
    • Ensure risks are managed.
    • Ensure budgets are managed.
    Board of Directors
    • Understand organizational risks.
    • Ensure organization is fiscally healthy.
    Business Partners
    • Support strategic workforce planning.
    • Surface upcoming risks to workforce.
    CFO
    • IT Spend
    • Budget Health and Risks

    Prioritize and select audience needs that your dashboard will address

    Prioritize needs by asking:

    • Which needs represent the largest value to the entire organization (i.e. needs that impact more of the organization than just the audience)?
    • Which needs will have the largest impact on the audience’s success?
    • Which needs are likely to drive action (e.g. if supporting a decision, is the audience likely to be amenable to changing the way they make that decision based on the data)?

    Select three to five of the highest priority needs for each audience to include on a dashboard.

    Prioritize needs on Tab 2 of the IT Dashboard Workbook

    A diagram that shows 3 tiers of high priority, medium priority, and low priority.

    1.2.1 Document Your Audience Needs in the IT Dashboard Workbook

    1 hour

    Click the link below to download the IT Dashboard Workbook and open the file. Select Tab 2. The workbook contains pre-populated text that reflects information about Info-Tech’s IT Dashboards. You may want to keep the pre-populated text as reference as you identify your own audience then remove after you have completed your updates.

    A table of documenting audience, including key attributes, desired timeline, deadline, needs, and priority.

    Download Info-Tech IT Dashboard Workbook

    Phase 2

    Translate Audience Needs Into Metrics

    A diagram that shows phase 1 to 5.

    This phase will walk you through the following:

    • Revisiting the Info-Tech IT Dashboards for your audience.
    • Documenting your prioritized audience’s needs and the desired outcome of each in the IT Dashboard Workbook.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Linking audience needs to metrics has positive outcomes

    When you present metrics that your audience cares about, you:

    • Deliver real value and demonstrate IT’s value as a trusted partner.
    • Improve the relationship between the business and IT.
    • Enlighten the business about what IT does and how it is connected to the organization.

    29% of respondents to The Economist Intelligence Unit survey cited inadequate collaboration between IT and the business as one of the top barriers to the organization’s digital objectives.
    — Source: Watson, Morag W., et al.

    Dashboard Customization

    The Info-Tech IT Dashboards use measures for each dashboard that correspond with what the audience (CXO) cares about. You can find these measures in the IT Dashboard Workbook. If your audience is the CXO, you may have to change a little but you should still validate the needs and metrics in the IT Dashboard Workbook.

    Phase 2 covers the process of translating needs into metrics.

    Once you know what your audience needs, you know what to measure

    A diagram that highlights step 4-5 of knowing your audience needs in the high-value dashboard process.

    Step 2.1

    Document Desired Outcomes for Each Prioritized Audience Need

    Activities:
    2.1.1 Compare the Info-Tech IT Dashboards with your audience’s needs.
    2.1.2 Document prioritized audience needs and the desired outcome of each in the IT Dashboard Workbook.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 2.1 to 2.3 to translate audience needs into metrics.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Understanding of how well Info-Tech IT Dashboards address audience needs.
    • Documented desired outcomes for each audience need.

    2.1.1 Revisit Info-Tech’s IT Dashboards and Review for Your Audience

    30 minutes

    1. If you haven’t already downloaded the Info-Tech IT Dashboards, click the link below to download.
    2. Click the link below to download the Info-Tech IT Dashboard Workbook.
    3. Recall your first impressions of the dashboards that you recorded on earlier in Phase 1 and open up the audience and needs information you documented in Tab 2 of the IT Dashboard Workbook.
    4. Compare the dashboards with your audience’s needs that you documented on Tab 2.
    5. Record any updates to your thoughts or impressions on the next slide. Think about any changes to the dashboards that you would make so that you can reference it when you build the dashboards.

    Download Info-Tech IT Dashboard Workbook

    A photo of Info-Tech IT Dashboards
    The Info-Tech IT Dashboards contain a set of monthly metrics tailored toward a CXO audience.

    Download Info-Tech IT Dashboards

    Knowing what your audience needs, do the metrics the visuals reflect address them?

    Any changes to the Info-Tech IT Dashboards?

    Consider:

    • Are your audience’s needs already reflected in the visuals in each of the dashboards? If so, validate this in the next activity by reviewing the prioritized needs, desired outcomes, and associated metrics already documented in the IT Dashboard Workbook.
    • Are there any visuals your audience would need that you don’t see reflected in the dashboards? Write them here to use in the next exercise.

    Desired outcomes make identifying metrics easier

    When it’s not immediately apparent what the link between needs and metrics is, brainstorm desired outcomes.

    A diagram that shows an example of desired outcomes

    2.1.2 Document your audience’s desired outcome per prioritized need

    Now that you’ve examined the Info-Tech IT Dashboards and considered the needs of your audience, it is time to understand the outcomes and goals of each need so that you can translate your audience’s needs into metrics.

    1 hour

    Click the link below to download the IT Dashboard Workbook and open the file. Select Tab 3. The workbook contains pre-populated text that reflects information about Info-Tech’s IT Dashboards. You may want to keep the pre-populated text as reference as you identify your own audience then remove it after you have completed your updates.

    A diagram that shows desired outcome per prioritized need

    Download Info-Tech IT Dashboard Workbook

    Deriving Meaningful Metrics

    Once you know the desired outcomes, you can identify meaningful metrics

    A diagram of an example of meaningful metrics.

    Common Metrics Mistakes

    Avoid the following oversights when selecting your metrics.

    A diagram that shows 7 metrics mistakes

    Step 2.2

    Derive Metrics From Audience Needs

    Activities:
    2.2.1 Derive metrics using the Info-Tech IT Dashboards and the IT Dashboard Workbook.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 2.1 to 2.3 to translate audience needs into metrics.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Documented metrics for audience needs.

    2.2.1 Derive metrics from desired outcomes

    Now that you have completed the desired outcomes, you can determine if you are meeting those desired outcomes. If you struggle with the metrics, revisit the desired outcomes. It could be that they are not measurable or are not specific enough.

    2 hours

    Click the link below to download the IT Dashboard Workbook and open the file. Select Tab 3. The workbook contains pre-populated text that reflects information about Info-Tech’s IT Dashboards. You may want to keep the pre-populated text as reference as you identify your own audience then remove it after you have completed your updates.

    A diagram that shows derive metrics from desired outcomes

    Download Info-Tech IT Dashboard Workbook

    Download IT Metrics Library

    Download HR Metrics Library

    Step 2.3

    Associate Metrics to Dashboards

    Activities:
    2.3.1 Review the metrics and identify which dashboard they should appear on.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 2.1 to 2.3 to translate audience needs into metrics.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Metrics associated to each dashboard.

    2.3.1 Associate metrics to dashboards

    30 minutes

    Once you have identified all your metrics from Step 2.2, identify which dashboard they should appear on. As with all activities, if the Info-Tech IT Dashboard meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information.

    A diagram that shows associate metrics to dashboards

    Phase 3

    Ready Your Data for Dashboards

    A diagram that shows phase 1 to 5.

    This phase will walk you through the following:

    • Inventorying your data
    • Assessing your data quality
    • Determining data readiness
    • Determining data measurement frequency

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Can you measure your metrics?

    Once appropriate service metrics are derived from business objectives, the next step is to determine how easily you can get your metric.

    A diagram that highlights step 5 of measuring your metrics in the high-value dashboard process.

    Make sure you select data that your audience trusts

    40% of organizations say individuals within the business do not trust data insights.
    — Source: Experian, 2020

    Phase 3 covers the process of identifying data for each metric, creating a data inventory, assessing the readiness of your data, and documenting the frequency of measuring your data. Once complete, you will have a guide to help you add data to your dashboards.

    Step 3.1

    Assess Data Inventory

    Activities:
    3.1.1 Download the IT Dashboard Workbook and complete the data inventory section on Tab 4.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 3.1 to 3.4 to ready your data for dashboards.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Documented data inventory for each metric.

    3.1.1 Data Inventory

    1 hour

    Click the link below to download the IT Dashboard Workbook and open the file. Select Tab 4. The pre-populated text is arranged into the tables according to the dashboard they appear on; you may need to scroll down to see all the dashboard tables.

    Create a data inventory by placing each metric identified on Tab 3 into the corresponding dashboard table. Complete each column as described below.

    A diagram that shows 9 columns of data inventory.

    Metrics Libraries: Use the IT Metrics Library and HR Metrics Library for ideas for metrics to use and how to measure them.

    Download Info-Tech IT Dashboard Workbook

    Step 3.2

    Assess Data Quality

    Activities:
    3.2.1 Use the IT Dashboard Workbook to complete an assessment of data quality on Tab 4.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 3.1 to 3.4 to ready your data for dashboards.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Documented data quality assessment for each metric.

    3.2.1 Assess Data Quality

    1 hour

    Document the data quality on Tab 4 of the IT Dashboard Workbook by filling in the data availability, data accuracy, and data standardization columns as described below.

    A diagram that shows data availability, data accuracy, and data standardization columns.

    Data quality is a struggle for many organizations. Consider how much uncertainty you can tolerate and what would be required to improve your data quality to an acceptable level. Consider cost, technological resources, people resources, and time required.

    Download Info-Tech IT Dashboard Workbook

    Step 3.3

    Assess Data Readiness

    Activities:
    3.3.1 Use the IT Dashboard Workbook to determine the readiness of your data.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 3.1 to 3.4 to ready your data for dashboards.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Documented data readiness for each metric

    3.3.1 Determine Data Readiness

    1 hour

    Once the data quality has been documented and examined, complete the Data Readiness section of Tab 4 in the Info-Tech IT Dashboard Workbook. Select a readiness classification using the definitions below. Use the readiness of your data to determine the level of effort required to obtain the data and consider the constraints and cost/ROI to implement new technology or revise processes and data gathering to produce the data.

    A diagram that shows data readiness section

    Remember: Although in most cases, simple formulas that can be easily understood are the best approach, both because effort is lower and data that is not manipulated is more trustworthy, do not abandon data because it is not perfect but instead plan to make it easier to obtain.

    Download Info-Tech IT Dashboard Workbook

    Step 3.4

    Assess Data Frequency

    Activities:
    3.4.1 Use the IT Dashboard Workbook to determine the readiness of your data and how frequently you will measure your data.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 3.1 to 3.4 to assess data inventory, quality, and readiness.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Documented frequency of measurement for each metric.

    3.4.1 Document Planned Frequency of measurement

    10 minutes

    Document the planned frequency of measurement for all your metrics on Tab 4 of the IT Dashboard Workbook.

    For each metric, determine how often you will need to refresh it on the dashboard and select a frequency from the drop down. The Info-tech IT Dashboards assume a monthly refresh.

    Download Info-Tech IT Dashboard Workbook

    Phase 4

    Build and Deliver Your Dashboards

    A diagram that shows phase 1 to 5.

    This phase will walk you through the following:

    • Designing your dashboards
    • Updating your dashboards
    • Crafting your story
    • Delivering your dashboards

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Using your dashboard to tell your story with visuals

    Now that you have linked metrics to the needs of your audience and you understand how to get your data, it is time to start building your dashboards.

    A diagram that highlights step 6 of creating meaningful visuals in the high-value dashboard process.

    Using visual language

    • Shortens meetings by 24%
    • Increases the ability to reach consensus by 21%
    • Strengthens persuasiveness by 43%

    — Source: American Management Association

    Phase 4 guides you through using the Info-Tech IT Dashboard visuals for your audience’s needs and your story.

    Step 4.1

    Design Your Dashboard

    Activities:
    4.1.1 Plan and validate dashboard metrics, data, level of effort and visuals.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 4.1 to 4.3 to build and deliver your dashboards.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Identified and validated metrics, data, and visuals for your IT dashboards.

    Use clear visuals that avoid distracting the audience

    Which visual is better to present?

    Sample A:
    A photo of Sample A visuals

    Sample B:
    A diagram Sample B visuals

    Select the appropriate visuals

    Identify the purpose of the visualization. Determine which of the four categories below aligns with the story and choose the appropriate visual to display the data.

    Relationship

    A photo of Scatterplots
    Scatterplots

    • Used to show relationships between two variables.
    • Can be difficult to interpret for audiences that are not familiar with them.

    Distribution

    A photo of Histogram
    Histogram

    • Use a histogram to show spread of a given numeric variable.
    • Can be used to organize groups of data points.
    • Requires continuous data.
    • Can make comparisons difficult.

    A photo of Scatterplot
    Scatterplot

    • Can show correlation between variables.
    • Show each data plot, making it easier to compare.

    Composition

    A photo of Pie chart
    Pie chart

    • Use pie charts to show different categories.
    • Avoid pie charts with numerous slices.
    • Provide numbers alongside slices, as it can be difficult to compare slices based on size alone.

    A photo of Table
    Table

    • Use tables when there are a large number of categories.
    • Presents information in a simple way.

    Comparison

    A photo of Bar graph
    Bar graph

    • Use to compare categories.
    • Easy to understand, familiar format.

    A photo of Line chart
    Line chart

    • Use to show trends or changes over time.
    • Clear and easy to analyze.

    (Calzon)

    Examples of data visualization

    To compare categories, use a bar chart:
    2 examples of bar chart
    Conclusion: Visualizing the spend in various areas helps prioritize.


    To show trends, use a line graph:
    An example of line graph.
    Conclusion: Overlaying a trend line on revenue per employee helps justify headcount costs.


    To show simple results, text is sometimes more clear:
    A diagram that shows examples of text and graphics.
    Conclusion: Text with meaningful graphics conveys messages quickly.


    To display relative percentages of values, use a pie chart:
    An example of pie chart.
    Conclusion: Displaying proportions in a pie chart gives an at-a-glance understanding of the amount any area uses.

    Choose effective colors and design

    Select colors that will enhance the story

    • Use color strategically to help draw the audience’s attention and highlight key information.
    • Choose two to three colors to use consistently throughout the dashboard, as too many colors will be distracting to the audience.
    • Use colors that connect with the audience (e.g., organization or department colors).
    • Don’t use colors that are too similar in shade or brightness level, as those with colorblindness might have difficulty discerning them.

    Keep the design simple and clear

    • Leave white space to separate sections and keep the dashboard simple.
    • Don’t measure everything; show just enough to address the audience’s needs.
    • Use blank space between data points to provide natural contrast (e.g., leaving space between each bar on a bar graph). Don’t rely on contrast between colors to separate data (Miller).
    • Label each data point directly instead of using a separate key, so anyone who has difficulty discerning color can still interpret the data (Miller).

    Example

    A example that shows colours and design of a chart.

    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 illustrate messages and themes from the accompanying text?

    4.1.1 Plan and validate your dashboard visuals

    1 hour

    Click the links below to download the Info-Tech IT Dashboards and the IT Dashboard Workbook. Open the IT Dashboard Workbook and select Tab 5. For each dashboard, represented by its own table, open the corresponding Info-Tech IT Dashboard as reference.

    A diagram of dashboard and its considerations when selecting visuals.

    Download Info-Tech IT Dashboards

    Download Info-Tech IT Dashboard Workbook

    Step 4.2

    Update Your Dashboards

    Activities:
    4.2.1 Update the visuals on the Info-Tech IT Dashboards with data and visuals identified in the IT Dashboard Workbook.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 4.1 to 4.3 to build and deliver your dashboards.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Dashboards updated with your visuals, metrics, and data identified in the IT Dashboard Workbook.

    4.2.1 Update visuals with your own data

    2 hours

    1. Get the data that you identified in Tab 4 and Tab 5 of the IT Dashboard Workbook.
    2. Click the link below to go to the Info-Tech IT Dashboards and follow the instructions to update the visuals.

    Do not worry about the Key Insights or Calls to Action; you will create this in the next step when you plan your story.

    Download Info-Tech IT Dashboards

    Step 4.3

    Craft Your Story and Deliver Your Dashboards

    Activities:
    4.3.1 Craft Your Story
    4.3.2 Finalize Your Dashboards
    4.3.3 Practice Delivering Your Story With Your Dashboards

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 4.1 to 4.3 to build and deliver your dashboards.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Documented situations, key insights, and calls to action for each dashboard/visual.
    • A story to tell for each dashboard.
    • Understanding of how to practice delivering the dashboards using stories.

    Stories are more easily understood and more likely to drive decisions

    IT dashboards are valuable tools to provide insights that drive decision making.

    • Monitor: Track and report on strategic areas IT supports.
    • Provide insights: sPresent important data and information to audiences in a clear and efficient way.

    “Data storytelling is a universal language that everyone can understand – from people in STEM to arts and psychology.” — Peter Jackson, Chief Data and Analytics Officer at Exasol

    Storytelling provides context, helping the audience understand and connect with data and metrics.

    • 93% of respondents (business leaders and data professionals) agreed that decisions made as a result of successful data storytelling have the potential to help increase revenue.
    • 92% of respondents agreed that data storytelling was critical to communicate insights effectively.
    • 87% percent of respondents agreed that leadership teams would make more data-driven decisions if insights gathered from data were presented more simply.

    — Exasol

    For more visual guidance, download the IT Dashboard Guide

    Include all the following pieces in your message for an effective communication

    A diagram of an effective message, including consistent, clearn, relevant, and concise.

    Info-Tech Insight

    Time is a non-renewable resource. The message crafted must be considered a value-adding communication to your audience.

    Enable good communication with these components

    Be Consistent

    • The core message must be consistent regardless of audience, channel, or medium.
    • Test your communication with your team or colleagues to obtain feedback before delivering to a broader audience.
    • A lack of consistency can be interpreted as an attempt at deception. This can hurt credibility and trust.

    Be Clear

    • Say what you mean and mean what you say.
    • Choice of language is important: “Do you think this is a good idea? I think we could really benefit from your insights and experience here.” Or do you mean: “I think we should do this. I need you to do this to make it happen.”
    • Avoid jargon.

    Be Relevant

    • Talk about what matters to the audience.
    • Tailor the details of the message to the audience’s specific concerns.
    • IT thinks in processes but wider audiences focus mostly on results; talk in terms of results.
    • IT wants to be understood, but this does not matter to stakeholders. Think: “What’s in it for them?”
    • Communicate truthfully; do not make false promises or hide bad news.

    Be Concise

    • Keep communication short and to the point so key messages are not lost in the noise.
    • There is a risk of diluting your key message if you include too many other details.
    • If you provide more information than necessary, the clarity and consistency of the message can be lost.

    Draft the core messages to communicate

    1. Hook your audience: Use a compelling introduction that ensures your target audience cares about the message. Start with a story or metaphor and then support with the data on your dashboard. Avoid rushing in with data first.
    2. Demonstrate you can help: Let the audience know that based on the unique problem, you can help. There is value in engaging and working with you further.
    3. Write for the ear: Use concise and clear sentences, avoid technological language, and when you read it aloud ensure it sounds like how you would normally speak.
    4. Interpret visuals for your audience: Do not assume they will reach the same conclusions as you. For example, walk them through what a chart shows even if the axes are labeled, tell them what a trend line indicates or what the comparison between two data points means.
    5. Identify a couple of key insights: Think about one or two key takeaways you want your audience to leave with.
    6. Finish with a call to action: Your concluding statement should not be a thank-you but a call to action that ignites how your audience will behave after the communication. Dashboards exist to drive decisions, so if you have no call to action, you should ask if you need to include the visual.

    4.3.1 Craft Your Story

    1 hour

    Click the link below to download the IT Dashboard Workbook and open the file. Select Tab 6. The workbook contains grey text that reflects a sample story about the Info-Tech IT Dashboards. You may want to keep the sample text as reference, then remove after you have entered your information.

    A diagram of dashboard to craft your story.

    Download Info-Tech IT Dashboard Workbook

    4.3.2 Finalize Your Dashboards

    30 minutes

    1. Take the Key Insights and Calls to Action that you documented in Tab 6 of the IT Dashboard Workbook and place them in their corresponding dashboard.
    2. Add any text to your dashboard as necessary but only if the visual requires more information. You can add explanations more effectively during the presentation.

    A diagram that shows strategic initiatives: deliver value to customers.

    Tip: Aim to be brief and concise with any text. Dashboards simplify information and too much text can clutter the visuals and obscure the message.

    Download Info-Tech IT Dashboard Workbook

    4.3.3 Practice Delivering Your Story With Your Dashboards

    1 hour

    Ideally you can present your dashboard to your audience so that you are available to clarify questions and add a layer of interpretation that would crowd out boards if added as text.

    1. To prepare to tell your story, consult the Situation, Key Insights, and Call to Action sections that you documented for each dashboard in Tab 6 of the Info-Tech IT Dashboard Workbook.
    2. Practice your messages as you walk through your dashboards. The next two slides provide delivery guidance.
    3. Once you deliver your dashboards, update Tab 6 with audience feedback. Often dashboards are iterative and when your audience sees them, they are usually inspired to think about what else they would like to see. This is good and shows your audience is engaged!

    Don’t overwhelm your audience with information and data. You spent time to craft your dashboards so that they are clear and concise, so spend time practicing delivering a message that matches your clear, concise dashboards

    Download Info-Tech IT Dashboard Workbook

    Hone presentation skills before meeting with key stakeholders

    Using voice and body

    Think about the message you are trying to convey and how your body can support that delivery. Hands, stance, and frame all have an impact on what might be conveyed.

    If you want your audience to lean in and be eager about your next point, consider using a pause or softer voice and volume.

    Be professional and confident

    State the main points of your dashboard confidently. While this should be obvious, it needs to be stated explicitly. Your audience should be able to clearly see that you believe the points you are stating.

    Present in a way that is genuine to you and your voice. Whether you have an energetic personality or a calm and composed personality, the presentation should be authentic to you.

    Connect with your audience

    Look each member of the audience in the eye at least once during your presentation or if you are presenting remotely, look into the camera. Avoid looking at the ceiling, the back wall, or the floor. Your audience should feel engaged – this is essential to keeping their attention.

    Avoid reading the text from your dashboard, and instead paraphrase it while maintaining eye/camera contact.

    Info-Tech Insight

    You are responsible for the response of your audience. If they aren’t engaged, it is on you as the communicator.

    Communication Delivery Checklist

    • Have you practiced delivering the communication to team members or coaches?
    • Have you practiced delivering the communication to someone with little to no technology background?
    • Are you making yourself open to feedback and improvement opportunities?
    • If the communication is derailed from your plan, are you prepared to handle that change?
    • Can you deliver the communication without reading your notes word for word?
    • Have you adapted your voice throughout the communication to highlight specific components you want the audience to focus on?
    • Are you presenting in a way that is genuine to you and your personality?
    • Can you communicate the message within the time allotted?
    • Are you moving in an appropriate manner based on your communication (e.g., toward the screen, across the stage, hand gestures)
    • Do you have room for feedback on the dashboards? Solicit feedback with your audience after the meeting and record it in Tab 6 of the IT Dashboard Workbook.

    Phase 5

    Plan, record, and action your metrics

    A diagram that shows phase 1 to 5.

    This phase will walk you through the following:

    • Planning to track your metrics
    • Recording your metrics
    • Actioning your metrics

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Actioning your metrics to drive results

    To deliver real value from your dashboards, you need to do something with the results.

    Don’t fail on execution! The whole reason you labor to create inviting visuals and meaningful metrics is to action those metrics. The metrics results inform your entire story! It’s important to plan and do, but everything is lost if you fail to check and act.

    70%: of survey respondents say that managers do not get insights from performance metrics to improve strategic decision making.
    60%: of survey respondents say that operational teams do not get insights to improve operation decision making.

    (Bernard Marr)

    “Metrics aren’t a passive measure of progress but an active part of an organization’s everyday management….Applying the “plan–do–check–act” feedback loop…helps teams learn from their mistakes and identify good ideas that can be applied elsewhere”

    (McKinsey)

    Step 5.1

    Plan How to Record Metrics

    Activities:
    5.1.1 For each dashboard, add a baseline and target to existing metrics and KPIs.

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 5.1 to 5.2 to plan, record, and action your metrics.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Baselines and targets identified and recorded for each metric.

    5.1.1 Identify Baselines and Targets

    1 hour

    To action your metrics, you must first establish what your baselines and targets are so that you can determine if you are on track.

    To establish baselines:
    If you do not have a baseline. Run your metric to establish one.

    To establish targets:

    • Use historical data and trends of performance.
    • If you do not have historical data, establish an initial target based on stakeholder-identified requirements and expectations.
    • You can also run the metrics report over a defined period of time and use the baseline level of achievement to establish an initial target.
    • The target may not always be a number – it could be a trend. The initial target may be changed after review with stakeholders.

    Actions for Success:
    How will you ensure you can get this metric? For example, if you would like to measure delivered value, to make sure the metric is measurable, you will need to ensure that measures of success are documented for an imitative and then measured once complete.

    • If you need help with Action plans, the IT Metrics Library includes action plans for all of its metrics that may help

    A diagram of identify metrics and to identify baselines and targets.

    Download Info-Tech IT Dashboard Workbook

    Step 5.2

    Record and Action Metrics

    Activities:
    5.2.1 Record and Action Results

    • Note, the Info-Tech IT Dashboards are organized by CIO priorities – Risk, Financials, Talent, and Strategic Initiatives – and address the needs of the CXO audience. The IT Dashboard Workbook is pre-populated with this information.
    • If this meets your audience’s needs, you do not have to edit this content and can instead use the pre-populated information. You may wish to review the information to ensure it is still valid for your audience.

    A diagram that shows step 5.1 to 5.2 to plan, record, and action your metrics.

    This phase involves the following participants:

    • Senior IT leadership
    • Dashboard SMEs

    Outcomes of this step:

    • Understanding of what and where to record metrics once run.

    5.2.1 Record and Action Results

    1 hour

    After analyzing your results, use this information to update your dashboards. Revisit Tab 6 of the IT Dashboard Workbook to update your story. Remember to record any audience feedback about the dashboards in the Audience Feedback section.

    Action your measures as well as your metrics

    What should be measured can change over time as your organization matures and the business environment changes. Understanding what creates business value for your organization is critical. If metrics need to be changed, record metrics actions under Identified Actions on Tab 7. A metric will need to be addressed in one of the following ways:

    • Added: A new metric is required or an existing metric needs large-scale changes (example: calculation method or scope).
    • Changed: A minor change is required to the presentation format or data. Note: a major change in a metric would be performed through the Add option.
    • Removed: The metric is no longer required, and it needs to be removed from reporting and data gathering. A final report date for that metric should be determined.
    • Maintained: The metric is still useful and no changes are required to the metric, its measurement, or how it’s reported.

    A diagram of record results and identify how to address results.

    Don’t be discouraged if you need to update your metrics a few times before you get it right. It can take some trial and error to find the measures that best indicate the health of what you are measuring.

    Download Info-Tech IT Dashboard Workbook

    Tips for actioning results

    Sometimes actioning your metrics results requires more analysis

    If a metric deviates from your target, you may need to analyze how to correct the issue then run the metric again to see if the results have improved.

    Identify Root Cause
    Root Cause Analysis can include problem exploration techniques like The 5 Whys, fishbone diagrams, or affinity mapping.

    Select a Solution
    Once you have identified a possible root cause, use the same technique to brainstorm and select a solution then re-run your metrics.

    Consider Tension Metrics
    Consider tension metrics when selecting a solution. Will improving one area affect another? A car can go faster but it will consume more fuel – a project can be delivered faster but it may affect the quality.

    Summary of Accomplishment

    Problem Solved

    1. Using this blueprint and the IT Dashboard Workbook, you validated and customized the dashboards for your audience and organization, which reduced or eliminated time spent searching for and organizing your own visuals.
    2. You documented your dashboards’ story so you are ready to present them to your audience.
    3. You assessed the data for your dashboards and you built a metrics action-tracking plan to maintain your dashboards’ metrics.

    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:

    A photo of Info-Tech IT Dashboards
    Review the Info-Tech IT Dashboards
    Determine how you can use the Info-Tech IT Dashboards in your organization and the anticipated level of customization.

    A photo of the IT Dashboard Workbook
    Plan your dashboards
    Complete the IT Dashboard Workbook to help plan your dashboards using Info-Tech’s IT Dashboards.

    Research Contributors and Experts

    Photo of John Corrado
    John Corrado
    Head of IT
    X4 Pharmaceuticals

    As head of IT, John is charged with the creation of strategic IT initiatives that align with X4s vision, mission, culture, and long-term goals and is responsible for the organization’s systems, security, and infrastructure. He works closely developing partnerships with X4tizens across the organization to deliver value through innovative programs and services.

    Photo of Grant Frost
    Grant Frost
    Chief Information & Security Officer
    Niagara Catholic School Board

    Grant Frost is an experienced executive, information technologist and security strategist with extensive experience in both the public and private sector. Grant is known for, and has extensive experience in, IT transformation and the ability to increase capability while decreasing cost in IT services.

    Photo of Nick Scozzaro
    Nick Scozzaro
    CEO and Co-Founder of MobiStream and ShadowHQ
    ShadowHQ

    Nick got his start in software development and mobility working at BlackBerry where he developed a deep understanding of the technology landscape and of what is involved in both modernizing legacy systems and integrating new ones. Working with experts across multiple industries, he innovated, learned, strategized, and ultimately helped push the boundaries of what was possible.

    Photo of Joseph Sanders
    Joseph Sanders
    Managing Director of Technology/Cyber Security Services
    Kentucky Housing Corporation

    In his current role Joe oversees all IT Operations/Applications Services that are used to provide services and support to the citizens of Kentucky. Joe has 30+ years of leadership experience and has held several executive roles in the public and private sector. He has been a keynote speaker for various companies including HP, IBM, and Oracle.

    Photo of Jochen Sievert
    Jochen Sievert
    Director Performance Excellence & IT
    Zeon Chemicals

    Jochen moved to the USA from Duesseldorf, Germany in 2010 to join Zeon Chemicals as their IT Manager. Prior to Zeon, Jochen has held various technical positions at Novell, Microsoft, IBM, and Metro Management Systems.

    Info-Tech Contributors

    Ibrahim Abdel-Kader, Research Analyst
    Donna Bales, Principal Research Director
    Shashi Bellamkonda, Principal Research Director
    John Burwash, Executive Counselor
    Tony Denford, Research Lead
    Jody Gunderman, Senior Executive Advisor
    Tom Hawley, Managing Partner
    Mike Higginbotham, Executive Counselor
    Valence Howden, Principal Research Director
    Dave Kish, Practice Lead
    Carlene McCubbin, Practice Lead
    Jennifer Perrier, Principal Research Director
    Gary Rietz, Executive Counselor
    Steve Schmidt, Senior Managing Partner
    Aaron Shum, Vice President, Security & Privacy
    Ian Tyler-Clarke, Executive Counselor

    Plus, an additional four contributors who wish to remain anonymous.

    Related Info-Tech Research

    Photo of Build an IT Risk Taxonomy

    Build an IT Risk Taxonomy

    Use this blueprint as a baseline to build a customized IT risk taxonomy suitable for your organization.

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    Create a Holistic IT Dashboard

    This blueprint will help you identify the KPIs that matter to your organization.

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    Develop Meaningful Service Metrics

    This blueprint will help you Identify the appropriate service metrics based on stakeholder needs.

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    IT Spend & Staffing Benchmarking

    Use this benchmarking service to capture, analyze, and communicate your IT spending and staffing.

    Photo of Key Metrics for Every CIO

    Key Metrics for Every CIO

    This short research piece highlights the top metrics for every CIO, how those align to your CIO priorities, and action steps against those metrics.

    Photo of Present Security to Executive Stakeholders

    Present Security to Executive Stakeholders

    This blueprint helps you identify communication drivers and goals and collect data to support your presentation. It provides checklists for building and delivering a captivating security presentation.

    Bibliography

    “10 Signs You Are Sitting on a Pile of Data Debt.” Experian, n.d. Web.

    “From the What to the Why: How Data Storytelling Is Key to Success.” Exasol, 2021. Web.

    Bonsignore, Marian. “Using Visual Language to Create the Case for Change.” Amarican Management Association. Accessed 19 Apr. 2023.

    Calzon, Bernardita. “Top 25 Dashboard Design Principles, Best Practices & How To’s.” Datapine, 5 Apr. 2023.

    “Data Literacy.” Tableau, n.d. Accessed 3 May 2023.

    “KPIs Don’t Improve Decision-Making In Most Organizations.” LinkedIn, n.d. Accessed 2 May 2023.

    Miller, Amanda. “A Comprehensive Guide to Accessible Data Visualization.” Betterment, 2020. Accessed May 2022.

    “Performance Management: Why Keeping Score Is so Important, and so Hard.” McKinsey. Accessed 2 May 2023.

    Vogel, Douglas, et al. Persuasion and the Role of Visual Presentation Support: The UM/3M Study. Management Information Systems Research Center School of Management University of Minnesota, 1986.

    Watson, Morag W., et al. ”IT’s Changing Mandate in an Age of Disruption.” The Economist Intelligence Unit Limited, 2021.

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    • Parent Category Name: Data Management
    • Parent Category Link: /data-management
    • Organizations are struggling to understand what's involved in the analytics developer lifecycle to generate reusable insights faster.
    • Discover what it takes to become a citizen analytics developer. Identify the proper way to enable self-serve analytics.
    • Self-serve business intelligence/analytics is misunderstood and confusing to the business, especially with regards to the roles and responsibilities of IT and the business.
    • End users are dissatisfied due to a lack of access to the data and the absence of a single source of truth.

    Our Advice

    Critical Insight

    Organizations that take data seriously should:

    • Decouple processes in which data is separated from business processes and elevate the visibility of the organization's data assets.
    • Leverage a secure platform where data can be easily exchanged for insights generation.
    • Create density for analytics where resources are mobilized around analytics ideas to generate value.

    Analytics is a journey, not a destination. This journey can eventually result in some level of sophisticated AI/machine learning in your organization. Every organization needs to mobilize its resources and enhance its analytics capabilities to quickly and incrementally add value to data products and services. However, most organizations fail to mobilize their resources in this way.

    Impact and Result

    • Firms become more agile when they realize efficiencies in their analytics operating models and can quickly implement reusable analytics.
    • IT becomes more flexible and efficient in understanding the business' data needs and eliminates redundant processes.
    • Trust in data-driven decision making goes up with collaboration, engagement, and transparency.
    • There is a clear path to continuous improvement in analytics.

    Establish an Analytics Operating Model Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief that outlines Info-Tech’s methodology for assessing the business' analytics needs and aligning your data governance, capabilities, and organizational structure to deliver analytics faster.

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

    1. Define your analytics needs

    This phase helps you understand your organization's data landscape and current analytics environment so you gain a deeper understanding of your future analytics needs.

    • Establish an Analytics Operating Model – Phase 1: Define Your Analytics Needs

    2. Establish an analytics operating model

    This phase introduces you to data operating model frameworks and provides a step-by-step guide on how to capture the right analytics operating model for your organization.

    • Establish an Analytics Operating Model – Phase 2: Establish an Analytics Operating Model
    • Analytics Operating Model Building Tool

    3. Implement your operating model

    This phase helps you implement your chosen analytics operating model, as well as establish an engagement model and communications plan.

    • Establish an Analytics Operating Model – Phase 3: Implement Your Analytics Operating Model
    [infographic]

    Workshop: Establish an Analytics Operating Model

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

    1 Define Your Analytics Needs

    The Purpose

    Achieve a clear understanding and case for data analytics.

    Key Benefits Achieved

    A successful analytics operating model starts with a good understanding of your analytical needs.

    Activities

    1.1 Review the business context.

    1.2 Understand your analytics needs.

    1.3 Draft analytics ideas and use cases.

    1.4 Capture minimum viable analytics.

    Outputs

    Documentation of analytics products and services

    2 Perform an Analytics Capability Assessment

    The Purpose

    Achieve a clear understanding of your organization's analytics capability and mapping across organizational functions.

    Key Benefits Achieved

    Understand your organization's data landscape and current analytics environment to gain a deeper understanding of your future analytics needs.

    Activities

    2.1 Capture your analytics capabilities.

    2.2 Map capabilities to a hub-and-spoke model.

    2.3 Document operating model results.

    Outputs

    Capability assessment results

    3 Establish an Analytics Operating Model

    The Purpose

    Capture the right analytics operating model for your organization.

    Key Benefits Achieved

    Explore data operating model frameworks.

    Capture the right analytics operating model for your organization using a step-by-step guide.

    Activities

    3.1 Discuss your operating model results.

    3.2 Review your organizational structure’s pros and cons.

    3.3 Map resources to target structure.

    3.4 Brainstorm initiatives to develop your analytics capabilities.

    Outputs

    Target operating model

    4 Implement Your Analytics Operating Model

    The Purpose

    Formalize your analytics organizational structure and prepare to implement your chosen analytics operating model.

    Key Benefits Achieved

    Implement your chosen analytics operating model.

    Establish an engagement model and communications plan.

    Activities

    4.1 Document your target organizational structure and RACI.

    4.2 Establish an analytics engagement model.

    4.3 Develop an analytics communications plan.

    Outputs

    Reporting and analytics responsibility matrix (RACI)

    Analytics engagement model

    Analytics communications plan

    Analytics organizational chart

    Modernize Your Microsoft Licensing for the Cloud Era

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    • Parent Category Name: Licensing
    • Parent Category Link: /licensing
    • Microsoft licensing is complicated. Often, the same software can be licensed a number of ways. It’s difficult to know which edition and licensing model is best.
    • Licensing and features often change with the release of new software versions, compounding the problem by making it difficult to stay current.
    • In tough economic times, IT is asked to reduce capital and operating expenses wherever possible. As one of the top five expense items in most enterprise software budgets, Microsoft licensing is a primary target for cost reduction.

    Our Advice

    Critical Insight

    • Focus on needs first. Conduct a thorough needs assessment and document the results. Well-documented needs will be your best asset in navigating Microsoft licensing and negotiating your agreement.
    • Beware the bundle. Be aware when purchasing the M365 suite that there is no way out. Negotiating a low price is critical, as all leverage swings to Microsoft once it is on your agreement.
    • If the cloud doesn’t fit, be ready to pay up or start making room. Microsoft has drastically reduced discounting for on-premises products, support has been reduced, and product rights have been limited. If you are planning to remain on premises, be prepared to pay up.

    Impact and Result

    • Understand what your organization needs and what your business requirements are. It’s always easier to purchase more later than try to reduce your spend.
    • Complete cost calculations carefully, as the cloud might end up costing significantly more for the desired feature set. However, in some scenarios, it may be more cost efficient for organizations to license in the cloud.
    • If there are significant barriers to cloud adoption, discuss and document them. You’ll need this documentation in three years when it’s time to renew your agreement.

    Modernize Your Microsoft Licensing for the Cloud Era Research & Tools

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

    1. Modernize Your Microsoft Licensing Deck – A deck to help you build a strategy for your Microsoft licensing renewal.

    This storyboard will help you build a strategy for your Microsoft licensing renewal from conducting a thorough needs assessment to examining your licensing position, evaluating Microsoft's licensing options, and negotiations.

    • Modernize Your Microsoft Licensing for the Cloud Era – Phases 1-4

    2. Microsoft Cloud Products Cost Modeler – A tool to model estimated costs for Microsoft's cloud products.

    The Microsoft Cloud Products Cost Modeler will provide a rough estimate of what you can expect to pay for Office 365 or Dynamics CRM licensing, before you enter into negotiations. This is not your final cost, but it will give you an idea.

    • Microsoft Cloud Products Cost Modeler

    3. Microsoft Licensing Purchase Reference Guide - A template to capture licensing stakeholder information, proposed changes to licensing, and negotiation items.

    The Microsoft Licensing Purchase Reference Guide can be used throughout the process of licensing review: from initial meetings to discuss compliance state and planned purchases, to negotiation meetings with resellers. Use it in conjunction with Info-Tech's Microsoft Licensing Effective License Position Template.

    • Microsoft Licensing Purchase Reference Guide

    4. Negotiation Timeline for Microsoft – A template to navigate your negotiations with Microsoft.

    This tool will help you plot out your negotiation timeline, depending on where you are in your contract negotiation process.

  • 6-12 months
  • Less than 3 months
    • Negotiation Timeline for Microsoft – Visio
    • Negotiation Timeline for Microsoft – PDF

    5. Effective Licensing Position Tool – A template to help you create an effective licensing position and determine your compliance position.

    This template helps organizations to determine the difference between the number of software licenses they own and the number of software copies deployed. This is known as the organization’s effective license position (ELP).

    • Effective Licensing Position Tool
    [infographic]

    Reduce Risk With Rock-Solid Service-Level Agreements

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    • Parent Category Name: Vendor Management
    • Parent Category Link: /vendor-management

    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

    Improve IT-Business Alignment Through an Internal SLA

    • Understand business requirements, clarify current capabilities, and enable strategies to close service-level gaps.

    Data center Co-location SLA & Service Definition Template

    • 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
    • member rating average dollars saved: N/A
    • member rating average days saved: N/A
    • 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.

    Satisfy Customer Requirements for Information Security

    • Buy Link or Shortcode: {j2store}259|cart{/j2store}
    • member rating overall impact: 9.0/10 Overall Impact
    • member rating average dollars saved: $247 Average $ Saved
    • member rating average days saved: 3 Average Days Saved
    • Parent Category Name: Governance, Risk & Compliance
    • Parent Category Link: /governance-risk-compliance
    • Your customers and potential customers are increasingly demanding assurance that you will meet their information security requirements.
    • Responding to these assurance demands requires ever more effort from the security team, which distracts them from their primary mission of protecting the organization.
    • Every customer seems to have their own custom security questionnaire they want you to complete, increasing the effort you have to expend to respond to them.

    Our Advice

    Critical Insight

    • Your security program can be a differentiator and help win and retain customers.
    • Value rank your customers to right-size the level of effort your security team dedicates to responding to questionnaires.
    • SOC 2 or ISO 27001 certification can be an important part of your security marketing, but only if you make the right business case.

    Impact and Result

    • CISOs need to develop a marketing strategy for their information security program.
    • Ensure that your security team dedicates the appropriate amount of effort to sales by value ranking your potential customers and aligning efforts to value.
    • Develop a business case for SOC 2 or ISO 27001 to determine if certification makes sense for your organization, and to gain support from key stakeholders.

    Satisfy Customer Requirements for Information Security Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should proactively satisfy customer requirements for information security, 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. Manage customer expectations for information security

    Identify your customers’ expectations for security and privacy, value rank your customers to right-size your efforts, and learn how to impress them with your information security program.

    • Satisfy Customer Requirements for Information Security – Phase 1: Manage Customer Expectations for Information Security

    2. Select a certification path

    Decide whether to obtain SOC 2 or ISO 27001 certification, and build a business case for certification.

    • Satisfy Customer Requirements for Information Security – Phase 2: Select a Certification Path
    • Security Certification Selection Tool
    • Security Certification Business Case Tool

    3. Obtain and maintain certification

    Develop your certification scope, prepare for the audit, and learn how to maintain your certification over time.

    • Satisfy Customer Requirements for Information Security – Phase 3: Obtain and Maintain Certification
    [infographic]

    Adopt Change Management Practices and Succeed at IT Organizational Redesign

    • Buy Link or Shortcode: {j2store}393|cart{/j2store}
    • member rating overall impact: N/A
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    • Parent Category Name: Organizational Design
    • Parent Category Link: /organizational-design

    Organizational redesigns frequently fail when it comes to being executed. This leads to:

    • The loss of critical talent and institutional knowledge.
    • An inability to deliver on strategic goals and objectives.
    • Financial and time losses to the organization.

    Organizational redesigns fail during implementation primarily because they do not consider the change management required to succeed.

    Our Advice

    Critical Insight

    Implementing your organizational design with good change management practices is more important than defining the new organizational structure.

    Implementation is often negatively impacted due to:

    • Employees not understanding the need to redesign the organizational structure or operating model.
    • Employees not being communicated with or engaged throughout the process, which can cause chaos.
    • Managers not being prepared or trained to have difficult conversations with employees.

    Impact and Result

    When good change management practices are used and embedded into the implementation process:

    • Employees feel respected and engaged, reducing turnover and productivity loss.
    • The desired operating structure can be implemented faster, enabling the delivery of strategic objectives.
    • Gaps and disorganization are avoided, saving the organization time and money.

    Invest change management for your IT redesign.

    Adopt Change Management Practices and Succeed at IT Organizational Redesign Research & Tools

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

    1. Adopt Change Management Practices and Succeed at IT Organizational Redesign Deck – Succeed at implementing your IT organizational structure by adopting the necessary change management practices.

    The best IT organizational structure will still fail to be implemented if the organization does not leverage and use good change management practices. Consider practices such as aligning the structure to a meaningful vision, preparing leadership, communicating frequently, including employees, and measuring adoption to succeed at organizational redesign implementation.

    • Adopt Change Management Practices and Succeed at IT Organizational Redesign Storyboard

    2. IT Organizational Redesign Pulse Survey Template – A survey template that can be used to measure the success of your change management practices during organizational redesign implementation.

    Taking regular pulse checks of employees and managers during the transition will enable IT Leaders to focus on the right practices to enable adoption.

    • IT Organizational Redesign Pulse Survey Template
    [infographic]

    Further reading

    Adopt Change Management Practices & Succeed at IT Organizational Redesign

    The perfect IT organizational structure will fail to be implemented if there is no change management.

    Analyst Perspective

    Don’t doom your organizational redesign efforts

    The image contains a picture of Brittany Lutes.

    After helping hundreds of organizations across public and private sector industries redesign their organizational structure, we can say there is one thing that will always doom this effort: A failure to properly identify and implement change management efforts into the process.

    Employees will not simply move forward with the changes you suggest just because you as the CIO are making them. You need to be prepared to describe the individual benefits each employee can expect to receive from the new structure. Moreover, it has to be clear why this change was needed in the first place. Redesign efforts should be driven by a clear need to align to the organization’s vision and support the various objectives that will need to take place.

    Most organizations do a great job defining a new organizational structure. They identify a way of operating that tells them how they need to align their IT capabilities to deliver on strategic objectives. What most organizations do poorly is invest in their people to ensure they can adopt this new way of operating.

    Brittany Lutes
    Research Director, Organizational Transformation

    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    Organizational redesigns frequently fail when it comes to being executed. This leads to:

    • The loss of critical talent and institutional knowledge.
    • An inability to deliver on strategic goals and objectives.
    • Financial and time losses to the organization.

    Organizational redesigns fail during implementation primarily because they do not consider the change management required to succeed.

    Implementation of the organizational redesign is often impacted when:

    • Employees do not understand the need to redesign the organizational structure or operating model.
    • Employees are not communicated with or engaged throughout the process, which can cause chaos.
    • Managers are not prepared or trained to have difficult conversations with employees.

    Essentially, implementation is impacted when change management is not included in the redesign process.

    When good change management practices are used and embedded into the implementation process:

    • Employees feel respected and engaged, reducing turnover and productivity loss.
    • The desired operating structure can be implemented faster, enabling the delivery of strategic objectives.
    • Gaps and disorganization are avoided, saving the organization time and money.

    Invest in change management for your IT redesign.

    Info-Tech Insight

    Implementing your organizational design with good change management practices is more important than defining the new organizational structure.

    Your challenge

    This research enables organizations to succeed at their organizational redesign:

    • By implementing the right change management practices. These methods prevent:
      • The loss of critical IT employees who will voluntarily exit the organization.
      • Employees from creating rumors that will be detrimental to the change.
      • Confusion about why the change was needed and how it will benefit the strategic objectives the organization is seeking to achieve.
      • Spending resources (time, money, and people) on the initiative longer than is necessary.

    McKinsey reported less than 25% of organizational redesigns are successful. Which is worse than the average change initiative, which has a 70% failure rate.

    Source: AlignOrg, 2020.

    The value of the organizational redesign efforts is determined by the percentage of individuals who adopt the changes and operate in the desired way of working.

    When organizations properly use organizational design processes, they are:

    4× more likely to delight customers

    13× more effective at innovation

    27× more likely to retain employees

    Source: The Josh Bersin Company, 2022

    Common obstacles

    These barriers make implementing an organizational redesign difficult to address for many organizations:

    • You communicated the wrong message to the wrong audience at the wrong time. Repeatedly.
    • There is a lack of clarity around the drivers for an organizational redesign.
    • A readiness assessment was not completed ahead of the changes.
    • There is no flexibility built into the implementation approach.
    • The structure is not aligned to the strategic goals of IT and the organization.
    • IT leadership is not involved in their staff’s day-to-day activities, making it difficult to suggest realistic changes.

    Don’t doom your organizational redesign with poor change management

    Only 17% of frontline employees believe the lines of communication are open.

    Source: Taylor Reach Group, 2019

    43% Percentage of organizations that are ineffective at the organizational design methodology.

    Source: The Josh Bersin Company, 2022.

    Change management is a must for org design

    Forgetting change management is the easiest way to fail at redesigning your IT organizational structure

    • Change management is not a business transformation.
    • Change management consists of the practices and approaches your organization takes to support your people through a transformation.
    • Like governance, change management happens regardless of whether it is planned or ad hoc.
    • However, good change management will be intentional and agile, using data to help inform the next action steps you will take.
    • Change management is 100% focused on the people and how to best support them as they learn to understand the need for the change, what skills they must have to support and adopt the change, and eventually to advocate for the change.

    "Organizational transformation efforts rarely fail because of bad design, but rather from lack of sufficient attention to the transition from the old organization to the new one."

    – Michael D. Watkins & Janet Spencer. ”10 Reason Why Organizational Change Fails.”

    Info-Tech’s approach

    Redesigning the IT structure depends on good change management

    The image contains a screenshot of Info-Tech's approach, and good change management.

    Common changes in organizational redesigns

    Entirely New Teams

    Additions, reductions, or new creations. The individuals that make up a functional team can shift.

    New Team Members

    As roles become defined, some members might be required to shift and join already established groups.

    New Responsibilities

    The capabilities individuals will be accountable or responsible for become defined.

    New Ways of Operating

    From waterfall to Agile, collaborative to siloed, your operating model provides insight into the ways roles will engage one another.

    Top reasons organizational redesigns fail

    1. The rationale for the redesign is not clear.
    2. Managers do not have the skills to lead their teams through a change initiative like organizational redesign.
    3. You communicated the wrong messages at the wrong times to the wrong audiences.
    4. Frontline employees were not included in the process.
    5. The metrics you have to support the initiative are countering one another – if you have metrics at all.
    6. Change management and project management are being treated interchangeably.

    Case study: restructuring to reduce

    Clear Communication & Continuous Support

    Situation

    On July 26th, 2022, employees at Shopify – an eCommerce platform – were communicated to by their CEO that a round of layoffs was about to take place. Effective that day, 1,000 employees or 10% of the workforce would be laid off.

    In his message to staff, CEO Tobi Lutke admitted he had assumed continual growth in the eCommerce market when the COVID-19 pandemic forced many consumers into online shopping. Unfortunately, it was clear that was not the case.

    In his communications, Tobi let people know what to expect throughout the day, and he informed people what supports would be made available to those laid off. Mainly, employees could expect to see a transparent approach to severance pay; support in finding new jobs through coaching, connections, or resume creation; and ongoing payment for new laptops and internet to support those who depend on this connectivity to find new jobs.

    Results

    Unlike many of the other organizations (e.g. Wayfair and Peloton) that have had to conduct layoffs in 2022, Shopify had a very positive reaction. Many employees took to LinkedIn to thank their previous employer for all that they had learned with the organization and to ask their network to support them in finding new opportunities. Below is a letter from the CEO:

    The image contains a screenshot of a letter from the CEO.

    Shopify, 2022.
    Forbes, 2022.

    Aligned to a Meaningful Vision

    An organizational redesign must be aligned to a clear and meaningful vision of the organization.

    Define the drivers for organizational redesign

    And align the structure to execute on those drivers.

    • Your structure should follow your strategy. However, 83% of people in an organization do not fully understand the strategy (PWC, 2017).
    • How can employees be expected to understand why the IT organization needs to be restructured to meet a strategy if the strategy itself is still vague and unclear?
    • When organizations pursue a structural redesign, there are often a few major reasons:
      • Digital/organizational transformation
      • New organizational strategy
      • Acquisition or growth of products, services, or capabilities
      • The need to increase effectiveness
      • Cost savings
    • Creating a line of sight for your employees and leadership team will increase the likelihood that they want to adopt this structure.

    “The goal is to align your operating model with your strategy, so it directly supports your differentiating capabilities.”

    – PWC, 2017.

    How to align structure to strategy

    Recommended action steps:

    • Describe the end state of the organizational structure and how long you anticipate it will take to reach that state. It's important that employees be able to visualize the end state of the changes being made.
    • Ensure people understand the vision and goals of the IT organization. Are you having discussions about these? Are managers discussing these? Do people understand that their day-to-day job is intended to support those goals?
    • Create a visual:
      • The goals of the organization → align to the initiatives IT → which require this exact structure to deliver.
    • Do not assume people are willing to move forward with this vision. If people are not willing, assess why and determine if there are benefits specific to the individual that can support them in adopting the future state.
    • Define and communicate the risks of not making the organizational structure changes.

    Info-Tech Insight

    A trending organizational structure or operating model should never be the driver for an organizational redesign.

    IT Leaders Are Not Set Up To Succeed

    Empower these leaders to have difficult conversations.

    Lacking key leadership capabilities in managers

    Technical leaders are common in IT, but people leaders are necessary during the implementation of an organizational structure.

    • Managers are important during a transformational change for many reasons:
      • Managers play a critical role in being able to identify the skill gaps in employees and to help define the next steps in their career path.
      • After the sponsor (CIO) has communicated to the group the what and the why, the personal elements of the change fall to managers.
      • Managers’ displays of disapproval for the redesign can halt the transformation.
    • However, many managers (37%) feel uncomfortable talking to employees and providing feedback if they think it will elicit a negative response (Taylor Reach Group, 2019).
    • Unfortunately, organizational redesign is known for eliciting negative responses from employees as it generates fears around the unknown.
    • Therefore, managers must be able to have conversations with employees to further the successful implementation and adoption of the structure.

    “Successful organizational redesign is dependent on the active involvement of different managerial levels."

    – Marianne Livijn, “Managing Organizational Redesign: How Organizations Relate Macro and Micro Design.”

    They might be managers, but are they leaders?

    Recommended action steps:

    • Take time to speak with managers one on one and understand their thoughts, feelings, and understanding of the change.
    • Ensure that middle-managers have an opportunity to express the benefits they believe will be realized through the proposed changes to the organizational chart.
    • Provide IT leaders with leadership training courses (e.g. Info-Tech’s Leadership Programs).
    • Do not allow managers to start sharing and communicating the changes to the organizational structure if they are not demonstrating support for this change. Going forward, the group is all-in or not, but they should never demonstrate not being bought-in when speaking to employees.
    • Ensure IT leaders want to manage people, not just progress to a management position because they cannot climb a technical career ladder within the proposed structure. Provide both types of development opportunities to all employees.
    • Reduce the managers’ span of control to ensure they can properly engage all direct reports and there is no strain on the managers' time.

    Info-Tech Insight

    47% of direct reports do not agree that their leader is demonstrating the change behaviors. Often, a big reason is that many middle-managers do not understand their own attitudes and beliefs about the change.

    Source: McKinsey & Company “How Do We Manage the Change Journey?”

    Check out Info-Tech’s Build a Better Manager series to support leadership development

    These blueprints will help you create strong IT leaders who can manage their staff and themselves through a transformation.

    Build a Better Manager: Basic Management Skills

    Build a Better Manager: Personal Leadership

    Build a Better Manager: Manage Your People

    Build Successful Teams

    Transparent & Frequent Communication

    Provide employees with several opportunities to hear information and ask questions about the changes.

    Communication must be done with intention

    Include employees in the conversation to get the most out of your change management.

    • Whether it is a part of a large transformation or a redesign to support a specific goal of IT, begin thinking about how you will communicate the anticipated changes and who you will communicate those changes to right away.
    • The first group of people who need to understand why this initiative is important are the other IT leaders. If they are not included in the process and able to understand the foundational drivers of the initiative, you should not continue to try and gain the support of other members within IT.
    • Communication is critical to the success of the organizational redesign.
    • Communicating the right information at the right time will make the difference between losing critical talent and emerging from the transition successfully.
    • The sponsor of this redesign initiative must be able to communicate the rationale of the changes to the other members of leadership, management, and employees.
    • The sponsor and their change management team must then be prepared to accept the questions, comments, and ideas that members of IT might have around the changes.

    "Details about the new organization, along with details of the selection process, should be communicated as they are finalized to all levels of the organization.”

    – Courtney Jackson, “7 Reasons Why Organizational Structures Fail.”

    Two-way communication is necessary

    Recommended action steps:

    • Don't allow rumors to disrupt this initiative – be transparent with people as early as possible.
    • If the organizational restructure will not result in a reduction of staff – let them know! If someone's livelihood (job) is on the line, it increases the likelihood of panic. Let's avoid panic.
    • Provide employees with an opportunity to voice their concerns, questions, and recommendations – so long as you are willing to take that information and address it. Even if the answer to a recommendation is "no" or the answer to a question is "I don't know, but I will find out," you've still let them know their voice was heard in the process.
    • As the CIO, ensure that you are the first person to communicate the changes. You are the sponsor of this initiative – no one else.
    • Create communications that are clear and understandable. Imagine someone who does not work for your organization is hearing the information for the first time. Would they be able to comprehend the changes being suggested?
    • Conduct a pulse survey on the changes to identify whether employees understand the changes and feel heard by the management team.

    Info-Tech Insight

    The project manager of the organizational redesign should not be the communicator. The CIO and the employees’ direct supervisor should always be the communicators of key change messages.

    Communication spectrum

    An approach to communication based on the type of redesign taking place

    ← Business-Mandated Organizational Redesign

    Enable Alignment & Increased Effectiveness

    IT-Driven & Strategic Organizational Redesign →

    Reduction in roles

    Cost savings

    Requires champions who will maintain employee morale throughout

    Communicate with key individuals ahead of time

    Restructure of IT roles

    Increase effectiveness

    Lean on managers & supervisors to provide consistent messaging

    Communicate the individual benefits of the change

    Increase in IT Roles

    Alignment to business model

    Frequent and ongoing communication from the beginning

    Collaborate with IT groups for input on best structure

    Include Employees in the Redesign Process

    Stop talking at employees and ensure they are involved in the changes impacting their day-to-day lives.

    Employees will enable the change

    Old-school approaches to organizational redesign have argued employee engagement is a hinderance to success – it’s not.

    • We often fail to include the employees most impacted by a restructuring in the redesign process. As a result, one of the top reasons employees do not support the change is that they were not included in the change.
    • A big benefit of including employees in the process is it mitigates the emergence of a rumor mill.
    • Moreover, being open to suggestions from staff will help the transformation succeed.
    • Employees can best describe what this transition might entail on a day-to-day basis and the supports they will require to succeed in moving from their current state to their future state.
      • CIOs and other IT leaders are often too far removed from the day-to-day to best describe what will or will not work.
    • When employees feel included in the process, they are more likely to feel like they had a choice in what and how things change.

    "To enlist employees, leadership has to be willing to let things get somewhat messy, through intensive, authentic engagement and the involvement of employees in making the transformation work."

    – Michael D. Watkins & Janet Spencer, “10 Reasons Why Organizational Change Fails.”

    Empowering employees as change agents

    Recommended action steps:

    • Do not tell employees what benefits they will gain from this new change. Instead, ask them what benefits they anticipate.
    • Ask employees what challenges they anticipate, and identify actions that can be taken to minimize those challenges.
    • Identify who the social influencers are in the organization by completing an influencer map. The informal social networks in your organization can be powerful drivers of change when the right individuals are brought onboard.
    • Create a change network using those influencers. The change network includes individuals who represent all levels within the organization and can represent the employee perspective. Use them to help communicate the change and identify opportunities to increase the success of adoption: “Engaging influencers in change programs makes them 3.8 times more likely to succeed," (McKinsey & Company, 2020).
    • Ask members of the change network to identify possible resistors of the new IT structure and inform you of why they might be resisting the changes.

    Info-Tech Insight

    Despite the persistent misconceptions, including employees in the process of a redesign reduces uncertainty and rumors.

    Monitor employee engagement & adoption throughout the redesign

    Only 22% of organizations include the employee experience as a part of the design process

    – The Josh Bersin Company, 2022.
    1 2 3
    Monitor IT Employee Experience

    When Prosci designed their Change Impact Analysis, they identified the ways in which roles will be impacted across 10 different components:

    • Location
    • Process
    • Systems
    • Tools
    • Job roles
    • Critical behaviors
    • Mindset/attitudes/beliefs
    • Reporting structure
    • Performance reviews
    • Compensation

    Engaging employees in the process so that they can define how their role might be impacted across these 10 categories not only empowers the employee, but also ensures they are a part of the process.

    Source: Prosci, 2019.

    Conduct an employee pulse survey

    See the next slide for more information on how to create and distribute this survey.

    Employee Pulse Survey

    Conduct mindful and frequent check-ins with employees

    Process to conduct survey:

    1. Using your desired survey solution (e.g. MS Forms, SurveyMonkey, Qualtrics) input the questions into the survey and send to staff. A template of the survey in MS Forms is available here: IT Organizational Redesign Pulse Survey Template.
    2. When sending to staff, ensure that the survey is anonymous and reinforce this message.
    3. Leverage the responses from the survey to learn where there might be opportunities to improve the transformation experience (aligning the structure to the vision, employee inclusion, communication, or managerial support for the change). Review the recommended action steps in this research set for help.
    4. This assessment is intended for frequent but purposeful use. Only send out the survey when you have taken actions in order to improve adoption of the change or have provided communications. The Employee Pulse Survey should be reevaluated on a regular basis until adoption across all four categories reaches the desired state (80-100% adoption is recommended).

    The image contains a screenshot of the employee pulse survey.

    Define Key Metrics of Adoption & Success

    Metrics have a dual benefit of measuring successful implementation and meeting the original drivers.

    Measuring the implementation is a two-pronged approach

    Both employee adoption and the transformation of the IT structure need to be measured during implementation

    • Organizations that are going through any sort of transformation – such as organizational redesign – should be measuring whether they are successfully on track to meet their target or have already met that goal.
    • Throughout the organizational structure transition, a major factor that will impact the success of that goal is employee willingness to move forward with the changes.
    • However, rather than measuring these two components using hard data, we rely on gut checks that let us know if we think we are on track to gaining adoption and operating in the desired future state.
    • Given how fluid employees and their responses to change can be, conducting a pulse survey at a regular (but strategically identified) interval will provide insight into where the changes will be adopted or resisted.

    “Think about intentionally measuring at the moments in the change storyline where feedback will allow leaders to make strategic decisions and interventions.”

    – Bradley Wilson, “Employee Survey Questions: The Ultimate Guide.”

    Report that the organizational redesign for IT was a success

    Recommended action steps:

    • Create clear metrics related to how you will measure the success of the organizational redesign, and communicate those metrics to people. Ensure the metrics are not contrary to the goals of other initiatives or team outcomes.
    • Create one set of metrics related to adoption and another set of metrics tied to the successful completion of the project objective.
      • Are people changing their attitudes and behaviors to reflect the required outcome?
      • Are you meeting the desired outcome of the organizational redesign?
    • Use the metrics to inform how you move forward. Do not attempt the next phase of the organizational transformation before employees have clearly indicated a solid understanding of the changes.
    • Ensure that any metrics used to measure success will not negatively interfere with another team’s progress. The metrics of the group need to work together, not against each other.

    Info-Tech Insight

    Getting 100% adoption from employees is unlikely. However, if employee adoption is not sitting in the 80-90% range, it is not recommended that you move forward with the next phase of the transformation.

    Example sustainment metrics

    Driver Goal Measurement Key Performance Indicator (KPI)
    Workforce Challenges and Increased Effectiveness Employee Engagement The change in employee engagement before, during, and after the new organizational structure is communicated and implemented.
    Increased Effectiveness Alignment of Demand to Resources Does your organization have sufficient resources to meet the demands being placed on your IT organization?
    Increased Effectiveness and Workforce Challenges Role Clarity An increase in role clarity or a decrease in role ambiguity.

    Increased Effectiveness

    Reduction in Silos

    Employee effectiveness increases by 27% and efficiency by 53% when provided with role clarity (Effectory, 2019).
    Increased Effectiveness Reduction in Silos Frequency of communication channels created (scrum meetings, Teams channels, etc.) specific to the organizational structure intended to reduce silos.
    Operating in a New Org. Structure Change Adoption Rate The percentage of employees who have adopted their defined role within the new organizational chart in 3-, 6-, and 12-month increments.
    Workforce Challenges Turnover Rate The number of employees who voluntarily leave the organization, citing the organizational redesign.
    Workforce Challenges Active Resistors The number of active resistors anticipated related to the change in organizational structure versus the number of active resistors that actually present themselves to the organizational restructuring.
    New Capabilities Needed Gap in Capability Delivery The increase in effectiveness in delivering on new capabilities to the IT organization.
    Operating in a New Org. Structure Change Adoption Rate The percentage of employees who found the communication around the new organizational structure clear, easy to understand, and open to expressing feedback.
    Lack of Business Understanding or Increased Effectiveness Business Satisfaction with IT Increase in business satisfaction toward IT products and services.
    Workforce Challenges Employee Performance Increase in individual employee performances on annual/bi-annual reviews.
    Adoption Pulse Assessment Increase in overall adoption scores on pulse survey.
    Adoption Communication Effectiveness Reduction in the number of employees who are still unsure why the changes are required.
    Adoption Leadership Training Percentage of members of leadership attending training to support their development at the managerial level.

    Change Management ≠ Project Management

    Stop treating the two interchangeably.

    IT organizations struggle to mature their OCM capabilities

    Because frankly they didn’t need it

    • Change management is all about people.
    • If the success of your organization is dependent on this IT restructuring, it is important to invest the time to do it right.
    • This means it should not be something done off the side of someone's desk.
    • Hire a change manager or look to roles that have a responsibility to deliver on organizational change management.
    • While project success is often measured by if it was delivered on time, on budget, and in scope, change management is adaptable. It can move backward in the process to secure people's willingness to adopt the required behaviors.
    • Strategic organizations recognize it’s not just about pushing an initiative or project forward. It’s about making sure that your employees are willing to move that initiative forward too.
    • A major organizational transformation initiative like restructuring requires you lean into employee adoption and buy-in.

    “Only if you have your employees in mind can you implement change effectively and sustainably.”

    – Creaholic Pulse Feedback, “Change Management – And Why It Has to Change.”

    Take the time to educate & communicate

    Recommended action steps:

    • Do not treat change management and project management as synonymous.
    • Hire a change manager to support the organizational redesign transformation.
    • Invest the resources (time, money, people) that can support the change and enable its success. This can look like:
      • Training and development.
      • Hiring the right people.
      • Requesting funds during the redesign process to support the transition.
    • Create a change management plan – and be willing to adjust the timelines or actions of this plan based on the feedback you receive from employees.
    • Implement the new organizational structure in a phased approach. This allows time to receive feedback and address any fears expressed by staff.

    Info-Tech Insight

    OCM is often not included or used due to a lack of understanding of how it differs from project management.

    And an additional five experts across a variety of organizations who wish to remain anonymous.

    Research Contributors and Experts

    Info-Tech Research Group

    Amanda Mathieson Research Director Heather Munoz Executive Counselor Valence Howden Principal Research Director
    Ugbad Farah Research Director Lisa Hager Duncan Executive Counselor Alaisdar Graham Executive Counselor
    Carlene McCubbin Practice Lead

    Related Info-Tech Research

    Redesign Your IT Organizational Structure

    Build a Strategic IT Workforce Plan

    Implement a New IT Organizational Structure

    • Organizational redesign is only as successful as the process leaders engage in.
    • Benchmarking your organizational redesign to other organizations will not work.
    • You could have the best IT employees in the world, but if they aren’t structured well, your organization will still fail in reaching its vision.
    • A well-defined strategic workforce plan (SWP) isn’t just a nice-to-have, it’s a must-have.
    • Integrate as much data as possible into your workforce plan to best prepare you for the future. Without knowledge of your future initiatives, you are filling hypothetical holes.
    • To be successful, you need to understand your strategic initiatives, workforce landscape, and external and internal trends.
    • Organizational design implementations can be highly disruptive for IT staff and business partners. Without a structured approach, IT leaders may experience high turnover, decreased productivity, and resistance to change.
    • CIOs walk a tightrope as they manage operational and emotional turbulence while aiming to improve business satisfaction with IT. Failure to achieve balance could result in irreparable failure.

    Bibliography

    Aronowitz, Steven, et al. “Getting Organizational Design Right,” McKinsey, 2015. Web.
    Ayers, Peg. “5 Ways to Engage Your Front-Line Staff.” Taylor Reach Group, 2019. Web.
    Bushard, Brian, and Carlie Porterfield. “Meta Reportedly Scales Down, Again – Here Are the Major US Layoffs This Year.” Forbes, September 28, 2022. Web.
    Caruci, Ron. “4 Organizational Design Issues that Most Leaders Misdiagnose.” Harvard Business Review, 2019.
    “Change Management – And Why It Has to Change.” Creaholic Pulse Feedback. Web.
    “Communication Checklist for Achieving Change Management.” Prosci, 27 Oct. 2022. Web.
    “Defining Change Impact.” Prosci. 29 May 2019. Web.
    “The Definitive Guide To Organization Design.” The Josh Bersin Company, 2022.
    Deshler, Reed. “Five Reasons Organizational Redesigns Fail to Deliver.” AlignOrg. 28 Jan. 2020. Web.
    The Fit for Growth Mini Book. PwC, 12 Jan. 2017.
    Helfand, Heidi. Dynamic Reteaming: The Art and Wisdom of Changing Teams. 2nd ed., O’Reilly Media, 2020.
    Jackson, Courtney. “7 Reasons Why Organizational Structures Fail.” Scott Madden Consultants. Web.
    Livijn, Marianne. Managing Organizational Redesign: How Organizations Relate Macro and Micro Design. Doctoral dissertation. Department of Management, Aarhus University, 2020.
    Lutke, Tobias. “Changes to Shopify’s Team.” Shopify. 26 July 2022.
    McKinsey & Company. “How Do We Manage the Change Journey?” McKinsey & Company.2020.
    Pijnacker, Lieke. “HR Analytics: Role Clarity Impacts Performance.” Effectory, 29 Sept. 2019. Web.
    Tompkins, Teri C., and Bruce G. Barkis. “Conspiracies in the Workplace: Symptoms and Remedies.” Graziadio Business Review, vol. 21, no. 1, 2021.Web.
    “Understanding Organizational Structures.” SHRM,2022.
    Watkins, Michael D., and Janet Spencer. “10 Reasons Why Organizational Change Fails.” I by IMD, 10 March 2021. Web.
    Wilson, Bradley. “Employee Survey Questions: The Ultimate Guide.” Perceptyx, 1 July 2020. Web.

    Manage Exponential Value Relationships

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    • Parent Category Name: Vendor Management
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    Implementing exponential IT will require businesses to work with external vendors to facilitate the rapid adoption of cutting-edge technologies such as generative artificial intelligence. IT leaders must:

    These challenges require new skills which build trust and collaboration among vendors.

    Our Advice

    Critical Insight

    Outcome-based relationships require a higher degree of trust than traditional vendor relationships. Build trust by sharing risks and rewards.

    Impact and Result

    • Assess your readiness to take on the new types of vendor relationships that will help you succeed.
    • Identify where you need to build your capabilities in order to successfully manage relationships.
    • Successfully manage outcomes, financials, risk, and relationships in complex vendor relationships.

    Manage Exponential Value Relationships Research & Tools

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

    1. Manage Exponential Value Relationships Storyboard – Learn about the new era of exponential vendor relationships and the capabilities needed to succeed.

    This research walks you through how to assess your capabilities to undertake a new model of vendor relationships and drive exponential IT.

    • Manage Exponential Value Relationships Storyboard

    2. Exponential Relationships Readiness Assessment – Assess your readiness to engage in exponential vendor partnerships.

    This tool will facilitate your readiness assessment.

    • Exponential Relationships Readiness Assessment
    [infographic]

    Further reading

    Manage Exponential Value Relationships

    Are you ready to manage outcome-based agreements?

    Analyst Perspective

    Outcome-based agreements require a higher degree of mutual trust.

    Kim Osborne Rodriguez

    Exponential IT brings with it an exciting new world of cutting-edge technology and increasingly accelerated growth of business and IT. But adopting and driving change through this paradigm requires new capabilities to grow impactful and meaningful partnerships with external vendors who can help implement technologies like artificial intelligence and virtual reality.

    Building outcome-based partnerships involves working very closely with vendors who, in many cases, will have just as much to lose as the organizations implementing these new technologies. This requires a greater degree of trust between parties than a standard vendor relationship. It also drastically increases the risks to both organizations; as each loses some control over data and outcomes, they must trust that the other organization will follow through on commitments and obligations.

    Outcome-based partnerships build upon traditional vendor management practices and create the potential for organizations to embrace emerging technology in new ways.

    Kim Osborne Rodriguez
    Research Director, CIO Advisory
    Info-Tech Research Group

    Executive Summary

    Exponential IT drives change

    Vendor relationships must evolve

    To deliver exponential value

    Implementing exponential IT will require businesses to work with external vendors to facilitate the rapid adoption of cutting-edge technologies such as generative artificial intelligence. IT leaders must:

    • Build strategic relationships with external entities to support the autonomization of the enterprise.
    • Procure, operate, and manage contracts and performance in outcome-based relationships.
    • Build relationships with new vendors.

    These challenges require new skills which build trust and collaboration with vendors.

    Traditional vendor management approaches are still important for organizations to develop and maintain. But exponential relationships bring new challenges:

    • A shift from managing technology service agreements to managing business capability agreements
    • Increased vendor access to intellectual property, confidential information, and customers

    IT leaders must adapt traditional vendor management capabilities to successfully lead this change.

    Outcome-based relationships should not be undertaken lightly as they can significantly impact the risk profile of the organization. Use this research to:

    • Assess your foundational vendor management capabilities as well as the transformative capabilities you need to manage outcome-based relationships.
    • Identify where you need to build your capabilities in order to successfully manage relationships.
    • Successfully manage outcomes, financials, risk, and relationships in complex vendor partnerships.

    Exponential value relationships will help drive exponential IT and autonomization of the enterprise.

    Info-Tech Insight

    Outcome-based partnerships require a higher degree of trust than traditional vendor relationships. Build trust by sharing risks and rewards.

    Vendor relationships can be worth billions of dollars

    Positive vendor relationships directly impact the bottom line, sometimes to the tune of billions of dollars annually.

    • Organizations typically spend 40% to 80% of their total budget on external suppliers.
    • Greater supplier trust translates directly to greater business profits, even in traditional vendor relationships.1
    • Based on over a decade of data from vehicle manufacturers, greater supplier relationships nearly doubled the unit profit margin on vehicles, contributing over $20 billion to Toyota’s annual profits based on typical sales volume.2
    • Having positive vendor relationships can be instrumental in times of crisis – when scarcity looms, vendors often choose to support their best customers.3,4 For example, Toyota protected itself from the losses many original equipment manufacturers (OEMs) faced in 2020 and showed improved profitability that year due to increased demand for vehicles which it was able to supply as a result of top-ranked vendor relationships.
    1 PR Newswire, 2022.
    2 Based on 10 years of data comparing Toyota and Nissan, every 1-point increase in the company’s Working Relations Index was correlated with a $15.77 net profit increase per unit. Impact on Toyota annual profits is based on 10.5 million units sold in 2021 and 2022.
    3 Interview with Renee Stanley, University of Texas at Arlington. Conducted 17 May 2023.
    4 Plante Moran, 2020.

    Supplier Trust Impacts OEM Profitability

    Sources: Macrotrends, Plante Moran 2022, Nissan 2022 and 2023, and Toyota 2022. Profit per car is based on total annual profit divided by total annual sales volume.

    Outcome-based relationships are a new paradigm

    In a new model where organizations are procuring autonomous capabilities, outcomes will govern vendor relationships.

    An outcome-based relationship requires a higher level of mutual trust than traditional vendor relationships. This requires shared reward and shared risk.

    Don’t forget about traditional vendor management relationships! Not all vendor relationships can (or should) be outcome-based.

    Managing Exponential Value Relationships.

    Case study

    INDUSTRY: Technology

    SOURCE: Press Release

    Microsoft and OpenAI partner on Azure, Teams, and Microsoft Office suite

    In January 2023, Microsoft announced a $10 billion investment in OpenAI, allowing OpenAI to continue scaling its flagship large language model, ChatGPT, and giving Microsoft first access to deploy OpenAI’s products in services like GitHub, Microsoft Office, and Microsoft Teams.

    Shared risk

    Issues with OpenAI’s platforms could have a debilitating effect on Microsoft’s own reputation – much like Google’s $100 billion stock loss following a blunder by its AI platform Bard – not to mention the financial loss if the platform does not live up to the hype.

    Shared reward

    This was a particularly important strategic move by Microsoft, as its main competitors develop their own AI models in a race to the top. This investment also gave OpenAI the resources to continue scaling and evolving its services much faster than it would be capable of on its own. If OpenAI’s products succeed, there is a significant upside for both companies.

    The image contains a graph that demonstrates time to reach 1 million users.

    Adapt your approach to vendor relationships

    Both traditional vendors and exponential relationships are important.

    Traditional

    procurement

    Vendor

    management

    Exponential vendor relationships

    • Ideal for procuring a product or service
    • Typically evaluates vendors based on their capabilities and track record of success
    • Focuses on metrics, KPIs, and contracts to deliver success to the organization purchasing the product or service
    • Vendors typically only have access to company data showing what is required to deliver their product or service
    • Ideal for managing vendors supplying products or services
    • Typically evaluates vendors based on the value and the criticality of a vendor to drive VM-resource allocation
    • External vendors do not generally participate in sharing of risks or rewards outside of payment for services or incentives/penalties
    • Vendors typically have limited access to company data
    • Ideal for procuring an autonomous capability
    • Typically evaluated based on the total possible value creation for both parties
    • External vendors share in substantial portions of the risks and rewards of the relationship
    • Vendors typically have significant access to company data, including proprietary methods, intellectual property, and customer lists

    Use this research to successfully
    manage outcome-based relationships.

    Use Info-Tech’s research to Jump Start Your Vendor Management Initiative.

    Common obstacles

    Exponential relationships require new approaches to vendor management as businesses autonomize:

    • Autonomization refers to the shift toward autonomous business capabilities which leverage technologies such as AI and quantum computing to operate independently of human interaction.
    • The speed and complexity of technology advancement requires that businesses move quickly and confidently to develop strong relationships and deliver value.
    • We are seeing businesses shift from procuring products and services to procuring autonomous business capabilities (sometimes called “as a service,” or aaS). This shift can drive exponential value but also increases complexity and risk.
    • Exponential IT requires a shift in emphasis toward more mature relationship and risk management strategies, compared to traditional vendor management.

    The shift from technology service agreements to business capability agreements needs a new approach

    Eighty-seven percent of organizations are currently experiencing talent shortages or expect to within a few years.

    Source: McKinsey, “Mind the [skills] gap”, 2021.

    Sixty-three percent of IT leaders plan to implement AI in their organizations by the end of 2023.

    Source: Info-Tech Research Group survey, 2022

    Insight summary

    Build trust

    Successfully managing exponential relationships requires increased trust and the ability to share both risks and rewards. Outcome-based vendors typically have greater access to intellectual property, customer data, and proprietary methods, which can pose a risk to the organization if this information is used to benefit competitors. Build mutual trust by sharing both risks and rewards.

    Manage risk

    Outcome-based relationships with external vendors can drastically affect an organization’s risk profile. Carefully consider third-party risk and shared risk, including ESG risk, as well as the business risk of losing control over capabilities and assets. Qualified risk specialists (such as legal, regulatory, contract, intellectual property law) should be consulted before entering outcome-based relationships.

    Drive outcomes

    Fostering strategic relationships can be instrumental in times of crisis, when being the customer of choice for key vendors can push your organization up the line from the vendor’s side – but be careful about relying on this too much. Vendor objectives may not align with yours, and in the end, everyone needs to protect themselves.

    Assess your readiness for exponential value relationships

    Key deliverable:

    Exponential Relationships Readiness Assessment

    Determine your readiness to build exponential value relationships.

    Measure the value of this blueprint

    Save thousands of dollars by leveraging this research to assess your readiness, before you lose millions from a relationship gone bad.

    Our research indicates that most organizations would take months to prepare this type of assessment without using our research. That’s over 80 person-hours spent researching and gathering data to support due diligence, for a total cost of thousands of dollars. Doesn’t your staff have better things to do?

    Start by answering a few brief questions, then return to this slide at the end to see how much your answers have changed.

    Establish Baseline Metrics

    Use Info-Tech’s research to Exponential Relationships Readiness Assessment.

    Estimated time commitment without Info-Tech’s research (person-hours)

    Establish a baseline

    Gauge the effectiveness of this research by asking yourself the following questions before and after completing your readiness assessment:

    Questions

    Before

    After

    To what extent are you satisfied with your current vendor management approach?

    How many of your current vendors would you describe as being of strategic importance?

    How much do you spend on vendors annually?

    How much value do you derive from your vendor relationships annually?

    Do you have a vendor management strategy?

    What outcomes are you looking to achieve through your vendor relationships?

    How well do you understand the core capabilities needed to drive successful vendor management?

    How well do you understand your current readiness to engage in outcome-based vendor relationships?

    Do you feel comfortable managing the risks when working with organizations to implement artificial intelligence and other autonomous capabilities?

    How to use this research

    Five tips to get the most out of your readiness assessment.

    1. Each category consists of five competencies, with a maximum of five points each. The maximum score on this assessment is 100 points.
    2. Effectiveness levels range from basic (level 1) to advanced (level 5). Level 1 is generally considered the baseline for most effectively operating organizations. If your organization is struggling with level 1 competencies, it is recommended to improve maturity in those areas before pursuing exponential relationships.
    3. This assessment is qualitative; complete the assessment to the best of your ability, based on the scoring rubric provided. If you fall between levels, use the lower one in your assessment.
    4. The scoring rubric may not perfectly fit the processes and practices within every organization. Consider the spirit of the description and score accordingly.
    5. Other industry- and region-specific competencies may be required to succeed at exponential relationships. The competencies in this assessment are a starting point, and internal validation and assessments should be conducted to uncover additional competencies and skills.

    Financial management

    Manage your budget and spending to stay on track throughout your relationship.

    “Most organizations underestimate the amount of time, money, and skill required to build and maintain a successful relationship with another organization. The investment in exponential relationships is exponential in itself – as are the returns.”

    – Jennifer Perrier, Principal Research Director,
    Info-Tech Research Group

    This step involves the following participants:

    • Executive leadership team, including CIO
    • CFO
    • Vendor management leader
    • Other internal stakeholders of vendor relationships

    Activities:

    • Assess your ability to manage scope and budget in exponential IT relationships.

    Successfully manage complex finances

    Stay on track and keep your relationship running smoothly.

    Why is this important?

    • Finance is at the core of most business – it drives decision making, acts as a constraint for innovation and optimization, and plays a key role in assessing options (such as return on investment or payback period).
    • Effectively managing finances is a critical success factor in developing strong relationships. Each organization must be able to manage their own budget and spending in order to balance the risk and reward in the relationship. Often, these risks and rewards will come in the form of profit and loss or revenue and spend.

    Build it into your practice:

    1. Ensure your financial decision-making practices are aligned with the organizational and relationship strategy. Do metrics and criteria reflect the organization’s goals?
    2. Develop strong accounting and financial analysis practices – this includes the ability to conduct financial due diligence on potential vendors.
    3. Develop consistent methodology to track and report on the desired outcomes on a regular basis.

    Build your ability to manage finances

    The five competencies needed to manage finances in exponential value relationships are:

    Budget procedures

    Financial alignment

    Adaptability

    Financial analysis

    Reporting & compliance

    Clearly articulate and communicate budgets, with proactive analysis and reporting.

    There is a strong, direct alignment between financial outcomes and organizational strategy and goals.

    Financial structures can manage many different types of relationships and structures without major overhaul.

    Proactive financial analysis is conducted regularly, with actionable insights.

    This exceeds legal requirements and includes proactive and actionable reporting.

    Relationship management

    Drive exponential value by becoming a customer of choice.

    “The more complex the business environment becomes — for instance, as new technologies emerge or as innovation cycles get faster — the more such relationships make sense. And the better companies get at managing individual relationships, the more likely it is that they will become “partners of choice” and be able to build entire portfolios of practical and value-creating partnerships.”

    (“Improving the management of complex business partnerships.” McKinsey, 2019)

    This step involves the following participants:

    • Executive leadership team, including CIO
    • Vendor management leader
    • Other internal stakeholders of vendor relationships

    Activities:

    • Assess your ability to manage relationships in exponential IT relationships.

    Take your relationships to the next level

    Maintaining positive relationships is key to building trust.

    Why is this important?

    • All relationships will experience challenges, and the ability to resolve these issues will rely heavily on the relationship management skills and soft skills of the leadership within each organization.
    • Based on a 20-year study of vendor relationships in the automotive sector, business-to-business trust is a function of reasonable demands, follow-through, and information sharing.
    (Source: Plante Moran, 2020)

    Build it into your practice:

    1. Develop the soft skills necessary to promote psychological safety, growth mindset, and strong and open communication channels.
    2. Be smart about sharing information – you don’t need to share everything, but being open about relevant information will enhance trust.
    3. Both parties need to work hard to develop trust necessary to build a true relationship. This will require increased access to decision-makers, clearly defined guardrails, and the ability for unsatisfied parties to leave.

    Build your ability to manage relationships

    The five competencies needed to manage relationships in exponential partnerships are:

    Strategic alignment

    Follow-through

    Information sharing

    Shared risk & rewards

    Communication

    Work with vendors to create roadmaps and strategies to drive mutual success.

    Ensure demands are reasonable and consistently follow through on commitments.

    Proactively and freely share relevant information between parties.

    Equitably share responsibility for outcomes and benefits from success.

    Ensure clear, proactive, and frequent communication occurs between parties.

    Performance management

    Outcomes management focuses on results, not methods.

    According to Jennifer Robinson, senior editor at Gallup, “This approach focuses people and teams on a concrete result, not the process required to achieve it. Leaders define outcomes and, along with managers, set parameters and guidelines. Employees, then, have a high degree of autonomy to use their own unique talents to reach goals their own way.” (Forbes, 2023)

    In the context of exponential relationships, vendors can be given a high degree of autonomy provided they meet their objectives.

    This step involves the following participants:

    • Executive leadership team, including CIO
    • Vendor management leader
    • Other internal stakeholders of vendor relationships

    Activities:

    • Assess your ability to manage outcomes in exponential IT relationships.

    Manage outcomes to drive mutual success

    Build trust by achieving shared objectives.

    Why is this important?

    • Relationships are based on shared risk and shared reward for all parties. In order to effectively communicate the shared rewards, you must first understand and communicate your objectives for the relationship, then measure outcomes to ensure all parties are benefiting.
    • Effectively managing outcomes reduces the risk that one party will choose to leave based on a perception of benefits not being achieved. Parties may still leave the agreement, but decisions should be based on shared facts and issues should be communicated and addressed early.

    Build it into your practice:

    1. Clearly articulate what you hope to achieve by entering an outcome-based relationship. Each party should outline and agree to the goals, objectives, and desired outcomes from the relationship.
    2. Document how rewards will be shared among parties. What type of rewards are anticipated? Who will benefit and how?
    3. Develop consistent methodology to track and report on the desired outcomes on a regular basis. This might consist of a vendor scorecard or a monthly meeting.

    Build your ability to manage outcomes

    The five competencies needed to manage outcomes in exponential value relationships are:

    Goal setting

    Negotiation

    Performance tracking

    Issue
    resolution

    Scope management

    Set specific, measurable and actionable goals, and communicate them with stakeholders.

    Clearly articulate and agree upon measurable outcomes between all parties.

    Proactively track progress toward goals/outcomes and discuss results with vendors regularly.

    Openly discuss potential issues and challenges on a regular basis. Find collaborative solutions to problems.

    Proactively manage scope and discuss with vendors on a regular basis.

    Risk management

    Exponential IT means exponential risk – and exponential rewards.

    One of the key differentiators between traditional vendor relationships and exponential relationships is the degree to which risk is shared between parties. This is not possible in all industries, which may limit companies’ ability to participate in this type of exponential relationship.

    This step involves the following participants:

    • Executive leadership team, including CIO
    • Vendor management leader
    • Risk management leader
    • Other internal stakeholders of vendor relationships

    Activities:

    • Assess your ability to manage risk in exponential IT relationships.

    Relationships come with a lot of hidden risks

    Successfully managing complex risks can be the difference between a spectacular success and company-ending failure.

    Why is this important?

    • Relationships inherently involve a loss of control. You are relying on another party to fulfill their part of the agreement, and you depend on the success of the outcome. Loss of control comes with significant risks.
    • Sharing in risk is what differentiates an outcome-based relationship from a traditional vendor relationship; vendors must have skin in the game.
    • Organizations must consider many different types of risk when considering a relationship with a vendor: fraud, security, human rights, labor relations, ESG, and operational risks. Remember that risk is not inherently bad; some risk is necessary.

    Build it into your practice:

    1. Build or hire the necessary risk expertise needed to properly assess and evaluate the risks of potential vendor relationships. This includes intellectual property, ESG, legal/regulatory, cybersecurity, data security, and more.
    2. Develop processes and procedures which clearly communicate and report on risk on a regular basis.

    Info-Tech Insight

    Some highly regulated industries (such as finance) are prevented from transferring certain types of risk. In these industries, it may be much more difficult to form vendor relationships.

    Don’t forget about third-party ESG risk

    Customers care about ESG. You should too.

    Protect yourself against third-party ESG risks by considering the environmental and social impacts of your vendors.

    Third-party ESG risks can include the following:

    • Environmental risk: Vendors with unsustainable practices such as carbon emissions or waste generation of natural resource depletion can negatively impact the organization’s environmental goals.
    • Social risk: Unsafe or illegal labor practices, human rights violations, and supply chain management issues can reflect negatively on organizations that choose to work with vendors who engage in such practices.
    • Governance risk: Vendors who engage in illegal or unethical behaviors, including bribery and corruption or data and privacy breaches can impact downstream customers.

    Working with vendors that have a poor record of ESG carries a very real reputational risk for organizations who do not undertake appropriate due diligence.

    A global survey of nearly 14,000 customers revealed that…

    Source: EY Future Consumer Index, 2021

    Seventy-seven percent of customers believe companies have a responsibility to manufacture sustainably.

    Sixty-eight percent of customers believe businesses should ensure their suppliers meet high social and environmental standards.

    Fifty-five percent of customers consider the environmental impact of production in their purchasing decisions.

    Build your ability to manage risk

    The five competencies needed to manage risk in exponential value relationships are:

    Third-party risk

    Value chain

    Data management

    Regulatory & compliance

    Monitoring & reporting

    Understand and assess third-party risk, including ESG risk, in potential relationships.

    Assess risk throughout the value chain for all parties and balance risk among parties.

    Proactively assess and manage potential data risks, including intellectual property and strategic data.

    Manage regulatory and compliance risks, including understanding risk transfer and ultimate risk holder.

    Proactive and open monitoring and reporting of risks, including regular communication among stakeholders.

    Contract management

    Contract management is a critical part of vendor management.

    Well-managed contracts include clearly defined pricing, performance-based outcomes, clear roles and responsibilities, and appropriate remedies for failure to meet requirements. In outcome-based relationships, contracts are generally used as a secondary method of enforcing performance, with relationship management being the primary method of addressing challenges and ensuring performance.

    This step involves the following participants:

    • Executive leadership team, including CIO
    • Vendor management leader
    • Risk management leader
    • Other internal stakeholders of vendor relationships

    Activities:

    • Assess your ability to manage risk in exponential IT relationships.

    Build your ability to manage contracts

    The five competencies needed to manage contracts in exponential value relationships are:

    Pricing

    Performance outcomes

    Roles and responsibilities

    Remedies

    Payment

    Pricing is clearly defined in contracts so that the total cost is understood including all fees, optional pricing, and set caps on increases.

    Contracts are performance-based whenever possible, including deliverables, milestones, service levels, due dates, and outcomes.

    Each party's roles and responsibilities are clearly defined in the contract documents with adequate detail.

    Contracts contain appropriate remedies for a vendor's failure to meet SLAs, due dates, and other obligations.

    Payment is made after performance targets are met, approved, or accepted.

    Activity 1: Assess your readiness for exponential relationships

    1-3 hours

    1. Gather key stakeholders from across your organization to participate in the readiness assessment exercise.
    2. As a group, review the core competencies from the previous four sections and determine where your organization’s effectiveness lies for each competency. Record your responses in the Exponential Relationships Readiness Assessment tool.

    Download the Exponential Relationships Readiness Assessment tool.

    Input Output
    • Core competencies
    • Knowledge of internal processes and capabilities
    • Readiness assessment
    Materials Participants
    • Exponential
      Relationships Readiness Assessment
      tool
    • Whiteboard/flip charts
    • Executive leadership team, including CIO
    • Vendor management leader
    • Other internal stakeholders of vendor relationships

    Understand your assessment

    This step involves the following participants:

    • Executive leadership team, including CIO
    • Vendor management leader
    • Other internal stakeholders of vendor relationships

    Activities:

    • Create an action plan.

    Understand the results of your assessment

    Consider the following recommendations based on your readiness assessment scores:

    • The chart to the right shows sample results. The bars indicate the recommended scores, and the line indicates the readiness score.
    • Three or more categories below the recommended scores, or any categories more than five points below the recommendation: outcome-based relationships are not recommended at this time.
    • Two or more categories below the recommended scores: Proceed with caution and limit outcome-based relationships to low-risk areas. Continue to mature capabilities.
    • One category below the recommended scores: Evaluate the risks and benefits before engaging in higher-risk vendor relationships. Continue to mature capabilities.
    • All categories at or above the recommended scores: You have many of the core capabilities needed to succeed at exponential relationships! Continue to evaluate and refine your vendor relationships strategy, and identify any additional competencies needed based on your industry or region.

    Acme Corp Exponential Relationships Readiness.

    Activity 2: Create an action plan

    1 hour

    1. Gather the stakeholders who participated in the readiness assessment exercise.
    2. As a group, review the results of the readiness assessment. Where there any surprise? Do the results reflect your understanding of the organization’s maturity?
    3. Determine which areas are likely to limit the organization’s relationship capability, based on lowest scoring areas and relative importance to the organization.
    4. Break out into groups and have each group identify three actions the organization could take to mature the lowest scoring areas.
    5. Bring the group back together and prioritize the actions. Note who will be accountable for each next step.
    InputOutput
    • Readiness assessment
    • Action plan to improve maturity of capabilities
    MaterialsParticipants
    • Exponential
      Relationship Readiness Assessment
      tool
    • Whiteboard/flip charts
    • Executive leadership team, including CIO
    • Vendor management leader
    • Other internal stakeholders of vendor relationships

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    Author

    Kim Osborne Rodriguez

    Kim Osborne Rodriguez
    Research Director, CIO Advisory
    Info-Tech Research Group

    Kim is a professional engineer and Registered Communications Distribution Designer (RCDD) with over a decade of experience in management and engineering consulting spanning healthcare, higher education, and commercial sectors. She has worked on some of the largest hospital construction projects in Canada, from early visioning and IT strategy through to design, specifications, and construction administration. She brings a practical and evidence-based approach, with a track record of supporting successful projects.

    Kim holds a Bachelor’s degree in Honours Mechatronics Engineering and an option in Management Sciences from the University of Waterloo.

    Research Contributors and Experts

    Jack Hakimian

    Jack Hakimian
    Senior Vice President
    Info-Tech Research Group

    Jack has more than 25 years of technology and management consulting experience. He has served multibillion-dollar organizations in multiple industries including financial services and telecommunications. Jack also served several large public sector institutions.

    He is a frequent speaker and panelist at technology and innovation conferences and events and holds a Master’s degree in Computer Engineering as well as an MBA from the ESCP-EAP European School of Management.

    Michael Tweedie

    Michael Tweedie
    Practice Lead, CIO Strategy
    Info-Tech Research Group

    Mike Tweedie brings over 25 years as a technology executive. He’s led several large transformation projects across core infrastructure, application and IT services as the head of Technology at ADP Canada. He was also the Head of Engineering and Service Offerings for a large French IT services firm, focused on cloud adoption and complex ERP deployment and management.

    Mike holds a Bachelor’s degree in Architecture from Ryerson University.

    Scott Bickley

    Scott Bickley
    Practice Lead, VCCO
    Info-Tech Research Group

    Scott Bickley is a Practice Lead & 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.

    Scott holds a B.S. in Justice Studies from Frostburg State University. He also holds active IAITAM certification designations of CSAM and CMAM and is a Certified Scrum Master (SCM).

    Donna Bales

    Donna Bales
    Principal Research Director
    Info-Tech Research Group

    Donna Bales is a Principal Research Director in the CIO Practice at Info-Tech Research Group, specializing in research and advisory services in IT risk, governance, and compliance. She brings over 25 years of experience in strategic consulting and product development and has a history of success in leading complex, multistakeholder industry initiatives.

    Donna has a bachelor’s degree in economics from the University of Western Ontario.

    Research Contributors and Experts

    Jennifer Perrier

    Jennifer Perrier
    Principal Research Director
    Info-Tech Research Group

    Jennifer has 25 years of experience in the information technology and human resources research space, joining Info-Tech in 1998 as the first research analyst with the company. Over the years, she has served as a research analyst and research manager, as well as in a range of roles leading the development and delivery of offerings across Info-Tech’s product and service portfolio, including workshops and the launch of industry roundtables and benchmarking. She was also Research Lead for McLean & Company, the HR advisory division of Info-Tech, during its start-up years.

    Jennifer’s research expertise spans the areas of IT strategic planning, governance, policy and process management, people management, leadership, organizational change management, performance benchmarking, and cross-industry IT comparative analysis. She has produced and overseen the development of hundreds of publications across the full breadth of both the IT and HR domains in multiple industries. In 2022, Jennifer joined Info-Tech’s IT Financial Management Practice with a focus on developing financial transparency to foster meaningful dialogue between IT and its stakeholders and drive better technology investment decisions.

    Phil Bode

    Phil Bode
    Principal Research Director
    Info-Tech Research Group

    Phil has 30+ years of experience with IT procurement-related topics: contract drafting and review, negotiations, RFXs, procurement processes, and vendor management. Phil has been a frequent speaker at conferences, a contributor to magazine articles in CIO Magazine and ComputerWorld, and quoted in many other magazines. He is a co-author of the book The Art of Creating a Quality RFP.

    Phil has a Bachelor of Science in Business Administration with a double major of Finance and Entrepreneurship and a Bachelor of Science in Business Administration with a major of Accounting, both from the University of Arizona.

    Research Contributors

    Erin Morgan

    Erin Morgan
    Assistant Vice President, IT Administration
    University of Texas at Arlington

    Renee Stanley

    Renee Stanley
    Assistant Director IT Procurement and Vendor Management
    University of Texas at Arlington

    Note: Additional contributors did not wish to be identified.

    Bibliography

    Andrea, Dave. “Plante Moran’s 2022 Working Relations Index® (WRI) Study shows supplier relations can improve amid industry crisis.” Plante Moran, 25 Aug 2022. Accessed 18 May 2023.
    Andrea, Dave. “Trust between suppliers and OEMs can better prepare you for the next crisis.” Plante Moran, 9 Sept 2020. Accessed 17 May 2023.
    Cleary, Shannon, and Carolan McLarney. “Organizational Benefits of an Effective Vendor Management Strategy.” IUP Journal of Supply Chain Management, Vol. 16, Issue 4, Dec 2019.
    De Backer, Ruth, and Eileen Kelly Rinaudo. “Improving the management of complex business partnerships.” McKinsey, 21 March 2019. Accessed 9 May 2023 .
    Dennean, Kevin et al. “Let's chat about ChatGPT.” UBS, 22 Feb 2023. Accessed 26 May 2023.
    F&I Tools. “Nissan Worldwide Vehicle Sales Report.” Factory Warranty List, 2022. Accessed 18 May 2023.
    Gomez, Robin. “Adopting ChatGPT and Generative AI in Retail Customer Service.” Radial, 235, April 2023. Accessed 10 May 2023.
    Harms, Thomas and Kristina Rogers. “How collaboration can drive value for you, your partners and the planet.” EY, 26 Oct 2021. Accessed 10 May 2023.
    Hedge & Co. “Toyota, Honda finish 1-2; General Motors finishes at 3rd in annual Supplier Working Relations Study.” PR Newswire, 23 May 2022. Accessed 17 May 2023.
    Henke Jr, John W., and T. Thomas. "Lost supplier trust, lost profits." Supply Chain Management Review, May 2014. Accessed 17 May 2023.
    Information Services Group, Inc. “Global Demand for IT and Business Services Continues Upward Surge in Q2, ISG Index™ Finds.” BusinessWire, 7 July 2021. Accessed 8 May 2023.
    Kasanoff, Bruce. “New Study Reveals Costs Of Bad Supplier Relationships.” Forbes, 6 Aug 2014. Accessed 17 May 2023.
    Macrotrends. “Nissan Motor Gross Profit 2010-2022.” Macrotrends. Accessed 18 May 2023.
    Macrotrends. “Toyota Gross Profit 2010-2022.” Macrotrends. Accessed 18 May 2023.
    McKinsey. “Mind the [skills] gap.” McKinsey, 27 Jan 2021. Accessed 18 May 2023.
    Morgan, Blake. “7 Examples of How Digital Transformation Impacted Business Performance.” Forbes, 21 Jul 2019. Accessed 10 May 2023.
    Nissan Motor Corporation. “Nissan reports strong financial results for fiscal year 2022.” Nissan Global Newsroom, 11 May 2023. Accessed 18 May 2023.

    Bibliography

    “OpenAI and Microsoft extend partnership.” Open AI, 23 Jan 2023. Accessed 26 May 2023.
    Pearson, Bryan. “The Apple Of Its Aisles: How Best Buy Lured One Of The Biggest Brands.“ Forbes, 23 Apr 2015. Accessed 23 May 2023.
    Perifanis, Nikolaos-Alexandros and Fotis Kitsios. “Investigating the Influence of Artificial Intelligence on Business Value in the Digital Era of Strategy: A Literature Review.” Information, 2 Feb 2023. Accessed 10 May 2023.
    Scott, Tim and Nathan Spitse. “Third-party risk is becoming a first priority challenge.” Deloitte. Accessed 18 May 2023.
    Stanley, Renee. Interview by Kim Osborne Rodriguez, 17 May 2023.
    Statista. “Toyota's retail vehicle sales from 2017 to 2021.” Statista, 27 Jul 2022. Accessed 18 May 2023.
    Tlili, Ahmed, et al. “What if the devil is my guardian angel: ChatGPT as a case study of using chatbots in education.” Smart Learning Environments, 22 Feb 2023. Accessed 9 May 2023.
    Vitasek, Kate. “Outcome-Based Management: What It Is, Why It Matters And How To Make It Happen.” Forbes, 12 Jan 2023. Accessed 9 May 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/

    Organizational Change Management

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    If you don't know who is responsible for organizational change, it's you.

    Prevent Data Loss Across Cloud and Hybrid Environments

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    • Organizations are often beholden to compliance obligations that require protection of sensitive data.
    • All stages of the data lifecycle exist in the cloud and all stages provide opportunity for data loss.
    • Organizations must find ways to mitigate insider threats without impacting legitimate business access.

    Our Advice

    Critical Insight

    • Data loss prevention is the outcome of a well-designed strategy that incorporates multiple, sometimes disparate, tools within your existing security program.
    • The journey to data loss prevention is complex and should be taken in small and manageable steps.

    Impact and Result

    • Organizations will achieve data comprehension.
    • Organizations will align DLP with their current security program and architecture.
    • A DLP strategy will be implemented with a distinct goal in mind.

    Prevent Data Loss Across Cloud and Hybrid Environments Research & Tools

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

    1. Prevent Data Loss Across Cloud and Hybrid Environments Storyboard – A guide to handling data loss prevention in cloud services.

    This research describes an approach to strategize and implement DLP solutions for cloud services.

    • Prevent Data Loss Across Cloud and Hybrid Environments Storyboard

    2. Data Loss Prevention Strategy Planner – A workbook designed to guide you through identifying and prioritizing your data and planning what DLP actions should be applied to protect that data.

    Use this tool to identify and prioritize your data, then use that information to make decisions on DLP strategies based on classification and data environment.

    • Data Loss Prevention Strategy Planner
    [infographic]

    Further reading

    Prevent Data Loss Across Cloud and Hybrid Environments

    Leverage existing tools and focus on the data that matters most to your organization.

    Analyst Perspective

    Data loss prevention is an additional layer of protection

    Driven by reduced operational costs and improved agility, the migration to cloud services continues to grow at a steady rate. A recent report by Palo Alto Networks indicates workload in the cloud increased by 13% last year, and companies are expecting to move an additional 11% of their workload to the cloud in the next 24 months1.

    However, moving to the cloud poses unique challenges for cyber security practitioners. Cloud services do not offer the same level of management and control over resources as traditional IT approaches. The result can be reduced visibility of data in cloud services and reduced ability to apply controls to that data, particularly data loss prevention (DLP) controls.

    It’s not unusual for organizations to approach DLP as a point solution. Many DLP solutions are marketed as such. The truth is, DLP is a complex program that uses many different parts of an organization’s security program and architecture. To successfully implement DLP for data in the cloud, an organization should leverage existing security controls and integrate DLP tools, whether newly acquired or available in cloud services, with its existing security program.

    Photo of Bob Wilson
    Bob Wilson
    CISSP
    Research Director, Security and Privacy
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Organizations must prevent the misuse and leakage of data, especially sensitive data, regardless of where it’s stored.

    Organizations often have compliance obligations requiring protection of sensitive data.

    All stages of the data lifecycle exist in the cloud and all stages provide opportunity for data loss.

    Organizations must find ways to mitigate insider threats without impacting legitimate business access.

    Common Obstacles

    Many organizations must handle a plethora of data in multiple varied environments.

    Organizations don’t know enough about the data they use or where it is located.

    Different systems offer differing visibility.

    Necessary privileges and access can be abused.

    Info-Tech’s Approach

    The path to data loss prevention is complex and should be taken in small and manageable steps.

    First, organizations must achieve data comprehension.

    Organizations must align DLP with their current security program and architecture.

    Organizations need to implement DLP with a distinct goal in mind.

    Once the components are in place it’s important to measure and improve.

    Info-Tech Insight

    Data loss prevention is the outcome of a well-designed strategy that incorporates multiple, sometimes disparate, tools within your existing security program.

    Your challenge

    Protecting data is a critical responsibility for organizations, no matter where it is located.

    45% of breaches occurred in the cloud (“Cost of a Data Breach 2022,” IBM Security, 2022).

    A diagram that shows the mean time to detect and contain.

    It can take upwards of 12 weeks to identify and contain a breach (“Cost of a Data Breach 2022,” IBM Security, 2022).

    • Compliance obligations will require organizations to protect certain data.
    • All data states can exist in the cloud, and each state provides a unique opportunity for data loss.
    • Insider threats, whether intentional or not, are especially challenging for organizations. It’s necessary to prevent illicit data use while still allowing work to happen.

    Info-Tech Insight

    Data loss prevention doesn’t depend on a single tool. Many of the leading cloud service providers offer DLP controls with their services and these controls should be considered.

    Common obstacles

    As organizations increasingly move data into the cloud, their environments become more complex and vulnerable to insider threats

    • It’s not uncommon for an organization not to know what data they use, where that data exists, or how they are supposed to protect it.
    • Cloud systems, especially software as a service (SaaS) applications, may not provide much visibility into how that data is stored or protected.
    • Insider threats are a primary concern, but employees must be able to access data to perform their duties. It isn’t always easy to strike a balance between adequate access and being too restrictive with controls.

    Insider threats are a significant concern

    53%

    53% of a study’s respondents think it is more difficult to detect insider threats in the cloud.

    Source: "2023 Insider Threat Report," Cybersecurity Insiders, 2023

    45%

    Only about 45% of organizations think native cloud app functionality is useful in detecting insider threats.

    Source: "2023 Insider Threat Report," Cybersecurity Insiders, 2023

    Info-Tech Insight

    An insider threat management (ITM) program focuses on the user. DLP programs focus on the data.

    Insight summary

    DLP is not just a single tool. It’s an additional layer of security that depends on different components of your security program, and it requires time and effort to mature.

    Organizations should leverage existing security architecture with the DLP controls available in the cloud services they use.

    Data loss prevention is not a point solution

    Data loss prevention is the outcome of a well-designed strategy that incorporates multiple, sometimes disparate tools within your existing security program.

    Prioritize data

    Start with the data that matters most to your organization.

    Define an objective

    Having a clearly defined objective will make implementing a DLP program much easier.

    DLP is a layer

    Data loss prevention is not foundational, and it depends on many other parts of a mature information security program.

    The low hanging fruit is sweet

    Start your DLP implementation with a quick win in mind and build on small successes.

    DLP is a work multiplier

    Your organization must be prepared to investigate alerts and respond to incidents.

    Prevent data loss across cloud or hybrid environments

    A diagram that shows preventing data loss across cloud or hybrid environments

    Data loss prevention is not a point solution.
    It’s the outcome of a well-designed strategy that incorporates multiple, sometimes disparate tools within your existing security program.

    Info-Tech Insight

    Leverage existing security tools where possible.

    Data loss prevention (DLP) overview

    DLP is an additional layer of security.

    DLP is a set of technologies and processes that provides additional data protection by identifying, monitoring, and preventing data from being illicitly used or transmitted.

    DLP depends on many components of a mature security program, including but not limited to:

    • Acceptable use policy
    • Data classification policy and data handling guidelines
    • Identity and access management

    DLP is achieved through some or all of the following tactics:

    • Identify: Data is detected using policies, rules, and patterns.
    • Monitor: Data is flagged and data activity is logged.
    • Prevent: Action is taken on data once it has been detected.

    Info-Tech Insight

    DLP is not foundational. Your information security program needs to be moderately mature to support a DLP strategy.

    DLP approaches and methods

    DLP uses a handful of techniques to achieve its tactics:

    • Policy and access rights: Limits access to data based on user permissions or other contextual attributes.
    • Isolation or virtualization: Data is isolated in an environment with channels for data leakage made unavailable.
    • Cryptographic approach: Data is encrypted.
    • Quantifying and limiting: Use or transfer of data is restricted by quantity.
    • Social and behavioral analysis: The DLP system detects anomalous activity, such as users accessing data outside of business hours.
    • Pattern matching: Data content is analyzed for specific patterns.
    • Data mining and text clustering: Large sets are analyzed, typically with machine learning (ML), to identify patterns.
    • Data fingerprinting: Data files are matched against a pre-calculated hash or based on file contents.
    • Statistical Analysis: Data content is analyzed for sensitive data. Usually involves machine learning.


    DLP has two primary approaches for applying techniques:

    • Content-based: Data is identified through inspecting its content. Fingerprinting and pattern matching are examples of content-based methods.
    • Context-based: Data is identified based on its situational or contextual attributes. Some factors that may be used are source, destination, and format.

    Some DLP tools use both approaches.

    Info-Tech Insight

    Different DLP products will support different methods. It is important to keep these in mind when choosing a DLP solution.

    Start by defining your data

    Define data by answering the 5 “W”s

    Who? Who owns the data? Who needs access? Who would be impacted if it was lost?
    What? What data do you have? What type of data is it? In what format does it exist?
    When? When is the data generated? When is it used? When is it destroyed?
    Where? Where is the data stored? Where is it generated? Where is it used?
    Why? Why is the data needed?

    Use what you discover about your data to create a data inventory!

    Compliance requirements

    Compliance requirements often dictate what must be done to manage and protect data and vary from industry to industry.

    Some examples of compliance requirements to consider:

    • Healthcare - Health Insurance Portability and Accountability Act (HIPAA)
    • Financial Services - Gramm-Leach-Bliley Act (GLBA)
    • Payment Card Industry Data Security Standards (PCI DSS)

    Info-Tech Insight

    Why is especially important. If you don’t need a specific piece of data, dispose of it to reduce risk and administrative overhead related to maintaining or protecting data.

    Classify your data

    Data classification facilitates making decisions about how data is treated.

    Data classification is a process by which data is categorized.

    • The classifications are often based on the sensitivity of the data or the impact a loss or breach of that data would have on the organization.
    • Data classification facilitates decisions about data handling and how information security controls are implemented. Instead of considering many different types of data individually, decisions are based on a handful of classification levels.
    • A mature data classification should include a formalized policy, handling standards, and a steering committee.

    Refer to our Discover and Classify Your Data blueprint for guidance on data classification.

    Sample data classification schema

    Label

    Category

    Top Secret Data that is mission critical and highly likely to negatively impact the organization if breached. The “crown jewels.”
    Examples: Trade secrets, military secrets
    Confidential Data that must not be disclosed, either because of a contractual or regulatory requirement or because of its value to the organization.
    Examples: Payment card data, private health information, personally identifiable information, passwords
    Internal Data that is intended for organizational use, which should be kept private.
    Examples: Internal memos, sales reports
    Limited Data that isn’t generally intended for public consumption but may be made public.
    Examples: Employee handbooks, internal policies
    Public Data that is meant for public consumption and anonymous access.
    Examples: Press releases, job listings, marketing material

    Info-Tech Insight

    Data classification should be implemented as a continuous program, not a one-time project.

    Understand data risk

    Knowing where and how your data is at risk will inform your DLP strategy.

    Data exists in three states, and each state presents different opportunities for risk. Different DLP methodologies will be appropriate for different states.

    Data states

    In use

    • End-user devices
    • Mobile devices
    • Servers

    In motion

    • Cloud services
    • Email
    • Web/web apps
    • Instant messaging
    • File transfers

    At rest

    • Cloud services
    • Databases
    • End-user devices
    • Email archives
    • Backups
    • Servers
    • Physical storage devices

    Causes of Risk

    The most common causes of data loss can be categorized by people, processes, and technology.

    A diagram that shows the categorization of causes of risk.

    Check out our Combine Security Risk Management Components Into One Program blueprint for guidance on risk management, including how to do a full risk assessment.

    Prioritize your data

    Know what data matters most to your organization.

    Prioritizing the data that most needs protection will help define your DLP goals.

    The prioritization of your data should be a business decision based on your comprehension of the data. Drivers for prioritizing data can include:

    • Compliance-driven: Noncompliance is a risk in itself and your organization may choose to prioritize data based on meeting compliance requirements.
    • Audit-driven: Data can be prioritized to prepare for a specific audit objective or in response to an audit finding.
    • Business-driven: Data could be prioritized based on how important it is to the organization’s business processes.

    Info-Tech Insight

    It’s not feasible for most organizations to apply DLP to all their data. Start with the most important data.

    Activity: Prioritize your data

    Input: Lists of data, data types, and data environments
    Output: A list of data types with an estimated priority
    Materials: Data Loss Prevention Strategy Planner worksheet
    Participants: Security leader, Data owners

    1-2 hours

    For this activity, you will use the Data Loss Prevention Strategy Planner workbook to prioritize your data.

    1. Start with tab “2. Setup” and fill in the columns. Each column features a short explanation of itself, and the following slides will provide more detail about the columns.
    2. On tab “3. Data Prioritization,” work through the rows by selecting a data type and moving left to right. This sheet features a set of instructions at the top explaining each column, and the following slides also provide some guidance. On this tab, you may use data types and data environments multiple times.

    Click to download the Data Loss Prevention Strategy Planner

    Activity: Prioritize your data

    In the Data Loss Prevention Strategy Planner tool, start with tab “2. Setup.”

    A diagram that shows tab 2 setup

    Next, move to tab “3. Data Prioritization.”

    A diagram that shows tab 3 Data Prioritization.

    Click to download the Data Loss Prevention Strategy Planner

    Determine DLP objectives

    Your DLP strategy should be able to function as a business case.

    DLP objectives should achieve one or more of the following:

    • Prevent disclosure or unauthorized use of data, regardless of its state.
    • Preserve usability while providing adequate security.
    • Improve security, privacy, and compliance capabilities.
    • Reduce overall risk for the enterprise.

    Example objectives:

    • Prevent users from emailing ePHI to addresses outside of the organization.
    • Detect when a user is uploading an unusually large amount of data to a cloud drive.

    Most common DLP use cases:

    • Protection of data, primarily from internal threats.
    • Meet compliance requirements to protect data.
    • Automate the discovery and classification of data.
    • Provide better data management and visibility across the enterprise.
    • Manage and protect data on mobile devices.

    Info-Tech Insight

    Having a clear idea of your objectives will make implementing a DLP program easier.

    Align DLP with your existing security program/architecture

    DLP depends on many different aspects of your security program.
    To the right are some components of your existing security program that will support DLP.


    1. Data handling standards or guidelines: These specify how your organization will handle data, usually based on its classification. Your data handling standards will inform the development of DLP rules, and your employees will have a clear idea of data handling expectations.

    2. Identity and access management (IAM): IAM will control the access users have to various resources and data and is integral to DLP processes.

    3. Incident response policy or plan: Be sure to consider your existing incident handling processes when implementing DLP. Modifying your incident response processes to accommodate alerts from DLP tools will help you efficiently process and respond to incidents.

    4. Existing security tools: Firewalls, email gateways, security information and event management (SIEM), and other controls should be considered or leveraged when implementing a DLP solution.

    5. Acceptable use policy: An organization must set expectations for acceptable/unacceptable use of data and IT resources.

    6. User education and awareness: Aside from baseline security awareness training, organizations should educate users about policies and communicate the risks of data leakage to reduce risk caused by user error.

    Info-Tech Insight

    Consider DLP as a secondary layer of protection; a safety net. Your existing security program should do most of the work to prevent data misuse.

    Cloud service models

    A fundamental challenge with implementing DLP with cloud services is the reduced flexibility that comes with managing less of the technology stack. Each cloud model offers varying levels of abstraction and control to the user.

    Infrastructure as a service (IaaS): This service model provides customers with virtualized technology resources, such as servers and networking infrastructure. IaaS allows users to have complete control over their virtualized infrastructure without needing to purchase and maintain hardware resources or server space. Popular examples include Amazon Web Servers, Google Cloud Engine, and Microsoft Azure.

    Platform as a service (PaaS): This service model provides users with an environment to develop and manage their own applications without needing to manage an underlying infrastructure. Popular examples include Google Cloud Engine, OpenShift, and SAP Cloud.

    Software as a service (SaaS): This service model provides customers with access to software that is hosted and maintained by the cloud provider. SaaS offers the least flexibility and control over the environment. Popular examples include Salesforce, Microsoft Office, and Google Workspace.

    A diagram that shows cloud models, including IaaS, PaaS, and SaaS.

    Info-Tech Insight

    Cloud service providers may include DLP controls and functionality for their environments with the subscription. These tools are usually well suited for DLP functions on that platform.

    Different DLP tools

    DLP products often fall into general categories defined by where those tools provide protection. Some tools fit into more than one category.

    Cloud DLP refers to DLP products that are designed to protect data in cloud environments.

    • Cloud access security broker (CASB): This system, either in-cloud or on-premises, sits between cloud service users and cloud service providers and acts as a point of control to enforce policies on cloud-based resources. CASBs act on data in motion, for the most part, but can detect and act on data at rest through APIs.
    • Existing tools integrated within a service: Many cloud services provide DLP tools to manage data loss in their service.

    Endpoint DLP: This DLP solution runs on an endpoint computing device and is suited to detecting and controlling data at rest on a computer as well as data being uploaded or downloaded. Endpoint DLP would be feasible for IaaS.

    Network DLP: Network DLP, deployed on-premises or as a cloud service, enforces policies on network flows between local infrastructure and the internet.

    • “Email DLP”: Detects and enforces security policies specifically on data in motion as emails.

    A diagram of CASB

    Choosing a DLP solution

    You will also find that some DLP solutions are better suited for some cloud service models than others.


    DLP solution types that are better suited for SaaS: CASB and Integrated Tools

    DLP solution types that are better suited for PaaS: CASB, Integrated Tools, Network DLP

    DLP solution types that are better suited for IaaS: CASB, Integrated Tools, Network DLP, and Endpoint DLP

    Your approach for DLP will vary depending on the data state you’ll be acting on and whether you are trying to detect or prevent.

    A diagram that shows DLP tactics by approach and data state

    Click to download the Data Loss Prevention Strategy Planner
    Check the tab labeled “6. DLP Features Reference” for a list of common DLP features.

    Activity: Plan DLP methods

    Input: Knowledge of data states for data types
    Output: A set of technical DLP policy rules for each data type by environment
    Materials: The same Data Loss Prevention Strategy Planner worksheet from the earlier activity
    Participants: Security leader, Data owners

    1-2 hours

    Continue with the same workbook used in the previous activity.

    1. On tab “4. DLP Methods,” indicate the expected data state the DLP control will act on. Then, select the type of DLP control your organization intends to use for that data type in that data environment.
    2. DLP actions are suggested based on the classification of the data type, but these may be overridden by manually selecting your preferred action.
    3. You will find more detail on this activity on the following slide, and you will find some additional guidance in the instructional text at the top of the worksheet.
    4. Once you have populated the columns on this worksheet, a summary of suggested DLP rules can be found on tab “5. Results.”

    Click to download the Data Loss Prevention Strategy Planner

    Activity: Plan DLP methods

    Use tab “4. DLP Methods” to plan DLP rules and technical policies.

    A diagram that shows tab 4 DLP Methods

    See tab “5. Results” for a summary of your DLP policies.

    A diagram that shows tab 5 Results.

    Click to download the Data Loss Prevention Strategy Planner

    Implement your DLP program

    Take the steps to properly implement your DLP program

    1. It’s important to shift the culture. You will need leadership’s support to implement controls and you’ll need stakeholders’ participation to ensure DLP controls don’t negatively affect business processes.
    2. Integrate DLP tools with your security program. Most cloud service providers, like Amazon, Microsoft, and Google provide DLP controls in their native environment. Many of your other security controls, such as firewalls and mail gateways, can be used to achieve DLP objectives.
    3. DLP is best implemented with a crawl, walk, then run approach. Following change management processes can reduce friction.
    4. Communicating controls to users will also reduce friction.

    A diagram of implementing DLP program

    Info-Tech Insight

    After a DLP program is implemented, alerts will need to be investigated and incidents will need a response. Be prepared for DLP to be a work multiplier!

    Measure and improve

    Metrics of effectiveness

    DLP attempts to tackle the challenge of promptly detecting and responding to an incident.
    To measure the effectiveness of your DLP program, compare the number of events, number of incidents, and mean time to respond to incidents from before and after DLP implementation.

    Metrics that indicate friction

    A high number of false positives and rule exceptions may indicate that the rules are not working well and may be interfering with legitimate use.
    It’s important to address these issues as the frustration felt by employees can undermine the DLP program.

    Tune DLP rules

    Establish a process for routinely using metrics to tune rules.
    This will improve performance and reduce friction.

    Info-Tech Insight

    Aside from performance-based tuning, it’s important to evaluate your DLP program periodically and after major system or business changes to maintain an awareness of your data environment.

    Related Info-Tech Research

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    Discover and Classify Your Data

    Understand where your data lives and who has access to it. This blueprint will help you develop an appropriate data classification system by conducting interviews with data owners and by incorporating vendor solutions to make the process more manageable and end-user friendly.

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    Identify the Components of Your Cloud Security Architecture

    This blueprint and associated tools are scalable for all types of organizations within various industry sectors. It allows them to know what types of risk they are facing and what security services are strongly recommended to mitigate those risks.

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    Data Loss Prevention on SoftwareReviews

    Quickly evaluate top vendors in the category using our comprehensive market report. Compare product features, vendor strengths, user-satisfaction, and more.

    Don’t settle for just any vendor – find the one you can trust. Use the Emotional Footprint report to see which vendors treat their customers right.

    Research Contributors

    Andrew Amaro
    CSO and Founder
    Klavan Physical and Cyber Security Services

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    One Anonymous Contributor

    Bibliography

    Alhindi, Hanan, Issa Traore, and Isaac Woungang. "Preventing Data Loss by Harnessing Semantic Similarity and Relevance." jisis.org Journal of Internet Services and Information Security, 31 May 2021. Accessed 2 March 2023. https://jisis.org/wp-content/uploads/2022/11/jisis-2021-vol11-no2-05.pdf

    Cash, Lauryn. "Why Modern DLP is More Important Than Ever." Armorblox, 10 June 2022. Accessed 10 February 2023. https://www.armorblox.com/blog/modern-dlp-use-cases/

    Chavali, Sai. "The Top 4 Use Cases for a Modern Approach to DLP." Proofpoint, 17 June 2021. Accessed 7 February 2023. https://www.proofpoint.com/us/blog/information-protection/top-4-use-cases-modern-approach-dlp

    Crowdstrike. "What is Data Loss Prevention?" Crowdstrike, 27 Sept. 2022. Accessed 6 Feb. 2023. https://www.crowdstrike.com/cybersecurity-101/data-loss-prevention-dlp/

    De Groot, Juliana. "What is Data Loss Prevention (DLP)? Definition, Types, and Tips." Digital Guardian, 8 February 2023. Accessed 9 Feb. 2023. https://digitalguardian.com/blog/what-data-loss-prevention-dlp-definition-data-loss-prevention

    Denise. "Learn More About DLP Key Use Cases." CISO Platform, 28 Nov. 2019. Accessed 10 February 2023. https://www.cisoplatform.com/profiles/blogs/learn-more-about-dlp-key-use-cases

    Google. "Cloud Data Loss Prevention." Google Cloud Google, n.d. Accessed 7 Feb. 2023. https://cloud.google.com/dlp#section-6

    Gurucul. "2023 Insider Threat Report." Cybersecurity Insiders, 13 Jan. 2023. Accessed 23 Feb. 2023. https://gurucul.com/2023-insider-threat-report

    IBM Security. "Cost of a Data Breach 2022." IBM Security, 1 Aug. 2022. Accessed 13 Feb. 2023. https://www.ibm.com/downloads/cas/3R8N1DZJ

    Mell, Peter & Grance, Tim. "The NIST Definition of Cloud Computing." NIST CSRC NIST, Sept. 2011. Accessed 7 Feb. 2023. https://csrc.nist.gov/publications/detail/sp/800-145/final

    Microsoft. "Plan for Data Loss Prevention (DLP)." Microsoft 365 Solutions and Architecture Microsoft, 6 Feb. 2023. Accessed 14 Feb. 2023. https://learn.microsoft.com/en-us/microsoft-365/compliance/dlp-overview-plan-for-dlp

    Nanchengwa, Christopher. "The Four Questions for Successful DLP Implementation." ISACA Journal ISACA, 1 Jan. 2019. Accessed 6 Feb. 2023. https://www.isaca.org/resources/isaca-journal/issues/2019/volume-1/the-four-questions-for-successful-dlp-implementation

    Palo Alto Networks. "The State of Cloud Native Security 2023." Palo Alto Networks, 2 March 2023. Accessed 23 March 2023. https://www.paloaltonetworks.com/content/dam/pan/en_US/assets/pdf/reports/state-of-cloud-native-security-2023.pdf

    Pritha. "Top Six Metrics for your Data Loss Prevention Program." CISO Platform, 27 Nov. 2019. Accessed 10 Feb. 2023. https://www.cisoplatform.com/profiles/blogs/top-6-metrics-for-your-data-loss-prevention-program

    Raghavarapu, Mounika. "Understand DLP Key Use Cases." Cymune, 12 June 2021. Accessed 7 Feb. 2023. https://www.cymune.com/blog-details/DLP-key-use-cases

    Sheela, G. P., & Kumar, N. "Data Leakage Prevention System: A Systematic Report." International Journal of Recent Technology and Engineering BEIESP, 30 Nov. 2019. Accessed 2 March 2023. https://www.ijrte.org/wp-content/uploads/papers/v8i4/D6904118419.pdf

    Sujir, Shiv. "What is Data Loss Prevention? Complete Guide [2022]." Pathlock, 15 Sep. 2022. Accessed 7 February 2023. https://pathlock.com/learn/what-is-data-loss-prevention-complete-guide-2022/

    Wlosinski, Larry G. "Data Loss Prevention - Next Steps." ISACA Journal, 16 Feb. 2018. Accessed 21 Feb. 2023. https://www.isaca.org/resources/isaca-journal/issues/2018/volume-1/data-loss-preventionnext-steps

    Build a Strategic IT Workforce Plan

    • Buy Link or Shortcode: {j2store}390|cart{/j2store}
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    • Parent Category Name: Organizational Design
    • Parent Category Link: /organizational-design
    • Talent has become a competitive differentiator. To 46% of business leaders, workforce planning is a top priority – yet only 13% do it effectively.
    • CIOs aren’t sure what they need to give the organization a competitive edge or how current staffing line-ups fall short.

    Our Advice

    Critical Insight

    • A well defined strategic workforce plan (SWP) isn’t just a nice-to-have, it’s a must-have.
    • Integrate as much data as possible into your workforce plan to best prepare you for the future. Without knowledge of your future initiatives, you are filling hypothetical holes.
    • To be successful, you need to understand your strategic initiatives, workforce landscape, and external and internal trends.

    Impact and Result

    The workforce planning process does not need to be onerous, especially with help from Info-Tech’s solid planning tools. With the right people involved and enough time invested, developing an SWP will be easier than first thought and time well spent. Leverage Info-Tech’s client-tested 5-step process to build a strategic workforce plan:

    1. Build a project charter
    2. Assess workforce competency needs
    3. Identify impact of internal and external trends
    4. Identify the impact of strategic initiatives on roles
    5. Build and monitor the workforce plan

    Build a Strategic IT Workforce Plan Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build a strategic workforce plan for IT, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

    1. Initiate the project

    Assess the value of a strategic workforce plan and the IT department’s fit for developing one, and then structure the workforce planning project.

    • Build a Strategic Workforce Plan – Phase 1: Initiate the Project
    • IT Strategic Workforce Planning Project Charter Template
    • IT Strategic Workforce Planning Project Plan Template

    2. Analyze workforce needs

    Gather and analyze workforce needs based on an understanding of the relevant internal and external trends, and then produce a prioritized plan of action.

    • Build a Strategic Workforce Plan – Phase 2: Analyze Workforce Needs
    • Workforce Planning Workbook

    3. Build the workforce plan

    Evaluate workforce priorities, plan specific projects to address them, and formalize and integrate strategic workforce planning into regular planning processes.

    • Build a Strategic Workforce Plan – Phase 3: Build and Monitor the SWP
    [infographic]

    Workshop: Build a Strategic IT Workforce Plan

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

    1 Identify Project Goals, Metrics, and Current State

    The Purpose

    Develop a shared understanding of the challenges your organization is facing with regards to talent and workforce planning.

    Key Benefits Achieved

    An informed understanding of whether or not you need to develop a strategic workforce plan for IT.

    Activities

    1.1 Identify goals, metrics, and opportunities

    1.2 Segment current roles

    1.3 Identify organizational culture

    1.4 Assign job competencies

    1.5 Assess current talent

    Outputs

    Identified goals, metrics, and opportunities

    Documented organizational culture

    Aligned competencies to roles

    Identified current talent competency levels

    2 Assess Workforce and Analyze Trends

    The Purpose

    Perform an in-depth analysis of how internal and external trends are impacting the workforce.

    Key Benefits Achieved

    An enhanced understanding of the current talent occupying the workforce.

    Activities

    2.1 Assess environmental trends

    2.2 Identify impact on workforce requirements

    2.3 Identify how trends are impacting critical roles

    2.4 Explore viable options

    Outputs

    Complete internal trends analysis

    Complete external trends analysis

    Identified internal and external trends on specific IT roles

    3 Perform Gap Analysis

    The Purpose

    Identify the changing competencies and workforce needs of the future IT organization, including shortages and surpluses.

    Key Benefits Achieved

    Determined impact of strategic initiatives on workforce needs.

    Identification of roles required in the future organization, including surpluses and shortages.

    Identified projects to fill workforce gaps.

    Activities

    3.1 Identify strategic initiatives

    3.2 Identify impact of strategic initiatives on roles

    3.3 Determine workforce estimates

    3.4 Determine projects to address gaps

    Outputs

    Identified workforce estimates for the future

    List of potential projects to address workforce gaps

    4 Prioritize and Plan

    The Purpose

    Prepare an action plan to address the critical gaps identified.

    Key Benefits Achieved

    A prioritized plan of action that will fill gaps and secure better workforce outcomes for the organization.

    Activities

    4.1 Determine and prioritize action items

    4.2 Determine a schedule for review of initiatives

    4.3 Integrate workforce planning into regular planning processes

    Outputs

    Prioritized list of projects

    Completed workforce plan

    Identified opportunities for integration

    Establish a Foresight Capability

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    • Parent Category Name: Innovation
    • Parent Category Link: /innovation
    • To be recognized and validated as a forward-thinking CIO, you must establish a structured approach to innovation that considers external trends as well as internal processes.
    • The CEO is expecting an investment in IT innovation to yield either cost reduction or revenue growth, but growth cannot happen without opportunity identification.

    Our Advice

    Critical Insight

    • Technological innovation is disrupting business models – and it’s happening faster than organizations can react.
    • Smaller, more agile organizations have an advantage because they have less resources tied to existing operations and can move faster.

    Impact and Result

    • Be the disruptor, not the disrupted. This blueprint will help you plan proactively and identify opportunities before your competitors.
    • Strategic foresight gives you the tools you need to effectively process the signals in your environment, build an understanding of relevant trends, and turn this understanding into action.

    Establish a Foresight Capability Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how to effectively apply strategic foresight, 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. Signal gathering

    Develop a better understanding of your external environment and build a database of signals.

    • Establish a Foresight Capability – Phase 1: Signal Gathering
    • Foresight Process Tool

    2. Trends and drivers

    Select and analyze trends to uncover drivers.

    • Establish a Foresight Capability – Phase 2: Trends and Drivers

    3. Scenario building

    Use trends and drivers to build plausible scenarios and brainstorm strategic initiatives.

    • Establish a Foresight Capability – Phase 3: Scenario Building

    4. Idea selection

    Apply the wind tunneling technique to assess strategic initiatives and determine which are most likely to succeed in the face of uncertainty.

    • Establish a Foresight Capability – Phase 4: Idea Selection
    [infographic]

    Workshop: Establish a Foresight Capability

    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-workshop – Gather Signals and Build a Repository

    The Purpose

    Note: this is preparation for the workshop and is not offered onsite.

    Gather relevant signals that will inform your organization about what is happening in the external competitive environment.

    Key Benefits Achieved

    A better understanding of the competitive landscape.

    Activities

    1.1 Gather relevant signals.

    1.2 Store signals in a repository for quick and easy recall during the workshop.

    Outputs

    A set of signal items ready for analysis

    2 Identify Trends and Uncover Drivers

    The Purpose

    Uncover trends in your environment and assess their potential impact.

    Determine the causal forces behind relevant trends to inform strategic decisions.

    Key Benefits Achieved

    An understanding of the underlying causal forces that are influencing a trend that is affecting your organization.

    Activities

    2.1 Cluster signals into trends.

    2.2 Analyze trend impact and select a key trend.

    2.3 Perform causal analysis.

    2.4 Select drivers.

    Outputs

    A collection of relevant trends with a key trend selected

    A set of drivers influencing the key trend with primary drivers selected

    3 Build Scenarios and Ideate

    The Purpose

    Leverage your understanding of trends and drivers to build plausible scenarios and apply them as a canvas for ideation.

    Key Benefits Achieved

    A set of potential responses or reactions to trends that are affecting your organization.

    Activities

    3.1 Build scenarios.

    3.2 Brainstorm potential strategic initiatives (ideation).

    Outputs

    Four plausible scenarios for ideation purposes

    A potential strategic initiative that addresses each scenario

    4 Apply Wind Tunneling and Select Ideas

    The Purpose

    Assess the various ideas based on which are most likely to succeed in the face of uncertainty.

    Key Benefits Achieved

    An idea that you have tested in terms of risk and uncertainty.

    An idea that can be developed and pitched to the business or stored for later use. 

    Activities

    4.1 Assign probabilities to scenarios.

    4.2 Apply wind tunneling.

    4.3 Select ideas.

    4.4 Discuss next steps and prototyping.

    Outputs

    A strategic initiative (idea) that is ready to move into prototyping

    Mitigate Machine Bias

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    • Parent Category Name: Business Intelligence Strategy
    • Parent Category Link: /business-intelligence-strategy
    • 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.

    Exploit Disruptive Infrastructure Technology

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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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    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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    Endpoint Management Selection Guide

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    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

    An image showing the pros and cons of building vs buying

    Evaluate software category leaders through vendor rankings and awards

    SoftwareReviews
    A screenshot of softwareReviews Data Quadrant analyis.. A screenshot of softwareReviews Emotonal Fotprint analyis
    • 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

    SoftwareReviews

    • Fact-based reviews of business software from IT professionals.
    • Product and category reports with state-of-the-art data visualization.
    • Top-tier data quality backed by a rigorous quality assurance process.
    • User-experience insight that reveals the intangibles of working with a vendor.

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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.

    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.
    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.

    IT Metrics and Dashboards During a Pandemic

    • Buy Link or Shortcode: {j2store}118|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: Performance Measurement
    • Parent Category Link: /performance-measurement

    The ways you measure success as a business are based on the typical business environment, but during a crisis like a pandemic, the business environment is rapidly changing or significantly different.

    • How do you assess the scope of the risk?
    • How do you quickly align your team to manage new risks?
    • How do you remain flexible enough to adapt to a rapidly changing situation?

    Our Advice

    Critical Insight

    Measure what you have the data for and focus on managing the impacts to your employees, customers, and suppliers. Be willing to make decisions based on imperfect data. Don’t forget to keep an eye on the long-term objectives and remember that how you act now can reflect on your business for years to come.

    Impact and Result

    Use Info-Tech’s approach to:

    • Quickly assess the risk and identify critical items to manage.
    • Communicate what your decisions are based on so teams can either quickly align or challenge conclusions made from the data.
    • Quickly adjust your measures based on new information or changing circumstances.
    • Use the tools you already have and keep it simple.

    IT Metrics and Dashboards During a Pandemic Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how to develop your temporary crisis dashboard.

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

    1. Consider your organizational goals

    Identify the short-term goals for your organization and reconsider your long-term objectives.

    • Crisis Temporary Measures Dashboard Tool

    2. Build a temporary data collection and dashboard method

    Determine your tool for data collection and your data requirements and collect initial data.

    3. Implement a cadence for review and action

    Determine the appropriate cadence for reviewing the dashboard and action planning.

    [infographic]

    Enterprise Architecture

    • Buy Link or Shortcode: {j2store}43|cart{/j2store}
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    • member rating overall impact: 9.2/10
    • member rating average dollars saved: $28,368
    • member rating average days saved: 24
    • Parent Category Name: Service Planning and Architecture
    • Parent Category Link: service-planning-and-architecture
    Demystify enterprise architecture value with key metrics.

    CIO Priorities 2022

    • Buy Link or Shortcode: {j2store}328|cart{/j2store}
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    • Parent Category Name: Innovation
    • Parent Category Link: /innovation
    • Understand how to respond to trends affecting your organization.
    • Determine your priorities based on current state and relevant internal factors.
    • Assign the right amount of resources to accomplish your vision.
    • Consider what new challenges outside of your control will demand a response.

    Our Advice

    Critical Insight

    A priority is created when external factors hold strong synergy with internal goals and an organization responds by committing resources to either avert risk or seize opportunity. These are the priorities identified in the report:

    1. Reduce Friction in the Hybrid Operating Model
    2. Improve Your Ransomware Readiness
    3. Support an Employee-Centric Retention Strategy
    4. Design an Automation Platform
    5. Prepare to Report on New Environmental, Social, and Governance Metrics

    Impact and Result

    Update your strategic roadmap to include priorities that are critical and relevant for your organization based on a balance of external and internal factors.

    CIO Priorities 2022 Research & Tools

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

    1. CIO Priorities 2022 – A report on the key priorities for competing in the digital economy.

    Discover Info-Tech’s five priorities for CIOs in 2022.

    • CIO Priorities Report for 2022

    2. Listen to the podcast series

    Hear directly from our contributing experts as they discuss their case studies with Brian Jackson.

    • Frictionless hybrid working: How the Harvard Business School did it
    • Close call with ransomware: A CIO recounts a near security nightmare
    • How a financial services company dodged "The Great Resignation"
    • How Allianz took a blockchain platform from pilot to 1 million transactions
    • CVS Health chairman David Dorman on healthcare's hybrid future

    Infographic

    Further reading

    CIO Priorities 2022

    A jumble of business-related words. Info-Tech’s 2022 Tech Trends survey asked CIOs for their top three priorities. Cluster analysis of their open-ended responses shows four key themes:
    1. Business process improvements
    2. Digital transformation or modernization
    3. Security
    4. Supporting revenue growth or recovery

    Info-Tech’s annual CIO priorities are formed from proprietary primary data and consultation with our internal experts with CIO stature

    2022 Tech Trends Survey CIO Demographic N=123

    Info-Tech’s Tech Trends 2022 survey was conducted between August and September 2021 and collected a total of 475 responses from IT decision makers, 123 of which were at the C-level. Fourteen countries and 16 industries are represented in the survey.

    2022 IT Talent Trends Survey CIO Demographic N=44

    Info-Tech’s IT Talent Trends 2022 survey was conducted between September and October 2021 and collected a total of 245 responses from IT decision makers, 44 of which were at the C-level. A broad range of countries from around the world are represented in the survey.

    Internal CIO Panels’ 125 Years Of Combined C-Level IT Experience

    Panels of former CIOs at Info-Tech focused on interpreting tech trends data and relating it to client experiences. Panels were conducted between November 2021 and January 2022.

    CEO-CIO Alignment Survey Benchmark Completed By 107 Different Organizations

    Info-Tech’s CEO-CIO Alignment program helps CIOs align with their supervisors by asking the right questions to ensure that IT stays on the right path. It determines how IT can best support the business’ top priorities and address the gaps in your strategy. In 2021, the benchmark was formed by 107 different organizations.

    Build IT alignment

    IT Management & Governance Diagnostic Benchmark Completed By 320 Different Organizations

    Info-Tech’s Management and Governance Diagnostic helps IT departments assess their strengths and weaknesses, prioritize their processes and build an improvement roadmap, and establish clear ownership of IT processes. In 2021, the benchmark was formed by data from 320 different organizations.

    Assess your IT processes

    The CIO priorities are informed by Info-Tech’s trends research reports and surveys

    Priority: “The fact or condition of being regarded or treated as more important than others.” (Lexico/Oxford)

    Trend: “A general direction in which something is developing or changing.” (Lexico/Oxford)

    A sequence of processes beginning with 'Sensing', 'Hypothesis', 'Validation', and ending with 'Trends, 'Priorities'. Under Sensing is Technology Research, Interviews & Insights, Gathering, and PESTLE. Under Hypothesis is Near-Future Probabilities, Identify Patterns, Identify Uncertainties, and Identify Human Benefits. Under Validation is Test Hypothesis, Case Studies, and Data-Driven Insights. Under Trends is Technology, Talent, and Industry. Under Priorities is CIO, Applications, Infrastructure, and Security.

    Visit Info-Tech’s Trends & Priorities Research Center

    Image called 'Defining the CIO Priorities for 2022'. Image shows 4 columns, Implications, Resource Investment, Amplifiers, and Actions and Outcomes, with 2 dotted lines, labeled External Context and Internal Context, running through all 4 columns and leading to bottom-right label called CIO Priorities Formed

    The Five Priorities

    Priorities to compete in the digital economy

    1. Reduce Friction in the Hybrid Operating Model
    2. Improve Your Ransomware Readiness
    3. Support an Employee-Centric Retention Strategy
    4. Design an Automation Platform
    5. Prepare to Report on New Environmental, Social, and Governance Metrics

    Reduce friction in the hybrid operating model

    Priority 01 | APO07 Human Resources Management

    Deliver solutions that create equity between remote workers and office workers and make collaboration a joy.

    Hybrid work is here to stay

    CIOs must deal with new pain points related to friction of collaboration

    In 2020, CIOs adapted to the pandemic’s disruption to offices by investing in capabilities to enable remote work. With restrictions on gathering in offices, even digital laggards had to shift to an all-remote work model for non-essential workers.

    Most popular technologies already invested in to facilitate better collaboration

    • 24% Web Conferencing
    • 23% Instant Messaging
    • 20% Document Collaboration

    In 2022, the focus shifts to solving problems created by the new hybrid operating model where some employees are in the office and some are working remotely. Without the ease of collaborating in a central hub, technology can play a role in reducing friction in several areas:

    • Foster more connections between employees. Remote workers are less likely to collaborate with people outside of their department and less likely to spontaneously collaborate with their peers. CIOs should provide a digital employee experience that fosters collaboration habits and keeps workers engaged.
    • Prevent employee attrition. With more workers reevaluating their careers and leaving their jobs, CIOs can help employees feel connected to the overall purpose of the organization. Finding a way to maintain culture in the new context will require new solutions. While conference room technology can be a bane to IT departments, making hybrid meetings effortless to facilitate will be more important.
    • Provide new standards for mediated collaboration. Meeting isn’t as easy as simply gathering around the same table anymore. CIOs need to provide structure around how hybrid meetings are conducted to create equity between all participants. Business continuity processes must also consider potential outages for collaboration services so employees can continue the work despite a major outage.

    Three in four organizations have a “hybrid” approach to work. (Tech Trends 2022 Survey)

    In most organizations, a hybrid model is being implemented. Only 14.9% of organizations are planning for almost everyone to return to the office, and only 9.9% for almost everyone to work remotely.

    Elizabeth Clark

    CIO, Harvard Business School

    "I want to create experiences that are sticky. That keep people coming back and engaging with their colleagues."

    Photo of Elizabeth Clark, CIO, Harvard Business School.

    Listen to the Tech Insights podcast:
    Frictionless hybrid working: How the Harvard Business School did it

    Internal interpretation: Harvard Business School

    • March 2020
      The pandemic disrupts in-class education at Harvard Business School. Their case study method of instruction that depends on in-person, high-quality student engagement is at risk. While students and faculty completed the winter semester remotely, the Dean and administration make the goal to restore the integrity of the classroom experience with equity for both remote and in-person students.
    • May 2020
      A cross-functional task force of about 100 people work intensively, conducting seven formal experiments, 80 smaller tests, and hundreds of polling data points, and a technology and facilities solution is designed: two 4K video cameras capturing both the faculty and the in-class students, new ceiling mics, three 85-inch TV screens, and students joining the videoconference from their laptops. A custom Zoom room, combining three separate rooms, integrated all the elements in one place and integrated with the lecture capture system and learning management system.
    • October 2020
      Sixteen classrooms are renovated to install the new solution. Students return to the classroom but in lower numbers due to limits on in-room capacity, but students rotate between the in-person and remote experience.
    • September 2021
      Renovations for the hybrid solution are complete in 26 classrooms and HBS has determined this will be its standard model for the classroom. The case method of teaching is kept alive and faculty and students are thrilled with the results.
    • November 2021
      HBS is adapting its solution for the classroom to its conference rooms and has built out eight different rooms for a hybrid experience. The 4K cameras and TV screens capture all participants in high fidelity as well as the blackboard.

    Photo of a renovated classroom with Zoom participants integrated with the in-person students.
    The renovated classrooms integrate all students, whether they are participating remotely or in person. (Image courtesy of Harvard Business School.)

    Implications: Organization, Process, Technology

    External

    • Organization – About half of IT practitioners in the Tech Trends 2022 survey feel that IT leaders, infrastructure and operations teams, and security teams were “very busy” in 2021. Capacity to adapt to hybrid work could be constrained by these factors.
    • Process – Organizations that want employees to benefit from being back in the office will have to rethink how workers can get more value out of in-person meetings that also require videoconference participation with remote workers.
    • Technology – Fifty-four percent of surveyed IT practitioners say the pandemic raised IT spending compared to the projections they made in 2020. Much of that investment went into adapting to a remote work environment.

    Internal

    • Organization – HBS added 30 people to its IT staff on term appointments to develop and implement its hybrid classroom solutions. Hires included instructional designers, support technicians, coordinators, and project managers.
    • Process – Only 25 students out of the full capacity of 95 could be in the classroom due to COVID-19 regulations. On-campus students rotated through the classroom seats. An app was created to post last-minute seat availability to keep the class full.
    • Technology – A Zoom room was created that combines three rooms to provide the full classroom experience: a view of the instructor, a clear view of each student that enlarges when they are speaking, and a view of the blackboard.

    Resources Applied

    Appetite for Technology

    CIOs and their direct supervisors both ranked internal collaboration tools as being a “critical need to adopt” in 2021, according to Info-Tech’s CEO-CIO Alignment Benchmark Report.

    Intent to Invest

    Ninety-seven percent of IT practitioners plan to invest in technology to facilitate better collaboration between employees in the office and outside the office by the end of 2022, according to Info-Tech’s 2022 Tech Trends survey.

    “We got so many nice compliments, which you don’t get in IT all the time. You get all the complaints, but it’s a rare case when people are enthusiastic about something that was delivered.” (Elizabeth Clark, CIO, Harvard Business School)

    Harvard Business School

    • IT staff were reassigned from other projects to prioritize building a hybrid classroom solution. A cloud migration and other portfolio projects were put on pause.
    • The annual capital A/V investment was doubled. The amount of spend on conference rooms was tripled.
    • Employees were hired to the media services team at a time when other areas of the organization were frozen.

    Outcomes at Harvard Business School

    The new normal at Harvard Business School

    New normal: HBS has found its new default operating model for the classroom and is extending its solution to its operating environment.

    Improved CX: The high-quality experience for students has helped avoid attrition despite the challenges of the pandemic.

    Engaged employees: The IT team is also engaged and feels connected to the mission of the school.

    Photo of a custom Zoom room bringing together multiple view of the classroom as well as all remote students.
    A custom Zoom room brings together multiple different views of the classroom into one single experience for remote students. (Image courtesy of Harvard Business School.)

    From Priorities to Action

    Make hybrid collaboration a joy

    Align with your organization’s goals for collaboration and customer interaction, with the target of high satisfaction for both customers and employees. Invest in capital projects to improve the fidelity of conference rooms, develop and test a new way of working, and increase IT capacity to alleviate pressure points.

    Foster both asynchronous and synchronous collaboration approaches to avoid calendars filling up with videoconference meetings to get things done and to accommodate workers contributing from across different time zones.

    “We’ll always have hybrid now. It’s opened people’s eyes and now we’re thinking about the future state. What new markets could we explore?” (Elizabeth Clark, CIO, Harvard Business School)

    Take the next step

    Run Better Meetings
    Hybrid, virtual, or in person – set meeting best practices that support your desired meeting norms.

    Prepare People Leaders for the Hybrid Work Environment
    Set hybrid work up for success by providing people leaders with the tools they need to lead within the new model.

    Hoteling and Hot-Desking: A Primer
    What you need to know regarding facilities, IT infrastructure, maintenance, security, and vendor solutions for desk hoteling and hot-desking.

    “Human Resources Management” gap between importance and effectiveness
    Info-Tech Research Group Management and Governance Diagnostic Benchmark 2021

    A bar chart illustrating the Human Resources Management gap between importance and effectiveness. The difference is marked as Delta 2.3.

    Improve your ransomware readiness

    Priority 02 | APO13 Security Strategy

    Mitigate the damage of successful ransomware intrusions and make recovery as painless as possible.

    The ransomware crisis threatens every organization

    Prevention alone won’t be enough against the forces behind ransomware.

    Cybersecurity is always top of mind for CIOs but tends to be deprioritized due to other demands related to digital transformation or due to cost pressures. That’s the case when we examine our data for this report.

    Cybersecurity ranked as the fourth-most important priority by CIOs in Info-Tech’s 2022 Tech Trends survey, behind business process improvement, digital transformation, and modernization. Popular ways to prepare for a successful attack include creating offline backups, purchasing insurance, and deploying new solutions to eradicate ransomware.

    CIOs and their direct supervisors ranked “Manage IT-Related Security” as the third-most important top IT priority on Info-Tech’s CEO-CIO Alignment Benchmark for 2021, in support of business goals to manage risk, comply with external regulation, and ensure service continuity.

    Most popular ways for organizations to prepare for the event of a successful ransomware attack:

    • 25% Created offline backups
    • 18% Purchased cyberinsurance
    • 19% New tech to eradicate ransomware

    Whatever priority an organization places on cybersecurity, when ransomware strikes, it quickly becomes a red alert scenario that disrupts normal operations and requires all hands on deck to respond. Sophisticated attacks executed at wide scale demonstrate that security can be bypassed without creating an alert. After that’s accomplished, the perpetrators build their leverage by exfiltrating data and encrypting critical systems.

    CIOs can plan to mitigate ransomware attacks in several constructive ways:

    • Business impact analysis. Determine the costs of an outage for specific periods and the system and data recovery points in time.
    • Engage a partner for 24/7 monitoring. Gain real-time awareness of your critical systems.
    • Review your identity access management (IAM) policies. Use of multi-factor authentication and limiting access to only the roles that need it reduces ransomware risk.

    50% of all organizations spent time and money specifically to prevent ransomware in the past year. (Info-Tech Tech Trends 2022 Survey)

    John Doe

    CIO, mid-sized manufacturing firm in the US

    "I want to create experiences that are sticky. That keep people coming back and engaging with their colleagues."

    Blank photo.

    Listen to the Tech Insights podcast:
    Close call with ransomware: a CIO recounts a near security nightmare

    Internal interpretation: US-based, mid-sized manufacturing firm

    • May 1, 2021
      A mid-sized manufacturing firm (“The Firm”) CIO gets a call from his head of security about odd things happening on the network. A call is made to Microsoft for support. Later that night, the report is that an unwanted crypto-mining application is the culprit. But a couple of hours later, that assessment is proven wrong when it’s realized that hundreds of systems are staged for a ransomware attack. All the attacker has to do is push the button.
    • May 2, 2021
      The Firm disconnects all its global sites to cut off new pathways for the malware to infect. All normal operations cease for 24 hours. It launches its cybersecurity insurance process. The CIO engages a new security vendor, CrowdStrike, to help respond. Employees begin working from home if they can so they can make use of their own internet service. The Firm has cut off its public internet connectivity and is severed from cloud services such as Azure storage and collaboration software.
    • May 4, 2021
      The hackers behind the attack are revealed by security forensics experts. A state-sponsored agency in Russia set up the ransomware and left it ready to execute. It sold the staged attack to a cybercriminal group, Doppel Spider. According to CrowdStrike, the group uses malware to run “big game hunting operations” and targets 18 different countries including the US and multiple industries, including manufacturing.
    • May 10, 2021
      The Firm has totally recovered from the ransomware incident and avoided any serious breach or paying a ransom. The CIO worked more hours than at any other point in his career, logging an estimated 130 hours over the two weeks.
    • November 2021
      The Firm never previously considered itself a ransomware target but has now reevaluated that stance. It has hired a service provider to run a security operations center on a 24/7 basis. It's implemented a more sophisticated detection and response model and implemented multi-factor authentication. It’s doubled its security spend in 2021 and will invest more in 2022.

    “Now we take the approach that if someone does get in, we're going to find them out.” (John Doe, CIO, “The Firm”)

    Implications: Organization, Process, Technology

    External

    • Organization – Organizations must consider how their employees play a role in preventing ransomware and plan for training to recognize phishing and other common traps. They must make plans for employees to continue their work if systems are disrupted by ransomware.
    • Process – Backup processes across multiple systems should be harmonized to have both recent and common points to recover from. Work with the understanding IT will have to take systems offline if ransomware is discovered and there is no time to ask for permission.
    • Technology – Organizations can benefit from security services provided by a forensics-focused vendor. Putting cybersecurity insurance in place not only provides financial protection but also guidance in what to do and which vendors to work with to prevent and recover from ransomware.

    Internal

    • Organization – The Firm was prepared with a business continuity plan to allow many of its employees to work remotely, which was necessary because the office network was incapacitated for ten days during recovery.
    • Process – Executives didn’t seek to assign blame for the security incident but took it as a signal there were some new costs involved to stay in business. It initiated new outsource relationships and hired one more full-time employee to shore up security resources.
    • Technology – New ransomware eradication software was deployed to 2,000 computers. Scripted processes automated much of the work, but in some cases full system rebuilds were required. Backup systems were disconnected from the network as soon as the malware was discovered.

    Resources Applied

    Consider the Alternative

    Organizations should consider how much a ransomware attack on critical systems would cost them if they were down for a minimum of 24-48 hours. Plan to invest an amount at least equal to the costs of that downtime.

    Ask for ID

    Implementing across-the-board multi-factor authentication reduces chances of infection and is cheap, with enterprise solutions ranging from $2 to $5 per user on average. Be strict and deny access when connections don’t authenticate.

    “You'll never stop everything from getting into the network. You can still focus on stopping the bad actors, but then if they do make it in, make sure they don't get far.” (John Doe, CIO, “The Firm”)

    “The Firm” (Mid-Sized Manufacturer)

    • During the crisis, The Firm paused all activities and focused solely on isolating and eliminating the ransomware threat.
    • New outsourcing relationship with a vendor provides a 24/7 Security Operations Center.
    • One more full-time employee on the security team.
    • Doubled investment in security in 2021 and will spend more in 2022.

    Outcomes at “The Firm” (Mid-Sized Manufacturer)

    The new cost of doing business

    Real-time security: While The Firm is still investing in prevention-based security, it is also developing its real-time detection and response capabilities. When ransomware makes it through the cracks, it wants to know as soon as possible and stop it.

    Leadership commitment: The C-suite is taking the experience as a wake-up call that more investment is required in today’s threat landscape. The Firm rates security more highly as an overall organizational goal, not just something for IT to worry about.

    Stock photo of someone using their phone while sitting at a computer, implying multi-factor authentication.
    The Firm now uses multi-factor authentication as part of its employee sign-on process. For employees, authenticating is commonly achieved by using a mobile app that receives a secret code from the issuer.

    From Priorities to Action

    Cybersecurity is everyone’s responsibility

    In Info-Tech’s CEO-CIO Alignment Benchmark for 2021, the business goal of “Manage Risk” was the single biggest point of disagreement between CIOs and their direct supervisors. CIOs rank it as the second-most important business goal, while CEOs rank it as sixth-most important.

    Organizations should align on managing risk as a top priority given the severity of the ransomware threat. The threat actors and nature of the attacks are such that top leadership must prepare for when ransomware hits. This includes halting operations quickly to contain damage, engaging third-party security forensics experts, and coordinating with government regulators.

    Cybersecurity strategies may be challenged to be effective without creating some friction for users. Organizations should look beyond multi-layer prevention strategies and lean toward quick detection and response, spending evenly across prevention, detection, and response solutions.

    Take the next step

    Create a Ransomware Incident Response Plan
    Don’t be the next headline. Determine your current readiness, response plan, and projects to close gaps.

    Simplify Identity and Access Management
    Select and implement IAM and produce vendor RFPs that will contain the capabilities you need, including multi-factor authentication.

    Cybersecurity Series Featuring Sandy Silk
    More from Info-Tech’s Senior Workshop Director Sandy Silk in this video series created while she was still at Harvard University.

    Gap between CIOs and CEOs in points allocated to “Manage risk” as a top business goal

    A bar chart illustrating the gap between CIOs and CEOs in points allocated to 'Manage risk' as a top business goal. The difference is marked as Delta 1.5.

    Support an employee-centric retention strategy

    Priority 03 | ITRG02 Leadership, Culture & Values

    Avoid being a victim of “The Great Resignation” by putting employees at the center of an experience that will engage them with clear career path development, purposeful work, and transparent feedback.

    Defining an employee-first culture that improves retention

    The Great resignation isn’t good for firms

    In 2021, many workers decided to leave their jobs. Working contexts were disrupted by the pandemic and that saw non-essential workers sent home to work, while essential workers were asked to continue to come into work despite the risks of COVID-19. These disruptions may have contributed to many workers reevaluating their professional goals and weighing their values differently. At the same time, 2021 saw a surging economy and many new job opportunities to create a talent-hungry market. Many workers could have been motivated to take a new opportunity to increase their salary or receive other benefits such as more flexibility.

    Annual turnover rate for all us employees on the rise

    • 20% – Jan.-Aug. 2020, Dipped from 22% in 2019
    • 25% Jan.-Aug. 2021, New record high
    • Data from Visier Inc.

    When you can’t pay them, develop them

    IT may be less affected than other departments by this trend. Info-Tech’s 2022 IT Talent Trends Report shows that on average, estimated turnover rate in IT is lower than the rest of the organization. Almost half of respondents estimated their organization’s voluntary turnover rate was 10% or higher. Only 30% of respondents estimate that IT’s voluntary turnover rate is in the same range. However, CIOs working in industries with the highest turnover rates will have to work to keep their workers engaged and satisfied, as IT skills are easily transferred to other industries.

    49% ranked “enabling learning & development within IT” as high priority, more than any other single challenge. (IT Talent Trends 2022 Survey, N=227)

    A bar chart of 'Industries with highest turnover rates (%)' with 'Leisure and Hospitality' at 6.4%, 'Trade, Transportation & Utilities' at 3.6%, 'Professional and Business' at 3.3%, and 'Other Services' at 3.1%. U.S. Bureau of Labor Statistics, 2022.

    Jeff Previte

    Executive Vice-President of IT, CrossCountry Mortgage

    “We have to get to know the individual at a personal level … Not just talking about the business, but getting to know the person."

    Photo of Jeff Previte, Executive Vice-President of IT, CrossCountry Mortgage.

    Listen to the Tech Insights podcast:
    How a financial services company dodged ‘The Great Resignation’

    Internal interpretation: CrossCountry Mortgage

    • May 2019
      Jeff Previte joins Cleveland, Ohio-based CrossCountry Mortgage in the CIO role. The company faces a challenge with employee turnover, particularly in IT. The firm is a sales-focused organization and saw its turnover rate reach as high as 60%. Yet Previte recognized that IT had some meaningful goals to achieve and would need to attract – and retain – some higher caliber talent. His first objective in his new role was to meet with IT employees and business leadership to set priorities.
    • July 2019
      Previte takes a “people-first” approach to leadership and meets his staff face-to-face to understand their personal situations. He sets to work on defining roles and responsibilities in the organization, spending about a fifth of his time on defining the strategy.
    • June 2020
      Previte assigned his leadership team to McLean & Company’s Design an Impactful Employee Development Program. From there, the team developed a Salesforce tool called the Career Development Workbook. “We had some very passionate developers and admins that wanted to build a home-grown tool,” he says. It turns McLean & Company’s process into a digital tool employees can use to reflect on their careers and explore their next steps. It helps facilitate development conversations with managers.
    • January 2021
      CrossCountry Mortgage changes its approach to career development activities. Going to external conferences and training courses is reduced to just 30% of that effort. The rest is by doing hands-on work at the company. Previte aligned with his executives and road-mapped IT projects annually. Based on employee’s interests, opportunities are found to carve out time from usual day-to-day activities to spend time on a project in a new area. When there’s a business need, someone internally can be ready to transition roles.
    • June 2021
      In the two years since joining the company, Previte has reduced the turnover rate to just 12%. The IT department has grown to more adequately meet the needs of the business and employees are engaged with more opportunities to develop their careers. Instead of focusing on compensation, Previte focused more on engaging employees with a developmentally dedicated environment and continuous hands-on learning.

    “It’s come down to a culture shift. Folks have an idea of where we’re headed as an organization, where we’re headed as an IT team, and how their role contributes to that.” (Jeff Previte, EVP of IT, CrossCountry Mortgage)

    Implications: Organization, Process, Technology

    External

    • Organization – A high priority is being placed on improving IT’s maturity through its talent. Enabling learning and development in IT, enabling departmental innovation, and recruiting are the top three highest priorities according to IT Talent Trends 2022 survey responses.
    • Process – Recruiting is more challenging for industries that operate primarily onsite, according to McLean & Company's 2022 HR Trends Report. They face more challenges attracting applications, more rejected offers, and more candidate ghosting compared to remote-capable industries.
    • Technology – Providing a great employee experience through digital tools is more important as many organizations see a mix of workers in the office and at home. These tools can help connect colleagues, foster professional development, and improve the candidate experience.

    Internal

    • Organization – CrossCountry Mortgage faced a situation where IT employees did not have clarity on their roles and responsibilities. In terms of salary, it wasn’t offering at the high end compared to other employers in Cleveland.
    • Process – To foster a culture of growth and development, CrossCountry Mortgage put in place a performance assessment system that encouraged reflection and goal setting, aided by collaboration with a manager.
    • Technology – The high turnover rate was limiting CrossCountry Mortgage from achieving the level of maturity it needed to support the company’s goals. It ingrained its new PA process with a custom build of a Salesforce tool.

    Resources Applied

    Show me the money

    Almost six in ten Talent Trends survey respondents identified salary and compensation as the reason that employees resigned in the past year. Organizations looking to engage employees must first pay a fair salary according to market and industry conditions.

    Build me up

    Professional development and opportunity for innovative work are the next two most common reasons for resignations. Organizations must ensure they create enough capacity to allow workers time to spend on development.

    “Building our own solution created an element of engagement. There was a sense of ownership that the team had in thinking through this.” (Jeff Previte, CrossCountry Mortgage)

    CrossCountry Mortgage

    • Executive time: CIO spends 10-20% of his time on activities related to designing the approach.
    • Leveraged memberships with Info-Tech Research Group and McLean & Company to define professional development process.
    • Internal IT develops automated workflow in Salesforce.
    • Hired additional IT staff to build out overall capacity and create time for development activities.

    Outcomes at CrossCountry Mortgage

    Engaged IT workforce

    The Great Maturation: IT staff turnover rate dropped to 10-12% and IT talent is developing on the job to improve the department’s overall skill level. More IT staff on hand and more engaged workers mean IT can deliver higher maturity level results.

    Alignment achieved: Connecting IT’s initiatives to the vision of the C-suite creates a clear purpose for IT in its initiatives. Staff understand what they need to achieve to progress their careers and can grow while they work.

    Photo of employees from CrossCountry Mortgage assisting with a distribution event.
    Employees from CrossCountry Mortgage headquarters assist with a drive-thru distribution event for the Cleveland Food Bank on Dec. 17, 2021. (Image courtesy of CrossCountry Mortgage.)

    From Priorities to Action

    Staff retention is a leadership priority

    The Great Resignation trend is bringing attention to employee engagement and staff retention. IT departments are busier than ever during the pandemic as they work overtime to keep up with a remote workforce and new security threats. At the same time, IT talent is among the most coveted on the market.

    CIOs need to develop a people-first approach to improve the employee experience. Beyond compensation, IT workers need clarity in terms of their career paths, a direct connection between their work and the goals of the organization, and time set aside for professional development.

    Info-Tech’s 2021 benchmark for “Leadership, Culture & Values” shows that most organizations rate this capability very highly (9) but see room to improve on their effectiveness (6.9).

    Take the next step

    IT Talent Trends 2022
    See how IT talent trends are shifting through the pandemic and understand how themes like The Great Resignation has impacted IT.

    McLean & Company’s Modernize Performance Management
    Customize the building blocks of performance management to best fit organizational needs to impact individual and organizational performance, productivity, and engagement.

    Redesign Your IT Organizational Structure
    Define future-state work units, roles, and responsibilities that will enable the IT organization to complete the work that needs to be done.

    “Leadership, Culture & Values” gap between importance and effectiveness
    Info-Tech Research Group Management and Governance Diagnostic Benchmark 2021

    A bar chart illustrating the 'Leadership, Culture & Values' gap between importance and effectiveness. The difference is marked as Delta 2.1.

    Design an automation platform

    Priority 04 | APO04 Innovation

    Position yourself to buy or build a platform that will enable new automation opportunities through seamless integration.

    Build it or buy it, but platform integration can yield great benefits

    Necessity is the mother of innovation

    When it’s said that digital transformation accelerated during the pandemic, what’s really meant is that processes that were formerly done manually became automated through software. In responses to the Tech Trends survey, CIOs say digital transformation was more of a focus during the pandemic, and eight in ten CIOs also say they shifted more than 20% of their organization’s processes to digital during the pandemic. Automating tasks through software can be called digitalization.

    Most organizations became more digitalized during the pandemic. But how they pursued it depends on their IT maturity. For digital laggards, partnering with a technology services platform is the path of least resistance. For sophisticated innovators, they can consider building a platform to address the specific needs of their business process. Doing so requires the foundation of an existing “digital factory” or innovation arm where new technologies can be tested, proofs of concept developed, and external partnerships formed. Patience is key with these efforts, as not every investment will yield immediate returns and some will fail outright.

    Build it or buy it, platform participants integrate with their existing systems through application programming interfaces (APIs). Organizations should determine their platform strategies based on maturity, then look to integrate the business processes that will yield the most gains.

    What role should you play in the platform ecosystem?

    A table with levels on the maturity ladder laid out as a sprint. Column headers are maturity levels 'Struggle', 'Support', 'Optimize', 'Expand', and 'Transform', row headers are 'Maturity' and 'Role'. Roles are assigned to one or many levels. 'Improve' is solely under Struggle. 'Integrate' spans from Support to Transform. 'Buy' spans Support to Expand. 'Build' begins midway through Expand and all of Transform. 'Partner' spans from Optimize to halfway through Transform.

    68% of CIOs say digital transformation became much more of a focus for their organization during the pandemic (Info-Tech Tech Trends 2022 Survey)

    Bob Crozier

    Chief Architect, Allianz Technology & Global Head of Blockchain, Allianz Technology SE

    "Smart contracts are really just workflows between counterparties."

    Photo of Bob Crozier, Chief Architect, Allianz Technology & Global Head of Blockchain, Allianz Technology SE.

    Listen to the Tech Insights podcast:
    How Allianz took a blockchain platform from pilot to 1 million transactions

    Internal interpretation: Allianz Technology

    • 2015
      After smart contracts are demonstrated on the Ethereum blockchain, Allianz and other insurers recognize the business value. There is potential to use the capability to administer a complex, multi-party contract where the presence of the reinsurer in the risk transfer ecosystem is required. Manual contracts could be turned into code and automated. Allianz organized an early proof of concept around a theoretical pandemic excessive loss contract.
    • 2018
      Allianz Chief Architect Bob Crozier is leading the Global Blockchain Center of Competence for Allianz. They educate Allianz on the value of blockchain for business. They also partner with a joint venture between the Technology University of Munich and the state of Bavaria. A cohort of Masters students is looking for real business problems to solve with open-source distributed ledger technology. Allianz puts its problem statement in front of the group. A student team presents a proof of concept for an international motor insurance claims settlement and it comes in second place at a pitch day competition.
    • 2019
      Allianz brings the concept back in-house, and its business leaders return to the concept. Startup Luther Systems is engaged to build a minimum-viable product for the solution, with the goal being a pilot involving three or four subsidiaries in different countries. The Blockchain Center begins communicating with 25 Allianz subsidiaries that will eventually deploy the platform.
    • 2020
      Allianz is in build mode on its international motor insurance claims platform. It leverages its internal Dev/SecOps teams based in Munich and in India.
    • May 2021
      Allianz goes live with its new platform on May 17, decommissioning its old system and migrating all live claims data onto the new blockchain platform. It sees 400 concurrent users go live across Europe.
    • January 2022
      Allianz mines its one-millionth block to its ledger on Jan. 19, with each block representing a peer-to-peer transaction across its 25 subsidiaries in different countries. The platform has settled hundreds of millions of dollars.

    Stock photo of two people arguing over a car crash.

    Implications: Organization, Process, Technology

    External

    • Organization – To explore emerging technologies like blockchain, organizations need staff that are accountable for innovation and have leeway to develop proofs of concept. External partners are often required to bring in fresh ideas and move quickly towards an MVP.
    • Process – According to the Tech Trends 2022 survey, 84% of CIOs consider automation a high-value digital capability, and 77% say identity verification is a high-value capability. A blockchain platform using smart contracts can deliver those.
    • Technology – The Linux Foundation’s Hyperledger Fabric is an open-source blockchain technology that’s become popular in the financial industry for its method of forming consensus and its modular architecture. It’s been adopted by USAA, MasterCard, and PayPal. It also underpins the IBM Blockchain Platform and is supported by Azure Blockchain.

    Internal

    • Organization – Allianz is a holding company that owns Allianz Technology and 25 operating entities across Europe. It uses the technology arm to innovate on the business process and creates shared platforms that its entities can integrate with to automate across the value chain.
    • Process – Initial interest in smart contracts on blockchain were funneled into a student competition, where a proof of concept was developed. Allianz partnered with a startup to develop an MVP, then developed the platform while aligning with its business units ahead of launch.
    • Technology – Allianz built its blockchain platform on Hyperledger Fabric because it was a permissioned system, unlike other public permissionless blockchains such as Ethereum, and because its mining mechanism was much more energy efficient compared to other blockchains using Proof of Work consensus models.

    Resources Applied

    Time to innovate

    Exploring emerging technology for potential use cases is difficult for staff tasked with running day-to-day operations. Organizations serious about innovation create a separate team that can focus on “moonshot” projects and connect with external partners.

    Long-term ROI

    Automation of new business processes often requires a high upfront initial investment for a long-term efficiency gain. A proof of concept should demonstrate clear business value that can be repeated often and for a long period.

    “My next project has to deliver in the tens of millions of value in return. The bar is high and that’s what it should be for a business of our size.” (Bob Crozier, Allianz)

    Allianz

    • Several operating entities from different countries supplied subject matter expertise and helped with the testing process.
    • Allianz Technology team has eight staff members. It is augmented by Luther Systems and the team at industry group B3i.
    • Funding of less than $5 million to develop. Dev team continues to add improvements.
    • Operating requires just one full-time employee plus infrastructure costs, mostly for public cloud hosting.

    Outcomes at Allianz

    From insurer to platform provider

    Deliver your own SaaS: Allianz Technology built its blockchain-based claims settlement platform and its subsidiaries consume it as software as a service. The platform runs on a distributed architecture across Europe, with each node running the same version of the software. Operating entities can also integrate their own systems to the platform via APIs and further automate business processes such as billing.

    Ready to scale: After processing one million transactions, the international claims settlement platform is proven and ready to add more participants. Crozier sees auto repair shops and auto manufacturers as the next logical users.

    Stock photo of Blockchain.
    Allianz is a shareholder of the Blockchain Insurance Industry Initiative (B3i). It is providing a platform used by a group of insurance companies in the commercial and reinsurance space.

    When should we use blockchain? THREE key criteria:

    • Redundant processes
      Different entities follow the same process to achieve the desired outcome.
    • Audit trail
      Accountability in the decision making must be documented.
    • Reconciliation
      Parties need to be able to resolve disputes by tracing back to the truth.

    From Priorities to Action

    It’s a build vs. buy question for platforms

    Allianz was able to build a platform for its group of European subsidiaries because of its established digital factory and commitment to innovation. Allianz Technology is at the “innovate” level of IT maturity, allowing it to create a platform that subsidiaries can integrate with via APIs. For firms that are lower on the IT maturity scale, buying a platform solution is the better path to automation. These firms will be concerned with integrating their legacy systems to platforms that can reduce the friction of their operating environments and introduce modern new capabilities.

    From Info-Tech’s Build a Winning Business Process Automation Playbook

    An infographic comparing pros and cons of Build versus Buy. On the 'Build: High Delivery Capacity & Capability' side is 'Custom Development', 'Data Integration', 'AI/ML', 'Configuration', 'Native Workflow', and 'Low & No Code'. On the 'Buy: Low Delivery Capacity & Capability' side is 'Outsource Development', 'iPaaS', 'Chatbots', 'iBPMS & Rules Engines', 'RPA', and 'Point Solutions'.

    Take the next step

    Accelerate Your Automation Processes
    Integrate automation solutions and take the first steps to building an automation suite.

    Build Effective Enterprise Integration on the Back of Business Process
    From the backend to the frontlines – let enterprise integration help your business processes fly.

    Evolve Your Business Through Innovation
    Innovation teams are tasked with the responsibility of ensuring that their organizations are in the best position to succeed while the world is in a period of turmoil, chaos, and uncertainty.

    “Innovation” gap between importance and effectiveness Info-Tech Research Group Management and Governance Diagnostic Benchmark 2021

    A bar chart illustrating the 'Innovation' gap between importance and effectiveness. The difference is marked as Delta 2.1.

    Prepare to report on new environmental, social, and governance (ESG) metrics

    Priority 05 | ITRG06 Business Intelligence and Reporting

    Be ready to either lead or support initiatives to meet the criteria of new ESG reporting mandates and work toward disclosure reporting solutions.

    Time to get serious about ESG

    What does CSR or ESG mean to a CIO?

    Humans are putting increasing pressure on the planet’s natural environment and creating catastrophic risks as a result. Efforts to mitigate these risks have been underway for the past 30 years, but in the decade ahead regulators are likely to impose more strict requirements that will be linked to the financial value of an organization. Various voluntary frameworks exist for reporting on environmental, social, and governance (ESG) or corporate social responsibility (CSR) metrics. But now there are efforts underway to unify and clarify those standards.

    The most advanced effort toward a global set of standards is in the environmental area. At the United Nations’ COP26 summit in Scotland last November, the International Sustainability Standards Board (ISSB) announced its headquarters (Frankfurt) and three other international office locations (Montreal, San Francisco, and London) and its roadmap for public consultations. It is working with an array of voluntary standards groups toward a consensus.

    In Info-Tech’s 2022 Tech Trends survey, two-thirds of CIOs say their organization is committed to reducing greenhouse gas emissions, yet only 40% say their organizational leadership is very concerned with reducing those emissions. CIOs will need to consider how to align organizational concern with internal commitments and new regulatory pressures. They may investigate new real-time reporting solutions that could serve as a competitive differentiator on ESG.

    Standards informing the ISSB’s global set of climate standards

    A row of logos of organizations that inform ISSB's global set of climate standards.

    67% of CIOs say their organization is committed to reducing greenhouse gases, with one-third saying that commitment is public. (Info-Tech Tech Trends 2022 Survey)

    40% of CIOs say their organizational leadership is very concerned with reducing greenhouse gas emissions.

    David W. Dorman

    Chairman of the board, CVS Health

    “ESG is a question of what you do in the microcosm of your company to make sure there is a clear, level playing field – that there is a color-blind, gender-blind meritocracy available – that you are aware that not in every case can you achieve that without really focusing on it. It’s not going to happen on its own. That’s why our commitments have real dollars behind them and real focus behind them because we want to be the very best at doing them.”

    Photo of David W. Dorman, Chairman of the Board, CVS Health.

    Listen to the Tech Insights podcast:
    CVS Health chairman David Dorman on healthcare's hybrid future

    Internal interpretation: CVS Health

    CVS Health established a new steering committee of senior leaders in 2020 to oversee ESG commitments. It designs its corporate social responsibility strategy, Transform Health 2030, by aligning company activities in four key areas: healthy people, healthy business, healthy planet, and healthy community. The strategy aligns with the United Nations’ Sustainable Development Goals. In alignment with these goals, CVS identifies material topics where the company has the most ability to make an impact. In 2020, its top three topics were:

    1. Access to quality health care
    2. Patient and customer safety
    3. Data protection and privacy
    Material Topic
    Access to quality health care
    Material Topic
    Patient and customer safety
    Material Topic
    Data protection and privacy
    Technology Initiative
    MinuteClinic’s Virtual Collaboration for Nurses

    CVS provided Apple iPads compliant with the Health Insurance Portability and Accountability Act (HIPAA) to clinics in a phased approach, providing training to more than 700 providers in 26 states by February 2021. Nurses could use the iPads to attend virtual morning huddles and access clinical education. Nurses could connect virtually with other healthcare experts to collaborate on delivering patient care in real-time. The project was able to scale across the country through a $50,000 American Nurses Credentialing Center Pathway Award. (Wolters Kluwer Health, Inc.)

    Technology Initiative
    MinuteClinic’s E-Clinic

    MinuteClinics launched this telehealth solution in response to the pandemic, rolling it out in three weeks. The solution complemented video visits delivered in partnership with the Teladoc platform. Visits cost $59 and are covered by Aetna insurance plans, a subsidiary of CVS Health. It hosted more than 20,000 E-Clinic visits through the end of 2020. CVS connected its HealthHUBs to the solution to increase capacity in place of walk-in appointments and managed patients via phone for medication adherence and care plans. CVS also helped behavioral health providers transition patients to virtual visits. (CVS Health)

    Technology Initiative
    Next Generation Authentication Platform

    CVS patented this solution to authenticate customers accessing digital channels. It makes use of the available biometrics data and contextual information to validate identity without the need for a password. CVS planned to extend the platform to voice channels as well, using voiceprint technology. The solution prevents unauthorized access to sensitive health data while providing seamless access for customers. (LinkedIn)

    Implications: Organization, Process, Technology

    External

    • Organization – Since the mid-2010s, younger investors have demonstrated reliance on ESG data when making investment decisions, resulting in the creation of voluntary standards that offered varied approaches. Organizations in ESG exchange-traded funds are outperforming the overall S&P 500 (S&P Global Market Intelligence).
    • Process – Organizations are issuing ESG reports today despite the absence of clear rules to follow for reporting results. With regulators expected to step in to establish more rigid guidelines, many organizations will need to revisit their approach to ESG reports.
    • Technology – Real-time reporting of ESG metrics will become a competitive advantage before 2030. Engineering a solution that can alert organizations to poor performance on ESG measures and allow them to respond could avert losing market value.

    Internal

    • Organization – CVS Health established an ESG Steering Committee in 2020 composed of senior leaders including its chief governance officers, chief sustainability officer, chief risk officer, and controller and SVP of investor relations. It is supported by the ESG Operating Committee.
    • Process – CVS conducts a materiality assessment in accordance with Global Reporting Initiative standards to determine the most significant ESG impacts it can make and what topics most influence the decisions of stakeholders. It engages with various stakeholder groups on CSR topics.
    • Technology – CVS technology initiatives during the pandemic focused on supporting patients and employees in collaborating on health care delivery using virtual solutions, providing rich digital experiences that are easily accessible while upholding high security and privacy standards.

    Resources Applied

    Lack of commitment

    While 83% of businesses state support for the Sustainable Development Goals outlined by the Global Reporting Initiative (GRI), only 40% make measurable commitments to their goals.

    Show your work

    The GRI recommends organizations not only align their activities with sustainable development goals but also demonstrate contributions to specific targets in reporting on the positive actions they carry out. (GRI, “State of Progress: Business Contributions to the SDGS.”)

    “We end up with a longstanding commitment to diversity because that’s what our customer base looks like.” (David Dorman, CVS Health)

    CVS Health

    • The MinuteClinic Virtual Collaboration solution was piloted in Houston, demonstrated success, and won additional $50,000 funding from the Pathway to Excellence Award to scale the program across the country (Wolters Kluwer Health, Inc.).
    • The Next-Gen Authentication solution is provided by the vendor HYPR. It is deployed to ten million users and looking to scale to 30 million more. Pricing for enterprises is quoted at $1 per user, but volume pricing would apply to CVS (HYPR).

    Outcomes at CVS Health

    Delivering on hybrid healthcare solutions

    iPads for collaboration: Healthcare practitioners in the MinuteClinic Virtual Collaboration initiative agreed that it improved the use of interprofessional teams, working well virtually with others, and improved access to professional resources (Wolters Kluwer Health, Inc.)

    Remote healthcare: Saw a 400% increase in MinuteClinic virtual visits in 2020 (CVS Health).

    Verified ID: The Next Generation Authentication platform allowed customers to register for a COVID-19 vaccination appointment. CVS has delivered more than 50 million vaccines (LinkedIn).

    Stock photo of a doctor with an iPad.
    CVS Health is making use of digital channels to connect its customers and health practitioners to a services platform that can supplement visits to a retail or clinic location to receive diagnostics and first-hand care.

    From Priorities to Action

    Become your organization’s ESG Expert

    The risks posed to organizations and wider society are becoming more severe, driving a transition from voluntary frameworks for ESG goals to a mandatory one that’s enforced by investors and governments. Organizations will be expected to tie their core activities to a defined set of ESG goals and maintain a balance sheet of their positive and negative impacts. CIOs should become experts in ESG disclosure requirements and recommend the steps needed to meet or exceed competitors’ efforts. If a leadership vacuum for ESG accountability exists, CIOs can either seek to support their peers that are likely to become accountable or take a leadership role in overseeing the area. CIOs should start working toward solutions that deliver real-time reporting on ESG goals to make reporting frictionless.

    “If you don’t have ESG oversight at the highest levels of the company, it won’t wind up getting the focus. That’s why we review it at the Board multiple times per year. We have an annual report, we compare how we did, what we intended to do, where did we fall short, where did we exceed, and where we can run for daylight to do more.” (David Dorman, CVS Health)

    Take the next step

    ESG Disclosures: How Will We Record Status Updates on the World We Are Creating?
    Prepare for the era of mandated environmental, social, and governance disclosures.

    Private Equity and Venture Capital Growing Impact of ESG Report
    Learn about how the growing impact of ESG affects both your organization and IT specifically, including challenges and opportunities, with expert assistance.

    “Business Intelligence and Reporting” gap between importance and effectiveness
    Info-Tech Research Group Management and Governance Diagnostic Benchmark 2021

    A bar chart illustrating the 'BI and Reporting' gap between importance and effectiveness. The difference is marked as Delta 2.4.

    The Five Priorities

    Priorities to compete in the digital economy

    1. Reduce Friction in the Hybrid Operating Model
    2. Improve Your Ransomware Readiness
    3. Support an Employee-Centric Retention Strategy
    4. Design an Automation Platform
    5. Prepare to Report on New Environmental, Social, and Governance Metrics

    Contributing Experts

    Elizabeth Clark

    CIO, Harvard Business School
    Photo of Elizabeth Clark, CIO, Harvard Business School.

    Jeff Previte

    Executive Vice-President of IT, CrossCountry Mortgage
    Photo of Jeff Previte, Executive Vice-President of IT, CrossCountry Mortgage.

    Bob Crozier

    Chief Architect, Allianz Technology & Global Head of Blockchain, Allianz Technology SE
    Photo of Bob Crozier, Chief Architect, Allianz Technology & Global Head of Blockchain, Allianz Technology SE.

    David W. Dorman

    Chairman of the Board, CVS Health
    Photo of David W. Dorman, Chairman of the Board, CVS Health.

    Info-Tech’s internal CIO panel contributors

    • Bryan Tutor
    • John Kemp
    • Mike Schembri
    • Janice Clatterbuck
    • Sandy Silk
    • Sallie Wright
    • David Wallace
    • Ken McGee
    • Mike Tweedie
    • Cole Cioran
    • Kevin Tucker
    • Angelina Atkins
    • Yakov Kofner
    Photo of an internal CIO panel contributor. Photo of an internal CIO panel contributor.Photo of an internal CIO panel contributor.
    Photo of an internal CIO panel contributor.Photo of an internal CIO panel contributor.Photo of an internal CIO panel contributor.Photo of an internal CIO panel contributor.
    Photo of an internal CIO panel contributor.Photo of an internal CIO panel contributor.Photo of an internal CIO panel contributor.

    Thank you for your support

    Logo for the Blockchain Research Institute.
    Blockchain Research Institute

    Bibliography – CIO Priorities 2022

    “2020 Corporate Social Responsibility Report.” CVS Health, 2020, p. 127. Web.

    “Adversary: Doppel Spider - Threat Actor.” Crowdstrike Adversary Universe, 2021. Accessed 29 Dec. 2021.

    “Aetna CVS Health Success Story.” HYPR, n.d. Accessed 6 Feb. 2022.

    Baig, Aamer. “The CIO agenda for the next 12 months: Six make-or-break priorities.” McKinsey Digital, 1 Nov. 2021. Web.

    Ball, Sarah, Kristene Diggins, Nairobi Martindale, Angela Patterson, Anne M. Pohnert, Jacinta Thomas, Tammy Todd, and Melissa Bates. “2020 ANCC Pathway Award® winner.” Wolters Kluwer Health, Inc., 2021. Accessed 6 Feb. 2022.

    “Canadian Universities Propose Designs for a Central Bank Digital Currency.” Bank of Canada, 11 Feb. 2021. Accessed 14 Dec. 2021.

    “Carbon Sequestration in Wetlands.” MN Board of Water and Soil Resources, n.d. Accessed 15 Nov. 2021.

    “CCM Honored as a NorthCoast 99 Award Winner.” CrossCountry Mortgage, 1 Dec. 2021. Web.

    Cheek, Catherine. “Four Things We Learned About the Resignation Wave–and What to Do Next.” Visier Inc. (blog), 5 Oct. 2021. Web.

    “Companies Using Hyperledger Fabric, Market Share, Customers and Competitors.” HG Insights, 2022. Accessed 25 Jan. 2022.

    “IFRS Foundation Announces International Sustainability Standards Board, Consolidation with CDSB and VRF, and Publication of Prototype Disclosure Requirements.” IFRS, 3 Nov. 2021. Web.

    “IT Priorities for 2022: A CIO Report.” Mindsight, 28 Oct. 2021. Web.

    “Job Openings and Labor Turnover Survey.” Databases, Tables & Calculators by Subject, U.S. Bureau of Labor Statistics, 2022. Accessed 9 Feb. 2022.

    Kumar, Rashmi, and Michael Krigsman. “CIO Planning and Investment Strategy 2022.” CXOTalk, 13 Sept. 2021. Web.

    Leonhardt, Megan. “The Great Resignation Is Hitting These Industries Hardest.” Fortune, 16 Nov. 2021. Accessed 7 Jan. 2022.

    “Most companies align with SDGs – but more to do on assessing progress.” Global Reporting Initiative (GRI), 17 Jan. 2022. Web.

    Navagamuwa, Roshan. “Beyond Passwords: Enhancing Data Protection and Consumer Experience.” LinkedIn, 15 Dec. 2020.

    Ojo, Oluwaseyi. “Achieving Digital Business Transformation Using COBIT 2019.” ISACA, 19 Aug. 2019. Web.

    “Priority.” Lexico.com, Oxford University Press, 2021. Web.

    Riebold, Jan, and Yannick Bartens. “Reinventing the Digital IT Operating Model for the ‘New Normal.’” Capgemini Worldwide, 3 Nov. 2020. Web.

    Samuels, Mark. “The CIO’s next priority: Using the tech budget for growth.” ZDNet, 1 Sept. 2021. Accessed 1 Nov. 2021.

    Sayer, Peter. “Exclusive Survey: CIOs Outline Tech Priorities for 2021-22.” CIO, 5 Oct. 2021. Web.

    Shacklett, Mary E. “Where IT Leaders Are Likely to Spend Budget in 2022.” InformationWeek, 10 Aug. 2021. Web.

    “Table 4. Quits Levels and Rates by Industry and Region, Seasonally Adjusted - 2021 M11 Results.” U.S. Bureau of Labor Statistics, Economic News Release, 1 Jan. 2022. Accessed 7 Jan. 2022.

    “Technology Priorities CIOs Must Address in 2022.” Gartner, 19 Oct. 2021. Accessed 1 Nov. 2021.

    Thomson, Joel. Technology, Talent, and the Future Workplace: Canadian CIO Outlook 2021. The Conference Board of Canada, 7 Dec. 2021. Web.

    “Trend.” Lexico.com, Oxford University Press, 2021. Web.

    Vellante, Dave. “CIOs signal hybrid work will power tech spending through 2022.” SiliconANGLE, 25 Sept. 2021. Web.

    Whieldon, Esther, and Robert Clark. “ESG funds beat out S&P 500 in 1st year of COVID-19; how 1 fund shot to the top.” S&P Global Market Intelligence, April 2021. Accessed Dec. 2021.

    Mergers & Acquisitions: The Buy Blueprint

    • Buy Link or Shortcode: {j2store}325|cart{/j2store}
    • member rating overall impact: 9.0/10 Overall Impact
    • member rating average dollars saved: 5 Average Days Saved
    • member rating average days saved: After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve.
    • Parent Category Name: IT Strategy
    • Parent Category Link: /it-strategy

    There are four key scenarios or entry points for IT as the acquiring organization in M&As:

    • IT can suggest an acquisition to meet the business objectives of the organization.
    • IT is brought in to strategy plan the acquisition from both the business’ and IT’s perspectives.
    • IT participates in due diligence activities and valuates the organization potentially being acquired.
    • IT needs to reactively prepare its environment to enable the integration.

    Consider the ideal scenario for your IT organization.

    Our Advice

    Critical Insight

    Acquisitions 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 growth/integration 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 Buy Blueprint Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how your organization can excel its growth 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

    2. Discovery & Strategy

    Create a standardized approach for how your IT organization should address acquisitions.

    • One-Pager: M&A Discovery & Strategy – Buy
    • Case Study: M&A Discovery & Strategy – Buy

    3. Due Diligence & Preparation

    Evaluate the target organizations to minimize risk and have an established integration project plan.

    • One-Pager: M&A Due Diligence & Preparation – Buy
    • Case Study: M&A Due Diligence & Preparation – Buy
    • IT Due Diligence Charter
    • Technical Debt Business Impact Analysis Tool
    • IT Culture Diagnostic
    • M&A Integration Project Management Tool (SharePoint)
    • SharePoint Template: Step-by-Step Deployment Guide
    • M&A Integration Project Management Tool (Excel)
    • Resource Management Supply-Demand Calculator

    4. Execution & Value Realization

    Deliver on the integration project plan successfully and communicate IT’s transaction value to the business.

    • One-Pager: M&A Execution & Value Realization – Buy
    • Case Study: M&A Execution & Value Realization – Buy

    Infographic

    Workshop: Mergers & Acquisitions: The Buy 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 acquiring.

    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 Identify the rationale for the company's decision to pursue an acquisition.

    1.4 Assess the IT/digital strategy.

    1.5 Identify pain points and opportunities tied to the acquisition.

    1.6 Create the IT vision and mission statements 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 integration strategy.

    1.11 Conduct a RACI.

    1.12 Create the communication plan.

    1.13 Prepare to assess target organization(s).

    Outputs

    Business perspectives of IT

    Stakeholder network map for M&A transactions

    Business context implications for IT

    IT’s acquiring strategic direction

    Governance structure

    M&A program metrics

    IT valuation framework

    Integration strategy

    RACI

    Communication plan

    Prepared to assess target organization(s)

    2 Mid-Transaction Due Diligence & Preparation

    The Purpose

    Establish the transaction foundation.

    Discover the motivation for integration.

    Assess the target organization(s).

    Create the valuation framework.

    Plan the integration roadmap.

    Key Benefits Achieved

    All major stakeholders are on the same page.

    Methodology identified to assess organizations during due diligence.

    Methodology can be reused for multiple organizations.

    Integration 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 acquisition.

    2.3 Establish the integration 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 Conduct a technical debt assessment.

    2.7 Assess the current culture and identify the goal culture.

    2.8 Identify the needed workforce supply.

    2.9 Create the valuation framework.

    2.10 Establish the integration roadmap.

    2.11 Establish and align project metrics with identified tasks.

    2.12 Estimate integration costs.

    Outputs

    Stakeholder map

    IT strategy assessment

    IT operating model and IT governance structure defined

    Business context implications for IT

    Integration strategy

    Due diligence charter

    Data room artifacts

    Technical debt assessment

    Culture assessment

    Workforce supply identified

    IT valuation framework

    Integration roadmap and associated resourcing

    3 Post-Transaction Execution & Value Realization

    The Purpose

    Establish the transaction foundation.

    Discover the motivation for integration.

    Plan the integration roadmap.

    Prepare employees for the transition.

    Engage in integration.

    Assess the transaction outcomes.

    Key Benefits Achieved

    All major stakeholders are on the same page.

    Integration activities are planned and assigned.

    Employees are set up for a smooth and successful transition.

    Integration strategy and roadmap 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 determine IT transaction team.

    3.2 Gather and evaluate the M&A strategy, future-state operating model, and governance.

    3.3 Review the business rationale for the acquisition.

    3.4 Establish the integration strategy.

    3.5 Prioritize integration tasks.

    3.6 Establish the integration roadmap.

    3.7 Establish and align project metrics with identified tasks.

    3.8 Estimate integration costs.

    3.9 Assess the current culture and identify the goal culture.

    3.10 Identify the needed workforce supply.

    3.11 Create an employee transition plan.

    3.12 Create functional workplans for employees.

    3.13 Complete the integration by regularly updating the project plan.

    3.14 Begin to rationalize the IT environment where possible and necessary.

    3.15 Confirm integration costs.

    3.16 Review IT’s transaction value.

    3.17 Conduct a transaction and integration SWOT.

    3.18 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

    Integration strategy

    Integration roadmap and associated resourcing

    Culture assessment

    Workforce supply identified

    Employee transition plan

    Employee functional workplans

    Updated integration project plan

    Rationalized IT environment

    SWOT of transaction

    M&A Buy Playbook refined for future transactions

    Further reading

    Mergers & Acquisitions: The Buy Blueprint

    For IT leaders who want to have a role in the transaction process when their business is engaging in an M&A purchase.

    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 acquiring organization in M&As:

    • IT can suggest an acquisition to meet the business objectives of the organization.
    • IT is brought in to strategy plan the acquisition from both the business’ and IT’s perspectives.
    • IT participates in due diligence activities and valuates the organization potentially being acquired.
    • IT needs to reactively prepare its environment to enable the integration.

    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 are 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 growth/integration 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)

    Virtual deal-making will be the preferred method of 55% of organizations in the post-pandemic world. (Wall Street Journal, 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).
      • Weak integration teams contribute to the failure of 70% of M&A integrations (The Wall Street Journal, 2019).
      • 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 integration 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)

    40% of acquiring businesses discovered a cybersecurity problem at an acquisition.” (Source: Okta)

    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 an acquisition to meet the business objectives of the organization.
    2. Business Partner: IT is brought in to strategy plan the acquisition from both the business’ and IT’s perspective.
    3. Trusted Operator: IT participates in due diligence activities and valuates the organization potentially being acquired.
    4. Firefighter: IT reactively engages in the integration with little time to prepare.

    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.

    Buying vs. selling

    The M&A process approach differs depending on whether you are the executive IT leader on the buy side or sell side

    This blueprint is only focused on the buy side:

    • 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.

    The sell side is focused on:

    • 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.

    For more information on divestitures or selling your entire organization, check out Info-Tech’s Mergers & Acquisitions: The Sell 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 Buying 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 Acquisition
    1. Assess the Target Organization
    2. Prepare to Integrate
    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 acquisitions.

    Evaluate the target organizations successfully and establish an integration project plan.

    Deliver on the integration project plan successfully and communicate IT’s transaction value to the business.

    Potential metrics for each phase

    1. Proactive

    2. Discovery & Strategy

    3. Due Diligence & Preparation

    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 integration
    • $ Accurate IT budget estimates
    • % Revenue growth directly tied to IT delivery
    • % Profit margin growth

    The IT executive’s role in the buying transaction is critical

    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

      87% of respondents to a Deloitte survey effectively conducted a virtual deal, with a focus on cybersecurity and integration (Deloitte, 2020).
    • Faster Integration

      Integration costs range from as low as $4 million to as high as $3.8 billion, making the process an investment for the organization (CIO Dive).
    • 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 valuate the potential organization being purchased and ensure risk management concerns are brought to the business’ attention immediately.
    • Create a comprehensive list of items that IT needs to do during the integration that can be prioritized and actioned.

    Business Benefits

    • The business will get accurate and relevant information about the organization being acquired, ensuring that the anticipated value of the transaction is correctly planned for.
    • Fewer business interruptions will happen, because IT can accurately plan for and execute the high-priority integration tasks.
    • The business can make a fair offer to the purchased organization, having properly valuated all aspects being bought, including the IT environment.

    Insight summary

    Overarching Insight

    As an IT executive, take control of when you get involved in a growth transaction. Do this by proactively identifying acquisition targets, demonstrating the value of IT, and ensuring that integration 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 buying 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

    Most IT synergies can be realized in due diligence. It is more impactful to consider IT processes and practices (e.g. contracts and culture) in due diligence rather than later in the integration.

    Execution & Value Realization Insight

    IT needs to realize synergies within the first 100 days of integration. The most successful transactions are when IT continuously realizes synergies a year after the transaction and beyond.

    Blueprint deliverables

    Key Deliverable: M&A Buy Playbook

    The M&A Buy Playbook should be a reusable document that enables your IT organization to successfully deliver on any acquisition transaction.

    Screenshots of the 'M and A Buy Playbook' deliverable.

    M&A Buy One-Pager

    See a one-page overview of each phase of the transaction.

    Screenshots of the 'M and A Buy One-Pagers' deliverable.

    M&A Buy Case Studies

    Read a one-page case study for each phase of the transaction.

    Screenshots of the 'M and A Buy Case Studies' deliverable.

    M&A Integration Project Management Tool (SharePoint)

    Manage the integration process of the acquisition using this SharePoint template.

    Screenshots of the 'M and A Integration Project Management Tool (SharePoint)' deliverable.

    M&A Integration Project Management Tool (Excel)

    Manage the integration process of the acquisition using this Excel tool if you can’t or don’t want to use SharePoint.

    Screenshots of the 'M and A Integration 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 their perspectives of 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 acquisition strategic direction.
    • Call #5: Create program metrics and identify a standard integration strategy.
    • Call #6: Assess the potential organization(s).
    • Call #7: Identify the integration 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 acquisition transaction.

    The Buy 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 Growth Opportunities
    • 2.1 Establish the M&A Program Plan
    • 2.2 Prepare IT to Engage in the Acquisition
    • 3.1 Assess the Target Organization
    • 3.2 Prepare to Integrate
    • 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 growth 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 purchasing 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 indicators of the relationship 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: CEO-CIO Alignment diagnostic, M&A Buy Playbook

    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 growth transactions or support your rationale in recommending growth transactions.

    Download the sample report.

    Record the results in the M&A Buy 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: CIO Business Vision diagnostic, Computer, Whiteboard and markers, M&A Buy Playbook

    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 Buy 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: M&A Buy 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 Buy 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 Buy 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 Buy 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 Buy 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 Buy 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 Buy 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 Buy 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 Buy 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 Buy 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 Buy 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 product of the (# 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 Buy 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 Buy 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 Buy 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 growth 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 growth 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 Buy 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 Buy 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 growth strategy

    Materials: Computer, Whiteboard and markers, M&A Buy 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 Buy Playbook.

    1.3.3 Recommend growth 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 Buy 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 this opening and begin the discussions with your business on how and why an acquisition would be a great opportunity.

    Record the results in the M&A Buy Playbook.

    By the end of this Proactive phase, you should:

    Be prepared to suggest M&A opportunities to support your company’s goals through growth or acquisition 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 growth or reduction strategies such as mergers, acquisitions, or divestitures.

    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
    • Acquisition or buying recommendations

    The Buy 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 Growth Opportunities
    • 2.1 Establish the M&A Program Plan
    • 2.2 Prepare IT to Engage in the Acquisition
    • 3.1 Assess the Target Organization
    • 3.2 Prepare to Integrate
    • 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 integration 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 AcquiringFormalize 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 decisions to pursue an acquisition
    • 1.1 Review the business rationale for the acquisition
    • 1.2 Assess the IT/digital strategy
    • 1.3 Identify pain points and opportunities tied to the acquisition
    • 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 integration 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 acquisition strategic direction
    1. Operating model for future state
    2. Transition team
    3. Governance structure
    4. M&A program metrics
    1. IT valuation framework
    1. Integration 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 an acquisition is a unique opportunity for many IT organizations. IT organizations that can participate in the acquisition transaction at this stage are likely considered a strategic partner of the business.

    For one-off acquisitions, IT being invited during this stage of the process is rare. However, for organizations that are preparing to engage in many acquisitions 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 will also be asked to participate in ensuring that the potential organization being sought will be able to meet any IT-specific search criteria that was set when the transaction was put into motion.

    Goal: To identify a repeatable program plan that IT can leverage when acquiring all or parts of another organization’s 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 relationships 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 decisions to pursue an acquisition and the opportunities or pain points the acquisition 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 acquisitions.

    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 growth strategies tied to mergers, acquisitions, and divestitures

    Materials: Flip charts/whiteboard, Markers, M&A Buy 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 growth 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 growth process.

    Record the results in the M&A Buy 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. Integration for Success We will create an integration strategy that enables the organization and clearly communicates the resources required to succeed.
    4. Managed Data We will handle data creation, modification, integration, and use across the enterprise in compliance with our data governance policy.
    5. Establish a single IT Environment We will identify, prioritize, and manage the applications and services that IT provides in order to eliminate redundant technology and maximize the value that users and customers experience.
    6. Compliance With Laws and Regulations We will operate in compliance with all applicable laws and regulations for both our organization and the potentially purchased 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. Operating to Succeed We will bring all of IT into a central operating model within two years of the transaction.

    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 growth strategies tied to mergers, acquisitions, and divestitures

    Materials: Flip charts/whiteboard, Markers, M&A Buy 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 growth 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 growth process.
    4. Review the guiding principles every six months to ensure they continue to support the delivery of the business’ growth strategy goals.

    Record the results in the M&A Buy 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 integration 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 transaction 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 M&A transaction team.

    Employees who have a significant role in ensuring that these capabilities are being delivered will be a top priority.

    Infrastructure

    • Systems Integration
    • Data 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

    Materials: Operating model, Capability overlay, Flip charts/whiteboard, Markers, M&A Buy 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 growth transaction.

    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 buying transaction process and integration. Highlight and make copies of those capabilities in the M&A Buy Playbook.
    3. Arrange the capabilities to clearly show the flow of inputs and outputs. Identify critical stakeholders of the process (such as customers or end users) if that will help the flow.
    4. 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 or products to better understand needs and deliver on the capability.

    An example operating model is included in the M&A Buy Playbook. This process benefits from strong reference architecture and capability mapping ahead of time.

    Record the results in the M&A Buy 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 Buy 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 integration 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 Buy 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 Buy 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 integration on a budget that is the same or lower than the budget estimated during due diligence.
    • Meeting or improving on IT time-to-integration estimates: Delivering successful IT integration 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 integration on a budget that is the same or lower than the budget estimated during due diligence.
    • Meeting or improving on IT time-to-integration estimates: Delivering successful IT integration 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.
    • 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 integration
    • $ 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 Buy 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 Buy Playbook.

    Discovery & Strategy

    Step 2.2

    Prepare IT to Engage in the Acquisition

    Activities

    • 2.2.1 Establish the integration 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 acquisition and align IT’s integration strategy with the business’ M&A strategy.

    Integration strategies

    There are several IT integration strategies that will help you achieve your target technology environment.

    IT Integration Strategies
    • Absorption. Convert the target organization’s strategy, structure, processes, and/or systems to that of the acquiring organization.
    • Best-of-Breed. Pick and choose the most effective people, processes, and technologies to form an efficient operating model.
    • Transformation Retire systems from both organizations and use collective capabilities, data, and processes to create something entirely new.
    • Preservation Retain individual business units that will operate within their own capability. People, processes, and technologies are unchanged.

    The approach IT takes will depend on the business objectives for the M&A.

    • Generally speaking, the integration strategy is well understood and influenced by the frequency of and rationale for acquiring.
    • Based on the initiatives generated by each business process owner, you need to determine the IT integration strategy that will best support the desired target technology environment.

    Key considerations when choosing an IT integration strategy include:

    • What are the main business objectives of the M&A?
    • What are the key synergies expected from the transaction?
    • What IT integration best helps obtain these benefits?
    • What opportunities exist to position the business for sustainable growth?

    Absorption and best-of-breed

    Review highlights and drawbacks of absorption and best-of-breed integration strategies

    Absorption
      Highlights
    • Recommended for businesses striving to reduce costs and drive efficiency gains.
    • Economies of scale realized through consolidation and elimination of redundant applications.
    • Quickest path to a single company operation and systems as well as lower overall IT cost.
      Drawbacks
    • Potential for disruption of the target company’s business operations.
    • Requires significant business process changes.
    • Disregarding the target offerings altogether may lead to inferior system decisions that do not yield sustainable results.
    Best-of-Breed
      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.
    • Potential for better buy-in from the target because some of their systems are kept, resulting in willingness to
      Drawbacks
    • May take longer to integrate because it tends to present increased complexity that results in higher costs and risks.
    • Requires major integration efforts from both sides of the company. If the target organization is uncooperative, creating the desired technology environment will be difficult.

    Transformation and preservation

    Review highlights and drawbacks of transformation and preservation integration strategies

    Transformation
      Highlights
    • This is the most customized approach, although it is rarely used.
    • It is essential to have an established long-term vision of business capabilities when choosing this path.
    • When executed correctly, this approach presents potential for significant upside and creation of sustainable competitive advantages.
      Drawbacks
    • This approach requires extensive time to implement, and the cost of integration work may be significant.
    • If a new system is created without strategic capabilities, the organizations will not realize long-term benefits.
    • The cost of correcting complexities at later stages in the integration effort may be drastic.
    Preservation
      Highlights
    • This approach is appropriate if the merging organizations will remain fairly independent, if there will be limited or no communication between companies, and if the companies’ market strategies, products, and channels are entirely distinct.
    • Environment can be accomplished quickly and at a low cost.
      Drawbacks
    • Impact to each business is minimal, but there is potential for lost synergies and higher operational costs. This may be uncontrollable if the natures of the two businesses are too different to integrate.
    • Reduced benefits and limited opportunities for IT integration.

    2.2.1 Establish the integration strategy

    1-2 hours

    Input: Business integration strategy, Guiding principles, M&A governance

    Output: IT’s integration strategy

    Materials: Flip charts/whiteboard, Markers, M&A Buy Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to determine IT’s approach to integration. The approach might differ slightly from transaction to transaction. However, the business’ approach to transactions should give insight into the general integration 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 integration.
    2. Review and discuss the highlights and drawbacks of each type of integration.
    3. Use Info-Tech’s Integration Posture Selection Framework on the next slide to select the integration 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 integration best helps obtain these benefits?

    Record the results in the M&A Buy Playbook.

    Integration Posture Selection Framework

    Business M&A Strategy

    Resultant Technology Strategy

    M&A Magnitude (% of Acquirer Assets, Income, or Market Value)

    IT Integration Posture

    A. Horizontal Adopt One Model ‹10% Absorption
    10 to 75% Absorption or Best-of-Breed
    ›75% Best-of-Breed
    B. Vertical Create Links Between Critical Systems Any
    • Preservation (Differentiated Functions)
    • Absorption or Best-of-Breed (Non-Differentiated Functions)
    C. Conglomerate Independent Model Any Preservation
    D. Hybrid: Horizontal & Conglomerate Independent Model Any Preservation

    2.2.2 Conduct a RACI

    1-2 hours

    Input: IT capabilities, Transition team, Integration strategy

    Output: Completed RACI for transition team

    Materials: Reference architecture, Organizational structure, Flip charts/whiteboard, Markers, M&A Buy 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 purchase or acquisition. For example:
      • Communicate with the company M&A team.
      • Identify critical IT risks that could impact the organization after the transaction.
      • Identify key artifacts to collect and review during due diligence.
    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 Buy 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 integration strategy, RACI

    Output: IT’s M&A communication plan

    Materials: Flip charts/whiteboard, Markers, RACI, M&A Buy 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 Buy 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 Buy 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 they have to assess the IT organization of a potential purchase. As a result, having a standardized template to quickly gauge the value of the business can be critical.

    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 their employees.
    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.

    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 acquisition

    Materials: M&A Buy Playbook

    Participants: IT executive/CIO

    The purpose of this activity is to assess the organization(s) that your organization is considering purchasing.

    1. Complete the Historical Valuation Worksheet in the M&A Buy Playbook to understand the type of IT organization that your company may inherit and need to integrate with.
      • 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 should be targeted for the acquisition.

    Record the results in the M&A Buy 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 growth transactions

    Key outcomes from the Discovery & Strategy phase
    • Be prepared to analyze and recommend potential organizations that the business can acquire or merge with, using a strong program plan that can be repeated across transactions.
    • 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 integration strategy framework
    • Conduct a RACI for key transaction tasks for the transaction team
    • Document the communication plan

    M&A Buy 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 Growth Opportunities
    • 2.1 Establish the M&A Program Plan
    • 2.2 Prepare IT to Engage in the Acquisition
    • 3.1 Assess the Target Organization
    • 3.2 Prepare to Integrate
    • 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
    • Identify data room artifacts
    • Assess technical debt
    • Valuate the target IT organization
    • Assess culture
    • Prioritize integration tasks
    • Establish the integration roadmap
    • Identify the needed workforce supply
    • Estimate integration 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
    • Prospective IT 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 IntegrationAssess the Target Organization(s)Create the Valuation FrameworkPlan the Integration RoadmapNext Steps and Wrap-Up (offsite)

    Activities

    • 0.1 Identify the rationale for the company's decisions to pursue an acquisition.
    • 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 acquisition.
    • 1.2 Identify pain points and opportunities tied to the acquisition.
    • 1.3 Establish the integration strategy.
    • 1.4 Create the due diligence charter.
    • 2.1 Create a list of IT artifacts to be reviewed in the data room.
    • 2.2 Conduct a technical debt assessment.
    • 2.3 Assess the current culture and identify the goal culture.
    • 2.4 Identify the needed workforce supply.
    • 3.1 Valuate the target organization’s data.
    • 3.2 Valuate the target organization’s applications.
    • 3.3 Valuate the target organization’s infrastructure.
    • 3.4 Valuate the target organization’s risk and security.
    • 3.5 Combine individual valuations to make a single framework.
    • 4.1 Prioritize integration tasks.
    • 4.2 Establish the integration roadmap.
    • 4.3 Establish and align project metrics with identified tasks.
    • 4.4 Estimate integration 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. Integration strategy
    3. Due diligence charter
    1. Data room artifacts
    2. Technical debt assessment
    3. Culture assessment
    4. Workforce supply identified
    1. IT valuation framework to assess target organization(s)
    1. Integration roadmap and associated resourcing
    1. Acquisition integration strategy for IT

    What is the Due Diligence & Preparation phase?

    Mid-transaction state

    The Due Diligence & Preparation phase during an acquisition is a critical time for IT. If IT fails to proactively participate in this phase, IT will have to merely react to integration expectations set by the business.

    While not all IT organizations are able to participate in this phase, the evolving nature of M&As to be driven by digital and technological capabilities increases the rationale for IT being at the table. Identifying critical IT risks, which will inevitably be business risks, begins during the due diligence phase.

    This is also the opportunity for IT to plan how it will execute the planned integration strategy. Having access to critical information only available in data rooms will further enable IT to successfully plan and execute the acquisition to deliver the value the business is seeking through a growth transaction.

    Goal: To thoroughly evaluate all potential risks associated with the organization(s) being pursued and create a detailed plan for integrating the IT environments

    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 decisions to pursue an acquisition and what opportunities or pain points the acquisition should alleviate.
    • Identify the key roles for the transaction team.
    • Identify the M&A governance.
    • Determine target metrics.
    • Select an integration 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

    Assess the Target Organization

    Activities

    • 3.1.1 Drive value with a due diligence charter
    • 3.1.2 Identify data room artifacts
    • 3.1.3 Assess technical debt
    • 3.1.4 Valuate the target IT organization
    • 3.1.5 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 actively evaluate the target organization being pursued for acquisition.

    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 integration strategy framework, RACI of key transaction tasks for the transaction team

    Output: IT Due Diligence Charter

    Materials: M&A Buy 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 Buy 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
      • Integration strategy
      • Acquisition 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 Buy Playbook.

    3.1.2 Identify data room artifacts

    4 hours

    Input: Future-state operating model, M&A governance, Target metrics, Selected integration strategy framework, RACI of key transaction tasks for the transaction team

    Output: List of items to acquire and review in the data room

    Materials: Critical domain lists on following slides, M&A Buy Playbook

    Participants: IT executive/CIO, IT senior leadership, Company M&A team, Transition team

    The purpose of this activity is to create a list of the key artifacts that should be asked for and reviewed 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. This information should be directed to the target organization.
    2. IT leadership may or may not be asked to enter the data room directly. Therefore, it’s important that you clearly identify these artifacts.
    3. List each question or concern, select the associated workstream in the M&A Buy Playbook, and update the status of the information retrieval.
    4. Use the comments section to document your discoveries or concerns.

    Record the results in the M&A Buy Playbook.

    Critical domains

    Understand the key stakeholders and outputs for each domain

    Each critical domain will likely have different stakeholders who know that domain best. Communicate with these stakeholders throughout the M&A process to make sure you are getting accurate information and interpreting it correctly.

    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 integration 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)

    Assess the target organization’s technical debt

    The other organization could be costly to purchase if not yet modernizing.

    • Consider the potential costs that your business will have to spend to get the other IT organization modernized or even digital.
    • This will be highly affected by your planned integration strategy.
    • A best-of-breed strategy might simply mean there's little to bring over from the other organization’s environment.
    • It’s often challenging to identify a direct financial cost for technical debt. Consider direct costs but also assess categories of impact that can have a long-term effect on your business: lost customer, staff, or business partner goodwill; limited flexibility and resilience; and health, safety, and compliance impacts.
    • Use more objective measures to track subjective impact. For example, consider the number of customers who could be significantly affected by each tech debt in the next quarter.

    Focus on solving the problems you need to address.

    Analyzing technical debt has value in that the analysis can help your organization make better risk management and resource allocation decisions.

    Review these examples of technical debt

    Do you have any of these challenges?

    Applications
    • Inefficient or incomplete code
    • Fragile or obsolete systems of record that limit the implementation of new functionality
    • Out-of-date IDEs or compilers
    • Unsupported applications
    Data & Analytics
    • Data presented via API that does not conform to chosen standards (EDI, NRF-ARTS, etc.)
    • Poor data governance
    • No transformation between OLTP and the data warehouse
    • Heavy use of OLTP for reporting
    • Lack of AI model and decision governance, maintenance
    End-User Computing
    • Aging and slow equipment
    • No configuration management
    • No MDM/UEM
    Security
    • Unpatched/unpatchable systems
    • Legacy firewalls
    • No data classification system
    • “Perimeter” security architecture
    • No documented security incident response
    • No policies, or unenforced policies
    Operations
    • Incomplete, ineffective, or undocumented business continuity and disaster recovery plans
    • Insufficient backups or archiving
    • Inefficient MACD processes
    • Application sprawl with no record of installed applications or licenses
    • No ticketing or ITSM system
    • No change management process
    • No problem management process
    • No event/alert management
    Infrastructure
    • End-of-life/unsupported equipment
    • Aging power or cooling systems
    • Water- or halon-based data center fire suppression systems
    • Out-of-date firmware
    • No DR site
    • Damaged or messy cabling
    • Lack of system redundancy
    • Integrated computers on business equipment (e.g. shop floor equipment, medical equipment) running out-of-date OS/software
    Project & Portfolio Management
    • No project closure process
    • Ineffective project intake process
    • No resource management practices

    “This isn’t a philosophical exercise. Knowing what you want to get out of this analysis informs the type of technical debt you will calculate and the approach you will take.” (Scott Buchholz, CTO, Deloitte Government & Public Services Practice, The Wall Street Journal, 2015)

    3.1.3 Assess technical debt

    1-2 hours

    Input: Participant views on organizational tech debt, Five to ten key technical debts, Business impact scoring scales, Reasonable next-quarter scenarios for each technical debt, Technical debt business impact analysis

    Output: Initial list of tech debt for the target organization

    Materials: Whiteboard, Sticky notes, Technical Debt Business Impact Analysis Tool, M&A Buy Playbook

    Participants: IT executive/CIO, IT senior leadership, Business leaders, Transition team

    The purpose of this activity is to assess the technical debt of the other IT organization. Taking on unnecessary technical debt is one of the biggest risks to the IT environment

    1. This activity can be completed by leveraging the blueprint Manage Your Technical Debt, specifically the Technical Debt Business Impact Analysis Tool. Complete the following activities in the blueprint:
      • 1.2.1 Identify your technical debt
      • 1.2.2 Select tech debt for your impact analysis
      • 2.2.2 Estimate tech debt impact
      • 2.2.3 Identify the most-critical technical debts
    2. Review examples of technical debt in the previous slide to assist you with this activity.
    3. Document the results from tab 3, Impact Analysis, in the M&A Buy Playbook if you are trying to record all artifacts related to the transaction in one place.

    Record the results in the M&A Buy Playbook.

    How to valuate an IT environment

    And why it matters so much

    • Valuating the target organization’s IT environment is a critical step to fully understand what it might be worth. Business partners are often not in the position to valuate the IT aspects to the degree that you would be.
    • The business investments in IT can be directly translated to a value amount. Meaning 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 can be 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.

    The IT valuation conducted during due diligence can have a significant impact on the final financials of the transaction for the business.

    3.1.4 Valuate the target IT organization

    1 day

    Input: Valuation of data, Valuation of applications, Valuation of infrastructure and operations, Valuation of security and risk

    Output: Valuation of target organization’s IT

    Materials: Relevant templates/tools, Capital budget, Operating budget, M&A Buy Playbook

    Participants: IT executive/CIO, IT senior leadership, Prospective IT organization

    The purpose of this activity is to valuate the other IT organization.

    1. Review each of slides 42 to 45 to generate a valuation of IT’s data, applications, infrastructure, and security and risk. These valuations consider several tangible and intangible factors and result in a final dollar amount. For more information on this activity, review Activity 1.2.1 from the Proactive phase.
    2. Identify financial amounts for each critical area and add the financial output to the summary slide in the M&A Buy Playbook.
    3. Compare this information against your own IT organization’s valuation.
      1. Does it add value to your IT organization?
      2. Is there too much risk to accept if this transaction goes through?

    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 Buy Playbook.

    Culture should not be overlooked, especially as it relates to the integration 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 integration 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-integration?

    3.1.5 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, M&A Buy Playbook

    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 both organizations. More importantly, your IT organization can select its desired IT culture for the long term if it does not already exist.

    1. Complete this activity by leveraging the blueprint Fix Your IT Culture, specifically the IT Culture Diagnostic. 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.
    2. Document the results from tab 3, Results, in the M&A Buy Playbook if you are trying to record all artifacts related to the transaction in one place.
    3. Repeat the activity for the target organization.
    4. Leverage the information to determine what the goal for the culture of IT will be post-integration if it will differ from the current culture.

    Record the results in the M&A Buy Playbook.

    Due Diligence & Preparation

    Step 3.2

    Prepare to Integrate

    Activities

    • 3.2.1 Prioritize integration tasks
    • 3.2.2 Establish the integration roadmap
    • 3.2.3 Identify the needed workforce supply
    • 3.2.4 Estimate integration costs
    • 3.2.5 Create an employee transition plan
    • 3.2.6 Create functional workplans for employees
    • 3.2.7 Align project metrics with identified tasks

    This step involves the following participants:

    • IT executive/CIO
    • IT senior leadership
    • Transition team
    • Company M&A team

    Outcomes of Step

    Have an established plan of action toward integration across all domains and a strategy toward resources.

    Don’t underestimate the importance of integration preparation

    Integration is the process of combining the various components of one or more organizations into a single organization.

    80% of integration should happen within the first two years. (Source: CIO Dive)

    70% of M&A IT integrations fail due to components that could and should be addressed at the beginning. (Source: The Wall Street Journal, 2019)

    Info-Tech Insight

    Integration is not rationalization. Once the organization has integrated, it can prepare to rationalize the IT environment.

    Integration needs

    Identify your domain needs to support the target technology environment

    Set up a meeting with your IT due diligence team to:

    • Address data, applications, infrastructure, and other domain gaps.
    • 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 your organization and the target organization.
    • Identify the IT people and process gaps, redundancies, and initiatives.
    • Determine your infrastructure needs and identify redundancies.
      • Does IT have the infrastructure to support the applications and business capabilities of the resultant enterprise?
      • Identify any gaps between the current infrastructure in both organizations and the infrastructure required in the resultant enterprise.
      • Identify any redundancies.
      • Determine the appropriate IT integration 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 integration.

    Integration implications

    Understand the implications for integration with respect to each target technology environment

    Domain

    Independent Models

    Create Links Between Critical Systems

    Move Key Capabilities to Common Systems

    Adopt One Model

    Data & Analytics

    • Consider data sources that might need to be combined (e.g. financials, email lists, internet).
    • Understand where each organization will warehouse its data and how it will be managed in a cost-effective manner.
    • Consider your reporting and transactional needs. Initially systems may remain separate, but eventually they will need to be merged.
    • Analyze whether or not the data types are compatible between companies.
    • Understand the critical data needs and the complexity of integration activities.
    • Consider your reporting and transactional needs. Initially systems may remain separate, but eventually they will need to be merged.
    • Focus on the master data domains that represent the core of your business.
    • Assess the value, size, location, and cleanliness of the target organization’s data sets.
    • Determine the data sets that will be migrated to capture expected synergies and drive core capabilities while addressing how other data sets will be maintained and managed.
    • Decide which applications to keep and which to terminate. This includes setting timelines for application retirement.
    • Establish interim linkages and common interfaces for applications while major migrations occur.

    Applications

    • Establish whether or not there are certain critical applications that still need to be linked (e.g. email, financials).
    • Leverage the unique strengths and functionalities provided by the applications used by each organization.
    • Confirm that adequate documentation and licensing exists.
    • Decide which critical applications need to be linked versus which need to be kept separate to drive synergies. For example, financial, email, and CRM may need to be linked, while certain applications may remain distinct.
    • Pay particular attention to the extent to which systems relating to customers, products, orders, and shipments need to be integrated.
    • Determine the key capabilities that require support from the applications identified by business process owners.
    • Assess which major applications need to be adopted by both organizations, based on the M&A goals.
    • Establish interim linkages and common interfaces for applications while major migrations occur.
    • Decide which applications to keep and which to terminate. This includes setting timelines for application retirement.
    • Establish interim linkages and common interfaces for applications while major migrations occur.

    Integration implications (continued)

    Understand the implications for integration with respect to each target technology environment

    Domain

    Independent Models

    Create Links Between Critical Systems

    Move Key Capabilities to Common Systems

    Adopt One Model

    Infrastructure

    • Assess the infrastructure demands created by retaining separate models (e.g. separate domains, voice, network integration).
    • Evaluate whether or not there are redundant data centers that could be consolidated to reduce costs.
    • Assess the infrastructure demands created by retaining separate models (e.g. separate domains, voice, network integration).
    • Evaluate whether or not there are redundant data centers that could be consolidated to reduce costs.
    • Evaluate whether certain infrastructure components, such as data centers, can be consolidated to support the new model while also eliminating redundancies. This will help reduce costs.
    • Assess which infrastructure components need to be kept versus which need to be terminated to support the new application portfolio. Keep in mind that increasing the transaction volume on a particular application increases the infrastructure capacity that is required for that application.
    • Extend the network to integrate additional locations.

    IT People & Processes

    • Retain workers from each IT department who possess knowledge of key products, services, and legacy systems.
    • Consider whether there are redundancies in staffing that could be eliminated.
    • The IT processes of each organization will most likely remain separate.
    • Consider the impact of the target organization on your IT processes.
    • Retain workers from each IT department who possess knowledge of key products, services, and legacy systems.
    • Consider whether there are redundancies in staffing that could be eliminated.
    • Consider how critical IT processes of the target organization fit with your current IT processes.
    • Identify which redundant staff members should be terminated by focusing on the key skills that will be necessary to support the common systems.
    • If there is overlap with the IT processes in both organizations, you may wish to map out both processes to get a sense for how they might work together.
    • Assess what processes will be prioritized to support IT strategies.
    • Identify which redundant staff members should be terminated by focusing on the key skills that will be necessary to support the prioritized IT processes.

    Integration implications (continued)

    Understand the implications for integration with respect to each target technology environment

    Domain

    Independent Models

    Create Links Between Critical Systems

    Move Key Capabilities to Common Systems

    Adopt One Model

    Leadership/IT Executive

    • Have insight into the goals and direction of the organization’s leadership. Make sure that a communication path has been established to receive information and provide feedback.
    • The decentralized model will require some form of centralization and strong governance processes to enable informed decisions.
    • Ensure that each area can deliver on its needs while not overstepping the goals and direction of the organization.
    • This will help with integration in the sense that front-line employees can see a single organization beginning to form.
    • In this model, there is the opportunity to select elements of each leadership style and strategy that will work for the larger organization.
    • Leadership can provide a single and unified approach to how the strategic goals will be executed.
    • More often than not, this would be the acquiring organization’s strategic direction.

    Vendors

    • Determine which contracts the target organization currently has in place.
    • Having different vendors in place will not be a bad model if it makes sense.
    • Spend time reviewing the contracts and ensuring that each organization has the right contracts to succeed.
    • Identify what redundancies might exist (ERPs, for example) and determine if the vendor would be willing to terminate one contract or another.
    • Through integration, it might be possible to engage in one set of contract negotiations for a single application or technology.
    • Identify whether there are opportunities to combine contracts or if they must remain completely separated until the end of the term.
    • In an effort to capitalize on the contracts working well, reduce the contracts that might be hindering the organization.
    • Speak to the vendor offering the contract.
    • Going forward, ensure the contracts are negotiated to include clauses to allow for easier and more cost-effective integration.

    Integration implications (continued)

    Understand the implications for integration with respect to each target technology environment

    Domain

    Independent Models

    Create Links Between Critical Systems

    Move Key Capabilities to Common Systems

    Adopt One Model

    Security

    • Both organizations would need to have a process for securing their organization.
    • Sharing and accessing information might be more difficult, as each organization would need to keep the other organization separate to ensure the organization remains secure.
    • Creating standard policies and procedures that each organization must adhere to would be critical here (for example, multifactor authentication).
    • Establish a single path of communication between the two organizations, ensuring reliable and secure data and information sharing.
    • Leverage the same solutions to protect the business as a whole from internal and external threats.
    • Identify opportunities where there might be user points of failure that could be addressed early in the process.
    • Determine what method of threat detection and response will best support the business and select that method to apply to the entire organization, both original and newly acquired.

    Projects

    • Projects remain ongoing as they were prior to the integration.
    • Some projects might be made redundant after the initial integration is over.
    • Re-evaluate the projects after integration to ensure they continue to deliver on the business’ strategic direction.
    • Determine which projects are similar to one another and identify opportunities to leverage business needs and solutions for each organization where possible.
    • Review project histories to determine the rationale for and success of projects that could be reused in either organization going forward.
    • Determine which projects should remain ongoing and which projects could wait to be implemented or could be completely stopped.
    • There might be certain modernization projects ongoing that cannot be stopped.
    • However, for all other projects, embrace a single portfolio.
    • Completely reduce or remove all ongoing projects from the one organization and continue with only the projects of the other organization.
    • Add in new projects when they arise as needed.

    3.2.1 Prioritize integration tasks

    2 hours

    Input: Integration tasks, Transition team, M&A RACI

    Output: Prioritized integration list

    Materials: Integration task checklist, Integration roadmap

    Participants: IT executive/CIO, IT senior leadership, Company M&A team

    The purpose of this activity is to prioritize the different integration 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. Download the SharePoint or Excel version of the M&A Integration Project Management Tool. Identify which integration tasks you want as part of your project plan. Alter or remove any tasks that are irrelevant to your organization. Add in tasks you think are missing.
    2. 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).
    3. 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 Integration Project Management Tool (SharePoint).

    Record the updates in the M&A Integration Project Management Tool (Excel).

    Integration checklists

    Prerequisite Checklist
    • Build the project plan for integration 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 acquisition or purchase
    • Develop IT's purchasing 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
    • Assess workforce demand and supply
    • Plan and communicate potential layoffs
    • Create an employee transition plan
    • Identify the IT investment
    Business
    • Design an enterprise architecture
    • Document your business architecture
    • Identify and assess all of IT's risks
    Leadership/IT Executive
    • Build an IT budget
    • Structure operating budget
    • Structure capital budget
    • Identify the needed workforce demand vs. capacity
    • Establish and monitor key metrics
    • Communicate value realized/cost savings
    Data
    • Confirm data strategy
    • Confirm data governance
    • Data architecture
    • Data sources
    • Data storage (on-premises vs. cloud)
    • Enterprise content management
    • Compatibility of data types between organizations
    • Cleanliness/usability of target organization data sets
    • Identify data sets that need to be combined to capture synergies/drive core capabilities
    • Reporting and analytics capabilities
    Applications
    • Prioritize and address critical applications
      • ERP
      • CRM
      • Email
      • HRIS
      • Financial
      • Sales
      • Risk
      • Security
    • Leverage application rationalization framework to determine applications to keep, terminate, or create
    • Develop method of integrating applications
    • Model critical applications that have dependencies on one another
    • Identify the infrastructure capacity required to support critical applications
    Operations
    • Communicate helpdesk/service desk information
    • Manage sales access to customer data
    • Determine locations and hours of operation
    • Consolidate phone lists and extensions
    • Synchronize email address books

    Integration checklists (continued)

    Infrastructure
    • Determine single network access
    • 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
    Vendors
    • Establish a sustainable vendor management office
    • Review vendor landscape
    • Identify warranty options
    • Rationalize vendor services and solutions
    • Identify opportunities to mature the security architecture
    People
    • Design an IT operating model
    • Redesign your IT organizational structure
    • Conduct a RACI
    • Conduct a culture assessment and identify goal IT culture
    • Build an IT employee engagement program
    • Determine critical roles and systems/process/products they support
    • Create a list of employees to be terminated
    • Create employee transition plans
    • Create functional workplans
    Projects
    • Stop duplicate or unnecessary target organization projects
    • Communicate project intake process
    • Prioritize projects
    Products & Services
    • Ensure customer services requirements are met
    • Ensure customer interaction requirements are met
    • Select a solution for product lifecycle management
    Security
    • Conduct a security assessment of target organization
    • 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 terminated
    • Identify process expectations from target organization
    • Establish a communication plan
    • Develop a change management process
    • Establish/review IT policies

    3.2.2 Establish the integration roadmap

    2 hours

    Input: Prioritized integration tasks, Employee transition plan, Integration RACI, Costs for activities, Activity owners

    Output: Integration roadmap

    Materials: M&A Integration Project Plan Tool (SharePoint), M&A Integration Project Plan Tool (Excel)

    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 integration process. Using the information gathered in previous activities, you can create a roadmap that will ensure a smooth integration.

    1. Leverage our M&A Integration Project Management Tool to track critical elements of the integration 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.
      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 integration 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 Integration Project Management Tool (SharePoint).

    Record the updates in the M&A Integration Project Management Tool (Excel).

    Integration 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 Integration Project Plan Tool (SharePoint) .wsp file from the Mergers & Acquisitions: The Buy 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 Standard Site Collection features.
    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.

    Participate in active workforce planning to transition employees

    The chosen IT operating model, primary M&A goals, and any planned changes to business strategy will dramatically impact IT staffing and workforce planning efforts.

    Visualization of the three aspects of 'IT workforce planning', as listed below.

    IT workforce planning

    • Primary M&A goals
      If the goal of the M&A is cost cutting, then workforce planning will be necessary to identify labor redundancies.
    • Changes to business strategy
      If business strategy will change after the merger, then workforce planning will typically be more involved than if business strategy will not change.
    • Integration strategy
      For independent models, workforce planning will typically be unnecessary.
      For connection of essential systems or absorption, workforce planning will likely be an involved, time-consuming process.
    1. Estimate the headcount you will need through the end of the M&A transition period.
    2. Outline the process you will use to assess staff for roles that have more than one candidate.
    3. Review employees in each department to determine the best fit for each role.
    4. Determine whether terminations will happen all together or in waves.

    Info-Tech Insight

    Don’t be a short-term thinker when it comes to workforce planning! IT teams that only consider the headcount needed on day one of the new entity will end up scrambling to find skilled resources to fill workforce gaps later in the transition period.

    3.2.3 Identify the needed workforce supply

    3-4 hours

    Input: IT strategy, Prioritized integration tasks

    Output: A clear indication of how many resources are required for each role and the number of resources that the organization actually has

    Materials: Resource Management Supply-Demand Calculator

    Participants: IT executive/CIO, IT senior leadership, Target organization employees, Company M&A team, Transition team

    The purpose of this activity is to determine the anticipated amount of work that will be required to support projects (like integration), administrative, and keep-the-lights-on activities.

    1. Download the Resource Management Supply-Demand Calculator.
    2. The calculator requires minimal up-front staff participation: You can obtain meaningful results with participation from as few as one person with insight on the distribution of your resources and their average work week or month.
    3. The calculator will yield a report that shows a breakdown of your annual resource supply and demand, as well as the gap between the supply and demand. Further insight on project and non-project supply and demand are provided.
    4. Repeat the tool several times to identify the needs of your IT environment for day one, day 30/100, and year one. Anticipate that these will change over time. Also, do not forget to obtain this information from the target organization. Given that you will be integrating, it’s important to know how many staff they have in which roles.
    5. **For additional information, please review slides starting from slide 44 in Establish Realistic IT Resource Management Practices to see how to use the tool.

    Record the results in the Resource Management Supply-Demand Calculator.

    Resource Supply-Demand Calculator Output Example

    Example of a 'Resource Management Supply-Demand Analysis Report' with charts and tables measuring Annualized Resource Supply and Demand, Resource Capacity Confidence, Project Capacity, and combinations of those metrics.

    Resource Capacity Confidence. This figure is based on your confidence in supply confidence, demand stability, and the supply-demand ratio.

    Importance of estimating integration costs

    Change is the key driver of integration costs

    Integration 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 integration is a success.
    Integration costs vary by industry type.
    • Certain industries may have integration costs made up of mostly one type, differing from other industries, due to the complexity and different demands of the transaction. For example:
      • Healthcare integration 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 integration costs due to most transactions occurring within the same sector rather than as a cross-sector investment. For example, oil and gas acquisitions tend to be for oil fields and rigs (strategic fixed assets), which can easily be added to the buyer’s portfolio.

    Integration costs are more related to the degree of change required than the size of the transaction.

    3.2.4 Estimate integration costs

    3-4 hours

    Input: Integration 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 integration

    Materials: Integration task checklist, Integration roadmap, M&A Buy 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 integration. It’s important to ensure a realistic figure is identified and communicated 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 Buy 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 Buy Playbook.

    Employee transition planning

    Considering employee impact will be a huge component to ensure successful integration

    • 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 integration 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.

    3.2.5 Create an employee transition plan

    3-4 hours

    Input: IT strategy, IT organizational design, Resource Supply-Demand Calculator output

    Output: Employee transition plans

    Materials: M&A Buy 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 Buy Playbook.

    3.2.6 Create functional workplans for employees

    3-4 hours

    Input: Prioritized integration tasks, Employee transition plan, Integration RACI, Costs for activities, Activity owners

    Output: Employee functional workplans

    Materials: M&A Buy 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 (3.2.5) 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 Buy 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 Buy Playbook.

    Metrics for integration

    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 integration
    • $ Accurate IT budget estimates
    • % Revenue growth directly tied to IT delivery
    • % Profit margin growth

    3.2.7 Align project metrics with identified tasks

    3-4 hours

    Input: Prioritized integration tasks, Employee transition plan, Integration RACI, Costs for activities, Activity owners, M&A goals

    Output: Integration-specific metrics to measure success

    Materials: Roadmap template, M&A Buy 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 integration 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 Buy Playbook.

    By the end of this mid-transaction phase you should:

    Have successfully evaluated the target organization’s IT environment, escalated the acquisition risks and benefits, and prepared IT for integration.

    Key outcomes from the Due Diligence & Preparation phase
    • Participate in due diligence activities to accurately valuate the target organization(s) and determine if there are critical risks or benefits the current organization should be aware of.
    • Create an integration roadmap that considers the tasks that will need to be completed and the resources required to support integration.
    Key deliverables from the Due Diligence & Preparation phase
    • Establish a due diligence charter
    • Create a list of data room artifacts and engage in due diligence
    • Assess the target organization’s technical debt
    • Valuate the target IT organization
    • Assess and plan for culture
    • Prioritize integration tasks
    • Establish the integration roadmap
    • Identify the needed workforce supply
    • Estimate integration costs
    • Create employee transition plans
    • Create functional workplans for employees
    • Align project metrics with identified tasks

    M&A Buy 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 Growth Opportunities
    • 2.1 Establish the M&A Program Plan
    • 2.2 Prepare IT to Engage in the Acquisition
    • 3.1 Assess the Target Organization
    • 3.2 Prepare to Integrate
    • 4.1 Execute the Transaction
    • 4.2 Reflection and Value Realization

    This phase will walk you through the following activities:

    • Rationalize the IT environment
    • Continually update the project plan
    • Confirm integration costs
    • Review IT’s transaction value
    • Conduct a transaction and integration 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 Integration

    Day 4

    Establish the Transaction FoundationDiscover the Motivation for IntegrationPlan the Integration RoadmapPrepare Employees for the TransitionEngage in IntegrationAssess the Transaction Outcomes (Must be within 30 days of transaction date)

    Activities

    • 0.1 Understand the rationale for the company's decisions to pursue an acquisition.
    • 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 acquisition.
    • 1.2 Identify pain points and opportunities tied to the acquisition.
    • 1.3 Establish the integration strategy.
    • 1.4 Prioritize Integration tasks.
    • 2.1 Establish the integration roadmap.
    • 2.2 Establish and align project metrics with identified tasks.
    • 2.3 Estimate integration costs.
    • 3.1 Assess the current culture and identify the goal culture.
    • 3.2 Identify the needed workforce supply.
    • 3.3 Create an employee transition plan.
    • 3.4 Create functional workplans for employees.
    • I.1 Complete the integration by regularly updating the project plan.
    • I.2 Begin to rationalize the IT environment where possible and necessary.
    • 4.1 Confirm integration costs.
    • 4.2 Review IT’s transaction value.
    • 4.3 Conduct a transaction and integration 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. Integration strategy
    1. Integration roadmap and associated resourcing
    1. Culture assessment
    2. Workforce supply identified
    3. Employee transition plan
    1. Rationalized IT environment
    2. Updated integration project plan
    1. SWOT of transaction
    2. M&A Buy 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 integration tasks. Set the organization up for success by having an integration roadmap. Retaining critical IT staff throughout this process will also be imperative to the overall transaction success.

    Throughout the integration process, roadblocks will arise and need to be addressed. However, by ensuring that employees, technology, and processes are planned for ahead of the transaction, you as IT will be able to weather those unexpected concerns with greater ease.

    Now that you as an IT leader have engaged in an acquisition, demonstrating the value IT was able to provide to the process is critical to establishing a positive and respected relationship with other senior leaders in the business. Be prepared to identify the positives and communicate this value to advance the business’ perception of IT.

    Goal: To carry out the planned integration 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 an acquisition and what opportunities or pain points the acquisition should alleviate.
    • Identify the key roles for the transaction team.
    • Identify the M&A governance.
    • Determine target metrics and align to project tasks.
    • Select an integration strategy framework.
    • Conduct a RACI for key transaction tasks for the transaction team.
    • Create a list of data room artifacts and engage in due diligence (directly or indirectly).
    • Prioritize integration tasks.
    • Establish the integration roadmap.
    • Identify the needed workforce supply.
    • 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.
    • Be able to valuate the IT environment and communicate IT's value to the business.
    • Establish a due diligence charter.
    • Assess the target organization’s technical debt.
    • Valuate the target IT organization.
    • Assess and plan for culture.
    • Estimate integration costs.
    • Create functional workplans for employees.

    Integration checklists

    Prerequisite Checklist
    • Build the project plan for integration 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 acquisition or purchase
    • Develop IT's purchasing 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
    • Assess workforce demand and supply
    • Plan and communicate potential layoffs
    • Create an employee transition plan
    • Identify the IT investment
    Business
    • Design an enterprise architecture
    • Document your business architecture
    • Identify and assess all of IT's risks
    Leadership/IT Executive
    • Build an IT budget
    • Structure operating budget
    • Structure capital budget
    • Identify the needed workforce demand vs. capacity
    • Establish and monitor key metrics
    • Communicate value realized/cost savings
    Data
    • Confirm data strategy
    • Confirm data governance
    • Data architecture
    • Data sources
    • Data storage (on-premises vs. cloud)
    • Enterprise content management
    • Compatibility of data types between organizations
    • Cleanliness/usability of target organization data sets
    • Identify data sets that need to be combined to capture synergies/drive core capabilities
    • Reporting and analytics capabilities
    Applications
    • Prioritize and address critical applications
      • ERP
      • CRM
      • Email
      • HRIS
      • Financial
      • Sales
      • Risk
      • Security
    • Leverage application rationalization framework to determine applications to keep, terminate, or create
    • Develop method of integrating applications
    • Model critical applications that have dependencies on one another
    • Identify the infrastructure capacity required to support critical applications
    Operations
    • Communicate helpdesk/service desk information
    • Manage sales access to customer data
    • Determine locations and hours of operation
    • Consolidate phone lists and extensions
    • Synchronize email address books

    Integration checklists (continued)

    Infrastructure
    • Determine single network access
    • 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
    Vendors
    • Establish a sustainable vendor management office
    • Review vendor landscape
    • Identify warranty options
    • Rationalize vendor services and solutions
    • Identify opportunities to mature the security architecture
    People
    • Design an IT operating model
    • Redesign your IT organizational structure
    • Conduct a RACI
    • Conduct a culture assessment and identify goal IT culture
    • Build an IT employee engagement program
    • Determine critical roles and systems/process/products they support
    • Create a list of employees to be terminated
    • Create employee transition plans
    • Create functional workplans
    Projects
    • Stop duplicate or unnecessary target organization projects
    • Communicate project intake process
    • Prioritize projects
    Products & Services
    • Ensure customer services requirements are met
    • Ensure customer interaction requirements are met
    • Select a solution for product lifecycle management
    Security
    • Conduct a security assessment of target organization
    • 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 terminated
    • Identify process expectations from target organization
    • Establish a communication plan
    • Develop a change management process
    • Establish/review IT policies

    Execution & Value Realization

    Step 4.1

    Execute the Transaction

    Activities

    • 4.1.1 Rationalize the IT environment
    • 4.1.2 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 on the integration and strategize how to rationalize the two (or more) IT environments and update the project plan, strategizing against any roadblocks as they might come.

    Compile –› Assess –› Rationalize

    Access to critical information often does not happen until day one

    • As the transaction comes to a close and the target organization becomes the acquired organization, it’s important to start working on the rationalization of your organization.
    • One of the most important elements will be to have a complete understanding of the acquired organization’s IT environment. Specifically, assess the technology, people, and processes that might exist.
    • This rationalization will be heavily dependent on your planned integration strategy determined in the Discovery & Strategy phase of the process.
    • If your IT organization was not involved until after that phase, then determine whether your organization plans on remaining in its original state, taking on the acquired organization’s state, or forming a best-of-breed state by combining elements.
    • To execute on this, however, a holistic understanding of the new IT environment is required.

    Some Info-Tech resources to support this initiative:

    • Reduce and Manage Your Organization’s Insider Threat Risk
    • Build an Application Rationalization Framework
    • Rationalize Your Collaboration Tools
    • Consolidate IT Asset Management
    • Build Effective Enterprise Integration on the Back of Business Process
    • Consolidate Your Data Centers

    4.1.1 Rationalize the IT environment

    6-12 months

    Input: RACI chart, List of critical applications, List of vendor contracts, List of infrastructure assets, List of data assets

    Output: Rationalized IT environment

    Materials: Software Terms & Conditions Evaluation Tool

    Participants: IT executive/CIO, IT senior leadership, Vendor management

    The purpose of this activity is to rationalize the IT environment to reduce and eliminate redundant technology.

    1. Compile a list of the various applications and vendor contracts from the acquired organization and the original organization.
    2. Determine where there is repetition. Have a member of the vendor management team review those contracts and identify cost-saving opportunities.

    This will not be a quick and easy activity to complete. It will require strong negotiation on the behalf of the vendor management team.

    For additional information and support for this activity, see the blueprint Master Contract Review and Negotiations for Software Agreements.

    4.1.2 Continually update the project plan

    Reoccurring basis following transition

    Input: Prioritized integration tasks, Integration RACI, Activity owners

    Output: Updated integration project plan

    Materials: M&A Integration Project Management Tool

    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 and review the status of the various integration 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 Integration Project Management Tool (SharePoint).

    Record the updates in the M&A Integration Project Management Tool (Excel).

    Execution & Value Realization

    Step 4.2

    Reflection and Value Realization

    Activities

    • 4.2.1 Confirm integration costs
    • 4.2.2 Review IT’s transaction value
    • 4.2.3 Conduct a transaction and integration 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 on how to improve future acquisition transactions.

    4.2.1 Confirm integration costs

    3-4 hours

    Input: Integration tasks, Transition team, Previous RACI, Estimated costs

    Output: Actual integration costs

    Materials: M&A Buy Playbook

    Participants: IT executive/CIO, IT senior leadership, IT transaction team, Company M&A team

    The purpose of this activity is to confirm the associated costs around integration. While the integration costs would have been estimated previously, it’s important to confirm the costs that were associated with the integration 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 3.2.4, 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 Buy Playbook.

    Track synergy capture through the IT integration

    The ultimate goal of the M&A is to achieve and deliver deal objectives. Early in the M&A, IT must identify, prioritize, and execute upon synergies that deliver value to the business and its shareholders. Continue to measure IT’s contribution toward achieving the organization’s M&A goals throughout the integration by keeping track of cost savings and synergies that have been achieved. When these achievements happen, communicate them and celebrate success.

    1. Define Synergy Metrics: Select metrics to track synergies through the integration.
      1. You can track value by looking at percentages of improvement in process-level metrics depending on the synergies being pursued.
      2. For example, if the synergy being pursued is increasing asset utilization, metrics could range from capacity to revenue generated through increased capacity.
    2. Prioritize Synergistic 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 Synergy Captures: Develop a detailed workplan to resource the roadmap and track synergy captures as the initiatives are undertaken.

    Once 80% of the necessary synergies are realized, executive pressure will diminish. However, IT must continue to work toward the technology end state to avoid delayed progression.

    4.2.2 Review IT’s transaction value

    3-4 hours

    Input: Prioritized integration tasks, Integration RACI, Activity owners, M&A company goals

    Output: Transaction value

    Materials: M&A Buy 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 earlier, determine from the company M&A team what those metrics might be. Review activity 3.2.7 for more information on metrics.
    2. Identify whether the metric (which should be used to 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 engaging 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 that were set out by the business.

    Record the results in the M&A Buy Playbook.

    4.2.3 Conduct a transaction and integration SWOT

    2 hours

    Input: Integration costs, Retention rates, Value 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 various 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 Buy Playbook.

    M&A Buy 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 in future transactions.
    • Critically examine the M&A Buy 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 acquisition 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 integration SWOT

    Output: Refined M&A playbook

    Materials: M&A Buy 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 Buy Playbook, and it should reflect the most successful outcome for you in your organization.

    Record the results in the M&A Buy Playbook.

    By the end of this post-transaction phase you should:

    Have completed the integration 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 integration 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
    • Rationalize the IT environment
    • Continually update the project plan for completion
    • Confirm integration costs
    • Review IT’s transaction value
    • Conduct a transaction and integration SWOT
    • Review the playbook and prepare for future transactions

    Summary of Accomplishment

    Problem Solved

    Congratulations, you have completed the M&A Buy 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 an acquisition. You now have:

    • Created a standardized approach for how your IT organization should address acquisitions.
    • Evaluated the target organizations successfully and established an integration project plan.
    • Delivered on the integration 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 in case if you have to do this all again in a future transaction.

    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

    Bibliography

    “5 Ways for CIOs to Accelerate Value During Mergers and Acquisitions.” Okta, n.d. Web.

    Altintepe, Hakan. “Mergers and acquisitions speed up digital transformation.” CIO.com, 27 July 2018. Web.

    “America’s elite law firms are booming.” The Economist, 15 July 2021. Web.

    Barbaglia, Pamela, and Joshua Franklin. “Global M&A sets Q1 record as dealmakers shape post-COVID world.” Nasdaq, 1 April 2021. Web.

    Boyce, Paul. “Mergers and Acquisitions Definition: Types, Advantages, and Disadvantages.” BoyceWire, 8 Oct. 2020. Web.

    Bradt, George. “83% Of Mergers Fail -- Leverage A 100-Day Action Plan For Success Instead.” Forbes, 27 Jan. 2015. Web.

    Capgemini. “Mergers and Acquisitions: Get CIOs, IT Leaders Involved Early.” Channel e2e, 19 June 2020. Web.

    Chandra, Sumit, et al. “Make Or Break: The Critical Role Of IT In Post-Merger Integration.” IMAA Institute, 2016. Web.

    Deloitte. “How to Calculate Technical Debt.” The Wall Street Journal, 21 Jan. 2015. Web.

    Ernst & Young. “IT As A Driver Of M&A Success.” IMAA Institute, 2017. Web.

    Fernandes, Nuno. “M&As In 2021: How To Improve The Odds Of A Successful Deal.” Forbes, 23 March 2021. Web.

    “Five steps to a better 'technology fit' in mergers and acquisitions.” BCS, 7 Nov. 2019. Web.

    Fricke, Pierre. “The Biggest Opportunity You’re Missing During an M&Aamp; IT Integration.” Rackspace, 4 Nov. 2020. Web.

    Garrison, David W. “Most Mergers Fail Because People Aren't Boxes.” Forbes, 24 June 2019. Web.

    Harroch, Richard. “What You Need To Know About Mergers & Acquisitions: 12 Key Considerations When Selling Your Company.” Forbes, 27 Aug. 2018. Web.

    Hope, Michele. “M&A Integration: New Ways To Contain The IT Cost Of Mergers, Acquisitions And Migrations.” Iron Mountain, n.d. Web.

    “How Agile Project Management Principles Can Modernize M&A.” Business.com, 13 April 2020. Web.

    Hull, Patrick. “Answer 4 Questions to Get a Great Mission Statement.” Forbes, 10 Jan. 2013. Web.

    Kanter, Rosabeth Moss. “What We Can Learn About Unity from Hostile Takeovers.” Harvard Business Review, 12 Nov. 2020. Web.

    Koller, Tim, et al. “Valuation: Measuring and Managing the Value of Companies, 7th edition.” McKinsey & Company, 2020. Web.

    Labate, John. “M&A Alternatives Take Center Stage: Survey.” The Wall Street Journal, 30 Oct. 2020. Web.

    Lerner, Maya Ber. “How to Calculate ROI on Infrastructure Automation.” DevOps.com, 1 July 2020. Web.

    Loten, Angus. “Companies Without a Tech Plan in M&A Deals Face Higher IT Costs.” The Wall Street Journal, 18 June 2019. Web.

    Low, Jia Jen. “Tackling the tech integration challenge of mergers today” Tech HQ, 6 Jan. 2020. Web.

    Lucas, Suzanne. “5 Reasons Turnover Should Scare You.” Inc. 22 March 2013. Web.

    “M&A Trends Survey: The future of M&A. Deal trends in a changing world.” Deloitte, Oct. 2020. Web.

    Maheshwari, Adi, and Manish Dabas. “Six strategies tech companies are using for successful divesting.” EY, 1 Aug. 2020. Web.

    Majaski, Christina. “Mergers and Acquisitions: What's the Difference?” Investopedia, 30 Apr. 2021.

    “Mergers & Acquisitions: Top 5 Technology Considerations.” Teksetra, 21 Jul. 2020. Web.

    “Mergers Acquisitions M&A Process.” Corporate Finance Institute, n.d. Web.

    “Mergers and acquisitions: A means to gain technology and expertise.” DLA Piper, 2020. Web.

    Nash, Kim S. “CIOs Take Larger Role in Pre-IPO Prep Work.” The Wall Street Journal, 5 March 2015. Web.

    Paszti, Laila. “Canada: Emerging Trends In Information Technology (IT) Mergers And Acquisitions.” Mondaq, 24 Oct. 2019. Web.

    Patel, Kiison. “The 8 Biggest M&A Failures of All Time” Deal Room, 9 Sept. 2021. Web.

    Peek, Sean, and Paula Fernandes. “What Is a Vision Statement?” Business News Daily, 7 May 2020. Web.

    Ravid, Barak. “Tech execs focus on growth amid increasingly competitive M&A market.” EY, 28 April 2021. Web.

    Resch, Scott. “5 Questions with a Mergers & Acquisitions Expert.” CIO, 25 June 2019. Web.

    Salsberg, Brian. “Four tips for estimating one-time M&A integration costs.” EY, 17 Oct. 2019. Web.

    Samuels, Mark. “Mergers and acquisitions: Five ways tech can smooth the way.” ZDNet, 15 Aug. 2018. Web.

    “SAP Divestiture Projects: Options, Approach and Challenges.” Cognizant, May, 2014. Web.

    Steeves, Dave. “7 Rules for Surviving a Merger & Acquisition Technology Integration.” Steeves and Associates, 5 Feb. 2020. Web.

    Tanaszi, Margaret. “Calculating IT Value in Business Terms.” CSO, 27 May 2004. Web.

    “The CIO Playbook. Nine Steps CIOs Must Take For Successful Divestitures.” SNP, 2016. Web.

    “The Role of IT in Supporting Mergers and Acquisitions.” Cognizant, Feb. 2015. Web.

    Torres, Roberto. “M&A playbook: How to prepare for the cost, staff and tech hurdles.” CIO Dive, 14 Nov. 2019. Web.

    “Valuation Methods.” Corporate Finance Institute, n.d. Web.

    Weller, Joe. “The Ultimate Guide to the M&A Process for Buyers and Sellers.” Smartsheet, 16 May 2019. Web.

    Improve Service Desk Ticket Intake

    • Buy Link or Shortcode: {j2store}481|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: Service Desk
    • Parent Category Link: /service-desk

    • Customers expect a consumer experience with IT. It won’t be long until this expectation expands to IT service support.
    • Messaging and threads are becoming central to how businesses organize information and conversations, but voice isn’t going away. It is still by far people’s favorite channel.
    • Tickets are becoming more complicated. BYOD, telework, and SaaS products present a perfect storm.
    • Traditional service metrics are not made for self service. Your mean-time-to-resolve will increase and first-contact resolution will decrease.

    Our Advice

    Critical Insight

    • Bring the service desk to the people. Select channels that are most familiar to your users, and make it as easy possible to talk to a human.
    • Integrate channels. Users should have a consistent experience, and technicians should know user history.
    • Don’t forget the human aspect. People aren’t always good with technology. Allow them to contact a person if they are struggling.

    Impact and Result

    • Define which channels will be prioritized.
    • Identify improvements to these channels based on best practices and our members’ experiences.
    • Streamline your ticket intake process to remove unnecessary steps.
    • Prioritize improvements based on their value. Implement a set of improvements every quarter.

    Improve Service Desk Ticket Intake Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should improve your ticket intake, 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 and prioritize ticket channels

    Align your improvements with business goals and the shift-left strategy.

    • Improve Service Desk Ticket Intake – Phase 1: Define and Prioritize Ticket Channels
    • Service Desk Maturity Assessment
    • Service Desk Improvement Presentation Template

    2. Improve ticket channels

    Record potential improvements in your CSI Register, as you review best practices for each channel.

    • Improve Service Desk Ticket Intake – Phase 2: Improve Ticket Channels
    • Service Desk Continual Improvement Roadmap
    • Service Desk Ticket Intake Workflow Samples (Visio)
    • Service Desk Ticket Intake Workflow Samples (PDF)
    • Service Definition Checklist
    • Service Desk Site Visit Checklist Template

    3. Define next steps

    Streamline your ticket intake process and prioritize opportunities for improvement.

    • Improve Service Desk Ticket Intake – Phase 3: Define Next Steps
    [infographic]

    Workshop: Improve Service Desk Ticket Intake

    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 Optimize Ticket Channels

    The Purpose

    Brainstorm improvements to your systems and processes that will help you optimize.

    Key Benefits Achieved

    Develop a single point of contact.

    Reduce the time before a technician can start productively working on a ticket.

    Enable Tier 1 and end users to complete more tickets.

    Activities

    1.1 Prioritize channels for improvement.

    1.2 Optimize the voice channel.

    1.3 Identify improvements for self service.

    1.4 Improve Tier 1 agents’ access to information.

    1.5 Optimize supplementary ticket channels.

    Outputs

    Action items to improve the voice channel.

    Populated CSI Register for self-service channels.

    Identified action items for the knowledgebase.

    Populated CSI Register for additional ticket channels.

    2 Streamline Ticket Intake

    The Purpose

    Create long-term growth by taking a sustainable approach to improvements.

    Key Benefits Achieved

    Streamline your overall ticket intake process for incidents and service requests.

    Activities

    2.1 Map out the incident intake processes.

    2.2 Identify opportunities to streamline the incident workflow.

    2.3 Map out the request processes.

    2.4 Identify opportunities to streamline the request workflow.

    Outputs

    Streamlined incident intake process.

    Streamlined request intake process.

    Populated CSI Register for request intake.

    Elevate Your Vendor Management Initiative

    • Buy Link or Shortcode: {j2store}223|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
    • As cloud vendors, managed service providers, and other IT vendors continue to play a larger role in IT operations, the VMI must evolve to meet new challenges. Maximizing the VMI's impact requires it to keep pace with the IT landscape and transforming from tactical to strategic.
    • Increased spend with and reliance on vendors leads to less control and more risk for IT organizations. The VMI must mature on multiple fronts to continue adding value; staying stagnant is not an option.

    Our Advice

    Critical Insight

    • An organization’s vendor management initiative must continue to evolve and mature to reach its full strategic value. In the early stages, the vendor management initiative may be seen as transactional, focusing on the day-to-day functions associated with vendor management. The real value of a VMI comes from becoming strategic partner to other functional groups (departments) within your organization.
    • Developing vendor management personnel is critical to the vendor management initiative’s evolution and maturation. For the VMI to mature, its personnel must mature as well. Their professional skills, competencies, and knowledge must increase over time. Failure to accentuate personal growth within the team limits what the team is able to achieve and how the team is perceived.
    • Vendor management is not about imposing your will on vendors; it is about understanding the multi-faceted dynamics between your organization and your vendors and charting the appropriate path forward. Resource allocation and relationship expectations flow from these dynamics. Each critical vendor requires an individual plan to build the best possible relationship and to leverage that relationship. What works with one vendor may not work or even be possible with another vendor…even if both vendors are critical to your success.

    Impact and Result

    • Evolve the VMI from tactical to strategic
    • Improve the VMI’s brand and brand awareness
    • Develop the VMI’s team members to increase the VMI’s impact
    • Take relationships to the next level with your critical vendors
    • Understand how your vendors view your organization as a customer
    • Create and implement plans to improve relationships with critical vendors
    • Create and implement plans to improve underperforming vendors

    Elevate Your Vendor Management Initiative Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should continue to evolve and mature your vendor management initiative and to understand the additional elements of Info-Tech’s four-step cycle to running your vendor management initiative.

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

    • Elevate Your Vendor Management Initiative – Executive Brief
    • Elevate Your Vendor Management Initiative – Phases 1-4

    1. Plan

    This phase helps the VMI stay focused and aligned by reviewing existing materials, updating the existing maturity assessment, and ensuring that the foundational elements of the VMI are up to date. The main outcomes from this phase are a current maturity assessment and updated or revised Plan documents.

    • Elevate Your Vendor Management Initiative – Phase 1

    2. Build

    This phase helps you configure, create, and understand the tools and templates used to elevate the VMI. The main outcomes from this phase are a clear understanding of the tools that identify which vendors are important to you, tools and concepts to help you take key vendor relationships to the next level, and tools to help you evaluate and improve the VMI and its personnel.

    • Elevate Your Vendor Management Initiative – Phase 2
    • Elevate – COST Model Vendor Classification Tool
    • Elevate – MVP Model Vendor Classification Tool
    • Elevate – OPEN Model Customer Positioning Tool
    • Elevate – Relationship Assessment and Improvement Tool
    • Elevate – Tools and Templates Compendium

    3. Run

    This phase helps you begin integrating the new tools and templates into the VMI’s operations. The main outcomes from this phase are guidance and the steps required to continue your VMI’s maturation and evolution.

    • Elevate Your Vendor Management Initiative – Phase 3

    4. Review

    This phase helps the VMI stay aligned with the overall organization, stay current, and improve its strategic value as it evolves. The main outcomes from this phase are ways to advance the VMI’s strategic impact.

    • Elevate your Vendor Management Initiative – Phase 4

    Infographic

    Workshop: Elevate 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 and Build

    The Purpose

    Review existing tools and templates and configure new tools and templates.

    Key Benefits Achieved

    Updated Maturity Assessment and configured tools and templates.

    Activities

    1.1 Existing Plan document review and new maturity assessment.

    1.2 Optional classification models.

    1.3 Customer positioning model.

    1.4 Two-way scorecards.

    Outputs

    Updated Plan documents.

    New maturity assessment.

    Configured classification model.

    Customer positioning for top five vendors.

    Configured scorecard and feedback form.

    2 Build and Run

    The Purpose

    Configure VMI Tools and Templates.

    Key Benefits Achieved

    Configured Tools and Templates for the VMI.

    Activities

    2.1 Performance improvement plans (PIPs).

    2.2 Relationship improvement plans (RIPs).

    2.3 Vendor-at-a-Glance reports.

    2.4 VMI Personnel Competency Evaluation Tool.

    Outputs

    Configured Performance Improvement Plan.

    Configured Relationship Assessment and Relationship Improvement Plan.

    Configured 60-Second Report and completed Vendor Calendar for one vendor.

    Configured VMI Personnel Competency Evaluation Tool.

    3 Build and Run

    The Purpose

    Continue configuring VMI Tools and Templates and enhancing VM competencies.

    Key Benefits Achieved

    Configured Tools and Templates for the VMI and market intelligence to gather.

    Activities

    3.1 Internal feedback tool.

    3.2 VMI ROI calculation.

    3.3 Vendor recognition program.

    3.4 Assess the Relationship Landscape.

    3.5 Gather market intelligence.

    3.6 Improve professional skills.

    Outputs

    Configured Internal Feedback Tool.

    General framework for a vendor recognition program.

    Completed Relationship Landscape Assessment (representative sample).

    List of market intelligence to gather for top five vendors.

    4 Run and Review

    The Purpose

    Improve the VMI’s brand awareness and impact on the organization; continue to maintain alignment with the overall organization.

    Key Benefits Achieved

    Raising the organization’s awareness of the VMI, and ensuring the VMI Is becoming more strategic.

    Activities

    4.1 Expand professional knowledge.

    4.2 Create brand awareness.

    4.3 Investigate potential alliances.

    4.4 Continue increasing the VMI’s strategic value.

    4.5 Review and update (governances, policies and procedures, lessons learned, internal alignment, and leading practices).

    Outputs

    Branding plan for the VMI.

    Branding plan for individual VMI team members.

    Further reading

    Elevate Your Vendor Management Initiative

    Transform Your VMI From Tactical to Strategic to Maximize Its Impact and Value

    EXECUTIVE BRIEF

    Analyst Perspective

    Transform your VMI into a strategic contributor to ensure its longevity.

    The image contains a picture of Phil Bode.

    By the time you start using this blueprint, you should have established a solid foundation for your vendor management initiative (VMI) and implemented many or all of the principles outlined in Info-Tech’s blueprint Jump Start Your Vendor Management (the Jump Start blueprint). This blueprint (the Elevate blueprint) is meant to continue the evolutionary or maturation process of your VMI. Many of the items presented here will build on and refer to the elements from the Jump Start blueprint. The goal of the Elevate blueprint is to assist in the migration of your VMI from transactional to strategic. Why? Simply put, the more strategic the VMI, the more value it adds and the more impact it has on the organization as a whole.

    While the day-to-day, transactional aspect of running a VMI will never go away, getting stuck in transactional mode is a horrible place for the VMI and its team members:

    • The VMI will never live up to its potential.
    • The work won’t be enjoyable or rewarding for most people.
    • The VMI will be seen paper pushers, gatekeepers, and other things that don’t add value or should be avoided.
    • Being reactive (i.e. putting out fires all day) is exhausting and provides little or no control over the work and workflow.
    • Lastly, the VMI’s return on investment will be low, and unless it was established due to regulatory, audit, or other influences, the VMI could be disbanded. Minimal resources will be available to the VMI…just enough to keep it alive and obtain whatever checkmark needs to be earned to satisfy the original need for its creation.

    To prevent these tragic things from happening, transform the VMI into a strategic contributor and partner internally. This Elevate blueprint provides a roadmap and guidance to get your journey started. Focus on expanding your understanding of customer/vendor dynamics, improving the skills, competencies, and knowledge of the VMI’s team members, contributing value beyond the savings aspect, and building a solid brand internally and with your vendors. This requires a conscious effort and a proactive approach to vendor management…not to mention treating your internal “clients” with respect and providing great customer service.

    At the end of the day, ask yourself one question: If your internal clients had to pay for your services, would they? If you can answer yes, you are well on your way to being strategic. If not, you still have some work to do. Long live the strategic VMI!

    Phil Bode
    Principal Research Director, Vendor Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    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.*

    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.

    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. Often, 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.

    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 and the VMI evolve to add value and impact to the organization that was started with the Info-Tech blueprint Jump Start Your VMI.

    Info-Tech Insight

    The VMI must continue to mature and evolve, or it will languish, atrophy, and possibly be disbanded.

    • A transactional approach to vendor management ignores the multi-faceted dynamics in play and limits the VMI’s potential value.
    • Improving the VMI’s impact starts with the VMI’s personnel – their skills, knowledge, competencies, and relationships.
    • Adding value to the organization requires time to build trust and understand the landscape (internal and external).
    *Source: Information Services Group, Inc., 2022.

    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.

    38%

    2021

    16%

    2021

    47%

    2021

    Spend on

    As-a-Service Providers

    Spend on

    Managed Services

    Providers

    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.

    The image contains a screenshot of a diagram that demonstrates the expected value of a contract with and without a vmi.

    Source: Based on findings from Geller & Company, 2003.

    Executive Summary

    Info-Tech’s Approach

    A sound, cyclical approach to vendor management will help ensure your VMI meets your needs and stays in alignment with your organization as they both change (i.e. mature and evolve).

    Vendor Management Process

    1. Plan
    • Review and Update Existing Plan Materials
  • Build
    • Vendor Classification Models
    • Customer Positioning Model
    • 2-Way Scorecards
    • Performance Improvement Plan (PIP)
    • Relationship Improvement Plan (RIP)
    • Vendor-at-a-Glance Reports
    • VMI Personnel Competency Evaluation Tool
    • Internal Feedback Tool
    • VMI ROI Calculation Tools
    • Vendor Recognition Program
  • Run
    • Classify Vendors and Identify Customer Position
    • Assess the Relationship Landscape
    • Leverage 2-Way Scorecards
    • Implement PIPs and RIPS
    • Gather Market Intelligence
    • Generate Vendor-at-a-Glance Reports
    • Evaluate VMI Personnel
    • Improve Professional Skills
    • Expand Professional Knowledge
    • Create Brand Awareness
    • Survey Internal Clients
    • Calculate VMI ROI
    • Implement Vendor Recognition Program
  • Review
    • Investigate Potential Alliances
    • Continue Increasing the VMI's Strategic Value
    • Review and Update Governances
    • Outcomes
      • Better Allocation of VMI Resources
      • Measurable Impact of the VMI
      • Increased Awareness of the VMI
      • Improved Vendor Performance
      • Improved Vendor Relationships
      • VMI Team Member Development
      • Strategic Relationships Internally

    Info-Tech’s Methodology for Elevating Your VMI

    Phase 1 - Plan

    Phase 2 - Build

    Phase 3 - Run

    Phase 4 – Review

    Phase Steps

    1.1 Review and Update Existing Plan Materials

    2.1 Vendor Classification Models

    2.2 Customer Positioning Model

    2.3 Two-Way Scorecards

    2.4 Performance Improvement Plan (PIP)

    2.5 Relationship Improvement Plan (RIP)

    2.6 Vendor-at-a-Glance Reports

    2.7 VMI Personnel Competency Evaluation Tool

    2.8 Internal Feedback Tool

    2.9 VMI ROI Calculation

    2.10 Vendor Recognition Program

    3.1 Classify Vendors & Identify Customer Position

    3.2 Assess the Relationship Landscape

    3.3 Leverage Two-Way Scorecards

    3.4 Implement PIPs and RIPs

    3.5 Gather Market Intelligence

    3.6 Generate Vendor-at-a-Glance Reports

    3.7 Evaluate VMI Personnel

    3.8 Improve Professional Skills

    3.9 Expand Professional Knowledge

    3.10 Create Brand Awareness

    3.11 Survey Internal Clients

    3.12 Calculate VMI ROI

    3.13 Implement Vendor Recognition Program

    4.1 Investigate Potential Alliances

    4.2 Continue Increasing the VMI’s Strategic Value

    4.3 Review and Update

    Phase Outcomes

    This phase helps the VMI stay focused and aligned by reviewing existing materials, updating the existing maturity assessment, and ensuring that the foundational elements of the VMI are up-to-date.

    This phase helps you configure, create, and understand the tools and templates used to elevate the VMI.

    This phase helps you begin integrating the new tools and templates into the VMI’s operations.

    This phase helps the VMI stay aligned with the overall organization, stay current, and improve its strategic value as it evolves.

    Insight Summary

    Insight 1

    An organization’s vendor management initiative must continue to evolve and mature to reach its full strategic value. In the early stages, the vendor management initiative may be seen as transactional, focusing on the day-to-day functions associated with vendor management. The real value of a VMI comes from becoming strategic partner to other functional groups (departments) within your organization.

    Insight 2

    Developing vendor management personnel is critical to the vendor management initiative’s evolution and maturation. For the VMI to mature, its personnel must mature as well. Their professional skills, competencies, and knowledge must increase over time. Failure to accentuate personal growth within the team limits what the team can achieve and how the team is perceived.

    Insight 3

    Vendor management is not about imposing your will on vendors; it is about understanding the multifaceted dynamics between your organization and your vendors and charting the appropriate path forward. Resource allocation and relationship expectations flow from these dynamics. Each critical vendor requires an individual plan to build the best possible relationship and to leverage that relationship. What works with one vendor may not work or even be possible with another vendor – even if both vendors are critical to your success.

    Blueprint Deliverables

    The four phases of maturing and evolving your 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

    Continue building your foundation for your VMI and configure tools and templates to help you manage your vendor relationships.

    The image contains screenshots of the VMI Tools and Templates.

    Key Deliverables:

    Info-Tech’s

    1. Elevate – COST Model Vendor Classification Tool
    2. Elevate – MVP Model Vendor Classification Tool
    3. Elevate – OPEN Model Customer Positioning Tool
    4. Elevate – Relationship Assessment and Improvement Plan Tool
    5. Elevate – Tools and Templates Compendium

    A suite of tools and templates to help you upgrade and evolve your vendor management initiative.

    Blueprint benefits

    IT Benefits

    Business Benefits

    • Improve VMI performance and value.
    • Improve VMI team member performance.
    • Build better relationships with critical vendors.
    • Measure the impact and contributions provided by the VMI.
    • Establish realistic and appropriate expectations for vendor interactions.
    • Understand customer positioning to allocate vendor management resources more effectively and more efficiently.
    • Improve vendor accountability.
    • Increase collaboration between departments.
    • Improve working relationships with your vendors.
    • Create a feedback loop to address vendor/customer issues before they get out of hand or are more costly to resolve.
    • Increase access to meaningful data and information regarding important vendors.

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

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.” “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.” “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.” “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phases 2 and 3 Phase 4

    Call #1: Review status of existing plan materials.

    Call #2: Conduct a new maturity assessment.

    Call #3: Review optional classification models.

    Call #4: Determine customer positioning for top vendors.

    Call #5: Configure vendor Scorecards and vendor feedback forms.

    Call #6: Discuss PIPs, RIPs, and vendor-at-a-glance reports.

    Call #7: VMI personnel competency evaluation tool.

    Call #8: Create internal feedback tool and discuss ROI.

    Call #9: Identify vendor recognition program attributes and assess the relationship landscape.

    Call #10: Gather market intelligence and create brand awareness.

    Call #11: Identify potential vendor alliances, review the components of a strategic VMI, and discuss the continuous improvement loop.

    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 12 calls over the course of 3 to 6 months.

    Workshop Overview

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

    Day 1

    Day 2

    Day 3

    Day 4

    Plan/Build Run

    Build/Run

    Build/Run

    Run/Review

    Activities

    1.1 Existing Plan document review and new maturity assessment.

    1.2 Optional classification models.

    1.3 Customer positioning model.

    1.4 Two-way scorecards.

    2.1 Performance improvement plans (PIPs).

    2.2 Relationship improvement plans (RIPs).

    2.3 Vendor-at-a-glance reports.

    2.4 VMI personnel competency evaluation tool.

    3.1 Internal feedback tool.

    3.2 VMI ROI calculation.

    3.3 Vendor recognition program.

    3.4 Assess the relationship landscape.

    3.5 Gather market intelligence.

    3.6 Improve professional skills.

    4.1 Expand professional knowledge.

    4.2 Create brand awareness.

    4.3 Investigate potential alliances.

    4.4 Continue increasing the VMI’s strategic value.

    4.5 Review and update (governances, policies and procedures, lessons learned, internal alignment, and leading practices).

    Deliverables

    1. Updated plan documents.
    2. New maturity assessment.
    3. Configured classification model.
    4. Customer positioning for top 5 vendors.
    5. Configured scorecard and feedback form.
    1. Configured performance improvement plan.
    2. Configured relationship assessment and relationship improvement plan.
    3. Configured 60-second report and completed vendor calendar for one vendor.
    4. Configured VMI personnel competency evaluation tool.
    1. Configured internal feedback tool.
    2. General framework for a vendor recognition program.
    3. Completed relationship landscape assessment (representative sample).
    4. List of market intelligence to gather for top 5 vendors.
    1. Roadmap/plan for improving skills and knowledge for VMI personnel.
    2. Action plan for creating brand awareness for the VMI.
    3. Action plan for creating brand awareness for each VMI team member.

    Using complementary vendor management blueprints

    Jump Start Your VMI and Elevate Your VMI

    The image contains a screenshot to demonstrate using complementary vendor management blueprints.

    Phase 1 – Plan

    Look to the Future and Update Existing Materials

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Review and update existing Plan materials

    2.1 Vendor classification models

    2.2 Customer positioning model

    2.3 Two-way scorecards

    2.4 Performance improvement plan (PIP)

    2.5 Relationship improvement plan (RIP)

    2.6 Vendor-at-a-glance reports

    2.7 VMI personnel competency evaluation tool

    2.8 Internal feedback tool

    2.9 VMI ROI calculation

    2.10 Vendor recognition program

    3.1 Classify vendors and identify customer position

    3.2 Assess the relationship landscape

    3.3 Leverage two-way scorecards

    3.4 Implement PIPs and RIPs

    3.5 Gather market intelligence

    3.6 Generate vendor-at-a-glance reports

    3.7 Evaluate VMI personnel

    3.8 Improve professional skills

    3.9 Expand professional knowledge

    3.10 Create brand awareness

    3.11 Survey internal clients

    3.12 Calculate VMI ROI

    3.13 Implement vendor recognition program

    4.1 Investigate potential alliances

    4.2 Continue increasing the VMI’s strategic value

    4.3 Review and update

    This phase will walk you through the following activities:

    This phase helps the VMI stay focused and aligned by reviewing existing materials, updating the existing maturity assessment, and ensuring that the foundational elements of the VMI are up-to-date. The main outcomes from this phase are a current maturity assessment and updated or revised Plan documents.

    This phase involves the following participants:

    • VMI team
    • Applicable stakeholders and executives
    • Procurement/Sourcing
    • IT
    • Others as needed

    Phase 1 – Plan

    Phase 1 – Plan revisits the foundational elements from the Info-Tech blueprint Jump Start Your Vendor Management Initiative. As the VMI continues to operate and mature, looking backward periodically provides a new perspective and helps the VMI move forward:

    • Has anything changed (mission statement, goals, scope, strengths and obstacles, roles and responsibilities, and process mapping)?
    • What progress was made against the maturity assessment?
    • What is next in the maturity process for the VMI?
    • Were some foundational elements overlooked or not done thoroughly due to time constraints, a lack of knowledge, or other factors?

    Keep an eye on the past as you begin looking toward the future.

    Step 1.1 – Review and update existing Plan materials

    Ensure existing materials are current

    At this point, the basic framework for your VMI should be in place. However, now is a good time to correct any oversights in your foundational elements. Have you:

    • Drafted a mission statement for the VMI and listed its goals, answering the questions “why does the VMI exist” and “what will it achieve”?
    • Determined the VMI’s scope, establishing what is in and outside the purview of the VMI?
    • Listed the VMI’s strengths and obstacles, identifying what you can leverage and what needs to be managed to ensure smooth sailing?
    • Established roles and responsibilities (OIC Chart) for the vendor management lifecycle, defining each internal party’s place in the process?
    • Documented process maps, delineating (at a minimum) what the VMI is doing for each step of the vendor management lifecycle?
    • Created a charter, establishing an operational structure for the VMI?
    • Completed a vendor inventory, identifying the major vendors included in the VMI?
    • Conducted a VMI maturity assessment, establishing a baseline and desired future state to work toward?
    • Defined the VMI’s structure, documenting the VMI’s place in the organization, its services, and its clients?

    If any of these elements is missing, revisit the Info-Tech blueprint Jump Start Your Vendor Management Initiative to complete these components. If they exist, review them and make any required modifications.

    Download the Info-Tech blueprint Jump Start Your Vendor Management Initiative

    1.1.1 – Review and update existing Plan materials

    1 – 6 Hours

    1. Meet with the participants and review existing documents and tools created or configured during Phase 1 of the Info-Tech blueprint Jump Start Your Vendor Management Initiative: mission statement and goals, scope, strengths and obstacles, OIC chart, process maps, charter, vendor inventory, maturity assessment, and structure.
    2. Update the documents as needed.
    3. Redo the maturity assessment if more than 12 months have passed since the initial assessment was conducted.
    Input Output
    • Documents and tools from Phase 1 of the Info-Tech blueprint Jump Start Your Vendor Management Initiative
    • Updated documents and tools from Phase 1 of the Info-Tech blueprint Jump Start Your Vendor Management Initiative
    Materials Participants
    • Documents and tools from Phase 1 of the Info-Tech blueprint Jump Start Your Vendor Management Initiative
    • Whiteboard or flip charts (as needed)
    • VMI team
    • Applicable stakeholders and executives (as needed)

    Download the Info-Tech blueprint Jump Start Your Vendor Management Initiative

    Download the Jump - Phase 1 Tools and Templates Compendium

    Phase 2 – Build

    Create New Tools and Consider Alternatives to Existing Tools

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Review and update existing Plan materials

    2.1 Vendor classification models

    2.2 Customer positioning model

    2.3 Two-way scorecards

    2.4 Performance improvement plan (PIP)

    2.5 Relationship improvement plan (RIP)

    2.6 Vendor-at-a-glance reports

    2.7 VMI personnel competency evaluation tool

    2.8 Internal feedback tool

    2.9 VMI ROI calculation

    2.10 Vendor recognition program

    3.1 Classify vendors and identify customer position

    3.2 Assess the relationship landscape

    3.3 Leverage two-way scorecards

    3.4 Implement PIPs and RIPs

    3.5 Gather market intelligence

    3.6 Generate vendor-at-a-glance reports

    3.7 Evaluate VMI personnel

    3.8 Improve professional skills

    3.9 Expand professional knowledge

    3.10 Create brand awareness

    3.11 Survey internal clients

    3.12 Calculate VMI ROI

    3.13 Implement vendor recognition program

    4.1 Investigate potential alliances

    4.2 Continue increasing the VMI’s strategic value

    4.3 Review and update

    This phase will walk you through the following activities:

    This phase helps you configure, create, and understand the tools and templates used to elevate the VMI. The main outcomes from this phase are a clear understanding of the tools that identify which vendors are important to you, tools and concepts to help you take key vendor relationships to the next level, and tools to help you evaluate and improve the VMI and its personnel.

    This phase involves the following participants:

    • VMI team
    • Applicable stakeholders and executives
    • Legal
    • Marketing
    • Others as needed

    Phase 2 – Build

    Create and configure tools, templates, and processes

    Phase 2 – Build is similar to its counterpart in the Info-Tech blueprint Jump Start Your Vendor Management Initiative; this phase focuses on tools, templates, and concepts that help the VMI increase its strategic value and impact. The items referenced in this phase will require your customization or configuration to integrate them within your organization and culture for maximum effect.

    One goal of this phase is to provide new ways of looking at things and alternate approaches. (For example, two methods of classifying your vendors are presented for your consideration.) You don’t live in a one-size-fits-all world, and options allow you (or force you) to evaluate what’s possible rather than running with the herd. As you review this phase, keep in mind that some of the concepts presented may not be applicable in your environment…or it may be that they just aren’t applicable right now. Timing, evolution, and maturity will always be factors in how the VMI operates.

    Another goal of this phase is to get you thinking about the value the VMI brings to the organization, and just as important, how to capture and report it. Money alone may be at the forefront of most people’s minds when return on investment is brought up, but there are many ways to measure a VMI’s value and impact. This Phase will help you in your pursuit.

    Lastly, a VMI must focus on its internal clients, and that starts with the VMI’s personnel. The VMI is a reflection of its team members – what they do, say, and know will determine how the VMI is perceived…and used.

    Step 2.1 – Vendor classification model

    Determine which classification model works best for your VMI

    The classification model in the Info-Tech blueprint Jump Start Your Vendor Management Initiative is simple and easy to use. It provides satisfactory results for the first one or two years of the VMI’s life. After that, a more sophisticated model should be used, one with more parameters or flexibility to accommodate the VMI’s new maturity.

    Two models are presented on the following pages. The first is a variation of the COST model used in the Jump Start Your Vendor Management Initiative blueprint. The second is the MVP model, which segments vendors into three categories instead of four and eliminates the 50/50 allocation constraint inherent in a 2x2 model.

    Step 2.1 – Vendor classification model

    Configure the COST Vendor Classification Tool

    The image contains a screenshot of the COST classification model.

    If you used the COST classification model in the Jump Start Your Vendor Management Initiative blueprint, you are familiar with its framework: vendors are plotted into a 2x2 matrix based on their spend and switching costs and their value to your operation. The simple variation of this model uses three variables to assess the vendor’s value to your operation and two variables to determine the vendor’s spend and switching cost implications.

    The COST classification model presented here sticks to the same basic tenets but adds to the number of variables used to plot a vendor’s position within the matrix. Six variables are used to define a vendor’s value and three variables are used to set the spend and switching cost. This provides greater latitude in identifying what makes a vendor important to you.

    Step 2.1 – Vendor classification model

    Configure the MVP Vendor Classification Tool

    The image contains a screenshot example of the MVP clsssification tool.

    Another option for classifying vendors is the MVP classification model. In this model, vendors fall into one of three categories: minor, valued, or principal. Similar to the COST vendor classification model, the MVP classification model requires a user to evaluate statements or questions to assess a vendor’s importance to the organization. In the MVP approach, each question/statement is weighted, and the potential responses to each question/statement are assigned points (100, 33, or 10) based on their impact. Multiplying the weight (expressed as a percentage) for each question/statement by the response points for each question/statement yields a line-item score. The total number of points obtained by a vendor determines its classification category. A vendor receiving a score of 75 or greater would be a principal vendor (similar to a strategic vendor under the COST model); 55 to 74 points would be a valued vendor (similar to operational or tactical vendor); less than 55 points would be a minor vendor (similar to a commodity vendor).

    Step 2.1 – Vendor classification model

    Which classification model is best?

    By now, you may be asking yourself, “Which model should I use? What is the advantage of the MVP model?” Great questions! Both models work well, but the COST model has a limitation inherent in any basic 2x2 model. Since two axes are used in a 2x2 approach, the effective weighting for each axis is 50%. As a result, the weights assigned to an individual element are reduced by 50%. A simple but extreme example will help clarify this issue (hopefully).

    Suppose you wanted to use an element such as How integrated with our business processes are the vendor's products/services? and weighted it 100%. Under the 2x2 matrix approach, this element only moves the X-axis score; it has no impact on the Y-axis score. The vendor in this hypothetical could max out the X-axis under the COST model, but additional elements would be needed for the vendor to rise from the tactical quadrant to the strategic quadrant. In the MVP model, if the vendor maxed out the score on that one element (at 100%), the vendor would be at the top of the pyramid and would be a principal vendor.

    One model is not necessarily better than the other. Both provide an objective way for you to determine the importance of your vendors. However, if you are using elements that don’t fit neatly into the two axes of the COST model, consider using the MVP model. Play with each and see which one works best in your environment, knowing you can always switch at a later point.

    2.1.1 – COST Model Vendor Classification Tool

    15 – 45 Minutes

    1. Meet with the participants to decide whether you want to use this model or the MVP model (see next page); if you choose this model, configure it for your environment by reviewing Elevate – COST Model Vendor Classification Tool – Tab 2. Set Parameters.
      1. Review the questions in column C for each axis (items 1-9), the weights in column D, and the answers/descriptors for each question (columns E, F, G, and H). Make any adjustments necessary to fit your culture, environment, and goals.
      2. Using the Jump Start Your Vendor Management blueprint tool Jump - Phase 1 Tools and Templates Compendium – Tab 1.7 Vendor Inventory, sort your vendors by spend; if you used multiple line items for a vendor in the Vendor Inventory Tool, aggregate the spend data for this activity.
      3. Adjust the descriptors and values in row 16 (Item 7) to match your actual data. General guidance for establishing the spend ranges is provided in the tool itself.
    2. No other modifications should be made to the parameters.
    Input Output
    • Jump - Phase 1 Tools and Templates Compendium – Tab 1.7 Vendor Inventory from the blueprint Jump Start Your Vendor Management Initiative
    • Configured COST Model Vendor Classification Tool
    Materials Participants
    • Elevate – Cost Model Vendor Classification Tool – Tab 2. Set Parameters
    • VMI team

    Download the Info-Tech Elevate - COST Model Vendor Classification Tool

    2.1.2 – MVP Model Vendor Classification Tool

    15 – 45 Minutes

    1. Meet with the Participants to decide whether you want to use this model or the COST Model (see previous page); if you choose this model, configure it for your environment by reviewing Elevate – MVP Model Vendor Classification Tool – Tab 2. Set Parameters.
    2. Review the questions in column C (Items 1 - 7 ), the answers/descriptors for each question (columns D, E, and F), and the weights in column G. Make any adjustments necessary to fit your culture, environment, and goals.
    3. For the answers/descriptors use words and phrases that resonate with your audience and are as intuitive as possible.
    4. If you use annualized spend as an element, general guidance for establishing the spend ranges is provided in the tool itself.
    5. When assigning a weight value to a question, refrain from going below 5%; weights below this threshold will have minimal to no impact on a vendor's score.
    InputOutput
    • Jump - Phase 1 Tools and Templates Compendium – Tab 1.7 Vendor Inventory from the Info-Tech blueprint Jump Start Your Vendor Management Initiative
    • Configured MVP Model Vendor Classification Tool
    MaterialsParticipants
    • Elevate – MVP Model Vendor Classification Tool – Tab 2. Set Parameters
    • VMI team

    Download the Info-Tech Elevate – MVP Model Vendor Classification Tool

    Step 2.2 – Customer positioning model

    Identify how the vendors view your organization

    The image contains a screenshot of the customer positioning model.

    Now that you have configured your choice of vendor classification model (or decided to stick with your original model), it’s time to think about the other side of the coin: How do your vendors view your organization. Why is this important? Because the VMI will have only limited success if you are trying to impose your will on your vendors without regard for how they view the relationship from their perspective. For example, if the vendor is one of your strategic (COST Model) or principal (MVP Model) vendors, but you don’t spend much money with them, you are difficult to work with, and there is no opportunity for future growth, you may have a difficult time getting the vendor to show up for BAMs (business alignment meetings), caring about scorecards, or caring about the relationship period.

    Our experience at Info-Tech interacting with our members through vendor management workshops, guided implementations, and advisory calls has led us to a significant conclusion on this topic: Most customers tend to overvalue their importance to their vendors. To open your eyes about how your vendors actually view your account, use Info-Tech’s OPEN Model Customer Positioning Tool. (It is based on the supplier preferencing model pioneered by Steele & Court in 1996 in which the standard 2x2 matrix tool for procurement [and eventually vendor management] was repurposed to provide insights from the vendor’s perspective.) For our purposes, think of the OPEN model for customer positioning as a mirror’s reflection of the COST model for vendor classification. The OPEN model provides a more objective way to determine your importance to your vendors. Ultimately, your relationship with each vendor will be plotted into the 2x2 grid, and it will indicate whether your account is viewed as an opportunity, preferred, exploitable, or negligible.

    *Adapted from Profitable Purchasing Strategies by Paul T. Steele and Brian H. Court

    Step 2.3 – Two-way scorecards

    Design a two-way feedback loop with your vendors

    The image contains a screenshot example of the otwo-way feedback loop with vendors.

    As with the vendor classification models discussed in Step 2.1, the two-way scorecards presented here are an extension of the scorecard and feedback material from the Jump Start Your Vendor Management Initiative blueprint.

    The vendor scorecard in this blueprint provides additional flexibility and sophistication for your scorecarding approach by allowing the individual variables (or evidence indicators) within each measurement category to be evaluated and weighted. (The prior version only allowed the evaluation and weighting at the category level.)

    On the vendor feedback side, the next evolution is to formalize the feedback and document it in its own scorecard format rather than continuing to list questions in the BAM agenda. The vendor feedback template included with this blueprint provides a sample approach to quantifying the vendor’s feedback and tracking the information.

    The fundamentals of scorecarding remain the same:

    • Keep your eye on what is important to you.
    • Limit the number of measurement categories and evidence indicators to a reasonable and manageable number.
    • Simple is almost always better than complicated.

    2.3.1 – Two-way scorecards (vendor scorecard)

    15 – 60 Minutes

    1. Meet with the participants to configure the scorecard from Elevate – Tools and Templates Compendium – Tab 2.3.1 Vendor Scorecard to meet your needs:
      1. Review the measurement categories and criteria and modify as needed.
      2. Weight the measurement categories (Column E) according to their relative importance to each other; make sure the total adds up to 100%.
      3. Weight the measurement criteria (Column D) within each measurement category according to their relative importance to each other; make sure the total adds up to 100%.
    2. As a reminder, the vendor scorecard is for the vendor overall, not for a specific contract.
    3. You can create variations of the scorecard based on vendor categories (e.g. hardware, software, cloud, security, telecom), but avoid the temptation of creating vendor-specific scorecards unless the vendor is unique; conversely, you may want to create two or more scorecards for a vendor that crosses categories (one for each category).
    InputOutput
    • Elevate – Tools and Templates Compendium – Tab 2.3.1 Vendor Scorecard
    • Brainstorming
    • Configured vendor scorecards
    MaterialsParticipants
    • Elevate – Tools and Templates Compendium – Tab 2.3.1 Vendor Scorecard
    • VMI team

    Download the Info-Tech Elevate – Tools and Templates Compendium

    2.3.2 – Two-way scorecards (vendor feedback form)

    15 – 60 Minutes

    1. Meet with the participants to configure the feedback form from Elevate – Tools and Templates Compendium – Tab 2.3.2 Vendor Feedback Form to meet your needs:
      1. Review the measurement categories and criteria and modify as needed.
      2. Weight the measurement categories (Column E) according to their relative importance to each other; make sure the total adds up to 100%.
      3. Weight the measurement criteria (Column D) within each measurement category according to their relative importance to each other; make sure the total adds up to 100%.
    2. As a reminder, the vendor feedback form is for the relationship overall and not for a specific contract.
    3. You can create variations of the feedback form based on vendor categories (e.g. hardware, software, cloud, security, telecom), but avoid the temptation of creating vendor-specific feedback forms unless the vendor is unique; conversely, you may want to create two or more feedback forms for a vendor that crosses categories and you work with different account management teams (one for each team).
    InputOutput
    • Elevate – Tools and Templates Compendium – Tab 2.3.2 Vendor Feedback Form
    • Brainstorming
    • Configured vendor feedback forms
    MaterialsParticipants
    • Elevate – Tools and Templates Compendium – Tab 2.3.2 Vendor Feedback Form
    • VMI team

    Download the Info-Tech Elevate – Tools and Templates Compendium

    Step 2.4 – Performance improvement plan (PIP)

    Design your template to help underperforming vendors

    It is not uncommon to see performance dips from even the best vendors. However, when poor performance becomes a trend, the vendor manager can work with the vendor to create and implement a performance improvement plan (PIP).

    Performance issues can come from a variety of sources:

    • Contractual obligations.
    • Scorecard items.
    • Compliance issues not specified in the contract.
    • Other areas/expectations not covered by the scorecard or contract (e.g. vendor personnel showing up late for meetings, vendor personnel not being adequately trained, vendor personnel not being responsive).

    PIPs should focus on at least a few key areas:

    • The stated performance in the contract or the expected performance.
    • The actual performance provided by the vendor.
    • The impact of the vendor’s poor performance on the customer.
    • A corrective action plan, including steps to be taken by the vendor and due dates and/or review dates.
    • The consequences for not improving the performance level.

    Info-Tech Insight

    PIPs are most effective when the vendor is an operational, strategic, or tactical vendor (COST model) or a principal or valued vendor (MVP model) and when you are an opportunity or preferred customer (OPEN model).

    2.4.1 – Performance improvement plan (PIP)

    15 – 30 Minutes

    1. Meet with the participants to review the two options for PIPs: Elevate – Tools and Templates Compendium – Tabs 2.4.1 and 2.4.2. Decide whether you want to use one or both options.
    2. Modify, add, or delete elements from either or both options to meet your needs.
    3. If you want to add signature lines for acknowledgement by the parties or other elements that may have legal implications, check with your legal advisors.
    InputOutput
    • Elevate – Tools and Templates Compendium - Tabs 2.4.1 and 2.4.2
    • Brainstorming
    • Configured performance improvement plan templates
    MaterialsParticipants
    • Elevate – Tools and Templates Compendium - Tabs 2.4.1 and 2.4.2
    • VMI team

    Download the Info-Tech Elevate – Tools and Templates Compendium

    Step 2.5 – Relationship improvement plan (RIP)

    Identify key relationship indicators for your vendors

    Relationships are often taken for granted, and many faulty assumptions are made by both parties in the relationship: good relationships will stay good, bad relationships will stay bad, and relationships don’t require any work. In the vendor management space, these assumptions can derail the entire VMI and diminish the value added to your organization by vendors.

    To complicate matters, relationships are multi-faceted. They can occur:

    • On an organization-to-organization, working level.
      • Do your roadmaps align with the vendors?
      • Do the parties meet their contractual obligations?
      • Do the parties meet their day-to-day requirements (meetings, invoices, responses to inquiries)?
    • On an individual, personnel-to-personnel basis.
      • Do you have a good relationship with the account manager?
      • Does your project manager work well with the vendor’s project manager?
      • Do your executives have good relationships with their counterparts at the vendor?

    Improving or maintaining a relationship will not happen by accident. There must be a concerted effort to achieve the desired results (or get as close as possible). A relationship improvement plan can be used to improve or maintain a relationship with the vendor and the individuals who make up the vendor’s organization.

    Step 2.5 – Relationship improvement plan (RIP)

    Identify key relationship indicators for your vendors (continued)

    Improving relationships (or even maintaining them) requires a plan. The first step is to understand the current situation: Is the relationship good, bad, or somewhere in between? While the analysis will be somewhat subjective, it can be made more objective than merely thinking about relationships emotionally or intuitively. Relationships can be assessed based on the presence and quality of certain traits, factors, and elements. For example, you may think communication is important in a relationship. However, that is too abstract and subjective; to be more objective, you would need to identify the indicators or qualities of good communication. For a vendor relationship, they might include (but wouldn’t necessarily be limited to):

    • Vendor communication is accurate and complete.
    • Vendor personnel respond to inquiries on a timely basis.
    • Vendor personnel communications are easy to understand.
    • Vendor personnel communicate with you in your preferred manner (text, email, phone).
    • Vendor personnel discuss the pros and cons of vendor products/services being presented.

    Evaluating these statements on a predefined and consistent scale establishes the baseline necessary to conduct a gap analysis. The second half of the equation is the future state. Using the same criteria, what would or should the communication component look like a year from now? After that is determined, a plan can be created to improve the deficient areas and maintain the acceptable areas.

    Although this example focused on one category, the same methodology can be used for additional categories. It all starts with the simple question that requires a complex answer, “What traits are important to you and are indicators of a good relationship?”

    2.5.1 – Relationship Improvement Plan (RIP)

    15 – 60 Minutes

    1. Meet with the participants to configure the relationship indicators in Elevate – Relationship Assessment and Improvement Plan tool – Tab 2. Set Parameters.
    2. Review the 60 relationship indicators in column E of Tab 2. Set Parameters.
    3. Identify any relationship indicators that are important to you but that are missing from the prepopulated list.
    4. Add the relationship indicators you identified in step 3 above in the space provided at the end of column E of Tab 2. Set Parameters. There is space for up to 15 additional relationship indicators.
    InputOutput
    • Elevate – Relationship Assessment and Improvement Plan Tool
    • Brainstorming
    • Configured Relationship Assessment and Improvement Plan tool
    MaterialsParticipants
    • Elevate – Relationship Assessment and Improvement Plan tool
    • Whiteboard of flip chart
    • VMI team

    Download the Info-Tech Elevate – Relationship Assessment and Improvement Plan tool

    Step 2.6 – Vendor-at-a-glance reports

    Configure executive and stakeholder reports

    Executives and stakeholders (“E&S”) discuss vendors during internal meetings and often meet directly with vendors as well. Having a solid working knowledge of all the critical vendors used by an organization is nearly impossible for E&S. Without situational awareness, though, E&S can appear uninformed, can be at the mercy of others with better information, and can be led astray by misinformation. To prevent these and other issues from derailing the E&S, two essential vendor-at-a-glance reports can be used.

    The first report is the 60-Second Report. As the name implies, the report can be reviewed and digested in roughly a minute. The report provides a lot of information on one page in a combination of graphics, icons, charts, and words.

    The second report is a vendor calendar. Although it is a simple document, the Vendor Calendar is a powerful communication tool to keep E&S informed of upcoming events with a vendor. The purpose is not to replace the automated calendaring systems (e.g. Outlook), but to supplement them.

    Combined, the 60-Second Report and the Vendor Calendar provide E&S with an overview of the information required for any high-level meeting with a vendor or to discuss a vendor.

    2.6.1 – Vendor-at-a-glance reports (60-Second Report)

    30 – 90 Minutes

    1. Meet with the participants to review the sample 60-Second Report and the Checklist of Potential Topics in Elevate – Tools and Templates Compendium – Tab 2.6.1 V-at-a-G 60-Second Report.
    2. Identify topics of interest and ways to convey the data/information. (Make sure the data sources are valid and the data are easy to obtain.)
    3. Create a framework for the report and populate the fields with sample data. Use one printed page as a guideline for the framework; if it doesn’t fit on one page, adjust the amount of content until it does. If you adjust the margins, font, size of the graphic content, and other items, make sure you don’t reduce the size too much. The brain needs white space to more easily absorb the content, and people shouldn’t have to squint to read the content!
    4. Share the mockup with the intended audience and get their feedback. Use an iterative approach until you are satisfied that no further changes are necessary (or reasonable). Keep in mind that you will not be able to please everyone!
    InputOutput
    • Elevate – Tools and Templates Compendium – Tab 2.6.1 V-at-a-G 60-Second Report
    • Design elements and framework for 60-Second Reports
    MaterialsParticipants
    • Elevate – Tools and Templates Compendium – Tab 2.6.1. V-at-a-G 60-Second Report
    • Whiteboard or flip chart
    • VMI team

    Download the Info-Tech Elevate – Tools and Templates Compendium

    2.6.2 – Vendor-at-a-glance reports (vendor calendar)

    15 – 30 Minutes

    1. Meet with the participants to review the sample Vendor Calendar format in Elevate – Tools and Templates Compendium – Tab 2.6.2 V-at-a-G Vendor Calendar.
    2. Brainstorm as a team to identify items to include in the calendar (e.g. business alignment meeting dates, conference dates, contract renewals).
    3. Determine whether you want the Vendor Calendar to be:
      1. A calendar year or a fiscal year (if they are different in your organization)
      2. A rolling twelve-month calendar or a fixed calendar.
    4. Decide whether the fill color for each month should change based on your answers in 3, above. For example, you might want a color scheme by quarter or by year (if you choose a rolling twelve-month calendar).
    5. Share the mockup with the intended audience to get their feedback. Use an iterative approach until you are satisfied that no further changes are necessary (or reasonable). Keep in mind you will not be able to please everyone!
    InputOutput
    • Elevate – Tools and Templates Compendium – Tab 2.6.2 V-at-a-G Vendor Calendar
    • Brainstorming
    • Framework and topics for Vendor Calendar Reports
    MaterialsParticipants
    • Elevate – Tools and Templates Compendium – Tab 2.6.2 V-at-a-G Vendor Calendar
    • Whiteboard or flip chart
    • VMI team

    Download the Info-Tech Elevate – Tools and Templates Compendium

    Step 2.7 – VMI personnel competency evaluation tool

    Identify skills, competencies, and knowledge required for success

    The image contains a screenshot of the VMI personnel competency evaluation tool.

    By now, you have built and begun managing the VMI’s 3-year roadmap and 90-day plans to help you navigate the VMI’s day-to-day operational path. To complement these plans, it is time to build a roadmap for the VMI’s personnel as well. It doesn’t matter whether VMI is just you, you and some part-time personnel, a robust and fully staffed vendor management office, or some other point on the vendor management spectrum. The VMI is a reflection of its personnel, and they must improve their skills, competencies, and knowledge (“S/C/K”) over time for the VMI to reach its potential. As the adage says, “What got you here won’t get you there.”

    To get there requires a plan that starts with creating an inventory of the VMI’s team members’ S/C/K. Initially, focus on two items:

    • What S/C/K does the VMI currently have across its personnel?
    • What S/C/K does the VMI need to get to the next level?

    Conducting an assessment of and developing an improvement plan for each team member will be addressed later in this blueprint. (See steps 3.7 – Evaluate VMI Personnel, 3.8 – Improve Professional Skills, and 3.9 - Expand Professional Knowledge.)

    2.7.1 – VMI Personnel Competency Evaluation Tool

    15 – 60 Minutes

    1. Review the two options of the competency matrix found in Elevate – Tools and Templates Compendium tabs 2.7.1 and 2.7.2 and decide which format you want to use.
    2. Review and modify as needed the prepopulated list of skills, competencies, knowledge, and other intellectual assets found in section 1 of the template option you selected in step 1. The list you use should reflect items that are important to your VMI's mission, goals, scope, charter, and operations.
    3. No changes are required to Sections 2 and 3. They are dashboards and will be updated automatically based on any changes you make to the skills, competencies, knowledge, and other intellectual assets elements in section 1.
    Input Output
    • Elevate – Tools and Templates Compendium – Tabs 2.7.1 and 2.7.2
    • Current job descriptions
    • A list of competencies, skills, and knowledge VMI personnel
      • Should have
      • Do have

    An assessment and inventory of competencies, skills, knowledge, and other intellectual assets by VMI team member

    Materials Participants
    • Elevate – Tools and Templates Compendium – Tabs 2.7.1 and 2.7.2
    • VMI team lead
    • VMI team members as needed

    Download the Info-Tech Elevate – Tools and Templates Compendium.

    Step 2.8 – Internal feedback tool

    Create a user-friendly survey to learn about the VMI’s impact on the organization

    The image contains a screenshot of the internal feedback tool.

    *Adapted from “Best Practices for Every Step of Survey Creation” from surveymonkey.com and “The 9 Most Important Survey Design Tips & Best Practices” by Swetha Amaresan.

    As part of the vendor management lifecycle, the VMI conducts an annual review to assesses compliance with policies and procedures, to incorporate changes in leading practices, to ensure that lessons learned are captured and leveraged, to validate that internal alignment is maintained, and to update governances as needed. As the VMI matures, the annual review process should incorporate feedback from those the VMI serves and those directly impacted by the VMI’s efforts. Your internal clients and others will be able to provide insights on what the VMI does well, what needs improvement, what challenges arise when using the VMI’s services, and other issues.

    A few best practices for creating surveys are set out below:*

    1. Start by establishing a clearly defined, attainable, and high-level goal by filling in the blank: "I want to better understand [blank] (e.g. how the VMI impacts our clients and the executives/stakeholders)." From there, you can begin to derive questions that will help you meet your stated goal.
    2. Use mostly “closed-ended” questions in the survey – responses selected from a list provided. Do ask some “open-ended” questions at the end of the survey to obtain specific examples, anecdotes, or compliments by providing space for the respondent to provide a narrative.
    3. Avoid using biased and leading questions, for example, “Would you say the VMI was great or merely fabulous?” The goal is to get real feedback that helps the VMI improve. Don’t ask the respondents to tell you what you want to hear…listen to what they have to say.

    Step 2.8 – Internal feedback tool

    Create a user-friendly survey to learn about the VMI’s impact on the organization (continued)

    The image contains a screenshot of the internal feedback tool.

    4. Pay attention to your vocabulary and phrasing; use simple words. The goal is to communicate effectively and solicit feedback, and that all starts with the respondents being able to understand what you are asking or seeking.

    5. Use response scales and keep the answer choices balanced. You want the respondents to find an answer that matches their feedback. For example, potential answers such as “strongly agree, agree, neutral, disagree, strongly disagree” are better than “strongly agree, agree, other.”

    6. To improve your response rate, keep your survey short. Most people don’t like surveys, but they really hate long surveys. Make every question count, and keep the average response time to a maximum of a couple of minutes.

    7. Watch out for “absolutes;” they can hurt the quality of your responses. Avoid using language such as always, never, all, and every in your questions or statements. They tend to polarize the evaluation and make it feel like an all-or-nothing situation.

    8. Ask one question at a time or request evaluation of one statement at a time. Combining two topics into the same question or statement (double-barreled questions or statements) makes it difficult for the respondent to determine how to answer if both parts require different answers, for example, “During your last interaction with the VMI, how would you rate our assistance and friendliness?”

    2.8.1 – Internal Feedback Tool

    15 – 60 Minutes

    1. Meet with the participants and review the information in Elevate – Phase 2 Tools and Templates Compendium – Tab 2.8.
    2. Two types of surveys are referenced in tab 2.8: a general awareness survey and a specific interaction survey. Decide whether you want to create one or both for your VMI.
      1. For a general awareness survey, review the questions in part 1 of tab 2.8 and make any changes required to meet your needs. Try to keep the number of questions to seven or less. Determine who will receive the survey and how often it will be used.
      2. For a specific interaction survey, review the questions in Part 2 of Tab 2.8. Select up to 7 questions you want to use, making changes to existing questions or creating your own. The goal of this survey is to solicit feedback immediately after one of your internal clients has used the VMI’s services. You may need multiple variations of the survey based on the types of interactions or services the VMI provides.
    3. Balance the length of the surveys against the information you are seeking and the time required for the respondents to complete the survey.
    InputOutput
    • Elevate – Phase 2 Tools and Templates Compendium – Tab 2.8
    • Brainstorming
    • Configured internal surveys
    MaterialsParticipants
    • Elevate – Phase 2 Tools and Templates Compendium – Tab 2.8
    • VMI team

    Download the Info-Tech Elevate –Tools and Templates Compendium

    Step 2.9 – VMI ROI calculation

    Identify ROI variables to track

    After the VMI has been operating for a year or two, questions may begin to surface about the value the VMI provides. “We’re making an investment in the VMI. What are we getting in return?” “Does the VMI provide us with any tangible benefits, or is it another mandatory area like Internal Audit?” To keep the naysayers at bay, start tracking the value the VMI adds to the organization or the return on investment (ROI) provided.

    The easy thing to focus on is money: hard-dollar savings, soft-dollar savings, and cost avoidance. However, the VMI often plays a critical role in vendor-facing activities that lead to saving time, improving performance, and managing risk. All of these are quantifiable and trackable. In addition, internal customer satisfaction (step 2.8 and step 3.11) can provide examples of the VMI’s impact beyond the four pillars of money, time, performance, and risk.

    VMI ROI is a multifaceted and complex topic that is beyond the scope of this blueprint. However, you can do a deep (or shallow) dive on this topic by downloading and reading Info-Tech’s blueprint Capture and Market the ROI of Your VMO to plot your path for tracking and reporting the VMI’s ROI or value.

    Download the Info-Tech blueprint Capture and Market the ROI of Your VMO

    2.9.1 – VMI ROI calculation

    2 – 4 Hours

    1. Meet with the participants to review the Info-Tech blueprint Capture and Market the ROI of Your VMO.
    2. Identify your ROI maturity level using the tools from that blueprint.
    3. Develop a game plan for measuring and reporting your ROI.
    4. Configure the tools to meet your needs.
    5. Gain approval from applicable stakeholders or executives.
    Input Output
    • The tools and materials from the Info-Tech blueprint Capture and Market the ROI of Your VMO
    • Brainstorming
    • Game plan for measuring and reporting ROI
    Materials Participants
    • The Info-Tech blueprint Capture and Market the ROI of Your VMO and its tools
    • VMI team
    • Executives and stakeholders as needed

    Download the Info-Tech blueprint Capture and Market the ROI of Your VMO

    Step 2.10 – Vendor recognition program

    Address the foundational elements of your program

    A vendor recognition program can provide many benefits to your organization. Obtaining those benefits requires a solid plan and the following foundational elements:

    • Internal alignment: The program must align with your organization’s principles and culture. A vendor recognition program that accentuates value and collaboration will not succeed in a customer environment that operates with a “lowest cost wins/price is the only thing we care about” mentality.
    • Funding: Not every program requires extensive funding (or any funding), but more formal vendor recognition programs do require some investment. Underfunding will make your program look cheap and unimpressive. For example, a certificate of appreciation printed on plain paper using a Word template doesn’t send the same message as a nice plaque engraved with the winner’s name.
    • Support: Executive buy-in and support are essential. Without this, only the most informal vendor recognition programs stand a chance of surviving. Executives and stakeholders are often directly involved in formal programs, and this broadens the appeal of the program from the vendor’s perspective.
    • Designated leader: Someone needs to be in charge of the vendor recognition program. This doesn’t mean only one person is doing all the work, but it does require one person to lead the effort and drive the program forward. Much like the VMI itself, there are things the leader will be able to do themselves and things that will require the input, assistance, and participation from others throughout the organization.

    Step 2.10 – Vendor recognition program

    Leverage the advantages of recognizing vendors

    As with any project, there are advantages and disadvantages with implementing and operating a vendor recognition program.

    Advantages:

    • The Pygmalion effect may come into play; the vendors’ performance can be influenced by your expectations as conveyed through the program.
    • There may be some prestige for the vendor associated with winning one of your awards or receiving recognition.
    • Vendor recognition programs can be viewed as a competition, and this can improve vendor performance as it relates to the program and program categories.
    • The program can provide additional feedback to the vendor on what's important to you and help the vendor focus on those items.
    • The vendors’ executives may have an increased awareness of your organization, which can help build relationships.
    • Performance gains can be maintained or increased. Vendors are competitive by nature. Once a vendor wins an award or receives the recognition, it will strive to win again the following year (or measurement period).

    Step 2.10 – Vendor recognition program

    Manage the disadvantages of recognizing vendors

    Just as a coin has two sides, there are two sides to a vendor recognition program. Advantages must be weighed against disadvantages, or at the very least, you must be aware of the potential disadvantages.

    Disadvantages:

    • The program may require funding, depending upon the scope and type of awards, rewards, and recognition being provided.
    • Some vendors who don’t qualify for the program or who fail to win may get hurt feelings. This may alienate them.
    • In addition to hurt feelings from being excluded or finishing outside of the winner’s circle, some vendors may believe the program shows favoritism to certain vendors or is too subjective.
    • Some vendors may not “participate” in the program; they may not understand the WIIFM (what’s in it for me). You may have to “sell” the benefits and advantages of participation to the vendors.
    • Participation may vary by size of vendor. The award, reward, or recognition may mean more to small and mid-sized companies than large companies.

    Step 2.10 – Vendor recognition program

    Create your program’s framework

    There is no one-size-fits-all approach to creating a vendor recognition program. Your program should align with your goals. For example, do you want to drive performance and collaboration, or do you want to recognize vendors that exceed your expectations? While these are not mutually exclusive, the first step is to identify your goals. Next, focus on whether you want a formal or informal program. An informal program could consist of sending thank-you emails or notes to vendor personnel who go above and beyond; a formal program could consist of objective criteria announced and measured annually, with the winners receiving plaques, publicity, and/or recognition at a formal award ceremony with your executives. Once you have determined the type of program you want, you can begin building the framework.

    Take a “crawl, walk, run” approach to designing, implementing, and running your vendor recognition program. Start small and build on your successes. If you try something and it doesn’t work the way you intended, regroup and try again.

    The vendor recognition program may or may not end up residing in the VMI. Regardless, the VMI can be instrumental in creating the program and reinforcing it with the vendors. Even if the program is run and operated by the VMI, other departments will need to be involved. Seek input from the legal and marketing departments to build a durable program that works for your environment and maximizes its impact.

    Lastly, don’t overlook the simple gestures…they go a long way to making people feel appreciated in today’s impersonal world. A simple (but specific) thank-you can have a lasting impact, and not everything needs to be about the vendor’s organization. People make the organization “go,” not the other way around.

    2.10.1 – Vendor recognition program

    30 – 90 Minutes

    1. Meet with the participants to review the checklist in Elevate – Tools and Templates Compendium, Tab 2.10 Vendor Recognition.
      1. Decide whether you want to create a program that recognizes individual vendor personnel. If so, review part 1 of tab 2.10 and select the elements you are interested in using to build your program.
      2. Decide whether you want to create a program that recognizes vendors at the company level. If so, review part 2 of tab 2.10.
        1. The first section lists elements of an informal and a formal approach. Decide which approach you want to take.
        2. The second section focuses on creating a formal recognition program. Review the checklist and identify elements that you want to include or issues that must be addressed in creating your program.
    2. Create a draft framework of your programs and work with other areas to finalize the program elements, timeline, marketing, budget, and other considerations.
    Input Output
    • Elevate – Tools and Templates Compendium – Tab 2.10 Vendor Recognition
    • Brainstorming
    • A framework for a vendor recognition program
    Materials Participants
    • Elevate – Tools and Templates Compendium – Tab 2.10. Vendor Recognition
    • Whiteboard or flip chart
    • VMI team
    • Executives and stakeholders as needed
    • Marketing and legal as needed

    Download the Info-Tech Elevate – Tools and Templates Compendium

    Phase 3 – Run

    Use New and Updated Tools and Increase the VMI’s Impact

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Review and update existing Plan materials

    2.1 Vendor classification models

    2.2 Customer positioning model

    2.3 Two-way scorecards

    2.4 Performance improvement plan (PIP)

    2.5 Relationship improvement plan (RIP)

    2.6 Vendor-at-a-glance reports

    2.7 VMI personnel competency evaluation tool

    2.8 Internal feedback tool

    2.9 VMI ROI calculation

    2.10 Vendor recognition program

    3.1 Classify vendors and identify customer position

    3.2 Assess the relationship landscape

    3.3 Leverage two-way scorecards

    3.4 Implement PIPs and RIPs

    3.5 Gather market intelligence

    3.6 Generate vendor-at-a-glance reports

    3.7 Evaluate VMI personnel

    3.8 Improve professional skills

    3.9 Expand professional knowledge

    3.10 Create brand awareness

    3.11 Survey internal clients

    3.12 Calculate VMI ROI

    3.13 Implement vendor recognition program

    4.1 Investigate potential alliances

    4.2 Continue increasing the VMI’s strategic value

    4.3 Review and update

    This phase will walk you through the following activities:

    This phase helps you begin integrating the new tools and templates into the VMI’s operations. The main outcomes from this phase are guidance and the steps required to continue your VMI’s maturation and evolution.

    This phase involves the following participants:

    • VMI team
    • IT
    • Legal
    • Marketing
    • Human resources
    • Applicable stakeholders and executives
    • Others as needed

    Phase 3 – Run

    Implement new processes, tools, and templates and leverage new concepts

    The review and assessment conducted in Phase 1 – Plan and the tools and templates created and configured during Phase 2 – Build are ready for use and incorporation into your operations. As you trek through Phase 3 – Run, a couple of familiar concepts will be reviewed (vendor classification and scorecarding), and additional details on previously introduced concepts will be provided (customer positioning, surveying internal clients); in addition, new ideas will be presented for your consideration:

    • Assessing the relationship landscape
    • Gathering market intelligence
    • Improving professional skills
    • Expanding professional knowledge
    • Creating brand awareness

    Step 3.1 – Classify vendors & identify customer position

    Classify your top 25 vendors by spend

    The methodology used to classify your vendors in the blueprint Jump Start Your Vendor Management Initiative applies here as well, regardless of whether you use the COST model or the MVP model. Info-Tech recommends using an iterative approach initially to validate the results from the model you configured in step 2.1.

    1. Start with your top 25 vendors by spend. From this pool, select 10 vendors: choose your top three vendors by spend, three from the middle of the pack (e.g. numbers 14, 15, and 16 by spend), and the bottom four by spend. Run all 10 vendors through the classification model and review the results.
    2. If the results are what you expected and do not contain any significant surprises, run the rest of the top 25 vendors through the model.
    3. If the results are not what you expected or do contain significant surprises, look at the configuration page of the tool (tab 2) and adjust the weights slightly. Be cautious in your evaluation of the results before modifying the configuration page – some legitimate results are unexpected or surprises based on biases or subjective expectations. Proceed to point 1 above and repeat this process as needed.

    Remember to share the results with executives and stakeholders. Switching from one classification model to another may lead to concerns or questions. As always, obtain their buy-in on the final results.

    Step 3.1 – Classify vendors and identify customer position

    Translate terminology and processes if you use the MVP vendor classification model

    If you use the MVP model, the same features will be applicable and the same processes will be followed after classifying your vendors, despite the change in nomenclature. (Strategic vendors are the equivalent of principal vendors; high operational and high tactical vendors are the equivalent of valued vendors; and all other vendors are the equivalent of minor vendors.)

    • Roughly 5% (max) of your total vendor population will be classified as principal.
    • Approximately 10% (max) of your total vendor population will be classified as valued.
    • About 80% of your total vendor population will be classified as minor.
    • Business alignment meetings should be conducted and scorecards should be compiled quarterly for your principal vendors and at least every six months for your valued vendors; business alignment meetings are not necessary for your minor vendors.
    • All other activities will be based on the criteria you used in your MVP model. For example, risk measuring, monitoring, and reporting might be done quarterly for principal and valued vendors if risk is a significant component in your MVP model; if risk is a lesser component, measuring, monitoring, and reporting might be done less frequently (every six or 12 months).

    Step 3.1 – Classify vendors and identify customer position

    Determine your customer position for your top 25 vendors using the OPEN model

    The image contains a screenshot of the customer positioning model.

    After classifying your vendors, run your top 25 vendors through the OPEN Model Customer Positioning Tool. The information you need can come from multiple sources, including:

    • Talking to internal personnel to determine responses to the OPEN model assessment statements.
    • Compiling spend information.
    • Looking at the vendors’ financial statements.
    • Talking with the vendors to glean additional information.

    At first blush, the results can run the emotional and logical gamut: shocking, demeaning, degrading, comforting, insightful, accurate, off-kilter, or a combination of these and other reactions. To a certain extent, that is the point of the activity. As previously stated, customers often overestimate their importance to a vendor. To be helpful, your perspective must be as objective as possible rather than the subjective view painted by the account team and others within the vendor (e.g. “You’re my favorite client,” “We love working with you,” “You’re one of our key accounts,” or “You’re one of our best clients.”) The vendor often puts customers on a pedestal that is nothing more than sales puffery. How a vendor treats you is more important than them telling you how great you are.

    Use the OPEN model results and the material on the following pages to develop a game plan as you move forward with your vendor-facing VMI activities. The outcomes of the OPEN model will impact your business alignment meetings, scorecards, relationships, expectations, and many other facets of the VMI.

    Info-Tech Insight

    The OPEN Model Customer Positioning Tool can be adapted for use at the account manager level to determine how important your account is to the account manager.

    *Adapted from Profitable Purchasing Strategies by Paul T. Steele and Brian H. Court

    Step 3.1 – Classify vendors and identify customer position

    Learn how each quadrant of the open model impacts your organization (continued)

    Opportunity

    Low value and high attractiveness

    Characteristics and potential actions by the vendor

    • Higher level of service provided.
    • Higher level of attention.
    • Nurture the customer.1
    • Expand the business and relationship.1
    • Seek new opportunities.2
    • Provide proactive service.
    • Demonstrate added value.

    Customer strategies

    • Leverage the position – the vendor may be willing (at least in the short term) to meet your requirements in order to win more business.3
    • Look for ways to improve your value to the vendor and to grow the relationship and business if it works to your advantage.
    1. Procurement Cube, 2020. 2. Accuity Consultants, 2012. 3. New Zealand Ministry of Business, Innovation & Employment, 2021.

    Step 3.1 – Classify vendors and identify customer position

    Learn how each quadrant of the OPEN model impacts your organization (continued)

    Preferred

    High value and high attractiveness

    Characteristics and potential actions by the vendor

    • High level of service provided.
    • High level of attention, service, and response.1
    • The supplier actively seeks longer-term commitments.2
    • Retain and expand the business and relationship.3
    • Look after and pamper the customer.4
    • Fight to keep the account.
    • There is a dedicated account manager2 (you are the account manager’s only account).

    Customer strategies

    • Establish a rewarding business relationship in which both parties continually seek to add value.3
    • Leverage the relationship to gain better access to innovation, collaborate to eliminate waste, and work together to maintain or increase your competitive advantages.1
      1. Procurement Cube, 2020. 2. Comprara, 2015. 3. New Zealand Ministry of Business, Innovation & Employment, 2021. 4. Accuity Consultants, 2012.

    Step 3.1 – Classify vendors and identify customer position

    Learn how each quadrant of the OPEN model impacts your organization (continued)

    Exploitable

    High value and low attractiveness

    Characteristics and potential actions by the vendor

    • Lower level of service provided.
    • Lower level of attention.
    • Strive for best price from the customer (i.e. premium pricing).1
    • Seek short-term advantage and consistent price increases.
    • Accept risk of losing the customer.
    • Focus on maximizing profits.2
    • Provide reactive service.

    Customer strategies

    • Look for alternative vendors or try to make the relationship more attractive by considering more efficient ways to do business2 or focusing on issues other than pricing.
    • Identify ways to improve your organization’s attractiveness to the vendor or the account manager.
    1. Accuity Consultants, 2012. 2. New Zealand Ministry of Business, Innovation & Employment, 2021.

    Step 3.1 – Classify vendors and identify customer position

    Learn how each quadrant of the open model impacts your organization

    Negligible

    Low value and low attractiveness

    Characteristics and potential actions by the vendor

    • Lower level of service provided.
    • Lower level of attention.1
    • Loss of interest and enthusiasm for customer’s business.
    • Loss of customer will not cause any pain.1
    • Terminate the relationship.2
    • Terms and conditions are the “standard” terms and are non-negotiable.3
    • There is a standard price list and discounts are in line with industry norms.3

    Customer strategies

    • You may wish to consider sourcing from other suppliers who value your business more highly.2
    • Identify the root cause of your position and determine whether it is worthwhile (or possible) to improve your position.
    1. Procurement Cube, 2020. 2. New Zealand Ministry of Business, Innovation & Employment, 2021. 3 Comprara, 2015.

    Step 3.1 – Classify vendors and identify customer position

    Think like a vendor to increase situational awareness

    In summary, vendor actions are understandable and predictable. Learning about how they think and act is invaluable. As some food for thought, consider this snippet from an article aimed at vendors:

    “The [customer positioning] grid or matrix is, in itself, a valuable snapshot of the portfolio of customers. However, it is what we do with this information that governs how effective the tool is. It can be used in many ways:

    • It helps in the allocation of resources to specific customers, and whether the right resources are being allocated to the right customers.
    • It can determine the style of relationship that is appropriate to have with this client – and whether the real relationship truly reflects this.
    • It can influence the amount of time spent with these clients. Interestingly, we often find that a disproportionate amount of management time is spent on [Negligible] Customers (at the expense of spending more time with [Preferred] Accounts)!
    • It should significantly influence the price and profitability targets for specific customers.
    • And, last but by no means least, it should determine our negotiation style for different customers.”1
    1 “Rule No. 5: All Customers/Suppliers Have a Different Value to You,” New Dawn Partners.

    Step 3.2 – Assess the relationship landscape

    Identify key relationships and relationship risks

    After classifying your vendors (COST or MVP model) and identifying your positioning for the top vendors via the OPEN Model Customer Positioning Tool, the next step is to assess the relationship landscape. For key vendors (strategic, high operational, and high tactical under the COST model and principal and valued under the MVP model), look closer at the relationships that currently exist:

    • What peer-to-peer relationships exist between your organization and the vendor (e.g. your project manager works closely with the vendor’s project manager)? Look across executives, mid-level management, and frontline employees.
    • What politically charged relationships exist between employees of the two organizations and the organizations themselves? Examples include:
      • Friendships, neighbors, and relationships fostered by children on the same sports team or engaged in other activities.
      • Serving on third-party boards of directors or working with the same charities in an active capacity.
      • Reciprocity relationships where each organization is a customer and vendor to the other (e.g. a bank buys hardware from the vendor and the vendor uses the customer for its banking needs).
    • How long has the contract relationship been in place?

    This information will provide a more holistic view of the dynamics at work (or just beneath the surface) beyond the contract and operational relationships. It will also help you understand any relationship leverage that may be in play…now or in the future…from each party’s perspective.

    3.2.1 – Assess the relationship landscape

    10 - 30 Minutes per vendor

    1. Decide whether to meet with the participants in small groups or as a large group.
    2. Using Elevate – Tools and Templates Compendium – Tab 3.2 Relationship Landscape, for each important vendor (strategic, tactical, and operational under the COST model or principal and valued under the MVP model), identify and evaluate the relationships that exist for the following categories:
      1. Professional: relationships your personnel have with the vendor’s executives, mid-level management, and frontline employees.
      2. Political: personal relationships between customer and vendor personnel, any professional connections, and any reciprocity between your organization and the vendor.
    Input Output
    • Relationship information
    • Vendor classification categories for each vendor being assessed
    • A list of customer-vendor relationships
    • Potential reciprocity issues to manage
    Materials Participants
    • Elevate – Tools and Templates Compendium – Tab 3.2 Relationship Landscape
    • VMI team
    • Stakeholders
    • Others with knowledge of customer/vendor relationships

    Download the Info-Tech Elevate – Tools and Templates Compendium

    Step 3.3 – Leverage two-way scorecards

    Roll out your new vendor scorecards and feedback forms

    As you roll out your new, enhanced scorecards, the same principles apply. Only a couple of modifications need to be made to your processes.

    For the vendor scorecards, the VMI will still be driving the process, and internal personnel will still be completing the scorecards. An email or short orientation meeting for those involved will ease the transition from the old format to the new format. Consider creating a FAQ (frequently asked questions) for the new template, format, and content; you’ll be able to leverage it via the email or meeting to answer questions such as: What changed? Why did it change? Why are we doing this? In addition, making a change to the format and content may generate a need for new or additional internal personnel to be part of the scorecarding process. A scorecarding kick-off meeting or orientation meeting will ensure that the new participants buy into the process and acclimate to the process quickly.

    For the vendor feedback, the look and feel is completely new. The feedback questions that were part of the BAM agenda have been replaced by a more in-depth approach that mirrors the vendor scorecards. Consider conducting a kick-off meeting with each participating vendor to ensure they understand the importance of the feedback form and the process for completing it. Remember to update your process to remind the vendors to submit the feedback forms three to five business days prior to the BAM (and update your BAM agenda). You will want time to review the feedback and identify any questions or items that need to be clarified. Lastly, set aside some extra time to review the feedback form in the first BAM after you shift to the formal format.

    Step 3.4 – Implement PIPs and RIPs

    Improve vendor performance

    Underperforming vendors are similar to underperforming employees. There can be many reasons for the lackluster performance, and broaching the subject of a PIP may put the vendor on the defensive. Consider working with the human resources department (or whatever it is called in your organization) to learn some of the subtle nuances and best practices from the employee PIP realm that can be used in the vendor PIP realm.

    When developing the PIP, make sure you:

    • Work with legal to ensure compliance with the contract and applicable laws.
    • Adequately convey the expected performance to the vendor; it is unfair to hold a vendor accountable for unreasonable and unconveyed expectations.
    • Work with the vendor on the PIP rather than imposing the PIP on the vendor.
    • Remain objective and be realistic about timelines and improvement.

    Not all performance issues require a PIP; some can be addressed one-on-one with the vendor’s account manager, project manager, or other personnel. The key is to identify meaningful problems and use a PIP to resolve them when other measures have failed or when more formality is required.

    A PIP is a communication tool, not a punishment tool. When used properly, PIPs can improve relationships, help avoid lawsuits, and prevent performance issues from having a significant impact on your organization.

    Step 3.4 – Implement PIPs and RIPs

    Improve vendor relationships

    After assessing the relationship landscape in step 3.2 and configuring the Relationship Assessment and Improvement Plan Tool in step 2.5, the next step is to leverage that information: 1) establish a relationship baseline for each critical vendor; and 2) develop and implement a plan for each to maintain or improve those relationships.

    The Relationship Assessment and Improvement Plan Tool provides insights into the actual status of your relationships. It allows you to quantify and qualify those relationships rather than relying on intuition or instinct. It also pinpoints areas that are strong and areas that need improvement. Identify your top seven relationship priorities and build your improvement/maintenance plan around those to start. (This number can be expanded if some of your priorities are low effort or if you have several people who can assist with the implementation of the plan.) Decide which relationship indicators need a formal plan, which ones require only an informal plan, and which ones involve a hybrid approach. Remember to factor in the maintenance aspect of the relationship – if something is going well, it can still be a top priority to ensure that the relationship component remains strong.

    Similar to a PIP, your RIP can be very formal with action items and deadlines. Unlike a PIP, the RIP is typically not shared with the vendor. (It can be awkward to say, “Here are the things we’re going to do to improve our relationship, vendor.”)

    The level of formality for your plan will vary. Customize your plan for each vendor. Relationships are not formulaic, although they can share traits. Keep in mind what works with one person or one vendor may not work for another. It’s okay to revisit the plan if it is not working and make adjustments.

    Step 3.5 – Gather market intelligence

    Determine the nature and scope of your market intelligence

    What is market intelligence?

    Market intelligence is a broad umbrella that covers a lot of topics, and the breadth and depth of those topics depend on whether you sit on the vendor or customer side of the equation. Even on the customer side, the scope and meaning of market intelligence are defined by the role served by those gathering market intelligence. As a result, the first step for the VMI is to set the boundaries and expectations for its role in the process. There can be some overlap between IT, procurement/sourcing, and the VMI, for example. Coordinating with other functional areas is a good idea to avoid stepping on each other’s toes or expending duplicate resources unnecessarily.

    For purposes of this blueprint, market intelligence is defined as gathering, analyzing, interpreting, and synthesizing data and information about your critical vendors (high operational, high tactical, and strategic under the COST model or valued and principal under the MVP model), their competitors, and the industry. Market intelligence can be broken into two basic categories: individual vendors and the industry as a whole. For vendors, it generally encompasses data and information about products and services available, each vendor’s capabilities, reputation, costs, pricing, advantages, disadvantages, finances, location, risks, quality ratings, standard service level agreements (SLAs) and other metrics, supply chain risk, total cost of ownership, background information, and other points of interest. For the industry, it can include the market drivers, pressures, and competitive forces; each vendor’s position in the industry; whether the industry is growing, stable, or declining; whether the industry is competitive or led by one or two dominant players; and the potential for disruption, trends, volatility, and risk for the industry. This represents some of the components of market intelligence; it is not intended to be an exhaustive list.

    Market intelligence is an essential component of a VMI as it matures and strives to be strategic and to provide significant value to the organization.

    Step 3.5 – Gather market intelligence

    Determine the nature and scope of your market intelligence

    What are the benefits of gathering market intelligence?

    Depending on the scope of your research, there are many potential uses, goals, and benefits that flow from gathering market intelligence:

    • Identify potential alternate vendors.
    • Learn more about the vendors and market in general.
    • Identify trends, innovations, and what’s available in the industry.
    • Improve contract protections and mitigate contract/performance risk.
    • Identify more comprehensive requirements for RFPs and negotiations.
    • Identify the strengths, weaknesses, opportunities, and threats for vendors.
    • Assist with minority/women/veteran-owned business or small business use initiatives.
    • Improve the pool of potential vendors for future RFPs, which can improve competition for your business.
    • Leverage information gained when negotiating or renegotiating at renewal (better terms and conditions).
    • Ensure ongoing alignment or identify gaps/risks between your current vendor’s capabilities and your needs.

    Step 3.5 – Gather market research and intelligence

    Begin collecting data and information

    What are some potential sources of information for market intelligence?

    For general information, there are many places to obtain market intelligence. Here are some common resources:

    • User groups
    • The internet
    • Vendor demos
    • Vendor marketing materials and websites
    • Internal personnel interviews and meetings
    • Industry publications and general periodicals
    • Trade shows and conferences (hosted or attended by vendors)
    • Requests for information (RFIs) and requests for proposal (RFPs)
    • Vendor financial filings for publicly held companies (e.g. annual reports, 10-K, 10-Q)

    Keep in mind the source of the information may be skewed in favor of the vendor. For example, vendor marketing materials may paint a rosier picture of the vendor than reality. Using multiple sources to validate the data and information is a leading practice (and common sense).

    For specific information, many VMIs use a third-party service. Third-party services can dedicate more resources to research since that is their core function. However, the information obtained from any third party should be used as guidance and not as an absolute. No third-party service has access to every deal, and market conditions can change often and quickly.

    Step 3.5 – Gather market research and intelligence

    Resolve storage and access issues

    Some additional thoughts on market intelligence

    • Market intelligence is another tool in the VMI’s toolbox. How you use it and what you do with the results of your efforts is critical. Collecting information and passing it on without analysis or insights is close to being a capital offense.
    • As previously mentioned, defining the scope and nature of market intelligence is the first step. In conjunction with that, remember to identify where the information will be stored. Set up a system that allows for searching by relevance and easy retrieval. You can become overwhelmed with information.
    • Periodically update the scope and reach of your market intelligence efforts. Do you need to expand, contract, or maintain the breadth and depth of your research? Do new vendors and industries need to be added to the mix?
    • Information can grow stale. Review your market intelligence repository at least annually and purge unneeded or outdated information. Be careful though – some historical information is helpful to show trends and evolution. Decide whether old information should be deleted completely or moved to an archive.
    • Determine who should have access to your repository and what level of access they should have. Do you want to share outside of the VMI? Do you want others to contribute to or modify/edit the material in the repository or only be able to read from the repository?

    Step 3.6 – Generate vendor-at-a-glance reports

    Keep executives and stakeholders informed about critical vendors

    Much of the guidance provided on reports in the blueprint Jump Start Your Vendor Management Initiative holds true for the 60-Second Report and the Vendor Calendar.

    • Determine who will be responsible for updating the reports, knowing that the VMI will be mainly coordinating the process and assembling the data/information rather than obtaining the data firsthand.
    • Determine the frequency. Most likely it will be periodic and ad hoc; for example, you may decide to update the 60-Second Report in whole or in part each quarter, but you may need to update it in the middle of the quarter if an executive has a meeting with one of your critical vendors at that time.
    • Even though you obtained feedback and “approval” from executives and stakeholders during step 2.6, you will still want to seek their input periodically. Their needs may change from time to time with respect to data, information, and formatting. Avoid the temptation to constantly make changes to the format, though. After the initial review cycle, try to make changes only annually as part of your ongoing review process.
    • Unfortunately, these reports require a manual approach; some parts may be automated, but that will depend on your format and systems.

    These reports should be kept confidential. Consider using a “confidential” stamp, header, watermark, or other indicator to highlight that the materials are sensitive and should not be disclosed outside of your organization without approval.

    Step 3.7 – Evaluate VMI personnel

    Compare skills, competencies, and knowledge needed to current levels

    Using the configured VMI personnel assessment tool (Elevate – Tools and Templates Compendium tab 2.7.1 or 2.7.2), evaluate each VMI employee’s skills, competencies, and knowledge (S/C/K) against the established minimum level required/desired field for each. Use this tool for full-time and part-time team members to obtain a complete inventory of the VMI’s S/C/K.

    After completing the assessment, you will be able to identify areas where personnel exceed, meet, or fail to meet the minimum level required/desired using the included dashboards. This information can be used to create a development plan for areas of deficiency or areas where improvement is desired for career growth.

    As an alternative, you can assess VMI personnel using their job descriptions. Tab 2.7.3 of the Tools and Templates Compendium is set up to perform this type of analysis and create a plan for improvement when needed. Unlike Tabs 2.7.1 and 2.7.2, however, the assessment does not provide a dashboard for all employee evaluations. Tab 2.7.3 is intended to focus on the different roles and responsibilities for each employee versus the VMI as a whole.

    Lastly, you can use Tab 2.7.4 to evaluate potential VMI personnel during the interview process. Load the roles and responsibilities into the template, and evaluate all the candidates on the same criteria. A dashboard at the bottom of the template quantifies the number of instances each candidate exceeds, meets, and fails to meet the criteria. Used together, the evaluation matrix and dashboard will make it easier to identify each candidate’s strengths and weaknesses (and ultimately select the best new VMI team member).

    Step 3.8 – Improve professional skills

    Increase proficiency in a few key areas

    The image contains an a screenshot example to demonstrate how to increase proficiency in a few key areas.

    To be an effective member of the VMI requires proficiency in many areas. Some basic skills like computer skills, writing, and time management are straightforward. Others are more nebulous. The focus of this step is on a few of the often-overlooked skills lurking in the shadows:

    • Communication
    • Running a meeting
    • Diplomacy
    • Emotional intelligence quotient (EQ)
    • Influence and persuasion
    • Building and maintaining relationships

    For the VMI to be viewed as a strategic and integral part of the organization, these skills (and others) are essential. Although this blueprint cannot cover all of them, some leading practices, tips, and techniques for each of the skills listed above will be shared over the next several pages.

    Step 3.8 – Improve professional skills

    Communicate more effectively

    Communication is the foundational element for the other professional skills covered in this Step 3.8. By focusing on seven key areas, you can improve your relationships, influence, emotional intelligence quotient, diplomacy, and impact when interacting with others. The concepts for the seven focal points presented here are the proverbial tip of the iceberg. Continue learning about these areas, and recognize that mastering each will require time and practice.

    1. Writing.
      1. Stick with simple words;1 you’re trying to communicate, not impress people with your vocabulary.
      2. Keep your sentences simple;1 use short words, short sentences, and short paragraphs.2
      3. Read your writing aloud;1 If you have to take a breath while reading a sentence out loud, the sentence is too long.
      4. Use a tool like Grammarly or the built-in functionality of Word to determine readability; aim for a score of 60 to 70 or a seventh- or eighth-grade level.3
      5. When reviewing your writing: consider your word choice and the implications of your words; look for unintended interpretations, ambiguities, and implied-tone issues.
    1 Grammarly, 2017. 2 Elna Cain, 2018. 3 Forbes, 2016.

    Step 3.8 – Improve professional skills

    Communicate more effectively (continued)

    2. Speaking

    1. Similar to writing, focus on short words and sentences. Avoid run-on sentences.
    2. Think before speaking and work on eliminating “ums,” “uhs,” and “you knows.” These detract from your message.
    3. Choose words that are “comfortable” for the other person/people. Rule number one in public speaking is to know your audience, and that rule applies beyond public speaking and to groups of all sizes (1 to 1,000+).
    4. Don’t confuse the words with the message.
    5. Pay attention to your tone, pace, and volume. Try to match your counterpart in one-on-one settings.

    3. Body Language.

    1. Understand body language’s limitations; it is part art and part science…not an absolute.
    2. Individual movements and movement clusters can provide information regarding the spoken message – look for consistencies and inconsistencies. A baseline for the person is needed to interpret the body language “accurately.”
    3. Pay attention to your own body language. Does it match the message being conveyed by your words or those of your teammates (in group settings)?

    Step 3.8 – Improve professional skills

    Communicate more effectively (continued)

    4. Personality.

    1. Identify your counterpart’s personality: Are they extroverted or introverted? Are they effusive or reserved? Are they diplomatic or offensive? Are they collaborative or looking to blame someone?
    2. Appeal to their personality type when possible, but avoid the blame game. For example, don’t be loud and “over the top” with someone who is reserved and quiet.

    5. Style.

    1. Determine your counterpart’s style for both written and spoken communications: Are they direct or indirect? Are they bottom-line or do they prefer descriptions and build-ups? Are they into empirical data or anecdotal examples?
    2. To maximize the connection and communication effectiveness, match their style…even if it means getting out of your comfort zone a little. For example, if you have an indirect style, you will have to be more direct when dealing with someone who is direct; otherwise, you run the risk of alienating your counterpart (i.e. they will get frustrated or bored, or their mind will wander).

    Step 3.8 – Improve professional skills

    Communicate more effectively (continued)

    6. Learning

    1. People absorb information in three ways:
      1. Visually: These learners need to see things for them to make sense and be retained.
      2. Auditory: These learners need to hear things for them to make sense and be retained.
      3. Kinesthetic/experiential: These learners need to do something or experience it to understand and retain it.
    2. While some people are dominant in one area, most are a combination of one or more methods.
    3. If you can identify a person’s preferred method of learning, you can enhance your ability to communicate. For example, talking (exclusively) with a visual learner will be minimally effective; showing that person a picture or graph while talking will increase your effectiveness.

    7. Actions and inactions.

    1. Communication goes beyond words, messages, body language, and other issues. Your actions or inactions following a communication can undo your hard work to communicate effectively.
    2. Follow through on promises, action items, or requests.
    3. Meet any deadlines or due dates that result from communications. This helps build trust.
    4. Make sure your follow-through items are complete and thorough. Half-way is no way!
    5. Communicate any delays in meeting the deadlines or due dates to avoid

    Step 3.8 – Improve professional skills

    Tap into your inner diplomat

    Diplomacy can be defined many ways, but this one seems to fit best for the purposes of vendor management: The ability to assert your ideas or opinions, knowing what to say and how to say it without damaging the relationship by causing offense.1 At work, diplomacy can be about getting internal or external parties to work together, influencing another party, and conveying a message tactfully. As a vendor manager, diplomacy is a necessary skill for working with your team, your organization, and vendors.

    To be diplomatic, you must be in tune with others and understand many things about them such as their feelings, opinions, ideas, beliefs, values, positions, preferences, and styles. To achieve this, consider the following guidance:2

    • Modify your communication style: Communication is about getting someone to understand and evaluate your message so they can respond. Approach people the way they want to be approached. For example, sending an email to a person who prefers phone calls may create a communication issue.
    • Choose your words carefully: Use words as an artist uses a brush, paint, and a canvas. Paint a picture through word selection. Similar words can portray different scenes (e.g. the child ran to the store quickly vs. the child raced to the store). Make sure your image is relatable for your counterpart.
    1 “The Art of Tact and Diplomacy,” SkillsYouNeed 2 Communiqué PR, 2020.

    Step 3.8 – Improve professional skills

    Tap into your inner diplomat (continued)

    • Slow down a speak concisely: Say what you have to say…and stop. No one likes a communicator who rambles on and on. Once your message has been conveyed, go into silent mode. Get comfortable with silence; there is no need to fill the void with more meaningless words. Let your counterpart contemplate in peace.
    • Listen to understand: Be an active listener rather than biding your time until you can talk again. Avoid interrupting the other party (whenever possible, but sometimes it is needed!). Show interest in what the other person is saying and ask clarifying questions. Make eye contact, nod your head periodically, and summarize what you hear from time to time. Use your ears and mouth in proportion: listen twice as much as you talk.
    • Consider nonverbals: Read the facial expressions of the speaker and be aware of your own. Faces tend to be expressive; sometimes we are aware of it…and sometimes we aren’t. Try relaxing your face and body to minimize the involuntary expressions that may betray you. Adopt a diplomatic facial expression and practice using it; find the right mix of interest and neutrality.

    Whenever things get tense, take a deep breath, take a break, or stop the communication (based on the situation and what is appropriate). Being diplomatic can be taxing, and it is better to step back than to continue down a wrong path due to stress, emotion, being caught off guard, etc.

    Step 3.8 – Improve professional skills

    Build and maintain relationships

    Relationship building and networking cannot be overvalued. VMI personnel interact with many areas and people throughout the organization, and good relationships are essential. Building and maintaining relationships requires hard work and focusing on the right items. Although there isn’t a scientific formula or a mathematical equation to follow, key elements are present in all durable relationships.

    Focus on building relationships at all levels within your organization. People at every level may have data or information you need, and your relationship with them may be the deciding factor in whether you get the information or not. At other times, you will have data and information to give, and the relationship may determine how receptive others are to your message. Some relationship fundamentals are provided below and continue on the next page.1,2

    • Trust: be honest and ethical and follow through on your commitments.
    • Diversity: build relationships with people who aren’t just like you to expand your mindset.
    • Interrelatedness: understand how what you do impacts others you have relationships with.
    • Varied interaction: a good relationship will incorporate work-related interactions with personal interactions.
    • Effective communication: combine methods of communication but focus on the other person’s preferred method.
    1 ”Seven Characteristics of Successful Work Relationships,” 2006. 2 Success.com, 2022.

    Step 3.8 – Improve professional skills

    Build and maintain relationships (continued)

    • Empathy – understand where the other person is coming from through active listening.
    • Vulnerability – create a judgment-free zone.
    • Respect – this must be given and earned.
    • Real face time – meeting in the offline world signals to the person that they are important (but this is not always possible today).
    • A giving-first mentality – provide something of value before asking for something in return.
    • Unique perspective – tap into what the other person believes and values.
    • Intent – start with genuine interest in the other person and the relationship.
    • Hard work – active engagement and a commitment to the relationship are required.
    • Honesty – be honest in your communications.
    • Challenge – be open to thinking differently and trying new things.
    • Value – identify what you add to the relationship.
    • Conscientiousness – be aware of the relationship’s status and react accordingly.

    Step 3.8 – Improve professional skills

    Run meetings more efficiently and effectively

    Most people don’t get excited about meetings, but they are an important tool in the toolbox. Unfortunately, many meetings are unnecessary and unproductive. As a result, meeting invites often elicit an audible groan from invitees. Eliminating meetings completely is not a practical solution, which leaves one other option: improving them.

    You may not be in charge of every meeting, but when you are, you can improve their productivity and effectiveness by making a few modifications to your approach. Listed below are ten ideas for getting the most out of your meetings:*

    1. Begin with the mindset that you are a steward or protector of the meeting attendees’ time, and you never want attendees to feel that you wasted their time.
    2. Keep the attendee list to essential personnel only. Everyone attending the meeting should be able to justify their attendance (or you should be able to justify it).
    3. Set an appropriate time limit for the meeting. Don’t default to the 60-minute meeting; right-size the meeting time (e.g. 15, 30, or 45 minutes or some other number). Shorter meeting times force participants to focus.
    4. Create and use an agenda. To help you stay focused and to determine who to invite, set up the agenda as a list of questions rather than a list of topics.
    *Adapted from “The Surprising Science Behind Successful Remote Meetings” by Steven G. Rogelberg

    Step 3.8 – Improve professional skills

    Run meetings more efficiently and effectively (continued)

    5. Use video when anyone is attending virtually. This helps prevent anonymity and increases engagement.

    6. Start and end meetings on time. Running over impacts other meetings and commitments; it also makes you look ineffective and increases stress levels for attendees.

    7. If longer meetings are necessary, build in a short break or time for people to stand up and stretch. Don’t say, “If you need a break or to stand up during the meeting, feel free.” Make it a planned activity.

    8. Keep others engaged by facilitating and drawing specific people into the conversation; however, don’t ask people to contribute on topics that they know nothing about or ask generally if anyone has any comments.

    9. Leverage technology to help with the meeting; have someone monitor the chat for questions and concerns. However, the chat should not be for side conversations, memes, and other distractions.

    10. End the meeting with a short recap, and make sure everyone knows what was decided/accomplished, what next steps are, and which action items belong to which people.

    Step 3.8 – Improve professional skills

    Increase emotional intelligence

    Emotional intelligence (otherwise known as emotional intelligence quotient or EQ) is the ability to understand, use, and manage your own emotions in positive ways to relieve stress, communicate effectively, empathize with others, overcome challenges and defuse conflict.1 This is an important set of skills for working with vendors and internal personnel. Increasing your EQ will help you build better relationships and be seen as a valuable teammate…at all levels within your organization.

    Improving this skill dovetails with other skills discussed in this step 3.8, such as communication and diplomacy. Being well versed in the concepts of EQ won’t be enough. To improve requires a willingness to be open – open to feedback from others and open to new ideas. It also requires practice and patience. Change won’t happen overnight, but with some hard work and perseverance, your EQ can improve.

    There are many resources that can help you on your journey, and here are some tips to improve your EQ:2

    • Practice observing how you feel.
    • Pay attention to how you behave.
    • Learn to look at yourself objectively.
    • Understand what motivates you.
    • Acknowledge your emotional triggers.
    • Be interested in the subject matter.
    1 HelpGuide, 2022. 2 RocheMartin, 2022.

    Step 3.8 – Improve professional skills

    Increase emotional intelligence (continued)

    Tips to improve your EQ (continued from previous page):

    • It’s your choice how you react to a situation.
    • Listen without interruption, preconceptions, or skepticism; absorb their situation and consider how they are feeling before you react.
    • Try to be approachable and accessible.
    • Think about what’s happening from their perspective.
    • Cultivate a curiosity about strangers to understand different opinions, views, and values.
    • Acknowledge what people are saying to show you are actively listening.
    • Think about how you’re physically coming across with your body language, tone of voice, eye contact, and facial expressions.

    Things to avoid:1

    • Drama – don’t let others’ emotions affect or rule yours.
    • Complaining – don’t be a victim; do look for solutions.
    • Dwelling on the past – learn from the past and live in the present.
    • Selfishness – consider others’ needs, not just your own.
    • Being overly critical – understand the other person, then communicate the change you want to see.
    1 RocheMartin, 2022.

    Step 3.8 – Improve Professional Skills

    Use Influence and Persuasion to Benefit the VMI

    Skills such as influence and persuasion are important (even necessary) for vendor managers. (Don’t confuse this with the dark arts version – manipulation.) A good working definition is provided by the Center for Creative Leadership: Influence is the ability to affect the behavior of others in a particular direction, leveraging key tactics that involve, connect, and inspire them.* Influence and persuasion are not about strongarming or blackmailing someone to get your way. Influence and persuasion are about presenting issues, facts, examples, and other items in a way that moves people to align with your position. Sometimes you will be attempting to change a person’s mind, and other times you will be moving them from a neutral stance to agreeing to support your position.

    Building upon the basic communication skills discussed at the start of this step, there are some ways to improve your ability to influence and persuade others. Here are some suggestions to get you started:*

    1. Develop organizational intelligence – learn how your organization truly operates; identify the power brokers and their spheres of control and influence. Many failures to persuade and influence stem from not understanding who can help and how they can help (or hinder) your efforts. The most influential person in your organization may not be the person with the fancy title.
    2. Promote yourself and the team – don’t be afraid to step into the spotlight and demonstrate your knowledge and expertise. To be able to persuade and influence as and individual or a team, credibility must be established.
    * Center for Creative Leadership, 2020.

    Step 3.8 – Improve professional skills

    Use influence and persuasion to benefit the VMI (continued)

    3. Build and maintain trust – trust has two main components: competency and character. In item 2 on the previous page, competency trust was discussed from the perspective of knowledge and expertise. For character trust, you need to be viewed as being above reproach. You are honest and ethical; you follow through and honor your commitments. Once both types of trust are in place, eyes and ears will be open and more receptive to your messages. Bottom line: You can’t influence or persuade people if they don’t trust you.

    4. Grow and leverage networks – the workplace is a dynamic atmosphere, and it requires almost constant networking to ensure adequate contacts throughout the organization are maintained. Leveraging your network is an artform, and it must be used wisely. You don’t want to wear out your welcome by asking for assistance too often.

    As you prepare your plan to influence or persuade someone, ask yourself the following questions:*

    • Who am I attempting to influence?
    • What is the situation and how much support do I need?
    • Why do I need this person’s support for my idea?
    • What tactics can I use, and how can I establish rapport?
    • What responses do I anticipate?
    • What mutual points of agreement can I use?
    • How can I end on a positive note no matter what the outcome is?
    * Center for Creative Leadership, 2020.

    Step 3.9 – Expand professional knowledge

    Learn more about departments and functions tangential to the VMI

    To function in their roles, VMI personnel must be well versed in the concepts and terminology associated with vendor management. To be strategic and to develop relationships with other departments, divisions, agencies, and functional groups, VMI personnel must also be familiar with the concepts and terminology for functions outside the VMI. Although a deep dive is beyond the scope of this blueprint, understanding basic concepts within each of the topics below is critical:

    • Finance and accounting
    • Project management
    • Contracts and contract management
    • Procurement/sourcing
    • Change management
    • Conflict management
    • Account team dynamics

    It isn’t necessary to be an expert in these subjects, but VMI personnel must be able to talk with their peers intelligently. For example, a vendor manager needs to have a general background in contract terms and conditions to be able to discuss issues with legal, finance, procurement, and project management groups. A well-rounded and well-versed VMI team member can rise to the level of trusted advisor and internal strategic partner rather than wallowing in the operational or transactional world.

    Step 3.9 – Expand professional knowledge

    Understand finance and accounting basics

    Finance and accounting terms and concepts are commonplace in every organization. They are the main language of business – they are the way for-profit businesses keep score. Regardless of whether your organization is a for-profit, non-profit, governmental, or other entity, finance and accounting run through the veins of your organization as well. In addition to the customer side of the equation, there is the vendor side of the equation: Every vendor you deal with will be impacted financially by working with you.

    Having a good grasp of finance and accounting terms and concepts will improve your ability to negotiate, talk to finance and accounting personnel (internal and external), conduct ongoing due diligence on your critical vendors, review contracts, and evaluate vendor options, to name just a few of the benefits.

    The concepts listed on the following pages are some of the common terms applicable to finance and accounting. It is not intended to be an exhaustive list. Continue to learn about these concepts and identify others that allow you to grow professionally.

    Step 3.9 – Expand professional knowledge

    Understand finance and accounting basics (continued)

    Finance and accounting terms and concepts

    • Cash accounting vs. accrual accounting.
    • Fiscal year vs. calendar year.
    • Profit vs. cash flow.
    • Fixed expenses vs. variable expenses.
    • Capital expense (CapEx) vs. operating expense (OpEx).
    • Depreciation vs. amortization.
    • Payment upfront vs. payment in arrears.
    • Favorable (positive) variance vs. unfavorable (negative) variance.
    • Discretionary expense (cost/expenditure) vs. non-discretionary expense (cost/expenditure).
    • Income statement and its components.
    • Balance sheet and its components.

    Step 3.9 – Expand professional knowledge

    Understand finance and accounting basics (continued)

    Finance and accounting terms and concepts (cont’d)

    • Operating profit margin.
    • Net profit margin.
    • Return on assets.
    • Current ratio.
    • Quick ratio.
    • Debt-to-asset ratio.
    • Interest coverage.
    • Total asset turnover.
    • Receivables turnover.
    • Average collection period.
    • Inventory turnover.
    • Time value of money concept.
    • Future value (FV).
    • Present value (PV).
    • Net present value (NPV).
    • Cost of capital.
    • Internal rate of return (IRR).
    • Return on investment (ROI).
    • Payback (payback period or break even).

    Step 3.9 – Expand professional knowledge

    Understand project management basics

    The image contains a screenshot example of expanding professional knowledge.

    Whether your organization has a formal project management office (PMO) or not, project management practices are being used by those tasked with making sure software and software as a service implementations go smoothly, technology refreshes are rolled out without a hitch, and other major activities are successful. Listed below are some common competencies/skills used by project managers to make sure the job gets done right.

    1. Requirements – define the project’s goals, objectives, and requirements.
    2. Scope – develop, monitor, and manage the project’s scope.
    3. Time – develop and manage the timeline and determine the order (parallel and sequential) for the tasks and activities.
    4. Budget – create and manage the project budget and report on any variances.
    5. Resources – manage space, people, software, equipment, services, etc.
    6. Risk – identify, evaluate, monitor, and manage project risk.
    7. Change – manage updated requirements, changes to the scope, and modifications to the contract.
    8. Documentation – work with the project charter, open issue logs, meeting minutes, and various reports.
    9. Communication – communicate with vendor personnel and internal personnel, including stakeholders and executives as needed.
    10. Quality – ensure the deliverables and other work are acceptable and coordinate/conduct acceptance tests.

    Step 3.9 – Expand professional knowledge

    Understand project management basics (continued)

    The image contains a screenshot of understanding project management basics.

    The concepts listed below are common project management terms and concepts.1, 2 This list is not intended to be exhaustive. Look internally at your project management processes and operations to identify the concepts applicable in your environment and any that are missing from this list.
    • Project plan
    • Work breakdown structure (WBS)
    • Critical path
    • Project manager
    • Project stakeholder
    • Agile project
    • Waterfall project
    • Milestone
    • Deliverable
    • Dependency
    • Phase
    • Kickoff meeting
    • Project budget
    • Project timeline
    • Resource allocation
    • Project risk
    • Risk management
    • Risk owner
    • Issue log
    • Gantt chart
    1 nTask, 2019. 2 Whiz Labs, 2018.

    Step 3.9 – Expand professional knowledge

    Understand contracts and contract lifecycle management basics

    Contracts and contract lifecycle management (CLM) are two separate but related topics. It is possible to have contracts without a formal CLM process, but you can’t have CLM without contracts. This portion of step 3.9 provides some general background on each topic and points you to blueprints that cover each subject in more detail.

    IT contracts tend to be more complicated than other types of contracts due to intellectual property (IP) rights being associated with most IT contracts. As a result, it is necessary to have a basic understanding of IP and common IT contract provisions.

    There are four main areas of IP: copyrights, patents, trademarks, and trade secrets. Each has its own nuances, and people who don’t work with IP often mistake one for another or use the terms interchangeably. They are not interchangeable, and each affords a different type of protection when available (e.g. something may not be capable of being patented, but it can be copyrighted).

    For contract terms and conditions, vendor managers are best served by understanding both the business side and the legal side of the provisions. In addition, a good contract checklist will act as a memory jogger whether you are reviewing a contract or discussing one with legal or a vendor. For more information on contract provisions, checklists, and playbooks, download the Info-Tech blueprints identified to the left.

    Download the Info-Tech blueprint Understand Common IT Contract Provisions to Negotiate More Effectively

    Download the Info-Tech blueprint Improve Your Statements of Work to Hold Your Vendors Accountable

    Step 3.9 – Expand professional knowledge

    Understand contracts and contract lifecycle management basics (continued)

    CLM is a process that helps you manage your agreements from cradle to grave. A robust CLM process eases the challenges of managing hundreds or even thousands of contracts that affect the day-to-day business and could expose your organization to various types of vendor-related risk.

    Managing a few contracts through the contracting process is easy, but as the number of contracts grows, managing each step of the process for each contract becomes increasingly difficult and time consuming. That’s where CLM and CLM tools can help. Here is a high-level overview of the CLM process:

    1. Request – a request for a contract is initiated.
    2. Create contract – the contract is drafted by the customer or provided by the vendor.
    3. Review risk – areas of risk in the contract are identified.
    4. Approve – base agreement and attachments are approved and readied for negotiations.
    5. Negotiate – the agreement is negotiated and finalized.
    6. Sign – the agreement is signed or executed by the parties.
    7. Capture – the agreement is stored in a centralized repository.
    8. Manage – actively manage the operational and commitment aspects of the agreement.
    9. Monitor compliance – ensure that each party is honoring and complying with its obligations.
    10. Optimize – review the process and the contracts for potential improvements.

    For more information on CLM, download the Info-Tech blueprint identified to the left.

    Download the Info-Tech Blueprint Design and Build an Effective Contract Lifecycle Management Process

    Step 3.9 – Expand professional knowledge

    Understand procurement/sourcing basics

    Almost every organization has a procurement or sourcing department. Procurement/sourcing is often the gatekeeper of the processes used to buy equipment and services, lease equipment, license software, and acquire other items. There are many different types of procurement/sourcing departments and several points of maturity within each type. As a result, the general terms listed on the next page may or may not be applicable within your organization. (Or your organization may not have a procurement/sourcing department at all!)

    Identifying your organization’s procurement/sourcing structure is the best place to start. From there, you can determine which terms are applicable in your environment and dive deeper on the appropriate concepts as needed.

    Step 3.9 – Expand professional knowledge

    Understand procurement/sourcing basics (continued)

    Procurement sourcing terms and concepts

    • Hard dollar savings
    • Soft dollar savings
    • Cost avoidance
    • Value creation
    • Value created
    • Addressable spend
    • Spend addressed
    • Revenue creation
    • Category management
    • Category manager
    • Targeted negotiations
    • Indirect procurement/sourcing
    • Direct procurement/sourcing
    • Sourcing/procurement processes
    • Sourcing/procurement drivers and metrics
    • RFX (RFP, RFI, RFQ) processes
    • Forecasting value creation
    • Percentage of value creation to spend addressed
    • Category opportunity
    • Category plans
    • Center-led procurement/sourcing
    • Centralized procurement/sourcing
    • Decentralized procurement/sourcing

    Step 3.9 – Expand professional knowledge

    Understand conflict management basics

    Whether you consider conflict management a skill, knowledge, or something in between, there is no denying that vendor managers are often engaged to resolve conflicts and disputes. At times, the VMI will be a “disinterested third party,” sitting somewhere between the vendor and an internal department, line of business, agency, or other functional designation. The VMI also may be one of the parties involved in the dispute or conflict. As a result, a little knowledge and a push in the right direction will help you learn more about how to handle situations where two parties don’t agree.

    To begin with, there are four levels of “formal” dispute resolution. You may be intimately aware of all of them or only have cursory knowledge of how they work and the purpose they serve:

    • Negotiation
    • Mediation
    • Arbitration
    • Litigation

    Their use often can be controlled or limited either contractually or by your organization’s preferences. They may be exclusive or used in combination with one another (e.g. negotiation first, and if things aren’t resolved, arbitration). Look at your contracts and legal department for guidance. It’s important to understand when and how these tools are used and what is expected (if anything) from the VMI.

    Step 3.9 – Expand professional knowledge

    Understand conflict management basics (continued)

    The image contains a screenshot of The Thomas-Kilman Conflict Resolution Model.

    Another factor in the conflict management and informal dispute resolution process is the people component. Perhaps the most famous or well-known model on this topic is the Thomas-Kilmann conflict resolution model. It attempts to bring clarity to the five different personality types you may encounter when resolving differences. As the graphic indicates, it is not purely a black-and-white endeavor; it is comprised of various shades of grey.

    The framework presented by Mr. Thomas and Mr. Kilmann provides insights into how people behave and how to engage them based on personality characteristics and attributes. The model sorts people into one of five categories:

    • Avoiders.
    • Competitors.
    • Collaborators.
    • Accommodators.
    • Compromisers.

    Although it is not an absolute science since people are unpredictable at times, the Thomas-Kilmann model provides great insights into human behavior and ways to work with the personality types listed.

    *Kilmann Diagnostics, 2018.

    Step 3.9 – Expand professional knowledge

    Understand conflict management basics (continued)

    Although the topic is vastly greater than being presented here, the last consideration is a sound process to follow when the conflict or dispute will be handled informally (at least to start). The simple process presented below works with vendors, but it can be adapted to work with internal disputes as well. The following process assumes that the VMI is attempting to facilitate a dispute between an internal party and a vendor.

    Step 1. Validate the person and the issue being brought to you; don’t discount the person, their belief, or their issue. Show genuine interest and concern.

    Step 2. Gather and verify data; not all issues brought forward can be pursued or pursued as presented. For example, “The vendor is always late with its reports” may or may not be 100% accurate as presented.

    Step 3. Convert data gathered into useful and relatable information. To continue the prior example, you may find that the vendor was late with the reports on specified dates, and this can be converted into “the vendor was late with its reports 50% of the time during the last three months.”

    Step 3.9 – Expand professional knowledge

    Understand conflict management basics (continued)

    Step 4. Escalate findings internally to the appropriate stakeholders and executives as necessary so they are not blindsided if a vendor complains or goes around you and the process. In addition, they may want to get involved if it is a big issue, or they may tell you to get rid of it if it is a small issue.

    Step 5. Engage the vendor once you have your facts and present the issues without judgment. Ask the vendor to do its own fact gathering.

    Step 6. Schedule a meeting to review of the situation and hear the vendor’s version of the facts…they may align, or they may not.

    Step 7. Resolve any differences between your facts/information and the vendor’s. There may be extenuating circumstances, oversights, different data, or other items that come to light.

    Step 8. Attempt to resolve the problem and prevent further occurrences through root cause analysis and collaborative problem-solving techniques.

    Develop your own process and make sure it stays neutral. The process should not put the vendor (or any party) on the defensive. The process is to help the parties reach resolution…not to assign blame.

    Step 3.9 – Expand professional knowledge

    Understand account team management basics

    Working with the account or sales team from your critical vendors can be challenging. A basic understanding of account team operations and customer/vendor dynamics will go a long way to improving your interactions (and even vendor performance) over time.

    Sales basics

    • Salespeople are typically paid a base salary and a commission on each sale.
    • Salespeople have quotas that must be met; failure to meet the quota results in probation (at a minimum) or termination.
    • Salespeople sell what they are motivated to sell; the motivation comes in the way of contests, commissions, and recognition. The commission structure is not the same for every service or product sold by the vendor. In addition, incentives may be created to move old product, overstock, or new product (to name a few).
    • Salespeople have multiple goals when interacting with customers:
      • Sell
      • Gather information
      • Build a relationship
      • Get a reference
      • Obtain a reference
      • Increase the vendor’s footprint

    Step 3.9 – Expand professional knowledge

    Understand account team management basics (continued)

    Improving sales and account team dynamics with your organization

    • Conduct due diligence on your account team. Are they “qualified” to work with your account?
    • Set expectations with the account team for the ongoing relationship. Don’t leave it to chance.
    • Evaluate the sales and account teams at least annually. Get feedback from those who work closely with the salespeople and account managers, including stakeholders and executives.
    • Educate people internally about the sales process. At a minimum, counsel them to avoid giving away leverage, answering “damaging” questions, and disclosing confidential information.
    • Try to get involved early in the sales cycle. Sell your value to internal personnel.
    • Work to convert your account manager into your champion within the vendor. The salesperson can benefit by going to bat for you even though they work for the vendor. The commission structure often creates a split loyalty issue. Capitalize on it!
    • Watch out for high turnover. This can indicate a problem at the vendor OR your account is not that attractive/profitable. (See steps 2.2 and 3.1 regarding customer positioning.)

    Step 3.9 – Expand professional knowledge

    Understand account team management basics (continued)

    Improving sales and account team dynamics with your organization (continued)

    • Support effective sales reps by educating them on your organization, the best way to work with you, and the benefits of working with your processes. If they do something above and beyond, consider sending them a thank-you and copying their boss. Little things go a long way.
    • Control the sales process. Require qualified people from your organization to be invited to meetings; require an agenda for those meetings; and avoid “surprise” meetings (those meetings with limited notice and no agenda… "My boss is in town today, and I wanted to stop by and introduce her to you").
    • Don’t be afraid to request a new account manager. For your critical vendors, you should always be dealing with competent account teams. They should have the requisite knowledge of their products and services to be able to answer basic through intermediate questions; they should be ethical; and they should be responsive.
    • Build relationships beyond the salesperson or account manager. Develop a network that extends throughout the sales organization. (For example, the sales manager, sales director, and sales vice president at a minimum.) These people generally have more sway within the vendor organization and can get things done when the need arises.

    For more information on this topic, download the Info-Tech blueprint Evaluate Your Vendor Account Team to Optimize Vendor Relations.

    Step 3.10 – Create brand awareness

    Determine whether a brand makes sense for the VMI

    Branding isn’t just for companies. It is for departments (or whatever you call them at your place of employment) and individuals working in those departments. With a little work and even less money, you can create a meaningful brand for the VMI. While you are at it, you may want to encourage the VMI’s team members to focus a little attention on their personal brands since the VMI and its personnel are intertwined. First, let's define “brand.”

    Ask 50 people, “How do you define ‘brand’?” and you are likely to get 50 different answers. For the purposes of this blueprint, the following definition provides some guiderails by describing what a brand is and isn’t: “A brand is not a logo. A brand is not an identity. A brand is not a product. A brand is a person’s gut feeling about a product, service, or organization.”1 Let’s expand the definition of “a brand is…” to include departments and individuals since that’s the focus of this step, and it doesn’t violate the spirit of the original definition. A further expansion could include the goodwill associated with the product, service, organization, department, or individual.

    Dedicating time and other resources to proactively creating and nurturing the VMI’s brand has many advantages:

    • “If you don’t define your brand, others will.”2 This is your chance to define the VMI’s narrative and influence the perception others have of it.
    • It allows VMI team members to feel connected to the VMI’s vision and goals during their day-to-day activities.
    • It helps form an emotional connection between the VMI and your internal “clients.”
    • “Branding is a way of establishing and consistently reinforcing who you are and what you [do]…”2 Your brand helps you promote the VMI’s value and impact.
    1 Emotive Brand, 2019. 2 Forbes, 2018.

    Step 3.10 – Create brand awareness

    Establish the VMI’s brand and monitor it

    As you embark on creating a brand for the VMI and raising awareness, here are a few considerations to keep in mind:

    • Identify your mission.* Review the VMI’s mission statement and goals. Translate them into statements that connect with your internal clients.
    • Establish your unique value proposition.* What does the VMI provide to your internal clients that would make them go out of their way to use your services? How can you help them in ways others can’t?
    • Create your brand’s visual identity.* Can you create a logo for the VMI? Can you provide a consistent look and feel for the reports you generate and information you provide?
    • Increase brand recognition.* It takes time to build trust and establish a reputation. The same is true of creating a brand and increasing its recognition. Develop a plan for this rather than leaving it to chance.
    • Be consistent. Make sure your brand is consistent with the organization’s brand or at least doesn’t contradict it. The VMI’s brand is based on its values, mission, goals, and other items; these should complement the organization’s values, mission, goals, and other items.
    • Spread the word. Attend internal clients’ staff meetings, conduct lunch & learn sessions, send out a newsletter to ensure that your internal clients know who you are, what you do, and the impact you can make or have made. Make personal connections whenever possible.
    • Monitor your brand. It is not enough to create a brand and turn it loose unsupervised. Seek feedback on the VMI and its brand beyond the internal survey (step 3.11), and adjust your brand periodically as needed.
    * Stevens & Tate, 2019.

    Step 3.10 – Create brand awareness

    Enhance the brand of VMI team members

    As previously mentioned, brands are for individuals as well. In fact, everybody has a brand associated with them…for better or worse...whether they have consciously created and molded it or not. Focusing on the individual brand at this point offers the VMI and its team members the opportunity to enhance the brand for both. After all, the VMI is a reflection of its personnel.

    Here are some things VMI team members can do to enhance their brand:

    • Network internally beyond your immediate team.1 Get to know people and build relationships with others even if you don’t work directly or indirectly with them.
    • Say yes to relevant opportunities.1 Volunteer for projects where you can make an impact and let others see your value; it’s also a good way to build relationships beyond your immediate team.
    • Speak at a conference. According to Jeff Butler (author and TEDx speaker), “Speaking gets you that immediate credibility not only internally but also externally where other companies are now seeing you as an expert.” He also states that “speaking at … conferences is not only good for you but also good for your [organization].”1
    • Share your voice.1 Become a resource for bloggers, authors, and podcasters; consider blogging, writing, and podcasting. Remember not to disclose any proprietary or confidential information, though! Work with your legal and marketing departments before embarking on this path.
    • Set goals and monitor your progress. Track the number of times you are asked to speak or contribute to a blog, podcast, event, or article, and track the number of times you are mentioned or referenced in social media, blogs, articles, and podcasts.2
    1 Forbes, 2018. 2 Oberlo, 2022.

    3.10.1 – Create brand awareness

    30 – 90 Minutes

    1. Meet with the participants to review the information in Elevate – Tools and Templates Compendium – Tab 3.10. The worksheet is divided into two parts.
      1. Part 1 is for the VMI to use to create a brand, and
      2. Part 2 is for an individual VMI team member to create a brand.
    2. For Part 1, work as a team to answer the questions to begin identifying components of your brand awareness and building a strategy for the VMI's brand.
    3. For Part 2, individuals can work by themselves or with the team leader to answer the questions and set goals to help build an individual brand (if it is desirable).
    InputOutput
    • Elevate – Tools and Templates Compendium – Tab 3.10
    • Brainstorming
    • VMI brand framework
    • Individual VMI personnel brand framework
    MaterialsParticipants
    • Elevate – Tools and Templates Compendium – Tab 3.10
    • VMI team

    Download the Info-Tech Elevate - Tools and Templates Compendium

    Step 3.11 – Survey internal clients

    Gain insights and feedback from internal sources

    As you deploy your surveys, timing must be considered. For annual surveys, avoid busy seasons such as mid to late December (especially if your organization’s fiscal year is a calendar year). Give people time to recover from any November holidays, and survey them before they become distracted by December holidays (if possible). You may want to push the annual survey until January or February when things have settled back into a normal routine. Your needs for timing and obtaining the results must be balanced against the time constraints and other issues facing the potential respondents.

    For recency surveys, timing can work to your advantage or disadvantage. Send the survey almost immediately after providing assistance. If you wait more than a week or two, memories will begin to fade, and the results will trend toward the middle of the road.

    Regardless of whether it is an annual survey or a recency survey, distributing the surveys to a big enough sample size will be tough. Combine that with low response rates and the results may be skewed. Take what you can get and look for trends over time. Some people may be tough critics; if possible, send the survey to the same people (and incorporate new ones) to see if the tough graders’ responses are remaining true over time. Another way to mitigate some of the tough critics is to review their answers to the open-ended questions. For example, a tough grader may respond with a “4 – helpful” when you were expecting a “5 – very helpful;” the narrative portion of the survey may be consistent with that answer, or it may provide what you were looking for: “The VMI was great to work with on this project.” When confined to a scale, some respondents won’t give the top value/assessment no matter what, but they will sing your praises in a question that requires a narrative response. Taken together, you may get a slightly different picture – one that often favors you.

    Step 3.11 – Survey internal clients

    Gain insights and feedback from internal sources (continued)

    The image contains a screenshot of an example survey.

    After you have received a few responses to your surveys (recency and annual), review the results against your expectations and follow up with some of the respondents. Were the questions clear? Were the answer choices appropriate? Ultimately, you have to decide if the survey provided the meaningful feedback you were looking for. If not, revise the questions and answers choices as needed. (Keep in mind, you are not looking for “feelgood fluff.” You are looking for feedback that will reinforce what you are doing well and show areas for improvement.)

    Once you have the results, it’s time to share them with the executives and stakeholders. When creating a report, consider the following guidance:

    • Don’t just list the data; convert it to usable information.
    • When needed, provide some context and interpretation for the results. For example, if you have an internal goal or service level, indicate this and show how the results compare to the target (e.g. in a bar chart, insert a horizontal line and label it “target”).
    • Present the results on a question-by-question basis, but you may want to combine or aggregate results to provide meaningful information. For example, combine 21% responding with “doing a great job” and 62% responding with “doing a good job” into one statement of “83% of those surveyed said the VMI is doing a good job or doing a great job.”
    • Use an executive summary as an overview or to highlight the key findings, with the detailed data and information on subsequent pages for people who want to dive deeper.

    Step 3.12 – Calculate VMI ROI

    Identify and report the VMI’s value and impact on the organization

    Calculating ROI begins with establishing baselines: what is the current situation? Once those are established, you can begin tracking the impact made by the VMI by looking at the differences between the baseline and the end result. For example, if the VMI is tracking money saved, it is critical to know the baseline amounts (e.g. the initial quote from the vendor, the budgeted amount). If time is being measured, it is important to understand how much time was previously spent on items (e.g. vendor meetings to address concerns, RFPs).

    The blueprint Capture and Market the ROI of Your VMO will lead you through the process, but there are a couple of key things to remember: 1) some results will be quick and easy – the low-hanging fruit, things that have been ignored or not done well, eliminating waste, and streamlining inefficiencies; and 2) other things may take time to come to fruition. Be patient and make sure you work with finance or others to bring credibility to your calculations.

    When reporting the ROI, remember to include the results of the survey from step 3.11. They are not always quantifiable, but they help executives and stakeholders see the complete picture, and the stories or examples make the ROI “personal” to the organization.

    Reporting can be a challenge. VMIs often underestimate their value and don’t like self-promotion. While you don’t want to feel like you operate in justification mode, many eyes will be on the VMI. The ROI report helps validate and promote the VMI, and it helps build brand awareness for the VMI.

    Step 3.13 – Implement vendor recognition program

    Set your plan in motion

    As indicated in step 2.10, take a “crawl, walk, run” approach to your vendor recognition program. Start off small and grow the program over time. Based on the scope of the program, decide how you’ll announce and promote it. Work with marketing, IT, and others to ensure a consistent message, to leverage technology (e.g. your website), and to maximize awareness.

    For a formal program, you may want to hold a kickoff meeting to introduce the program internally and externally. The external kickoff can be handled in a variety of ways depending on available resources and the extent of the program. For example, a video can be produced and shared with eligible vendors, an email from the VMI or an executive can be used, or the program can be rolled out through BAMs if only BAM participants are eligible for the program. If you are taking an informal approach to the vendor recognition program, you may not need an external kickoff at all.

    For a formal program, collect information periodically throughout the year rather than waiting until the end of the year; however, some data may not be available or relevant until the end of the measurement period. For subjective criteria, the issue of recency may be an issue, and memories will fade over time. (Be careful the subjective portion doesn’t turn into a popularity contest.)

    If the vendor recognition program is not meeting your goals adequately, don’t be afraid to modify it or even scrap it. At some point, you may have to do a partial or total reboot of the program. Creating and maintaining a “lessons learned” document will make a reboot easier and better if it is necessary. Remember: While a vendor recognition program has many potential benefits, your main goals must be achieved or the program adds little or no value.

    Phase 4 - Review

    Ensure Your VMI Continues to Evolve

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    1.1 Review and update existing Plan materials

    2.1 Vendor classification models

    2.2 Customer positioning model

    2.3 Two-way scorecards

    2.4 Performance improvement plan (PIP)

    2.5 Relationship improvement plan (RIP)

    2.6 Vendor-at-a-glance reports

    2.7 VMI personnel competency evaluation tool

    2.8 Internal feedback tool

    2.9 VMI ROI calculation

    2.10 Vendor recognition program

    3.1 Classify vendors and identify customer position

    3.2 Assess the relationship landscape

    3.3 Leverage two-way scorecards

    3.4 Implement PIPs and RIPs

    3.5 Gather market intelligence

    3.6 Generate vendor-at-a-glance reports

    3.7 Evaluate VMI personnel

    3.8 Improve professional skills

    3.9 Expand professional knowledge

    3.10 Create brand awareness

    3.11 Survey internal clients

    3.12 Calculate VMI ROI

    3.13 Implement vendor recognition program

    4.1 Investigate potential alliances

    4.2 Continue increasing the VMI’s strategic value

    4.3 Review and update

    This phase will walk you through the following activities:

    This phase helps the VMI stay aligned with the overall organization, stay current, and improve its strategic value as it evolves. The main outcomes from this phase are ways to advance the VMI’s strategic impact.

    This phase involves the following participants:

    • VMI team
    • Applicable stakeholders and executives
    • Others as needed

    Phase 4 – Review

    Continue evolving the VMI and keep it up to date

    The emphasis of this final phase is on the VMI’s continued evolution.

    • First up is the concept of alliances. For a small number of vendors, your relationship has the ability to transcend to a different level. A collaborative, synergistic relationship can be achieved under the right circumstances.
    • Next, additional material on transforming the VMI from purely transactional to strategic is provided (along with some reminders from prior phases). To reach its full potential, the VMI must mature and evolve, but this won’t happen without the active management of a well-crafted plan. What got the VMI to this point won’t necessarily work to get you to the next point on the evolution scale.
    • Lastly, remember to stay vigilant about the review process. What is the VMI doing well? Where can it improve? What needs to change?

    Step 4.1 – Investigate potential alliances

    Understand what separates an alliance from a regular relationship

    Chances are you’ve seen a marketing or business alliance at work in your personal life. If you’ve visited a Target store or a Barnes and Noble store, you’ve more than likely walked past the Starbucks counter. The relationship is about more than the landlord-tenant agreement, and the same business concept can exist in non-retail settings. Although they may not be as common in the customer-IT vendor space, alliances can work here as well.

    Definition

    For vendor management purposes, an alliance is a symbiotic relationship between two parties where both benefit beyond the traditional transactional (i.e. buyer-seller) relationship.

    Characteristics

    • Each party remains independent; this is not a true partnership or joint venture from a legal perspective.
    • Each party obtains benefits they wouldn’t be able to obtain by themselves (or, at a minimum, the timeline is accelerated significantly).
    • The relationship is geared toward the long term, and each party contributes resources to achieve synergies.

    Step 4.1 – Investigate potential alliances

    Analyze benefits and risks for the alliance

    Benefits

    • Synergies
    • Innovations
    • Use of pooled resources
    • Access to different areas of expertise
    • Quicker development or improvement of products or services
    • Competitive advantages, new revenue streams, and new markets

    Risks

    • Cultural fit
    • Departing executives/sponsors
    • Return on investment pressures
    • Different interests or expectations
    • Failure to address intellectual property issues adequately
    • Lack of experience and process to manage the relationship

    Step 4.1 – Investigate potential alliances

    Set up the alliance for success

    Keys to success

    • Communicate transparently.
    • Ensure executive participation from both parties.
    • Establish a joint steering committee and alliance governances.
    • Set clear expectations and define what each party wants out of the alliance.
    • Create “alliance managers” in addition to vendor managers and project mangers.
    • Start with a small alliance; don’t go all-in on a big alliance the first time you try it.
    • Create an environment of trust and collaboration; the alliance goes beyond the contract.
    • Make sure both parties are happy with their contributions to and rewards from the alliance.

    The purpose of this step is not to make you an expert on alliances or to encourage you to rush out of your office, cubicle, bedroom, or other workspace looking for opportunities. The purpose is to familiarize you with the concepts, to encourage you to keep your eyes open, and to think about relationships from different angles. How will you make the most of your vendors’ expertise, resources, market, and other things they bring to the table?

    Step 4.2 – Continue increasing the VMI’s strategic value

    Grow the VMI’s impact over time

    Although they are not synonymous concepts, increasing the VMI’s maturity and increasing the VMI’s strategic value can go hand in hand. Evolving the VMI to be strategic allows the organization to receive the greatest benefit for its investment. This isn’t to say that all work the VMI does will be strategic. It will always live in two places – the transactional world and the strategic world – even when it is fully mature and operating strategically. Just like any job, there are transactional tasks and activities that must be done, and some of them are foundational elements for being strategic (e.g. conducting research, preparing reports, and classifying vendors). The VMI must evolve and become strategic for many reasons: staying in the transactional world limits the VMI’s contributions, results, influence and impact; team members will have less job satisfaction and enjoyment and lower salaries; ultimately, the justification for the VMI could disappear.

    To enhance the VMI’s (and, as applicable, its personnel’s) strategic value, continue:

    • Maturing the VMI and its personnel.
    • Building relationships internally and with the critical vendors (typically, high operational, high tactical, and strategic vendors under the COST model and valued and principal vendors under the MVP model).
    • Increasing your knowledge about vendor management and your critical vendors and their industries.
    • Saying yes to opportunities or volunteering for cross-functional teams that allow the VMI to showcase its abilities.
    • Increasing your knowledge of your organization, how it operates, the political environment, and anything else that will help the VMI provide information, insight, and guidance.
    • Learning about your industry and competitors (if applicable).

    Step 4.2 – Continue increasing the VMI’s strategic value

    Shift from transactional to strategic as much as possible

    Indicators of a transactional VMI:

    Indicators of a strategic VMI:

    • Exclusively reactive approach to operations
    • Focused exclusively on day-to-day operations
    • Internal clients are obligated to use the VMI due to policy
    • No perceived value-add; perceived as an administrative function
    • Left out of the RFP process or only have a limited role
    • Left out of the negotiation process or only have a limited role
    • VMI has a narrow reach and impact within the organization
    • Measure of value for the VMI is only quantitative
    • Metrics gathering without analysis and influential use
    • Personnel have limited skills, competencies, and knowledge
    • Proactive approach to operations
    • Focused on the big picture
    • Internal clients seek out or voluntarily consult the VMI
    • VMI is valued for its contributions and impact
    • Good relationships exist with vendors and stakeholders
    • Personnel possess high levels of skill, competency, and knowledge
    • VMI processes are integrated into the organization
    • VMI participates in business strategy development
    • VMI leads or is heavily involved in the RFP & negotiation processes
    • Relationship managers are assigned to all critical vendors
    • Measure of value for the VMI is quantitative and qualitative
    • Metrics are used to make and influence decisions/strategy

    Step 4.3 – Review and update

    Tap into the collective wisdom and experience of your team members

    The vendor management lifecycle is continuous and more chaotic than linear, but the chaos mostly stays within the boundaries of the “plan, build, run, and review” framework outlined in this blueprint and the blueprint Jump Start Your Vendor Management Initiative. Two of the goals of managing the lifecycle are: 1) to adapt to a changing world; and 2) to improve the VMI and its impact over time. To do this, keep following the guidance in this phase, but don’t forget about the direction provided in phase 4 of the blueprint Jump Start Your Vendor Management Initiative:

    • Review and assess compliance.
    • Compile and leverage lessons learned.
    • Focus on maintaining alignment internally.
    • Identify and incorporate leading practices.
    • Update governances.

    Info-Tech Insight

    Continue reviewing and updating the VMI’s risk footprint. Add risk categories and scope as needed (measurement, monitoring, and reporting). Review Info-Tech’s vendor management-based series of risk blueprints for further information (Identify and Manage Reputational Risk Impacts on Your Organization and others).

    Summary of Accomplishment

    Problem Solved

    It is easy for business owners to lose sight of things. There is a saying among entrepreneurs about remembering to work on the business rather than working exclusively in the business. For many entrepreneurs, it is easy to get lost in the day-to-day grind and to forget to look at the bigger picture. A VMI is like a business in that regard – it is easy to focus on the transactional work and lose sight of maturing or evolving the VMI. Don’t let this happen!

    Leverage the tools and templates from this blueprint and adapt them to your environment as needed. Unlike the blueprint Jump Start Your Vendor Management Initiative, some of the concepts presented here may take more time, resources, and evolution before you are ready to deploy them. Continue using the three-year roadmap and 90-day plans from the Jump Start Your Vendor Management Initiative blueprint, and add components from this blueprint when the time is right. The two blueprints are designed to work in concert as you move forward on your VMI journey.

    Lastly, focus on getting a little better each day, week, month, or year: better processes, better policies and procedures, better relationships with vendors, better relationships with internal clients, better planning, better anticipation, better research, better skills, competencies, and knowledge for team members, better communication, better value, and better impact. A little “better” goes a long way, and over time it becomes a lot better.

    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

    Jump Start Your Vendor Management Initiative

    IT (and the organization as a whole) are more reliant on vendors than ever before, and vendor management has become increasingly necessary to manage the relationships and manage the risks. Implementing a vendor management initiative is no longer a luxury...it is a necessity.

    Capture and Market the ROI of Your VMO

    Calculating the impact or value of a vendor management office (VMO) can be difficult without the right framework and tools. Let Info-Tech’s tools and templates help you account for the contributions made by your VMO.

    Evaluate Your Vendor Account Team to Optimize Vendor Relations

    Understanding your vendor team’s background, experience, and strategic approach to your account is key to the management of the relationship, the success of the vendor agreement, and, depending on the vendor, the success of your business.

    Identify and Manage Financial Risk Impacts on Your Organization

    Vendors’ failure to perform, including security and compliance violations, can have significant financial consequences. Good vendor management practices help organizations understand the costs of those actions.

    Bibliography

    Amaresan, Swetha. “The 9 Most Important Survey Design Tips & Best Practices.” HubSpot. Accessed 13 July 2022.
    “Best Practices for Every Step of Survey Creation.” Survey Monkey. Accessed 13 July 2022.
    Brevig, Armand. ”Here Is a Quicker Way of Getting Better Supply Market Insights.” Procurement Cube, 30 July 2020. Accessed 19 May 2022.
    Cain, Elna. “9 Simple Ways on How to Improve Your Writing Skills.” Elna Cain, 20 Nov. 2018. Accessed 5 June 2020.
    Colwell, Tony. “How to Select Strategic Suppliers Part 1: Beware the Supplier's Perspective.” Accuity Consultants, 7 Feb 2012. Accessed 19 May 2022.
    “50 Tips for Improving Your Emotional Intelligence.” RocheMartin, 12 Jan. 2022. Accessed 25 July 2022.
    “4 Ways to Strengthen Your Ability to Influence Others.” Center for Creative Leadership, 24 Nov. 2020. Accessed 20 July 2022.
    Ferreira, Nicole Martins. “10 Personal Branding Tips That’ll Elevate Your Business In 2022.” Oberlo, 21 Mar. 2022. Accessed 24 May 2022.
    Gartlan, Dan. “4 Essential Brand Components.” Stevens & Tate, 25 Nov. 2019. Accessed 24 May 2022.
    Geller & Company. “World-Class Procurement — Increasing Profitability and Quality.” Spend Matters, 2003. Accessed 4 March 2022.
    Gumaste, Pavan. “50 Project Management Terms You Should Know.” Whiz Labs, 2018. Accessed 22 July 2022.
    Hertzberg, Karen. “How to Improve Writing Skills in 15 Easy Steps.” Grammarly, 15 June 2017. Accessed 5 June 2020.
    “Improving Emotional Intelligence (EQ).” HelpGuide, 2022. Accessed 25 July 2022.
    “ISG Index 4Q 2021.” Information Services Group, Inc., 2022. Web.
    Lehoczky, Etelka. “How To Improve Your Writing Skills At Work.” Forbes, 9 Mar. 2016. Accessed 5 June 2020.
    Liu, Joseph. “5 Ways To Build Your Personal Brand At Work.” Forbes, 30 Apr. 2018. Accessed 24 May 2022.
    Lloyd, Tracy. “Defining What a Brand Is: Why Is It So Hard?” Emotive Brand, 18 June 2019. Accessed 28 July 2022.
    Nielson, Megan. “The Basic Tenants of Diplomatic Communication.” Communiqué PR, 22 October 2020. Accessed 23 May 2022
    “Positioning Yourself in the Market.” New Zealand Ministry of Business, Innovation & Employment, 2021. Accessed 19 May 2022.
    Rogelberg, Steven G. “The Surprising Science Behind Successful Remote Meetings.” sloanreview.mit.edu. 21 May 2020. Accessed 19 July 2022.
    “Rule No 5: All Customers/Suppliers Have a Different Value to You.” newdawnpartners.com. Accessed 19 May 2022.

    Bibliography

    Shute, Benjamin. “Supplier Relationship Management: Is Bigger Always Better?” Comprara, 24 May 2015. Accessed 19 May 2022.
    Steele, Paul T. and Brian H. Court. Profitable Purchasing Strategies: A Manager's Guide for Improving Organizational Competitiveness Through the Skills of Purchasing. ‎ McGraw-Hill, 1996.
    “Take the Thomas-Kilmann Conflict Mode Instrument (TKI).” Kilmann Diagnostics, 2018. Accessed 20 Aug. 2020.
    Tallia, Alfred F. MD, MPH, et al. ”Seven Characteristics of Successful Work Relationships.” Fam Pract Manag. 2006 Jan;13(1):47-50.
    “The Art of Tact and Diplomacy.” skillsyouneed.com. Accessed 23 May 2022.
    “13 Key Traits of Strong Professional Relationships.” success.com. Accessed 4 Feb. 2022.
    Wilson, Fred. “Top 40 Project Management Terms and Concepts of 2022.” nTask, 25 Feb. 2019. Accessed 24 July 2022.

    Identify and Manage Regulatory and Compliance Risk Impacts on Your Organization

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    • Parent Category Name: Vendor Management
    • Parent Category Link: /vendor-management

    More than at any other time, our world is changing. As a result, organizations – and their vendors – need to be able to adapt their plans to accommodate risk on an unprecedented level.

    It is increasingly likely that one of your vendors, or their n-party support vendors, will fall out of regulatory compliance. Therefore, organizations must protect themselves by creating better mechanisms to hold their n-party vendors accountable and validate that they comply.

    Our Advice

    Critical Insight

    • Identifying and managing a vendor’s potential regulatory impact on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes may affect operations.
    • Organizational leadership is often taken unaware by changes, and their plans lack the flexibility to adjust to significant regulatory upheavals.

    Impact and Result

    Vendor management practices educate organizations on the different potential risks from vendors in your market and suggest creative and alternative ways to avoid and help manage them.

    • Prioritize and classify your vendors with quantifiable, standardized rankings.
    • Prioritize focus on your high-risk vendors.
    • Standardize your processes for identifying and monitoring vendor risks with our Regulatory Risk Impact Tool to manage potential impacts.

    Identify and Manage Regulatory and Compliance Risk Impacts on Your Organization Research & Tools

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

    1. Identify and Manage Regulatory and Compliance Risk Impacts to Your Organization Storyboard – Use the research to better understand the negative impacts of vendor actions to your brand reputation.

    Use this research to identify and quantify the potential regulatory impacts caused by vendors. Use Info-Tech's approach to look at the regulatory impact from various perspectives to better prepare for issues that may arise.

    • Identify and Manage Regulatory and Compliance Risk Impacts on Your Organization Storyboard

    2. Regulatory Risk Impact Tool – Use this tool to help identify and quantify the operational impacts of negative vendor actions.

    By playing the “what if” game and asking probing questions to draw out – or eliminate – possible negative outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    • Regulatory Risk Impact Tool
    [infographic]

    Further reading

    Identify and Manage Risk Impacts on Your Organization

    It is easier for prospective clients to find out what you did wrong than that you fixed the issue.

    Analyst perspective

    Organizations must understand the regulatory damage vendors may cause from lack of compliance.

    Frank Sewell.

    The sheer number of regulations on the international market is immense, ever-changing, and make it almost impossible for any organization to consistently keep up with compliance.

    As regulatory enforcement increases, organizations must hold their vendors accountable for compliance through ongoing monitoring and validation of regulatory compliance to the relevant standards in their industries, or face increasing penalties for non-compliance.

    Frank Sewell,

    Research Director, Vendor Management

    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    More than at any previous time, our world is changing rapidly. As a result, organizations – and their vendors – need to be able to adapt their plans to accommodate risk on an unprecedented level.

    It is increasingly likely that one of your vendors, or their n-party support vendors, will fall out of regulatory compliance. Organizations must protect themselves by creating better mechanisms to hold their n-party vendors accountable and validate that they comply.

    Identifying and managing a vendor’s potential regulatory impact on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes may affect operations.

    Organizational leadership is often taken unaware by changes, and their plans lack the flexibility to adjust to significant regulatory upheavals.

    Vendor management practices educate organizations on the different potential risks from vendors in your market and suggest creative and alternative ways to avoid and help manage them.

    Prioritize and classify your vendors with quantifiable, standardized rankings.

    Prioritize focus on your high-risk vendors.

    Standardize your processes for identifying and monitoring vendor risks with our Regulatory Risk Impact Tool to manage potential impacts.

    Info-Tech Insight

    Organizations must evolve their risk assessments to be more adaptive to respond to regulatory changes in the global market. Ongoing monitoring of the vendors who must comply with industry and governmental regulations is crucial to avoiding penalties and maintaining your regulatory compliance.

    Info-Tech’s multi-blueprint series on vendor risk assessment

    There are many individual components of vendor risk beyond cybersecurity.

    The image contains a cube that is divided into 6 asymmetrical to highlight the six components of vendor risk. Strategic, Security, Regulatory & Compliance, Financial, Reputational, Operational.

    This series will focus on the individual components of vendor risk and how vendor management practices can facilitate organizations’ understanding of those risks.

    Out of Scope:

    This series will not tackle risk governance, determining overall risk tolerance and appetite, or quantifying inherent risk.

    Regulatory and Compliance risk impacts

    Potential losses to the organization due regulatory and compliance incidents.

    • In this blueprint we’ll:
      • Explore regulatory and compliance risks and their impacts.
      • Identify potentially disruptive events to assess the overall impact on organizations and implement adaptive measures to identify, manage, and monitor vendor performance.

    The image contains a cube that is divided into 6 asymmetrical to highlight the six components of vendor risk. Strategic, Security, Regulatory & Compliance, Financial, Reputational, Operational. Regulatory & Compliance is highlighted on the cube.

    The world is constantly changing

    The IT market is constantly reacting to global influences. By anticipating changes, leaders can set expectations and work with their vendors to accommodate them and avoid penalties.

    When the unexpected happens, being able to adapt quickly to new priorities and regulations ensures continued long-term business success.

    Below are some things no one expected to happen in the last few years:

    45%

    Have no visibility into their upstream supply chain, or they can only see as far as their first-tier suppliers.

    2022 McKinsey

    61%

    Of compliance officers expect to increase investment in their compliance function over the next two years.

    2022 Accenture

    $770k+

    Breaches involving third-party vendors cost more on average.

    2022 HIT Consultant.net

    Regulatory Compliance

    Consider implementing vendor management initiatives and practices in your organization to help gain compliance with your expanding vendor landscape.

    Your organizational risks may be monitored but are your n-party vendors?

    The image contains a cube that is divided into 6 asymmetrical to highlight the six components of vendor risk. Strategic, Security, Regulatory & Compliance, Financial, Reputational, Operational.

    Review your expectations with your vendors and hold them accountable.

    Regulatory entities are looking beyond your organization’s internal compliance these days. More and more they are diving into your third-party and downstream relationships, particularly as awareness of downstream breaches increases globally.

    • Are you assessing your vendors regularly?
    • Are you validating those assessments?
    • Do your vendors have a map of their downstream support vendors?
    • Do they have the mechanisms to hold those downstream vendors accountable to your standards?

    Regulatory Guidance and Industry Standards

    Are you confident your vendors meet your standards?

    Identify and manage regulatory and compliance risks

    Environmental, Social, Governance (ESG)
    Regulatory agencies are putting more enforcement on ESG practices across the globe. As a result, organizations will need to monitor the changing regulations and validate that their vendors and n-party support vendors are adhering to these regulations, or face penalties for non-compliance.

    Data Protection
    Data Protection remains an issue in the world. Organizations should ensure that the data their vendors obtain remains protected throughout the vendor’s lifecycle, including post-termination. Otherwise, they could be monitoring for a data breach in perpetuity.

    Mergers and Acquisitions
    More prominent vendors continuously buy smaller companies to control the market in the IT industry. Therefore, organizations should put protections in their contracts to ensure that an IT vendor’s acquisition does not put them in a relationship with someone that could cause them an issue.

    What to look for

    Identify regulatory and compliance risk impacts.

    • Is there a record of complaints against the vendor from their employees or customers?
    • Has the vendor been cited for regulatory compliance issues in the past?
    • Does the vendor have a comprehensive list of their n-party vendor partners?
      • Are they willing to accept appropriate contractual protections regarding them?
    • Does the vendor self-audit, or do they use a vetted third-party audit firm to issue a SOC report annually?
    • Does the vendor operate in regions known for regulatory violations?
    • Is the vendor willing to make concessions on contractual protections, or are they only offering “one-sided” agreements with “as-is” warranties?

    Prepare your vendor risk management for success

    Due diligence will enable successful outcomes.

    1. Obtain top-level buy-in; it is critical to success.
    2. Build enterprise risk management (ERM) through incremental improvement.
    3. Focus initial efforts on the “big wins” to prove the process works.
    4. Use existing resources.
    5. Build on any risk management activities that already exist in the organization.
    6. Socialize ERM throughout the organization to gain additional buy‑in.
    7. Normalize the process long term, with ongoing updates and continuing education for the organization.

    (Adapted from COSO)

    How to assess third-party risk

    1. Review Organizational Regulations
    2. Understand the organization’s regulatory risks to prepare for the “What If” game exercise.

    3. Identify & Understand Potential Regulatory-Compliance Risks
    4. Play the “What If” game with the right people at the table.

    5. Create a Risk Profile Packet for Leadership
    6. Pull all the information together in a presentation document.

    7. Validate the Risks
    8. Work with leadership to ensure that the proposed risks are in line with their thoughts.

    9. Plan to Manage the Risks
    10. Lower the overall risk potential by putting mitigations in place.

    11. Communicate the Plan
    12. It is important not only to have a plan but also to socialize it in the organization for awareness.

    13. Enact the Plan
    14. Once the plan is finalized and socialized, put it in place with continued monitoring for success.

    Adapted from Harvard Law School Forum on Corporate Governance

    Insight summary

    Regulatory risk impacts often come from unexpected places and have significant consequences. Knowing who your vendors are using for their support and supply chain could be crucial in eliminating the risk of non-compliance for your organization. Having a plan to identify and validate the regulatory compliance of your vendors is a must for any organization, to avoid penalties.

    Insight 1

    Organizations fail to plan for vendor acquisitions appropriately.

    Vendors routinely get acquired in the IT space. Does your organization have appropriate safeguards from inadvertently entering a negative relationship? Do you have plans around replacing critical vendors purchased in such a manner?

    Insight 2

    Organizations often fail to understand how n-party vendors could place them in non-compliance.

    Even if you know your complete third-party vendor landscape, you may not be aware of the downstream vendors in play. Ensure that you get visibility into this space as well and hold your direct vendors accountable for the actions of their vendors.

    Insight 3

    Organizations need to know where their data lives and ensure it is protected.

    Make sure you know which vendors are accessing/storing your data, where they are keeping it, and that you can get it back and have the vendors destroy it when the relationship is over. Without adequate protection throughout the lifecycle of the vendor, you could be monitoring for breaches in perpetuity.

    Identifying regulatory and compliance risks

    Who should be included in the discussion.

    • While it is true that executive-level leadership defines the strategy for an organization, it is vital for those making decisions to make informed decisions.
    • Getting input from regulatory risk experts within your organization will enhance your long-term potential for successful compliance.
    • Involving those who not only directly manage vendors but also understand your regulatory requirements will aid in determining the path forward for relationships with your current vendors, and identifying new emerging potential partners.

    See the blueprint Build an IT Risk Management Program

    Review your risk management plans for new risks on a regular basis.

    Keep in mind Risk = Likelihood x Impact (R=L*I).

    Impact (I) tends to remain the same, while Likelihood (L) is becoming closer to 100% as threat actors become more prevalent

    Managing vendor regulatory and compliance risk impacts

    How could your vendors fall out of compliance?

    • Review vendors’ downstream connections to understand thoroughly with whom you are in business.
      • Monitor their regulatory stance as it could reflect on your organization.
    • Institute proper vendor lifecycle management.
      • Make sure to follow corporate due diligence and risk assessment policies and procedures.
      • Failure to consistently do so is a recipe for disaster.
    • Develop IT risk governance and change control.
    • Introduce continual risk assessment to monitor the relevant vendor markets.
      • Regularly review your regulatory requirements for new and changing risks.
    • Be adaptable and allow for innovations that arise from the current needs.
      • Capture lessons learned from prior incidents to improve over time, and adjust your plans accordingly.

    Organizations must review their regulatory risk appetite and tolerance levels, considering their complete landscape.

    Changing regulations, acquisitions, and events that affect global supply chains are current realities, not unlikely scenarios.

    Ongoing Improvement

    Incorporating lessons learned.

    • Over time, despite everyone’s best observations and plans, incidents will catch us off guard.
    • When it happens, follow your incident response plans and act accordingly.
    • An essential step is to document what worked and what did not – collectively known as the “lessons learned.”
    • Use the lessons learned document to devise, incorporate, and enact a better risk management process.

    Sometimes disasters occur despite our best plans to manage them.

    When this happens, it is important to document the lessons learned and update our plans.

    The “what if” game

    1-3 hours

    Vendor management professionals are in an excellent position to help senior leadership identify and pull together resources across the organization to determine potential risks. By playing the "what if" game and asking probing questions to draw out – or eliminate – possible adverse outcomes, everyone involved adds their insight into parts of the organization to gather a comprehensive picture of potential impacts.

    1. Break into smaller groups (or if too small, continue as a single group).
    2. Use the Regulatory Risk Impact Tool to prompt discussion on potential risks. Keep this discussion flowing organically to explore all potentials but manage the overall process to keep the discussion pertinent and on track.
    3. Collect the outputs and ask the subject matter experts (SMEs) for management options for each one in order to present a comprehensive risk strategy. You will use this to educate senior leadership so that they can make an informed decision to accept or reject the solution.
    Input Output
    • List of identified potential risk scenarios scored by regulatory-compliance impact
    • List of potential mitigations of the scenarios to reduce the risk
    • Comprehensive regulatory risk profile on the specific vendor solution
    Materials Participants
    • Whiteboard/flip charts
    • Regulatory Risk Impact Tool to help drive discussion
    • Vendor Management – Coordinator
    • Organizational Leadership
    • Operations Experts (SMEs)
    • Legal/Compliance/Risk Manager

    High risk example from tool

    The image contains a screenshot demonstrating high risk example from the tool.

    How to mitigate:

    Contractually insist that the vendor have a third-party security audit performed annually, with the stipulation that they will not denigrate below your acceptable standards.

    Note: Even though a few items are “scored” they have not been added to the overall weight, signaling that the company has noted but does not necessarily hold them against the vendor.

    Low risk example from tool

    The image contains a screenshot demonstrating low risk example from the tool.

    Summary

    Seek to understand all regulatory requirements to obtain compliance.

    • Organizations need to understand and map out their entire vendor landscape.
    • Understand where all your data lives and how you can control it throughout the vendor lifecycle.
    • Those organizations that consistently follow their established risk assessment and due diligence processes are better positioned to avoid penalties.
    • Bring the right people to the table to outline potential risks in the market and your organization.
    • Incorporate “lessons learned” from prior incidents into your risk management process to build better plans for future issues.

    Keeping up with the ever-changing regulations can make compliance a difficult task.

    Organizations should increase the resources dedicated to monitoring these regulations as agencies continue to hold them more accountable.

    Related Info-Tech Research

    Identify and Manage Financial Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential financial impacts that vendors may incur and suggest systems to help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage financial impacts with our Financial Risk Impact Tool.

    Identify and Manage Reputational Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your reputation and brand with our Reputational Risk Impact Tool.

    Identify and Manage Strategic Risk Impacts on Your Organization

    • Vendor management practices educate organizations on potential risks to vendors in your market and suggest creative and alternative ways to avoid and help manage them.
    • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts on your strategic plan with our Strategic Risk Impact Tool.

    Info-Tech Insight

    It is easier for prospective clients to find out what you did wrong than that you fixed the issue.


    Bibliography

    Alicke, Knut, et al. "Taking the pulse of shifting supply chains", McKinsey & Company, August 26th 2022. Accessed October 31st
    Regan, Samantha, et al. "Can compliance keep up with warp-speed Change?", accenture, May 18th 2022. Accessed Oct 31st 2022.
    Feria, Nathalie, and Rosenberg, Daniel. "Mitigating Healthcare Cyber Risk Through Vendor Management", HIT Consultant, October 17th 2022. Accessed Oct 31st 2022.
    Tonello, Matteo. “Strategic Risk Management: A Primer for Directors.” Harvard Law School Forum on Corporate Governance, 23 Aug. 2012.
    Frigo, Mark L., and Richard J. Anderson. “Embracing Enterprise Risk Management: Practical Approaches for Getting Started.” COSO, 2011.

    Fix Your IT Culture

    • Buy Link or Shortcode: {j2store}518|cart{/j2store}
    • member rating overall impact: 10.0/10 Overall Impact
    • member rating average dollars saved: $32,499 Average $ Saved
    • member rating average days saved: 20 Average Days Saved
    • Parent Category Name: Lead
    • Parent Category Link: /lead
    • 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.

    Our Advice

    Critical Insight

    • When it comes to culture, the lived experience can be different from stated values. Culture is the pattern of behaviors and the way work is done rather than simply perks, working environment, and policy.
    • Executives’ active participation in culture change is paramount. If executives aren’t willing to change the way they behave, attempts to shift the culture will fail.
    • Elevate culture to a business imperative. Foster a culture that is linked to strategy rather than trying to replicate the hot culture of the moment.
    • Target values that will have the greatest impact. Select a few focus values as a guide and align all behaviors and work practices to those values.

    Impact and Result

    • Executives need to clarify how the culture they want will help achieve their strategy and choose the focus values that will have the maximum impact.
    • Measure the current state of culture and facilitate the process of leveraging existing elements while shifting undesirable ones.

    Fix Your IT Culture Research & Tools

    Start here – read the Executive Brief

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

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

    1. Assessment: Determine current culture and identify focus values

    Complete a cultural assessment and select focus values to form core culture efforts.

    • Culture Documentation Template
    • IT Departmental Values Survey
    • IT Culture Diagnostic
    • Cultural Assessment Report Template

    2. Tools: Give IT executives the tools to drive change

    Enable executives to gather feedback on behavioral perceptions and support behavioral change.

    • Executive Reflection Template

    3. Behavioral Alignment: Align IT behaviors to the desired culture

    Review all areas of the department to understand where the links to culture exist and create a communication plan.

    • Standard Internal Communications Plan
    • IT Competency Library
    • Leadership Competency Library

    4. Sustainment: Disseminate and manage culture within the department

    Customize a process to infuse behaviors aligned with focus values in work practices and complete the first wave of meetings.

    • Culture Facilitation Guide for Leaders
    [infographic]

    Design and Build an Effective Contract Lifecycle Management Process

    • Buy Link or Shortcode: {j2store}214|cart{/j2store}
    • member rating overall impact: 9.0/10 Overall Impact
    • member rating average dollars saved: $5,039 Average $ Saved
    • member rating average days saved: 20 Average Days Saved
    • Parent Category Name: Vendor Management
    • Parent Category Link: /vendor-management
    • Your vendor contracts are unorganized and held in various cabinets and network shares. There is no consolidated list or view of all the agreements, and some are misplaced or lost as coworkers leave.
    • The contract process takes a long time to complete. Coworkers are unsure who should be reviewing and approving them.
    • You are concerned that you are not getting favorable terms with your vendors and not complying with your agreement commitments.
    • You are unsure what risks your organization could be exposed to in your IT vendor contacts. These could be financial, legal, or security risks and/or compliance requirements.

    Our Advice

    Critical Insight

    • Focus on what’s best for you. There are two phases to CLM. All stages within those phases are important, but choose to improve the phase that can be most beneficial to your organization in the short term. However, be sure to include reviewing risk and monitoring compliance.
    • Educate yourself. Understand the stages of CLM and how each step can rely on the previous one, like a stepping-stone model to success.
    • Consider the overall picture. Contract lifecycle management is the sum of many processes designed to manage contracts end to end while reducing corporate risk, improving financial savings, and managing agreement obligations. It can take time to get CLM organized and working efficiently, but then it will show its ROI and continuously improve.

    Impact and Result

    • Understand how to identify and mitigate risk to save the organization time and money.
    • Gain the knowledge required to implement a CLM that will be beneficial to all business units.
    • Achieve measurable savings in contract time processing, financial risk avoidance, and dollar savings.
    • Effectively review, store, manage, comply with, and renew agreements with a collaborative process

    Design and Build an Effective Contract Lifecycle Management Process Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how a contract management system will save money and time and mitigate contract risk, 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. Master the operational framework of contract lifecycle management.

    Understand how the basic operational framework of CLM will ensure cost savings, improved collaboration, and constant CLM improvement.

    • Design and Build an Effective Contract Lifecycle Management Process – Phase 1: Master the Operational Framework of CLM
    • Existing CLM Process Worksheet
    • Contract Manager

    2. Understand the ten stages of contract lifecycle management.

    Understand the two phases of CLM and the ten stages that make up the entire process.

    • Design and Build an Effective Contract Lifecycle Management Process – Phase 2: Understand the Ten Stages of CLM
    • CLM Maturity Assessment Tool
    • CLM RASCI Diagram
    [infographic]

    Workshop: Design and Build an Effective Contract Lifecycle Management Process

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

    1 Review Your CLM Process and Learn the Basics

    The Purpose

    Identify current CLM processes.

    Learn the CLM operational framework.

    Key Benefits Achieved

    Documented overview of current processes and stakeholders.

    Activities

    1.1 Review and capture your current process.

    1.2 Identify current stakeholders.

    1.3 Learn the operational framework of CLM.

    1.4 Identify current process gaps.

    Outputs

    Existing CLM Process Worksheet

    2 Learn More and Plan

    The Purpose

    Dive into the two phases of CLM and the ten stages of a robust system.

    Key Benefits Achieved

    A deep understanding of the required components/stages of a CLM system.

    Activities

    2.1 Understand the two phases of CLM.

    2.2 Learn the ten stages of CLM.

    2.3 Assess your CLM maturity state.

    2.4 Identify and assign stakeholders.

    Outputs

    CLM Maturity Assessment

    CLM RASCI Diagram

    Further reading

    Design and Build an Effective Contract Lifecycle Management Process

    Mitigate risk and drive value through robust best practices for contract lifecycle management.

    Our understanding of the problem

    This Research Is Designed For:

    • The CIO who depends on numerous key vendors for services
    • The CIO or Project Manager who wants to maximize the value delivered by vendors
    • The Director or Manager of an existing IT procurement or vendor management team
    • The Contracts Manager or Legal Counsel whose IT department holds responsibility for contracts, negotiation, and administration

    This Research Will Help You:

    • Implement and streamline the contract management process, policies, and procedures
    • Baseline and benchmark existing contract processes
    • Understand the importance and value of contract lifecycle management (CLM)
    • Minimize risk, save time, and maximize savings with vendor contracts

    This Research Will Also Assist

    • IT Service Managers
    • IT Procurement
    • Contract teams
    • Finance and Legal departments
    • Senior IT leadership

    This Research Will Help Them

    • Understand the required components of a CLM
    • Establish the current CLM maturity level
    • Implement a new CLM process
    • Improve on an existing or disparate process

    ANALYST PERSPECTIVE

    "Contract lifecycle management (CLM) is a vital process for small and enterprise organizations alike. Research shows that all organizations can benefit from a contract management process, whether they have as few as 25 contracts or especially if they have contracts numbering in the hundreds.

    A CLM system will:

    • Save valuable time in the entire cycle of contract/agreement processes.
    • Save the organization money, both hard and soft dollars.
    • Mitigate risk to the organization.
    • Avoid loss of revenue.

    If you’re not managing your contracts, you aren’t capitalizing on your investment with your vendors and are potentially exposing your organization to contract and monetary risk."

    - Ted Walker
    Principal Research Advisor, Vendor Management Practice
    Info-Tech Research Group

    Executive Summary

    Situation

    • Most organizations have vendor overload and even worse, no defined process to manage the associated contracts and agreements. To manage contracts, some vendor management offices (VMOs) use a shared network drive to store the contracts and a spreadsheet to catalog and manage them. Yet other less-mature VMOs may just rely on a file cabinet in Procurement and a reminder in someone’s calendar about renewals. These disparate processes likely cost your organization time spent finding, managing, and renewing contracts, not to mention potential increases in vendor costs and risk and the inability to track contract obligations.

    Complication

    • Contract lifecycle management (CLM) is not an IT buzzword, and it’s rarely on the top-ten list of CIO concerns in most annual surveys. Until a VMO gets to a level of maturity that can fully develop a CLM and afford the time and costs of doing so, there can be several challenges to developing even the basic processes required to store, manage, and renew IT vendor contracts. As is always an issue in IT, budget is one of the biggest obstacles in implementing a standard CLM process. Until senior leadership realizes that a CLM process can save time, money, and risk, getting mindshare and funding commitment will remain a challenge.

    Resolution

    • Understand the immediate benefits of a CLM process – even a basic CLM implementation can provide significant cost savings to the organization; reduce time spent on creating, negotiating, and renewing contracts; and help identify and mitigate risks within your vendor contracts.
    • Budgets don’t always need to be a barrier to a standard CLM process. However, a robust CLM system can provide significant savings to the organization.

    Info-Tech Insight

    • If you aren’t managing your contracts, you aren’t capitalizing on your investments.
    • Even a basic CLM process with efficient procedures will provide savings and benefits.
    • Not having a CLM process may be costing your organization money, time, and exposure to unmitigated risk.

    What you can gain from this blueprint

    Why Create a CLM

    • Improved contract organization
    • Centralized and manageable storage/archives
    • Improved vendor compliance
    • Risk mitigation
    • Reduced potential loss of revenue

    Knowledge Gained

    • Understanding of the value and importance of a CLM
    • How CLM can impact many departments within the organization
    • Who should be involved in the CLM steps and processes
    • Why a CLM is important to your organization
    • How to save time and money by maximizing IT vendor contracts
    • How basic CLM policies and procedures can be implemented without costly software expenditure

    The Outcome

    • A foundation for a CLM with best-practice processes
    • Reduced exposure to potential risks within vendor contracts
    • Maximized savings with primary vendors
    • Vendor compliance and corporate governance
    • Collaboration, transparency, and integration with business units

    Contract management: A case study

    CASE STUDY
    Industry Finance and Banking
    Source Apttus

    FIS Global

    The Challenge

    FIS’ business groups were isolated across the organization and used different agreements, making contract creation a long, difficult, and manual process.

    • Customers frustrated by slow and complicated contracting process
    • Manual contract creation and approval processes
    • Sensitive contract data that lacked secure storage
    • Multiple agreements managed across divisions
    • Lack of central repository for past contracts
    • Inconsistent and inaccessible

    The Solution: Automating and Streamlining the Contract Management Process

    A robust CLM system solved FIS’ various contract management needs while also providing a solution that could expand into full quote-to cash in the future.

    • Contract lifecycle management (CLM)
    • Intelligent workflow approvals (IWA)
    • X-Author for Excel

    Customer Results

    • 75% cycle time reduction
    • $1M saved in admin costs per year
    • 49% increase in sales proposal volume
    • Automation on one standard platform and solution
    • 55% stronger compliance management
    • Easy maintenance for various templates
    • Ability to quickly absorb new contracts and processes via FIS’s ongoing acquisitions

    Track the impact of CLM with these metrics

    Dollars Saved

    Upfront dollars saved

    • Potential dollars saved from avoiding unfavorable terms and conditions
    • Incentives that encourage the vendor to act in the customer’s best interest
    • Secured commitments to provide specified products and services at firm prices
    • Cost savings related to audits, penalties, and back support
    • Savings from discounts found

    Time Saved

    Time saved, which can be done in several areas

    • Defined and automated approval flow process
    • Preapproved contract templates with corporate terms
    • Reduced negotiation times
    • Locate contracts in minutes

    Pitfalls Avoided

    Number of pitfalls found and avoided, such as

    • Auto-renewal
    • Inconsistencies between sections and documents
    • Security and data not being deleted upon termination
    • Improper licensing

    The numbers are compelling

    71%

    of companies can’t locate up to 10% of their contracts.

    Source: TechnologyAdvice, 2019

    9.2%

    of companies’ annual revenue is lost because of poor contract management practices.

    Source: IACCM, 2019

    60%

    still track contracts in shared drives or email folders.

    Source: “State of Contract Management,” SpringCM, 2018

    CLM blueprint objectives

    • To provide a best-practice process for managing IT vendor contract lifecycles through a framework that organizes from the core, analyzes each step in the cycle, has collaboration and governance attached to each step, and integrates with established vendor management practices within your organization.
    • CLM doesn’t have to be an expensive managed database system in the cloud with fancy dashboards. As long as you have a defined process that has the framework steps and is followed by the organization, this will provide basic CLM and save the organization time and money over a short period of time.
    • This blueprint will not delve into the many vendors or providers of CLM solutions and their methodologies. However, we will discuss briefly how to use our framework and contract stages in evaluating a potential solution that you may be considering.

    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

    Design and Build an Effective CLM Process – project overview

    1. Master the Operational Framework

    2. Understand the Ten Stages of CLM

    Best-Practice Toolkit

    1.1 Understand the operational framework components.

    1.2 Review your current framework.

    1.3 Create a plan to implement or enhance existing processes.

    2.1 Understand the ten stages of CLM.

    2.2 Review and document your current processes.

    2.3 Review RASCI chart and assign internal ownership.

    2.4 Create an improvement plan.

    2.5 Track changes for measurable ROI.

    Guided Implementations
    • Review existing processes.
    • Understand what CLM is and why the framework is essential.
    • Create an implementation or improvement plan.
    • Review the ten stages of CLM.
    • Complete CLM Maturity Assessment.
    • Create a plan to target improvement.
    • Track progress to measure savings.
    Onsite Workshop

    Module 1: Review and Learn the Basics

    • Review and capture your current processes.
    • Learn the basic operational framework of contract management.

    Module 2 Results:

    • Understand the ten stages of effective CLM.
    • Create an improvement or implementation plan.
    Phase 1 Outcome:
    • A full understanding of what makes a comprehensive contract management system.
    Phase 2 Outcome:
    • A full understanding of your current CLM processes and where to focus your efforts for improvement or implementation.

    Workshop overview

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

    Workshop Day 1 Workshop Day 2
    Activities

    Task – Review and Learn the Basics

    Task – Learn More and Plan

    1.1 Review and capture your current process.

    1.2 Identify current stakeholders.

    1.3 Learn the operational framework of contract lifecycle management.

    1.4 Identify current process gaps.

    2.1 Understand the two phases of CLM.

    2.2 Learn the ten stages of CLM.

    2.3 Assess your CLM maturity.

    2.4 Identify and assign stakeholders.

    2.5 Discuss ROI.

    2.6 Summarize and next steps.

    Deliverables
    1. Internal interviews with business units
    2. Existing CLM Process Worksheet
    1. CLM Maturity Assessment
    2. RASCI Diagram
    3. Improvement Action Plan

    PHASE 1

    Master the Operational Framework of Contract Lifecycle Management

    Design and Build an Effective CLM Process

    Phase 1: Master the Operational Framework of Contract Lifecycle Management

    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: Master the Operational Framework of Contract Lifecycle Management
    Proposed Time to Completion: 1-4 weeks

    Step 1.1: Document your Current CLM Process

    Step 1.2: Read and Understand the Operational Framework

    Step 1.3: Review Solution Options

    Start with an analyst kick-off call:

    • Understand what your current process(es) is for each stage
    • Do a probative review of any current processes
    • Interview stakeholders for input

    Review findings with analyst:

    • Discuss the importance of the framework as the core of your plan
    • Review the gaps in your existing process
    • Understand how to prioritize next steps towards a CLM

    Finalize phase deliverable:

    • Establish ownership of the framework
    • Prioritize improvement areas or map out how your new CLM will look

    Then complete these activities…

    • Document the details of your process for each stage of CLM

    With these tools & templates:

    • Existing CLM Process Worksheet

    Phase 1 Results:

    • A full understanding of what makes a comprehensive contract management system.

    What Is Contract Lifecycle Management?

    • Every contract has a lifecycle, from creation to time and usage to expiration. Organizations using a legacy or manual contract management process usually ask, “What is contract lifecycle management and how will it benefit my business?”
    • Contract lifecycle management (CLM) creates a process that manages each contract or agreement. CLM eases the challenges of managing hundreds or even thousands of important business and IT contracts that affect the day-to-day business and could expose the organization to vendor risk.
    • Managing a few contracts is quite easy, but as the number of contracts grows, managing each step for each contract becomes increasingly difficult. Ultimately, it will get to a point where managing contracts properly becomes very difficult or seemingly impossible.

    That’s where contract lifecycle management (CLM) comes in.

    CLM can save money and improve revenue by:

    • Improving accuracy and decreasing errors through standardized contract templates and approved terms and conditions that will reduce repetitive tasks.
    • Securing contracts and processes through centralized software storage, minimizing risk of lost or misplaced contracts due to changes in physical assets like hard drives, network shares, and file cabinets.
    • Using policies and procedures that standardize, organize, track, and optimize IT contracts, eliminating time spent on creation, approvals, errors, and vendor compliance.
    • Reducing the organization’s exposure to risks and liability.
    • Having contracts renewed on time without penalties and with the most favorable terms for the business.

    The Operational Framework of Contract Lifecycle Management

    Four Components of the Operational Framework

    1. Organization
    2. Analysis
    3. Collaboration and Governance
    4. Integration/Vendor Management
    • By organizing at the core of the process and then analyzing each stage, you will maximize each step of the CLM process and ensure long-term contract management for the organization.
    • Collaboration and governance as overarching policies for the system will provide accountability to stakeholders and business units.
    • Integration and vendor management are encompassing features in a well-developed CLM that add visibility, additional value, and savings to the entire organization.

    Info-Tech Best Practice

    Putting a contract manager in place to manage the CLM project will accelerate the improvements and provide faster returns to the organizations. Reference Info-Tech’s Contract Manager Job Description template as needed.

    The operational framework is key to the success, return on investment (ROI), cost savings, and customer satisfaction of a CLM process.

    This image depicts Info-Tech's Operational Framework.  It consists of a series of five concentric circles, with each circle a different colour.  On the outer circle, is the word Integration.  The next outermost circle has the words Collaboration and Governance.  The next circle has no words, the next circle has the word Analysis, and the very centre circle has the word Organization.

    1. Organization

    • Every enterprise needs to organize its contract documents and data in a central repository so that everyone knows where to find the golden source of contractual truth.
    • This includes:
      • A repository for storing and organizing contract documents.
      • A data dictionary for describing the terms and conditions in a consistent, normalized way.
      • A database for persistent data storage.
      • An object model that tracks changes to the contract and its prevailing terms over time.

    Info-Tech Insight

    Paper is still alive and doing very well at slowing down the many stages of the contract process.

    2. Analysis

    Most organizations analyze their contracts in two ways:

    • First, they use reporting, search, and analytics to reveal risky and toxic terms so that appropriate operational strategies can be implemented to eliminate, mitigate, or transfer the risk.
    • Second, they use process analytics to reveal bottlenecks and points of friction as contracts are created, approved, and negotiated.

    3. Collaboration

    • Throughout the contract lifecycle, teams must collaborate on tasks both pre-execution and post-execution.
    • This includes document collaboration among several different departments across an enterprise.
    • The challenge is to make the collaboration smooth and transparent to avoid costly mistakes.
    • For some contracting tasks, especially in regulated industries, a high degree of control is required.
    • In these scenarios, the organization must implement controlled systems that restrict access to certain types of data and processes backed up with robust audit trails.

    4. Integration

    • For complete visibility into operational responsibilities, relationships, and risk, an organization must integrate its golden contract data with other systems of record.
    • An enterprise contracts platform must therefore provide a rich set of APIs and connectors so that information can be pushed into or pulled from systems for enterprise resource planning (ERP), customer relationship management (CRM), supplier relationship management (SRM), document management, etc.

    This is the ultimate goal of a robust contract management system!

    Member Activity: Document Current CLM Processes

    1.1 Completion Time: 1-5 days

    Goal: Document your existing CLM processes (if any) and who owns them, who manages them, etc.

    Instructions

    Interview internal business unit decision makers, stakeholders, Finance, Legal, CIO, VMO, Sales, and/or Procurement to understand what’s currently in place.

    1. Use the Existing CLM Process Worksheet to capture and document current CLM processes.
    2. Establish what processes, procedures, policies, and workflows, if any, are in place for pre-execution (Phase 1) contract stages.
    3. Do the same for post-execution (Phase 2) stages.
    4. Use this worksheet as reference for assessments and as a benchmark for improvement review six to 12 months later.
    This image contains a screenshot of Info-Tech's Existing CLM Process Discovery Worksheet

    INPUT

    • Internal information from all CLM stakeholders

    OUTPUT

    • A summary of processes and owners currently in place

    Materials

    • Existing CLM processes from interviews

    Participants

    • Finance, Legal, CIO, VMO, Sales, Procurement

    PHASE 2

    Understand the Ten Stages of Contract Lifecycle Management

    Design and Build an Effective CLM Process

    Phase 1: Master the Operational Framework of Contract Lifecycle Management

    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: Understand the Ten Stages of Contract Lifecycle Management

    Proposed Time to Completion: 1-10 weeks

    Step 2.1: Assess CLM Maturity

    Step 2.2: Complete a RASCI Diagram

    Start with an analyst kick-off call:

    • Review the importance of assessing the maturity of your current CLM processes
    • Discuss interview process for internal stakeholders
    • Use data from the Existing CLM Process Worksheet

    Review findings with analyst:

    • Review your maturity results
    • Identify stages that require immediate improvement
    • Prioritize improvement or implementation of process

    Then complete these activities…

    • Work through the maturity assessment process
    • Answer the questions in the assessment tool
    • Review the summary tab to learn where to focus improvement efforts

    Then complete these activities…

    • Using maturity assessment and existing process data, establish ownership for each process stage
    • Fill in the RASCI Chart based on internal review or existing processes

    With these tools & templates:

    • CLM Maturity Assessment Tool

    With these tools & templates:

    • CLM RASCI Diagram

    Phase 2 Results & Insights:

    • A full understanding of your current CLM process and where improvement is required
    • A mapping of stakeholders for each stage of the CLM process

    The Ten Stages of Contract Lifecycle Management

    There are ten key stages of contract lifecycle management.

    The steps are divided into two phases, pre-execution and post-execution.

      Pre-Execution (Phase 1)

    1. Request
    2. Create
    3. Review Risk
    4. Approve
    5. Negotiate
    6. Sign
    7. Post-Execution (Phase 2)

    8. Capture
    9. Manage
    10. Monitor Compliance
    11. Optimize

    Ten Process Stages Within the CLM Framework

    This image contains the CLM framework from earlier in the presentation, with the addition of the following ten steps: 1. Request; 2. Create Contract; 3. Review Risk; 4. Approve; 5. Negotiate; 6. Sign; 7. Capture; 8. Manage; 9. Monitor Compliance; 10. Optimize.

    Stage 1: Request or Initiate

    Contract lifecycle management begins with the contract requesting process, where one party requests for or initiates the contracting process and subsequently uses that information for drafting or authoring the contract document. This is usually the first step in CLM.

    Requests for contracts can come from various sources:

    • Business units within the organization
    • Vendors presenting their contract, including renewal agreements
    • System- or process-generated requests for renewal or extension

    At this stage, you need to validate if a non-disclosure agreement (NDA) is currently in place with the other party or is required before moving forward. At times, adequate NDA components could be included within the contract or agreement to satisfy corporate confidentiality requirements.

    Stage 1: Request or Initiate

    Stage Input

    • Information about what the contract needs to contain, such as critical dates, term length, coverage, milestones, etc.
    • Some organizations require that justification and budget approval be provided at this stage.
    • Request could come from a vendor as a pre-created contract.
    • Best practices recommend that a contract request form or template is used to standardize all required information.

    Stage Output

    • Completed request form, stored or posted with all details required to move forward to risk review and contract creation.
    • Possible audit trails.

    Stage 2: Create Contract

    • At the creation or drafting stage, the document is created, generated, or provided by the vendor. The document will contain all clauses, scope, terms and conditions, and pricing as required.
    • In some cases, a vendor-presented contract that is already prepared will go through an internal review or redlining process by the business unit and/or Legal.
    • Both internal and external review and redlining are included in this stage.
    • Also at this stage, the approvers and signing authorities are identified and added to the contract. In addition, some audit trail features may be added.

    Info-Tech Best Practice

    For a comprehensive list of terms and conditions, see our Software Terms & Conditions Evaluation Tool within Master Contract Review and Negotiation for Software Agreements.

    Stage 2: Create Contract

    Stage Input

    • Contract request form, risk review/assessment.
    • Vendor- or contractor-provided contract/agreement, either soft copy, electronic form, or more frequently, “clickwrap” web-posted document.
    • Could also include a renewal notification from a vendor or from the CLM system or admin.

    Stage Output

    • Completed draft contract or agreement, typically in a Microsoft Word or Adobe PDF format with audit trail or comment tracking.
    • Redlined document for additional revision and or acceptance.
    • Amendment or addendum to existing contract.

    Stage 3: Review Risk 1 of 2

    The importance of risk review can not be understated. The contract or agreement must be reviewed by several stakeholders who can identify risks to the organization within the contract.

    Three important definitions:

    1. Risk is the potential for a negative outcome. A risk is crossing the street while wearing headphones and selecting the next track to play on your smartphone. A negative outcome is getting hit by an oncoming person who, unremarkably, was doing something similar at the same time.
    2. Risk mitigation is about taking the steps necessary to minimize both the likelihood of a risk occurring – look around both before and while crossing the street – and its impact if it does occur – fall if you must, but save the smartphone!
    3. Contract risk is about any number of situations that can cause a contract to fail, from trivially – the supplier delivers needed goods late – to catastrophically – the supplier goes out of business without having delivered your long-delayed orders.

    Stage 3: Review Risk 2 of 2

    • Contracts must be reviewed for business terms and conditions, potential risk situations from a financial or legal perspective, business commitments or obligations, and any operational concerns.
    • Mitigating contract risk requires a good understanding of what contracts are in place, how important they are to the success of the organization, and what data they contain.

    Collectively, this is known as contract visibility.

    • Risk avoidance and mitigation are also a key component in the ROI of a CLM system and should be tracked for analysis.
    • Risk-identifying forms or templates can be used to maintain consistency with corporate standards.

    Stage 3: Review Risk

    Stage Input

    • All details of the proposed contract so that a proper risk analysis can be done as well as appropriate review with stakeholders, including:
      • Finance
      • Legal
      • Procurement
      • Security
      • Line-of-business owner
      • IT stakeholders

    Stage Output

    • A list of identified concerns that could expose the business unit or organization.
    • Recommendations to minimize or eliminate identified risks.

    Stage 4: Approve

    The approval stage can be a short process if policies and procedures are already in place. Most organizations will have defined delegation of authority or approval authority depending on risk, value of the contract, and other corporate considerations.

    • Defined approval levels should be known within the organization and can be applied to the approval workflow, expediting the approval of drafted terms, conditions, changes, and cost/spend within the contract internally.
    • Tracking and flexibility needs to considered in the approval process.
    • Gates need to be in place to ensure that a required approver has approved the contract before it moves to the next approver.
    • Flexibility is needed in some situations for ad hoc approval tasks and should include audit trail as required.
    • Approvers can include business units, Finance, Legal, Security, and C-level leaders

    Stage 4: Approve

    Stage Input

    • Complete draft contract with all terms and conditions (T&Cs) and approval trail.
    • Amendment or addendum to existing contract.

    Stage Output

    • Approved draft contract ready to move to the next step of negotiating with the vendor.
    • Approved amendment or addendum to existing or renewal agreement.

    Stage 5: Negotiate

    • At this stage, there should be an approved draft of the contract that can be presented to the other party or vendor for review.
    • Typically organizations will negotiate their larger deals for terms and conditions with the goal of balancing the contractual allocation of risk with the importance of the vendor or agreement and its value to the business.
    • Several people on either side are typically involved and will discuss legal and commercial terms of the contract. Throughout the process, negotiators may leverage a variety of tools, including playbooks with preferred and fallback positions, clause libraries, document redlines and comparisons, and issue lists.
    • Audit trails or tracking of changes and acceptances is an important part of this stage. Tracking will avoid duplication and lost or missed changes and will speed up the entire process.
    • A final, clean document is created at this point and readied for execution.

    Stage 5: Negotiate

    Stage Input

    • Approved draft contract ready to move to the next step of negotiating with the vendor.
    • Approved amendment or addendum to existing or renewal agreement.

    Stage Output

    • A finalized and approved contract or amendment with agreed-upon terms and conditions ready for signatures.

    Info-Tech Insight

    Saving the different versions of a contract during negotiations will save time, provide reassurance of agreed terms as you move through the process, and provide reference for future negotiations with the vendor.

    Stage 6: Sign or Execute

    • At this stage in the process, all the heavy lifting in a contract’s creation is complete. Now it’s signature time.
    • To finalize the agreement, both parties need to the sign the final document. This can be done by an in-person wet ink signature or by what is becoming more prevalent, digital signature through an e-signature process.
    • Once complete, the final executed documents are exchanged or received electronically and then retained by each party.

    Stage 6: Sign or Execute

    Stage Input

    • A finalized and approved contract or amendment with agreed-upon terms and conditions ready for signatures.

    Stage Output

    • An executed contract or amendment ready to move to the next stage of CLM, capturing in the repository.

    Info-Tech Best Practice

    Process flow provisions should made for potential rejection of the contract by signatories, looping the contract back to the appropriate stage for rework or revision.

    Stage 7: Capture in Database/Repository 1 of 2

    • This is one of the most important stages of a CLM process. Executed agreements need to be stored in a single manageable, searchable, reportable, and centralized repository.
    • All documents should to be captured electronically, reviewed for accuracy, and then posted to the CLM repository.
    • The repository can be in various formats depending on the maturity, robustness, and budget of the CLM program.

    Most repositories are some type of database:

    • An off-the-shelf product
    • A PaaS cloud-based solution
    • A homegrown, internally developed database
    • An add-on module to your ERP system

    Stage 7: Capture in Database/Repository 2 of 2

    Several important features of an electronic repository should be considered:

    • Consistent metadata tagging of clauses, terms, conditions, dates, etc.
    • Centralized summary view of all contracts
    • Controlled access for those who need to review and manage the contracts

    Establishing an effective repository will be key to providing measurable value to the organization and saving large amounts of time for the business unit.

    Info-Tech Insight

    Planning for future needs by investing a little more money into a better, more robust repository could pay bigger dividends to the VMO and organization while providing a higher ROI over time as advanced functionality is deployed.

    Stage 8: Manage

    • Once an agreement is captured in the repository, it needs to be managed from both an operational and a commitment perspective.
    • Through a summary view or master list, contracts need to be operationally managed for end dates and renewals, vendor performance, discounts, and rebates.
    • Managing contracts for commitment and compliance will ensure all contract requirements, rights, service-level agreements (SLAs), and terms are fulfilled. This will eliminate the high costs of missed SLAs, potential breaches, or missed renewals.
    • Managing contracts can be improved by adding metadata to the records that allow for easier search and retrieval of contracts or even proactive notification.
    • The repository management features can and should be available to business stakeholders, or reporting from a CLM admin can also alert stakeholders to renewals, pricing, SLAs, etc.
    • Also important to this stage is reporting. This can be done by an admin or via a self-serve feature for stakeholders, or it could even be automated.

    Stage 9: Monitor Compliance 1 of 2

    • At this stage, the contracts or agreements need to be monitored for the polices within them and the purpose for which they were signed.
    • This is referred to as obligation management and is a key step to providing savings to the organization and mitigating risk.
    • Many contracts contain commitments by each party. These can include but are not limited to SLAs, service uptime targets, user counts, pricing threshold discounts and rebates, renewal notices to vendors, and training requirements.
    • All of these obligations within the contracts should be summarized and monitored to ensure that all commitments are delivered on. Managing obligations will mitigate risks, maximize savings and rebates to the organization, and minimize the potential for a breach within the contract.

    Stage 9: Monitor Compliance 2 of 2

    • Monitoring and measuring vendor commitments and performance will also be a key factor in maximizing the benefits of the contract through vendor accountability.
    • Also included in this stage is renewal and/or disposition of the contract. If renewal is due, it should go back to the business unit for submission to the Stage 1: Request process. If the business unit is not going to renew the contract, the contract must be tagged and archived for future reference.

    Stage 10: Optimize

    • The goal of this stage is to improve the other stages of the process as well as evaluate how each stage is integrating with the core operational framework processes.
    • With more data and improved insight into contractual terms and performance, a business can optimize its portfolio for better value, greater savings, and lower-risk outcomes.
    • For high-performance contract teams, the goal is a continuous feedback loop between the contract portfolio and business performance. If, for example, the data shows that certain negotiation issues consume a large chunk of time but yield no measurable difference in risk or performance, you may tweak the playbook to remedy those issues quickly.

    Additional optimization tactics:

    • Streamlining contract renewals with auto-renew
    • Predefined risk review process or template, continuous review/improvement of negotiation playbook
    • Better automation or flow of approval process
    • Better signature delegation process if required
    • Improving repository search with metadata tagging
    • Automating renewal tracking or notice process
    • Tracking the time a contract spends in each stage

    Establish Your Current CLM Maturity Position

    • Sometimes organizations have a well-defined pre-execution process but have a poor post-signature process.
    • Identifying your current processes or lack thereof will provide you with a starting point in developing a plan for your CLM. It’s possible that most of the stages are there and just need some improvements, or maybe some are missing and need to be implemented.
    • It’s not unusual for organizations to have a manual pre-execution process and an automated backend repository with compliance and renewal notices features.

    Info-Tech Best Practice

    Use the CLM Maturity Assessment Tool to outline where your organization is at each stage of the process.

    Member Activity: Assess Current CLM Maturity

    2.1 Completion Time 1-2 days

    Goal: Identify and measure your existing CLM processes, if any, and provide a maturity value to each stage. The resulting scores will provide a maturity assessment of your CLM.

    Instructions

    1. Use the Existing CLM Process Worksheet to document current CLM processes.
    2. Using the CLM worksheet info, answer the questions in the CLM Maturity Assessment Tool.
    3. Review the results and scores on Tab 3 to see where you need to focus your initial improvements.
    4. Save the initial assessment for future reference and reassess in six to 12 months to measure progress.

    This image contains a screenshot from Info-Tech's CLM Maturity Assessment Tool.

    INPUT

    • Internal information from all CLM stakeholders

    OUTPUT

    • A summary of processes and owners currently in place in the organization

    Materials

    • Existing CLM processes from interviews

    Participants

    • Finance, Legal, CIO, VMO, Sales, Procurement

    Member Activity: Complete RASCI Chart

    2.2 Completion Time 2-6 hours

    Goal: Identify who in your organization is primarily accountable and involved in each stage of the CLM process.

    Instructions

    Engage internal business unit decision makers, stakeholders, Finance, Legal, CIO, VMO, Sales, and Procurement as required to validate who should be involved in each stage.

    1. Using the information collected from internal reviews, assign a level in the CLM RASCI Diagram to each team member.
    2. Use the resulting RASCI diagram to guide you through developing or improving your CLM stages.

    This image contains a screenshot from Info-Tech's CLM RASCI Diagram.

    INPUT

    • Internal interview information

    OUTPUT

    • Understanding of who is involved in each CLM stage

    Materials

    • Interview data
    • RASCI Diagram

    Participants

    • Finance, Legal, CIO, VMO, Sales, Procurement

    Applying CLM Framework and Stages to Your Organization

    • Understand what CLM process you currently do or do not have in place.
    • Review implementation options: automated, semi-automated, and manual solutions.
    • If you are improving an existing process, focus on one phase at a time, perfect it, and then move to the other phase. This can also be driven by budget and time.
    • Create a plan to start with and then move to automating or semi-automating the stages.
    • Building onto or enhancing an existing system or processes can be a cost-effective method to produce near-term measurable savings
    • Focus on one phase at a time, then move on to the other phase.
    • While reviewing implementation of or improvements to CLM stages, be sure to track or calculate the potential time and cost savings and risk mitigation. This will help in any required business case for a CLM.

    CLM: An ROI Discussion 1 of 2

    • ROI can be easier to quantify and measure in larger organizations with larger CLM, but ROI metrics can be obtained regardless of the company or CLM size.
    • Organizations recognize their ROI through gains in efficiency across the entire business as well as within individual departments involved in the contracting process. They also do so by reducing the risk associated with decentralized and insecure storage of and access to their contracts, failure to comply with terms of their contracts, and missing deadlines associated with contracts.

    Just a few of the factors to consider within your own organization include:

    • The number of people inside and outside your company that touch your contracts.
    • The number of hours spent weekly, monthly, and annually managing contracts.
    • Potential efficiencies gained in better managing those contracts.
    • The total number of contracts that exist at any given time.
    • The average value and total value of those contract types.
    • The potential risk of being in breach of any of those contracts.
    • The number of places contracts are stored.
    • The level of security that exists to prevent unauthorized access.
    • The potential impact of unauthorized access to your sensitive contract data.

    CLM: An ROI Discussion 2 of 2

    Decision-Maker Apprehensions

    Decision-maker concerns arise from a common misunderstanding – that is, a fundamental failure to appreciate the true source of contract management value. This misunderstanding goes back many years to the time when analysts first started to take an interest in contract management and its automation. Their limited experience (primarily in retail and manufacturing sectors) led them to think of contract management as essentially an administrative function, primarily focused on procurement of goods. In such environments, the purpose of automation is focused on internal efficiency, augmented by the possibility of savings from reduced errors (e.g. failing to spot a renewal or expiry date) or compliance (ensuring use of standard terms).

    Today’s CLM systems and processes can provide ROI in several areas in the business.

    Info-Tech Insight

    Research on ROI of CLM software shows significant hard cost savings to an organization. For example, a $10 million company with 300 contracts valued at $3 million could realize savings of $83,400 and avoid up to $460,000 in lost revenues. (Derived from: ACCDocket, 2018)

    Additional Considerations 1 of 2

    Who should own and/or manage the CLM process within an organization? Legal, VMO, business unit, Sales?

    This is an often-discussed question. Research suggests that there is no definitive answer, as there are several variables.

    Organizations needs to review what makes the best business sense for them based on several considerations and then decide where CLM belongs.

    • Business unit budgets and time management
    • Available Administration personnel and time
    • IT resources
    • Security and access concerns
    • Best fit based on organizational structure

    35% of law professionals feel contract management is a legal responsibility, while 45% feel it’s a business responsibility and a final 20% are unsure where it belongs. (Source: “10 Eye-Popping Contract Management Statistics,” Apttus, 2018)

    Additional Considerations 2 of 2

    What type of CLM software or platform should we use?

    This too is a difficult question to answer definitively. Again, there are several variables to consider. As well, several solutions are available, and this is not a one-size-fits-all scenario.

    As with who should own the CLM process, organizations must review the various CLM software solutions available that will meet their current and future needs and then ask, “What do we need the system to do?”

    • Do you build a “homegrown” solution?
    • Should it be an add-on module to the current ERP or CRM system?
    • Is on-premises more suitable?
    • Is an adequate off-the-shelf (OTS) solution available?
    • What about the many cloud offerings?
    • Is there a basic system to start with that can expand as you grow?

    Info-Tech Insight

    When considering what type of solution to choose, prioritize what needs to been done or improved. Sometimes solutions can be deployed in phases as an “add-on” type modules.

    Summary of Accomplishment

    Knowledge Gained

    • Documented current CLM process
    • Core operational framework to build a CLM process on
    • Understanding of best practices required for a sustainable CLM

    Processes Optimized

    • Internal RASCI process identified
    • Existing internal stage improvements
    • Internal review process for risk mitigation

    Deliverables Completed

    • Existing CLM Processes Worksheet
    • CLM Maturity Assessment
    • CLM RASCI Chart
    • CLM improvement plan

    Project Step Summary

    Client Project: CLM Assessment and Improvement Plan

    1. Set your goals – what do you want to achieve in your CLM project?
    2. Assess your organization’s current CLM position in relation to CLM best practices and stages.
    3. Map your organization’s RASCI structure for CLM.
    4. Identify opportunities for stage improvements or target all low stage assessments.
    5. Prioritize improvement processes.
    6. Track ROI metrics.
    7. Develop a CLM implementation or improvement plan.

    Info-Tech Insight

    This project can fit your organization’s schedule:

    • Do-it-yourself with your team.
    • Remote delivery (Info-Tech Guided Implementation).

    CLM Blueprint Summary and Conclusion

    • Contract management is a vital component of a responsible VMO that will benefit all business units in an organization, save time and money, and reduce risk exposure.
    • A basic well-deployed and well-managed CLM will provide ROI in the short term.
    • Setting an improvement plan with concise improvements and potential cost savings based on process improvements will help your business case for CLM get approval and leadership buy-in.
    • Educating and aligning all business units and stakeholders to any changes to CLM processes will ensure that cost savings and ROI are achieved.
    • When evaluating a CLM software solution, use the operational framework and the ten process stages in this blueprint as a reference guide for CLM vendor functionality and selection.

    Related Info-Tech Research

    Master Contract Review and Negotiation

    Optimize spend with significant cost savings and negotiate from a position of strength.

    Manage Your Vendors Before They Manage You

    Maximize the value of vendor relationships.

    Bibliography

    Burla, Daniel. “The Must Know Of Transition to Dynamics 365 on Premise.” Sherweb, 14 April 2017. Web.

    Anand, Vishal, “Strategic Considerations in Implementing an End-to-End Contract Lifecycle Management Solution.” DWF Mindcrest, 20 Aug. 2016. Web.

    Alspaugh, Zach. “10 Eye-Popping Contract Management Statistics from the General Counsel’s Technology Report.” Apttus, 23 Nov. 2018. Web.

    Bishop, Randy. “Contract Management is not just a cost center.” ContractSafe, 9 Sept. 2019. Web.

    Bryce, Ian. “Contract Management KPIs - Measuring What Matters.” Gatekeeper, 2 May 2019. Web.

    Busch, Jason. “Contract Lifecycle Management 101.” Determine. 4 Jan. 2018. Web.

    “Contract Management Software Buyer's Guide.” TechnologyAdvice, 5 Aug. 2019. Web.

    Dunne, Michael. “Analysts Predict that 2019 will be a Big Year for Contract Lifecycle Management.” Apttus, 19 Nov. 2018. Web.

    “FIS Case Study.” Apttus, n.d. Web.

    Gutwein, Katie. “3 Takeaways from the 2018 State of Contract Management Report.” SpringCM, 2018. Web.

    “IACCM 2019 Benchmark Report.” IAACM, 4 Sept. 2019. Web.

    Linsley, Rod. “How Proverbial Wisdom Can Help Improve Contract Risk Mitigation.” Gatekeeper, 2 Aug. 2019. Web.

    Mars, Scott. “Contract Management Data Extraction.” Exari, 20 June 2017. Web.

    Rodriquez, Elizabeth. “Global Contract Life-Cycle Management Market Statistics and Trends 2019.” Business Tech Hub, 17 June 2017. Web.

    “State of Contract Management Report.” SpringCM, 2018. Web.

    Teninbaum, Gabriel, and Arthur Raguette. “Realizing ROI from Contract Management Technology.” ACCDocket.com, 29 Jan. 2018. Web.

    Wagner, Thomas. “Strategic Report on Contract Life cycle Management Software Market with Top Key Players- IBM Emptoris, Icertis, SAP, Apttus, CLM Matrix, Oracle, Infor, Newgen Software, Zycus, Symfact, Contract Logix, Coupa Software.” Market Research, 21 June 2019. Web.

    “What is Your Contract Lifecycle Management (CLM) Persona?” Spend Matters, 19 Oct. 2017. Web.

    Tactics to Retain IT Talent

    • Buy Link or Shortcode: {j2store}549|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: Engage
    • Parent Category Link: /engage
    • Regrettable turnover is impacting organizational productivity and leading to significant costs associated with employee departures and the recruitment required to replace them.
    • Many organizations focus on increasing engagement to improve retention, but this approach doesn’t address the entire problem.

    Our Advice

    Critical Insight

    • Engagement surveys mask the volatility of the employee experience and hide the reason why individual employees leave. You must also talk to employees to understand the moments that matter and engage managers to understand turnover triggers.

    Impact and Result

    • Build the case for creating retention plans by leveraging employee data and feedback to identify the key reasons for turnover that need to be addressed.
    • Target employee segments and work with management to develop solutions to retain top talent.

    Tactics to Retain IT Talent Research & Tools

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

    1. Tactics to Retain IT Talent Storyboard – Use this storyboard to develop a targeted talent retention plan to retain top and core talent in the organization.

    Integrate data from exit surveys and interviews, engagement surveys, and stay interviews to understand the most commonly cited reasons for employee departure in order to select and prioritize tactics that improve retention. This blueprint will help you identify reasons for regrettable turnover, select solutions, and create an action plan.

    • Tactics to Retain IT Talent Storyboard

    2. Retention Plan Workbook – Capture key information in one place as you work through the process to assess and prioritize solutions.

    Use this tool to document and analyze turnover data to find suitable retention solutions.

    • Retention Plan Workbook

    3. Stay Interview Guide – Managers will use this guide to conduct regular stay interviews with employees to anticipate and address turnover triggers.

    The Stay Interview Guide helps managers conduct interviews with current employees, enabling the manager to understand the employee's current engagement level, satisfaction with current role and responsibilities, suggestions for potential improvements, and intent to stay with the organization.

    • Stay Interview Guide

    4. IT Retention Solutions Catalog – Use this catalog to select and prioritize retention solutions across the employee lifecycle.

    Review best-practice solutions to identify those that are most suitable to your organizational culture and employee needs. Use the IT Retention Solutions Catalog to explore a variety of methods to improve retention, understand their use cases, and determine stakeholder responsibilities.

    • IT Retention Solutions Catalog
    [infographic]

    Workshop: Tactics to Retain IT Talent

    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 Reasons for Regrettable Turnover

    The Purpose

    Identify the main drivers of turnover at the organization.

    Key Benefits Achieved

    Find out what to explore during focus groups.

    Activities

    1.1 Review data to determine why employees join, stay, and leave.

    1.2 Identify common themes.

    1.3 Prepare for focus groups.

    Outputs

    List of common themes/pain points recorded in the Retention Plan Workbook.

    2 Conduct Focus Groups

    The Purpose

    Conduct focus groups to explore retention drivers.

    Key Benefits Achieved

    Explore identified themes.

    Activities

    2.1 Conduct four 1-hour focus groups with the employee segment(s) identified in the pre-workshop activities.

    2.2 Info-Tech facilitators independently analyze results of focus groups and group results by theme.

    Outputs

    Focus group feedback.

    Focus group feedback analyzed and organized by themes.

    3 Identify Needs and Retention Initiatives

    The Purpose

    Home in on employee needs that are a priority.

    Key Benefits Achieved

    A list of initiatives to address the identified needs

    Activities

    3.1 Create an empathy map to identify needs.

    3.2 Shortlist retention initiatives.

    Outputs

    Employee needs and shortlist of initiatives to address them.

    4 Prepare to Communicate and Launch

    The Purpose

    Prepare to launch your retention initiatives.

    Key Benefits Achieved

    A clear action plan for implementing your retention initiatives.

    Activities

    4.1 Select retention initiatives.

    4.2 Determine goals and metrics.

    4.3 Plan stakeholder communication.

    4.4 Build a high-level action plan.

    Outputs

    Finalized list of retention initiatives.

    Goals and associated metrics recorded in the Retention Plan Workbook.

    Further reading

    Tactics to Retain IT Talent

    Keep talent from walking out the door by discovering and addressing moments that matter and turnover triggers.

    Executive Summary

    Your Challenge

    Many organizations are facing an increase in voluntary turnover as low unemployment, a lack of skilled labor, and a rise in the number of vacant roles have given employees more employment choices.

    Common Obstacles

    Regrettable turnover is impacting organizational productivity and leading to significant costs associated with employee departures and the recruitment required to replace them.

    Many organizations tackle retention from an engagement perspective: Increase engagement to improve retention. This approach doesn't consider the whole problem.

    Info-Tech's Approach

    Build the case for creating retention plans by leveraging employee data and feedback to identify the key reasons for turnover that need to be addressed.

    Target employee segments and work with management to develop solutions to retain top talent.

    Info-Tech Insight

    Engagement surveys mask the volatility of the employee experience and hide the reason why individual employees leave. You must also talk to employees to understand the moments that matter and engage managers to understand turnover triggers.

    This research addresses regrettable turnover

    This is an image of a flow chart with three levels. The top level has only one box, labeled Turnover.  the Second level has 2 boxes, labeled Voluntary, and Involuntary.  The third level has two boxes under Voluntary, labeled Non-regrettable: The loss of employees that the organization did not wish to keep, e.g. low performers, and Regrettable:  The loss of employees that the organization wishes it could have kept.

    Low unemployment and rising voluntary turnover makes it critical to focus on retention

    As the economy continues to recover from the pandemic, unemployment continues to trend downward even with a looming recession. This leaves more job openings vacant, making it easier for employees to job hop.

    This image contains a graph of the US Employment rate between 2020 - 2022 from the US Bureau of Economic Analysis and Bureau of Labor Statistics (BLS), 2022, the percentage of individuals who change jobs every one to five years from 2022 Job Seeker Nation Study, Jobvite, 2022, and voluntary turnover rates from BLS, 2022

    With more employees voluntarily choosing to leave jobs, it is more important than ever for organizations to identify key employees they want to retain and put plans in place to keep them.

    Retention is a challenge for many organizations

    The number of HR professionals citing retention/turnover as a top workforce management challenge is increasing, and it is now the second highest recruiting priority ("2020 Recruiter Nation Survey," Jobvite, 2020).

    65% of employees believe they can find a better position elsewhere (Legaljobs, 2021). This is a challenge for organizations in that they need to find ways to ensure employees want to stay at the organization or they will lose them, which results in high turnover costs.

    Executives and IT are making retention and turnover – two sides of the same coin – a priority because they cost organizations money.

    • 87% of HR professionals cited retention/turnover as a critical and high priority for the next few years (TINYpulse, 2020).
    • $630B The cost of voluntary turnover in the US (Work Institute, 2020).
    • 66% of organizations consider employee retention to be important or very important to an organization (PayScale, 2019).

    Improving retention leads to broad-reaching organizational benefits

    Cost savings: the price of turnover as a percentage of salary

    • 33% Improving retention can result in significant cost savings. A recent study found turnover costs, on average, to be around a third of an employee's annual salary (SHRM, 2019).
    • 37.9% of employees leave their organization within the first year. Employees who leave within the first 90 days of being hired offer very little or no return on the investment made to hire them (Work Institute, 2020).

    Improved performance

    Employees with longer tenure have an increased understanding of an organization's policies and processes, which leads to increased productivity (Indeed, 2021).

    Prevents a ripple effect

    Turnover often ripples across a team or department, with employees following each other out of the organization (Mereo). Retaining even one individual can often have an impact across the organization.

    Transfer of knowledge

    Retaining key individuals allows them to pass it on to other employees through communities of practice, mentoring, or other knowledge-sharing activities.

    Info-Tech Insight

    Improving retention goes beyond cost savings: Employees who agree with the statement "I expect to be at this organization a year from now" are 71% more likely to put in extra hours and 32% more likely to accomplish more than what is expected of their role (McLean & Company Engagement Survey, 2021; N=77,170 and 97,326 respectively).

    However, the traditional engagement-focused approach to retention is not enough

    Employee engagement is a strong driver of retention, with only 25% of disengaged employees expecting to be at their organization a year from now compared to 92% of engaged employees (McLean & Company Engagement Survey, 2018-2021; N=117,307).

    Average employee Net Promoter Score (eNPS)

    This image contains a graph of the Average employee Net Promoter Score (eNPS)

    Individual employee Net Promoter Scores (eNPS)

    This image contains a graph of the Individual employee Net Promoter Scores (eNPS)

    However, engagement surveys mask the volatility of the employee experience and hide the reason why individual employees leave.

    This analysis of McLean & Company's engagement survey results shows that while an organization's average employee net promoter score (eNPS) stays relatively static, at an individual level there is a huge amount of volatility.

    This demonstrates the need for an approach that is more capable of responding to or identifying employees' in-the-moment needs, which an annual engagement survey doesn't support.

    Turnover triggers and moments that matter also have an impact on retention

    Retention needs to be monitored throughout the employee lifecycle. To address the variety of issues that can appear, consider three main paths to turnover:

    1. Employee engagement – areas of low engagement.
    2. Turnover triggers that can quickly lead to departures.
    3. Moments that matter in the employee experience (EX).

    Employee engagement

    Engagement drivers are strong predictors of turnover.

    Employees who are highly engaged are 3.6x more likely to believe they will be with the organization 12 months from now than disengaged employees (McLean & Company Engagement Survey, 2018-2021; N=117,307).

    Turnover triggers

    Turnover triggers are events that act as shocks or catalysts that quickly lead to an employee's departure.

    Turnover triggers are a cause for voluntary turnover more often than accumulated issues (Lee et al.).

    Moments that matter

    Employee experience is the employee's perception of the accumulation of moments that matter within their employee lifecycle.

    Retention rates increase from 21% to 44% when employees have positive experiences in the following categories: belonging, purpose, achievement, happiness, and vigor at work. (Workhuman, 2020).

    While managers do not directly impact turnover, they do influence the three main paths to turnover

    Research shows managers do not appear as one of the common reasons for employee turnover.

    Top five most common reasons employees leave an organization (McLean & Company, Exit Survey, 2018-2021; N=107 to 141 companies,14,870 to 19,431 responses).

    Turnover factorsRank
    Opportunities for career advancement1
    Satisfaction with my role and responsibilities2
    Base pay3
    Opportunities for career-related skill development4
    The degree to which my skills were used in my job5

    However, managers can still have a huge impact on the turnover of their team through each of the three main paths to turnover:

    Employee engagement

    Employees who believe their managers care about them as a person are 3.3x more likely to be engaged than those who do not (McLean & Company, 2021; N=105,186).

    Turnover triggers

    Managers who are involved with and aware of their staff can serve as an early warning system for triggers that lead to turnover too quickly to detect with data.

    Moments that matter

    Managers have a direct connection with each individual and can tailor the employee experience to meet the needs of the individuals who report to them.

    Gallup has found that 52% of exiting employees say their manager could have done something to prevent them from leaving (Gallup, 2019). Do not discount the power of managers in anticipating and preventing regrettable turnover.

    Addressing engagement, turnover triggers, and moments that matter is the key to retention

    This is an image of a flow chart with four levels. The top level has only one box, labeled Turnover.  the Second level has 2 boxes, labeled Voluntary, and Involuntary.  The third level has two boxes under Voluntary, labeled Non-regrettable, and Regrettable.  The fourth level has three boxes under Regrettable, labeled Employee Engagement, Turnover triggers, and Moments that matter

    Info-Tech Insight

    HR traditionally seeks to examine engagement levels when faced with retention challenges, but engagement is only a part of the full picture. You must also talk to employees to understand the moments that matter and engage managers to understand turnover triggers.

    Follow Info-Tech's two-step process to create a retention plan

    1. Identify Reasons for Regrettable Turnover

    2. Select Solutions and Create an Action Plan

    Step 1

    Identify Reasons for Regrettable Turnover

    After completing this step you will have:

    • Analyzed and documented why employees join, stay, and leave your organization.
    • Identified common themes and employee needs.
    • Conducted employee focus groups and prioritized employee needs.

    Step 1 focuses on analyzing existing data and validating it through focus groups

    Employee engagement

    Employee engagement and moments that matter are easily tracked by data. Validating employee feedback data by speaking and empathizing with employees helps to uncover moments that matter. This step focuses on analyzing existing data and validating it through focus groups.

    Engagement drivers such as compensation or working environment are strong predictors of turnover.
    Moments that matter
    Employee experience (EX) is the employee's perception of the accumulation of moments that matter with the organization.
    Turnover triggers
    Turnover triggers are events that act as shocks or catalysts that quickly lead to an employee's departure.

    Turnover triggers

    This step will not touch on turnover triggers. Instead, they will be discussed in step 2 in the context of the role of the manager in improving retention.

    Turnover triggers are events that act as shocks or catalysts that quickly lead to an employee's departure.

    Info-Tech Insight

    IT managers often have insights into where and why retention is an issue through their day-to-day work. Gathering detailed quantitative and qualitative data provides credibility to these insights and is key to building a business case for action. Keep an open mind and allow the data to inform your gut feeling, not the other way around.

    Gather data to better understand why employees join, stay, and leave

    Start to gather and examine additional data to accurately identify the reason(s) for high turnover. Begin to uncover the story behind why these employees join, stay, and leave your organization through themes and trends that emerge.

    Look for these icons throughout step 2.

    Join

    Why do candidates join your organization?

    Stay

    Why do employees stay with your organization?

    Leave

    Why do employees leave your organization?

    For more information on analysis, visualization, and storytelling with data, see Info-Tech's Start Making Data-Driven People Decisions blueprint.

    Employee feedback data to look at includes:

    Gather insights through:

    • Focus groups
    • Verbatim comments
    • Exit interviews
    • Using the employee value proposition (EVP) as a filter (does it resonate with the lived experience of employees?)

    Prepare to draw themes and trends from employee data throughout step 1.

    Uncover employee needs and reasons for turnover by analyzing employee feedback data.

    • Look for trends (e.g. new hires join for career opportunities and leave for the same reason, or most departments have strong work-life balance scores in engagement data).
    • Review if there are recurring issues being raised that may impact turnover.
    • Group feedback to highlight themes (e.g. lack of understanding of EVP).
    • Identify which key employee needs merit further investigation or information.

    This is an image showing how you can draw out themes and trends using employee data throughout step 1.

    Classify where key employee needs fall within the employee lifecycle diagram in tab 2 of the Retention Plan Workbook. This will be used in step 2 to pinpoint and prioritize solutions.

    Info-Tech Insight

    The employee lifecycle is a valuable way to analyze and organize engagement pain points, moments that matter, and turnover triggers. It ensures that you consider the entirety of an employee's tenure and the different factors that lead to turnover.

    Examine new hire data and begin to document emerging themes

    Join

    While conducting a high-level analysis of new hire data, look for these three key themes impacting retention:

    Issues or pain points that occurred during the hiring process.

    Reasons why employees joined your organization.

    The experience of their first 90 days. This can include their satisfaction with the onboarding process and their overall experience with the organization.

    Themes will help to identify areas of strength and weakness organization-wide and within key segments. Document in tab 3 of the Retention Plan Workbook.

    1. Start by isolating the top reasons employees joined your organization. Ask:
      • Do the reasons align with the benefits you associate with working at your organization?
      • How might this impact your EVP?
      • If you use a new hire survey, look at the results for the following questions:
      • For which of the following reasons did you apply to this organization?
      • For what reasons did you accept the job offer with this organization?
    2. then, examine other potential problem areas that may not be covered by your new hire survey, such as onboarding or the candidate experience during the hiring process.
      • If you conduct a new hire survey, look at the results in the following sections:
        • Candidate Experience
        • Acclimatization
        • Training and Development
        • Defining Performance Expectations

      Analyze engagement data to identify areas of strength that drive retention

      Employees who are engaged are 3.6x more likely to believe they will be with the organization 12 months from now (McLean & Company Engagement Survey, 2018-2021; N=117,307). Given the strength of this relationship, it is essential to identify areas of strength to maintain and leverage.

      1. Look at the highest-performing drivers in your organization's employee engagement survey and drivers that fall into the "leverage" and "maintain" quadrants of the priority matrix.
        • These drivers provide insight into what prompts broader groups of employees to stay.

      This is an image of a quadrant analysis, with the following quadrants in order from left to right, top to bottom.  Improve; Leverage; Evaluate; Maintain.

      1. Look into what efforts have been made to maintain programs, policies, and practices related to these drivers and ensure they are consistent across the entire organization.
      2. Document trends and themes related to engagement strengths in tab 2 of the Retention Plan Workbook.

      If you use Info-Tech's Engagement Survey, look in detail at what are classified as "Retention Drivers": total compensation, working environment, and work-life balance.

      Identify areas of weakness that drive turnover in your engagement data

      1. Look at the lowest-performing drivers in your organization's employee engagement survey and drivers that fall into the "improve" and "evaluate" quadrants of the priority matrix.
        • These drivers provide insight into what pushes employees to leave the organization.
      2. Delve into organizational efforts that have been made to address issues with the programs, policies, and practices related to these drivers. Are there any projects underway to improve them? What are the barriers preventing improvements?
      3. Document trends and themes related to engagement weaknesses in tab 2 of the Retention Plan Workbook.

      If you use a product other than Info-Tech's Engagement Survey, your results will look different. The key is to look at areas of weakness that emerge from the data.

      This is an image of a quadrant analysis, with the following quadrants in order from left to right, top to bottom.  Improve; Leverage; Evaluate; Maintain.

      If you use Info-Tech's Engagement Survey, look in detail at what are classified as "Retention Drivers": total compensation, working environment, and work-life balance.

      Mine exit surveys to develop an integrated, holistic understanding of why employees leave

      Conduct a high-level analysis of the data from your employee exit diagnostic. While analyzing this data, consider the following:

      • What are the trends and quantitative data about why employees leave your organization that may illuminate employee needs or issues at specific points throughout the employee lifecycle?
      • What are insights around your key segments? Data on key segments is easily sliced from exit survey results and can be used as a starting point for digging deeper into retention issues for specific groups.
      • Exit surveys are an excellent starting point. However, it is valuable to validate the data gathered from an exit survey using exit interviews.
      1. Isolate results for key segments of employees to target with retention initiatives (e.g. by age group or by department).
      2. Identify data trends or patterns over time; for example, that compensation factors have been increasing in importance.
      3. Document trends and themes taken from the exit survey results in tab 2 of the Retention Plan Workbook.

      If your organization conducts exit interviews, analyze the results alongside or in lieu of exit survey data.

      Compare new hire data with exit data to identify patterns and insights

      Determine if new hire expectations weren't met, prompting employees to leave your organization, to help identify where in the employee lifecycle issues driving turnover may be occurring.

      1. Look at your new hire data for the top reasons employees joined your organization.
        • McLean & Company's New Hire Survey database shows that the top three reasons candidates accept job offers on average are:
          1. Career opportunities
          2. Nature of the job
          3. Development opportunities
      2. Next, look at your exit data and the top reasons employees left your organization.
        1. McLean & Company's Exit Survey database shows that the top three reasons employees leave on average are:
          1. Opportunities for career advancement
          2. Base pay
          3. Satisfaction with my role and responsibilities
      3. Examine the results and ask:
        • Is there a link between why employees join and leave the organization?
        • Did they cite the same reasons for joining and for leaving?
        • What do the results say about what your employees do and do not value about working at your organization?
      4. Document the resulting insights in tab 2 of the Retention Plan Workbook.

      Example:

      A result where employees are leaving for the same reason they're joining the organization could signal a disconnect between your organization's employee value proposition and the lived experience.

      Revisit your employee value proposition to uncover misalignment

      Your employee value proposition (EVP), formal or informal, communicates the value your organization can offer to prospective employees.

      If your EVP is mismatched with the lived experience of your employees, new hires will be in for a surprise when they start their new job and find out it isn't what they were expecting.

      Forty-six percent of respondents who left a job within 90 days of starting cited a mismatch of expectations about their role ("Job Seeker Nation Study 2020," Jobvite, 2020).

      1. Use the EVP as a filter through which you look at all your employee feedback data. It will help identify misalignment between the promised and the lived experience.
      2. If you have EVP documentation, start there. If not, go to your careers page and put yourself in the shoes of a candidate. Ask what the four elements of an EVP look like for candidates:
        • Compensation and benefits
        • Day-to-day job elements
        • Working conditions
        • Organizational elements
      3. Next, compare this to your own day-to-day experiences. Does it differ drastically? Are there any contradictions with the lived experience at your organization? Are there misleading statements or promises?
      4. Document any insights or patterns you uncover in tab 2 of the Retention Plan Workbook.

      Conduct focus groups to examine themes

      Through focus groups, explore the themes you have uncovered with employees to discover employee needs that are not being met. Addressing these employee needs will be a key aspect of your retention plan.

      Identify employee groups who will participate in focus groups:

      • Incorporate diverse perspectives (e.g. employees, managers, supervisors).
      • Include employees from departments and demographics with strong and weak engagement for a full picture of how engagement impacts your employees.
      • Invite boomerang employees to learn why an individual might return to your organization after leaving.

      image contains two screenshots Mclean & Company's Standard Focus Group Guide.

      Customize Info-Tech's Standard Focus Group Guide based on the themes you have identified in tab 3 of the Retention Plan Workbook.

      The goal of the focus group is to learn from employees and use this information to design or modify a process, system, or other solution that impacts retention.

      Focus questions on the employees' personal experience from their perspective.

      Key things to remember:

      • It is vital for facilitators to be objective.
      • Keep an open mind; no feelings are wrong.
      • Beware of your own biases.
      • Be open and share the reason for conducting the focus groups.

      Info-Tech Insight

      Maintaining an open dialogue with employees will help flesh out the context behind the data you've gathered and allow you to keep in mind that retention is about people first and foremost.

      Empathize with employees to identify moments that matter

      Look for discrepancies between what employees are saying and doing.

      1. Say

      "What words or quotes did the employee use?"

      3.Think

      "What might the employee be thinking?"

      Record feelings and thoughts discussed, body language observed, tone of voice, and words used.

      Look for areas of negative emotion to determine the moments that matter that drive retention.

      2. Do

      "What actions or behavior did the employee demonstrate?"

      4. Feel

      "What might the employee be feeling?"

      Record them in tab 3 of the Retention Plan Workbook.

      5. Identify Needs

      "Needs are verbs (activities or desires), not nouns (solutions)"

      Synthesize focus group findings using Info-Tech's Empathy Map Template.

      6. Identify Insights

      "Ask yourself, why?"

      (Based on Stanford d.school Empathy Map Method)

      Distill employee needs into priority issues to address first

      Take employee needs revealed by your data and focus groups and prioritize three to five needs.

      Select a limited number of employee needs to develop solutions to ensure that the scope of the project is feasible and that the resources dedicated to this project are not stretched too thin. The remaining needs should not be ignored – act on them later.

      Share the needs you identify with stakeholders so they can support prioritization and so you can confirm their buy-in and approval where necessary.

      Ask yourself the following questions to determine your priority employee needs:

      • Which needs will have the greatest impact on turnover?
      • Which needs have the potential to be an easy fix or quick win?
      • Which themes or trends came up repeatedly in different data sources?
      • Which needs evoked particularly strong or negative emotions in the focus groups?

      This image contains screenshots of two table templates found in tab 5 of the Retention Plan Workbook

      In the Retention Plan Workbook, distill employee needs on tab 2 into three to five priorities on tab 5.

      Step 2

      Select Solutions and Create an Action Plan

      After completing this step, you will have:

      • Selected and prioritized solutions to address employee needs.
      • Created a plan to launch stay interviews.
      • Built an action plan to implement solutions.

      Select IT-owned solutions and implement people leader–driven initiatives

      Solutions

      First, select and prioritize solutions to address employee needs identified in the previous step. These solutions will address reasons for turnover that influence employee engagement and moments that matter.

      • Brainstorm solutions using the Retention Solutions Catalog as a starting point. Select a longlist of solutions to address your priority needs.
      • Prioritize the longlist of solutions into a manageable number to act on.

      People leaders

      Next, create a plan to launch stay interviews to increase managers' accountability in improving retention. Managers will be critical to solving issues stemming from turnover triggers.

      • Clarify the importance of harnessing the influence of people leaders in improving retention.
      • Discover what might cause individual employees to leave through stay interviews.
      • Increase trust in managers through training.

      Action plan

      Finally, create an action plan and present to senior leadership for approval.

      Look for these icons in the top right of slides in this step.

      Select solutions to employee needs, starting with the Retention Solutions Catalog

      Based on the priority needs you have identified, use the Retention Solutions Catalog to review best-practice solutions for pain points associated with each stage of the lifecycle.

      Use this tool as a starting point, adding to it and iterating based on your own experience and organizational culture and goals.

      This image contains three screenshots from Info-Tech's Retention Solutions Catalog.

      Use Info-Tech's Retention Solutions Catalog to start the brainstorming process and produce a shortlist of potential solutions that will be prioritized on the next slide.

      Info-Tech Insight

      Unless you have the good fortune of having only a few pain points, no single initiative will completely solve your retention issues. Combine one or two of these broad solutions with people-leader initiatives to ensure employee needs are addressed on an individual and an aggregate level.

      Prioritize solutions to be implemented

      Target efforts accordingly

      Quick wins are high-impact, low-effort initiatives that will build traction and credibility within the organization.

      Long-term initiatives require more time and need to be planned for accordingly but will still deliver a large impact. Review the planning horizon to determine how early these need to begin.

      Re-evaluate low-impact and low-effort initiatives and identify ones that either support other higher impact initiatives or have the highest impact to gain traction and credibility. Look for low-hanging fruit.

      Deprioritize initiatives that will take a high degree of effort to deliver lower-value results.

      When assessing the impact of potential solutions, consider:

      • How many critical segments or employees will this solution affect?
      • Is the employee need it addresses critical, or did the solution encompass several themes in the data you analyzed?
      • Will the success of this solution help build a case for further action?
      • Will the solution address multiple employee needs?

      Info-Tech Insight

      It's better to master a few initiatives than under-deliver on many. Start with a few solutions that will have a measurable impact to build the case for further action in the future.

      Solutions

      Low ImpactMedium ImpactLarge Impact
      Large EffortThis is an image of the used to help you prioritize solutions to be implemented.
      Medium Effort
      Low Effort

      Use tab 3 of the Retention Plan Workbook to prioritize your shortlist of solutions.

      Harness the influence of people leaders to improve employee retention

      Leaders at all levels have a huge impact on employees.

      Effective people leaders:

      • Manage work distribution.
      • Create a motivating work environment.
      • Provide development opportunities.
      • Ensure work is stimulating and challenging, but not overwhelming.
      • Provide clear, actionable feedback.
      • Recognize team member contributions.
      • Develop positive relationships with their teams.
      • Create a line of sight between what the employee is doing and what the organization's objectives are.

      Support leaders in recommitting to their role as people managers through Learning & Development initiatives with particular emphasis on coaching and building trust.

      For coaching training, see Info-Tech's Build a Better Manager: Team Essentials – Feedback and Coaching training deck.

      For more information on supporting managers to become better people leaders, see Info-Tech's Build a Better Manager: Manage Your People blueprint.

      "HR can't fix turnover. But leaders on the front line can."
      – Richard P. Finnegan, CEO, C-Suite Analytics

      Equip managers to conduct regular stay interviews to address turnover triggers

      Managers often have the most visibility into their employees' personal and work lives and have a key opportunity to anticipate and address turnover triggers.

      Stay interviews are an effective way of uncovering potential retention issues and allowing managers to act as an early warning system for turnover triggers.

      Examples of common turnover triggers and potential manager responses:

      • Moving, creating a long commute to the office.
        • Through stay interviews, a manager can learn that a long commute is an issue and can help find workarounds such as flexible/remote work options.
      • Not receiving an expected promotion.
        • A trusted manager can anticipate issues stemming from this, discuss why the decision was made, and plan development opportunities for future openings.

      Stay interview best practices

      1. Conducted by an employee's direct manager.
      2. Happen regularly as a part of an ongoing process.
      3. Based on the stay interview, managers produce a turnover forecast for each direct report.
        1. The method used by stay interview expert Richard P. Finnegan is simple: red for high risk, yellow for medium, and green for low.
      4. Provide managers with training and a rough script or list of questions to follow.
        1. Use and customize Info-Tech's Stay Interview Guide to provide a guide for managers on how to conduct a stay interview.
      5. Managers use the results to create an individualized retention action plan made up of concrete actions the manager and employee will take.

      Sources: Richard P. Finnegan, CEO, C-Suite Analytics; SHRM

      Build an action plan to implement the retention plan

      For each initiative identified, map out timelines and actions that need to be taken.

      When building actions and timelines:

      • Refer to the priority needs you identified in tab 4 of the Retention Plan Workbook and ensure they are addressed first.
      • Engage internal stakeholders who will be key to the development of the initiatives to ensure they have sufficient time to complete their deliverables.
        • For example, if you conduct manager training, Learning & Development needs to be involved in the development and launch of the program.
      • Include a date to revisit your baseline retention and engagement data in your project milestones.
      • Designate process owners for new processes such as stay interviews.

      Plan for stay interviews by determining:

      • Whether stay interviews will be a requirement for all employees.
      • How much flexibility managers will have with the process.
      • How you will communicate the stay interview approach to managers.
      • If manager training is required.
      • How managers should record stay interview data and how you will collect this data from them as a way to monitor retention issues.
        • For example, managers can share their turnover forecasts and action plans for each employee.

      Be clear about manager accountabilities for initiatives they will own, such as stay interviews. Plan to communicate the goals and timelines managers will be asked to meet, such as when they must conduct interviews or their responsibility to follow up on action items that come from interviews.

      Track project success to iterate and improve your solutions

      Analyze measurements

      • Regularly remeasure your engagement and retention levels to identify themes and trends that provide insights into program improvements.
      • For example, look at the difference in manager relationship score to see if training has had an impact, or look at changes in critical segment turnover to calculate cost savings.

      Revisit employee and manager feedback

      • After three to six months, conduct additional surveys or focus groups to determine the success of your initiatives and opportunities for improvement. Tweak the program, including stay interviews, based on manager and employee feedback.

      Iterate frequently

      • Revisit your initiatives every two or three years to determine if a refresh is necessary to meet changing organizational and employee needs and to update your goals and targets.

      Key insights

      Insight 1Insight 2Insight 3

      Retention and turnover are two sides of the same coin. You can't fix retention without first understanding turnover.

      Engagement surveys mask the volatility of the employee experience and hide the reason why individual employees leave. You must also talk to employees to understand the moments that matter and engage managers to understand turnover triggers.

      Improving retention isn't just about lowering turnover, it's about discovering what healthy retention looks like for your organization.

      Insight 4Insight 5Insight 6

      HR professionals often have insights into where and why retention is an issue. Gathering detailed employee feedback data through surveys and focus groups provides credibility to these insights and is key to building a case for action. Keep an open mind and allow the data to inform your gut feeling, not the other way around.

      Successful retention plans must be owned by both IT leaders and HR.

      IT leaders often have the most visibility into their employees' personal and work lives and have a key opportunity to anticipate and address turnover triggers.

      Stay interviews help managers anticipate potential retention issues on their teams.

      Workshop Overview

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

      Info-Tech AnalystsPre-workPost-work
      Client Data Gathering and PlanningImplementation Supported Through Analyst Calls

      1.1 Discuss participants, logistics, overview of workshop activities

      1.2 Provide support to client for below activities through calls.

      2.1 Schedule follow-up calls to work through implementation of retention solutions based on identified needs.
      Client

      1.Gather results of engagement survey, new hire survey, exit survey, and any exit and stay interview feedback.

      2.Gather and analyze turnover data.

      3.Identify key employee segment(s) and identify and organize participants for focus groups.

      4.Complete cost of turnover analysis.

      5.Review turnover data and prioritize list of employee segments.

      1.Obtain senior leader approval to proceed with retention plan.

      2.Finalize and implement retention solutions.

      3.Prepare managers to conduct stay interviews.

      4.Communicate next steps to stakeholders.

      Workshop Overview

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

      ActivitiesDay 1Day 2Day 3Day 4
      Assess Current StateConduct Focus GroupsIdentify Needs and Retention InitiativesPrepare to Communicate and Launch

      1.1 Review data to determine why employees join, stay, and leave.

      1.2 Identify common themes.

      1.3 Prepare for focus groups.

      2.1 Conduct four 1-hour focus groups with the employee segment(s) identified in the pre-workshop activities..

      2.2 Info-Tech facilitators independently analyze results of focus groups and group results by theme.

      3.1 Create an empathy map to identify needs

      3.2 Shortlist retention initiatives

      4.1 Select retention initiatives

      4.2 Determine goals and metrics

      4.3 Plan stakeholder communication4.4 Build a high-level action plan

      Deliverables

      1.List of common themes/pain points recorded in the Retention Plan Workbook

      2.Plan for focus groups documented in the Focus Group Guide

      1.Focus group feedback

      2.Focus group feedback analyzed and organized by themes

      1.Employee needs and shortlist of initiatives to address them1.Finalized list of retention initiatives

      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

      Research Contributors and Experts

      Jeff Bonnell
      VP HR
      Info-Tech Research Group

      Phillip Kotanidis
      CHRO
      Michael Garron Hospital

      Michael McGuire
      Director, Organizational Development
      William Osler Health System

      Dr. Iris Ware
      Chief Learning Officer
      City of Detroit

      Richard P. Finnegan
      CEO
      C-Suite Analytics

      Dr. Thomas Lee
      Professor of Management
      University of Washington

      Jane Moughon
      Specialist in increasing profits, reducing turnover, and maximizing human potential in manufacturing companies

      Lisa Kaste
      Former HR Director
      Citco

      Piyush Mathur
      Head of Workforce Analytics
      Johnson & Johnson

      Gregory P. Smith
      CEO
      Chart Your Course

      Works Cited

      "17 Surprising Statistics about Employee Retention." TINYpulse, 8 Sept. 2020. Web.
      "2020 Job Seeker Nation Study." Jobvite, April 2020. Web.
      "2020 Recruiter Nation Survey." Jobvite, 2020. Web.
      "2020 Retention Report: Insights on 2019 Turnover Trends, Reasons, Costs, & Recommendations." Work Institute, 2020. Web.
      "25 Essential Productivity Statistics for 2021." TeamStage, 2021. Accessed 22 Jun. 2021.
      Agovino, Theresa. "To Have and to Hold." SHRM, 23 Feb. 2019. Web.
      "Civilian Unemployment Rate." Bureau of Labor Statistics, June 2020. Web.
      Foreman, Paul. "The domino effect of chief sales officer turnover on salespeople." Mereo, 19 July 2018. Web.
      "Gross Domestic Product." U.S. Bureau of Economic Analysis, 27 May 2021. Accessed 22 Jun. 2020.
      Kinne, Aaron. "Back to Basics: What is Employee Experience?" Workhuman, 27August 2020. Accessed 21 Jun. 2021.
      Lee, Thomas W, et al. "Managing employee retention and turnover with 21st century ideas." Organizational Dynamics, vol 47, no. 2, 2017, pp. 88-98. Web.
      Lee, Thomas W. and Terence R. Mitchell. "Control Turnover by Understanding its Causes." The Blackwell Handbook of Principles of Organizational Behaviour. 2017. Print.
      McFeely, Shane, and Ben Wigert. "This Fixable Problem Costs U.S. Businesses $1 Trillion." Gallup. 13 March 2019. Web.
      "Table 18. Annual Quit rates by Industry and Region Not Seasonally Adjusted." Bureau of Labor Statistics. June 2021. Web.
      "The 2019 Compensation Best Practices Report: Will They Stay or Will They Go? Employee Retention and Acquisition in an Uncertain Economy." PayScale. 2019. Web.
      Vuleta, Branka. "30 Troubling Employee Retention Statistics." Legaljobs. 1 Feb. 2021. Web.
      "What is a Tenured Employee? Top Benefits of Tenure and How to Stay Engaged as One." Indeed. 22 Feb. 2021. Accessed 22 Jun. 2021.

      In Case Of Emergency...

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      1. Get people to safety efficiently by following the floor warden's information and get out if needed
        If there are no floor wardens, YOU take the initiative and alert people. Vacate the premises if you suspect danger.
        Err on the side of caution. Nobody ever got fired over keeping people safe.
      2. Get people to safety (yes! double check this)
      3. Check what is happening
      4. Stop the bleeding
      5. Check what you broke while stopping the bleeding
      6. Check if you need to go into DR mode
      7. Go into DR mode if that is the fastest way to restore the service
      8. Only now start to look deeper

      Notice what is missing in this list?

      • WHY did this happen?
      • WHO did what

      During the first reactions to an event, stick to the facts of what is happening and the symptoms. If the symptoms are bad, attend to people first, no matter the financial losses occurring.
      Remember that financial losses are typically insured. Human life is not. Only loss of income and ability to pay is insured! Not the person's life.

      The WHY, HOW, WHO and other root cause questions are asked in the aftermath of the incident and after you have stabilized the situation.
      In ITIL terms, those are Problem Management and Root Cause Analysis stage questions.

       

       

       

      Management, incident, reaction, emergency

      Identify the Components of Your Cloud Security Architecture

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      • Parent Category Name: Security Strategy & Budgeting
      • Parent Category Link: /security-strategy-and-budgeting
      • Leveraging the cloud introduces IT professionals to a new world that they are tasked with securing. Consumers do not know what security services they need and when to implement them.
      • With many cloud vendors proposing to share the security responsibility, it can be a challenge for organizations to develop a clear understanding of how they can best secure their data off premises.

      Our Advice

      Critical Insight

      • Your cloud security architecture needs to be strategic, realistic, and based on risk. The NIST approach to cloud security is to include everything security into your cloud architecture to be deemed secure. However, you can still have a robust and secure cloud architecture by using a risk-based approach to identify the necessary controls and mitigating services for your environment.
      • The cloud is not the right choice for everyone. You’re not as unique as you think. Start with a reference model that is based on your risks and business attributes and optimize it from there.
      • Your responsibility doesn’t end at the vendor. Even if you outsource your security services to your vendors, you will still have security responsibilities to address.
      • Don’t boil the ocean; do what is realistic for your enterprise. Your cloud security architecture should be based on securing your most critical assets. Use our reference model to determine a launch point.
      • A successful strategy is holistic. Controlling for cloud risks comes from knowing what the risks are. Consider the full spectrum of security, including both processes and technologies.

      Impact and Result

      • The business is adopting a cloud environment and it must be secured, which includes:
        • Ensuring business data cannot be leaked or stolen.
        • Maintaining the privacy of data and other information.
        • Securing the network connection points.
        • Knowing the risks associated with the cloud and mitigating those risks with the appropriate services.
      • This blueprint and associated tools are scalable for all types of organizations within various industry sectors. It allows them to know what types of risk they are facing and what security services are strongly recommended to mitigate those risks.

      Identify the Components of Your Cloud Security Architecture Research & Tools

      Start Here – read the Executive Brief

      Read our concise Executive Brief to find out why you should create a cloud security architecture with security at the forefront, 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. Cloud security alignment analysis

      Explore how the cloud changes and whether your enterprise is ready for the shift to the cloud.

      • Identify the Components of Your Cloud Security Architecture – Phase 1: Cloud Security Alignment Analysis
      • Cloud Security Architecture Workbook

      2. Business-critical workload analysis

      Analyze the workloads that will migrated to the cloud. Consider the various domains of security in the cloud, considering the cloud’s unique risks and challenges as they pertain to your workloads.

      • Identify the Components of Your Cloud Security Architecture – Phase 2: Business-Critical Workload Analysis

      3. Cloud security architecture mapping

      Map your risks to services in a reference model from which to build a robust launch point for your architecture.

      • Identify the Components of Your Cloud Security Architecture – Phase 3: Cloud Security Architecture Mapping
      • Cloud Security Architecture Archive Document
      • Cloud Security Architecture Reference Model (Visio)
      • Cloud Security Architecture Reference Model (PDF)

      4. Cloud security strategy planning

      Map your risks to services in a reference architecture to build a robust roadmap from.

      • Identify the Components of Your Cloud Security Architecture – Phase 4: Cloud Security Strategy Planning
      • Cloud Security Architecture Communication Deck

      Infographic

      Workshop: Identify the Components of Your Cloud Security Architecture

      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 Cloud Security Alignment Analysis

      The Purpose

      Understand your suitability and associated risks with your workloads as they are deployed into the cloud.

      Key Benefits Achieved

      An understanding of the organization’s readiness and optimal service level for cloud security.

      Activities

      1.1 Workload Deployment Plan

      1.2 Cloud Suitability Questionnaire

      1.3 Cloud Risk Assessment

      1.4 Cloud Suitability Analysis

      Outputs

      Workload deployment plan

      Determined the suitability of the cloud for your workloads

      Risk assessment of the associated workloads

      Overview of cloud suitability

      2 Business-Critical Workload Analysis

      The Purpose

      Explore your business-critical workloads and the associated controls and mitigating services to secure them.

      Key Benefits Achieved

      Address NIST 800-53 security controls and the appropriate security services that can mitigate the risks appropriately.

      Activities

      2.1 “A” Environment Analysis

      2.2 “B” Environment Analysis

      2.3 “C” Environment Analysis

      2.4 Prioritized Security Controls

      2.5 Effort and Risk Dashboard Overview

      Outputs

      NIST 800-53 control mappings and relevancy

      NIST 800-53 control mappings and relevancy

      NIST 800-53 control mappings and relevancy

      Prioritized security controls based on risk and environmental makeup

      Mitigating security services for controls

      Effort and Risk Dashboard

      3 Cloud Security Architecture Mapping

      The Purpose

      Identify security services to mitigate challenges posed by the cloud in various areas of security.

      Key Benefits Achieved

      Comprehensive list of security services, and their applicability to your network environment. Documentation of your “current” state of cloud security.

      Activities

      3.1 Cloud Security Control Mapping

      3.2 Cloud Security Architecture Reference Model Mapping

      Outputs

      1. Cloud Security Architecture Archive Document to codify and document each of the associated controls and their risk levels to security services

      2. Mapping of the codified controls onto Info-Tech’s Cloud Security Architecture Reference Model for clear security prioritization

      4 Cloud Security Strategy Planning

      The Purpose

      Prepare a communication deck for executive stakeholders to socialize them to the state of your cloud security initiatives and where you still have to go.

      Key Benefits Achieved

      A roadmap for improving security in the cloud.

      Activities

      4.1 Cloud Security Strategy Considerations

      4.2 Cloud Security Architecture Communication Deck

      Outputs

      Consider the additional security considerations of the cloud for preparation in the communication deck.

      Codify all your results into an easily communicable communication deck with a clear pathway for progression and implementation of security services to mitigate cloud risks.

      Take Control of Infrastructure and Operations Metrics

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      • Parent Category Name: Operations Management
      • Parent Category Link: /i-and-o-process-management
      • Measuring the business value provided by IT is very challenging.
      • You have a number of metrics, but they may not be truly meaningful, contextual, or actionable.
      • You know you need more than a single metric to tell the whole story. You also suspect that metrics from different systems combined will tell an even fuller story.
      • You are being asked to provide information from different levels of management, for different audiences, conveying different information.

      Our Advice

      Critical Insight

      • Many organizations collect metrics to validate they are keeping the lights on. But the Infrastructure and Operations managers who are benefitting the most are taking steps to ensure they are getting the right metrics to help them make decisions, manage costs, and plan for change.
      • Complaints about metrics are often rooted in managers wading through too many individual metrics, wrong metrics, or data that they simply can’t trust.
      • Info-Tech surveyed and interviewed a number of Infrastructure managers, CIOs, and IT leaders to understand how they are leveraging metrics. Successful organizations are using metrics for everything from capacity planning to solving customer service issues to troubleshooting system failures.

      Impact and Result

      • Manage metrics so they don’t become time wasters and instead provide real value.
      • Identify the types of metrics you need to focus on.
      • Build a metrics process to ensure you are collecting the right metrics and getting data you can use to save time and make better decisions.

      Take Control of Infrastructure and Operations Metrics Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to find out why you should implement a metrics program in your Infrastructure and Operations practice, review Info-Tech’s methodology, and understand the ways we can support you in completing this project.

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

      1. Gap analysis

      This phase will help you identify challenges that you want to avoid by implementing a metrics program, discover the main IT goals, and determine your core metrics.

      • Take Control of Infrastructure and Operations Metrics – Phase 1: Gap Analysis
      • Infra & Ops Metrics Executive Presentation

      2. Build strategy

      This phase will help you make an actionable plan to implement your metrics program, define roles and responsibilities, and communicate your metrics project across your organization and with the business division.

      • Take Control of Infrastructure and Operations Metrics – Phase 2: Build Strategy
      • Infra & Ops Metrics Definition Template
      • Infra & Ops Metrics Tracking and Reporting Tool
      • Infra & Ops Metrics Program Roles & Responsibilities Guide
      • Weekly Metrics Review With Your Staff
      • Quarterly Metrics Review With the CIO
      [infographic]

      Run Better Meetings

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      • Parent Category Name: Voice & Video Management
      • Parent Category Link: /voice-video-management

      Your newly hybrid workplace will include virtual, hybrid, and physical meetings, presenting several challenges:

      • The experience for onsite and remote attendees is not equal.
      • Employees are experiencing meeting and video fatigue.
      • Meeting rooms are not optimized for hybrid meetings.
      • The fact is that many people have not successfully run hybrid meetings before.

      Our Advice

      Critical Insight

      • Successful hybrid workplace plans must include planning around hybrid meetings. Seamless hybrid meetings are the result of thoughtful planning and documented best practices.

      Impact and Result

      • Identify your current state and the root cause of unsatisfactory meetings.
      • Review and identify meetings best practices around meeting roles, delivery models, and training.
      • Improve the technology that supports meetings.
      • Use Info-Tech’s quick checklists and decision flowchart to accelerate meeting planning and cover your bases.

      Run Better Meetings Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to find out why you should run better meetings, 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. Identify the current state of meetings

      Understand the problem before you try to fix it. Before you can improve meetings, you need to understand what your norms and challenges currently are.

      • Checklist: Run a Virtual or Hybrid Meeting

      2. Publish best practices for how meetings should run

      Document meeting roles, expectations, and how meetings should run. Decide what kind of meeting delivery model to use and develop a training program.

      • Meeting Challenges and Best Practices
      • Meeting Type Decision Flowchart (Visio)
      • Meeting Type Decision Flowchart (PDF)

      3. Improve meeting technology

      Always be consulting with users: early in the process to set a benchmark, during and after every meeting to address immediate concerns, and quarterly to identify trends and deeper issues.

      • Team Charter
      • Communications Guide Poster Template
      [infographic]

      Workshop: Run Better Meetings

      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 Current State of Meetings

      The Purpose

      Understand the current state of meetings in your organization.

      Key Benefits Achieved

      What you need to keep doing and what you need to change

      Activities

      1.1 Brainstorm meeting types.

      1.2 Document meeting norms.

      1.3 Document and categorize meeting challenges.

      Outputs

      Documented challenges with meetings

      Meeting norms

      Desired changes to meeting norms

      2 Review and Identify Best Practices

      The Purpose

      Review and implement meeting best practices.

      Key Benefits Achieved

      Defined meeting best practices for your organization

      Activities

      2.1 Document meeting roles and expectations.

      2.2 Review common meeting challenges and identify best practices.

      2.3 Document when to use a hybrid meeting, virtual meeting, or an in-person meeting.

      2.4 Develop a training program.

      Outputs

      Meeting roles and expectations

      List of meeting best practices

      Guidelines to help workers choose between a hybrid, virtual, or in-person meeting

      Training plan for meetings

      3 Improve Meeting Technology

      The Purpose

      Identify opportunities to improve meeting technology.

      Key Benefits Achieved

      A strategy for improving the underlying technologies and meeting spaces

      Activities

      3.1 Empower virtual meeting attendees.

      3.2 Optimize spaces for hybrid meetings.

      3.3 Build a team of meeting champions.

      3.4 Iterate to build and improve meeting technology.

      3.5 Guide users toward each technology.

      Outputs

      Desired improvements to meeting rooms and meeting technology

      Charter for the team of meeting champions

      Communications Guide Poster

      Develop a Master Data Management Practice and Platform

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      • Parent Category Name: Data Management
      • Parent Category Link: /data-management
      • The volume of enterprise data is growing rapidly and comes from a wide variety of internal and external data sources (e.g. ERP, CRM). When data is located in different systems and applications, coupled with degradation and proliferation, this can lead to inaccurate, inconsistent, and redundant data being shared across departments within an organization.
      • Data kept in separate soiled sources can result in poor stakeholder decision making and inefficient business processes. Some common master data problems include:
        • The lack of a clean customer list results in poor customer service.
        • Hindering good analytics and business predictions, such as incorrect supply chain decisions when having duplicate product and vendor data between plants.
        • Creating cross-group consolidated reports from inconsistent local data that require too much manual effort and resources.

      Our Advice

      Critical Insight

      • Everybody has master data (e.g. customer, product) but not master data problems (e.g. duplicate customers and products). MDM is complex in practice and requires investments in data governance, data architecture, and data strategy. Identifying business outcomes based on quality master data is essential before you pull the trigger on an MDM solution.

      Impact and Result

      This blueprint can help you:

      • Build a list of business-aligned data initiatives and capabilities that address master data problem and realize business strategic objectives.
      • Design a master data management practice based on the required business and data process.
      • Design a master data management platform based on MDM implementation style and prioritized technical capabilities.

      Develop a Master Data Management Practice and Platform Research & Tools

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

      1. Develop a Master Data Management Practice and Platform Deck – A clear blueprint that provides a step-by-step approach to aid in the development of your MDM practice and platform.

      This blueprint will help you achieve a single view of your most important data assets by following our two-phase methodology:

    • Build a vision for MDM
    • Build an MDM practice and platform
      • Develop a Master Data Management Practice and Platform – Phases 1-2

      2. Master Data Management Readiness Assessment Tool – A tool to help you make the decision to stop the MDM project now or to continue the path to MDM.

      This tool will help you determine if your organization has a master data problem and if an MDM project should be undertaken.

      • Master Data Management Readiness Assessment Tool

      3. Master Data Management Business Needs Assessment Tool – A tool to help you identify and document the various data sources in the organization and determine which data should be classified as master data.

      The tool will help you identify the sources of data within the business unit and use the typical properties of master data to determine which data should be classified as master data.

      • Master Data Management Business Needs Assessment Tool

      4. Master Data Management Business Case Presentation Template – A template to communicate MDM basics, benefits, and approaches to obtain business buy-in for the MDM project.

      The template will help you communicate your organization's specific pains surrounding poor management of master data and identify and communicate the benefits of effective MDM. Communicate Info-Tech's approach for creating an effective MDM practice and platform.

      • Master Data Management Business Case Presentation Template

      5. Master Data Management Project Charter Template – A template to centralize the critical information regarding to objectives, staffing, timeline, and expected outcome of the project.

      The project charter will help you document the project sponsor of the project. Identify purpose, goals, and objectives. Identify the project risks. Build a cross-functional project team and assign responsibilities. Define project team expectations and meeting frequency. Develop a timeline for the project with key milestones. Identify metrics for tracking success. Receive approval for the project.

      • Master Data Management Project Charter Template

      6. Master Data Management Architecture Design Template – An architecture design template to effectively document the movement of data aligned with the business process across the organization.

      This template will assist you:

    • Document the current state and achieve a common understanding of the business process and movement of data across the company.
    • Identify the source of master data and what other systems will contribute to the MDM system.
    • Document the target architectural state of the organization.
      • Master Data Management Architecture Design Template

      7. Master Data Management Practice Pattern Template – Pre-built practice patterns to effectively define the key services and outputs that must be delivered by establishing core capabilities, accountabilities, roles, and governance for the practice.

      The master data management practice pattern describes the core capabilities, accountabilities, processes, essential roles, and the elements that provide oversight or governance of the practice, all of which are required to deliver on high value services and deliverables or output for the organization.

      • Master Data Management Practice Pattern Template

      8. Master Data Management Platform Template – A pre-built platform template to illustrate the organization’s data environment with MDM and the value MDM brings to the organization.

      This template will assist you:

    • Establish an understanding of where MDM fits in an organization’s overall data environment.
    • Determine the technical capabilities that is required based on organization’s data needs for your MDM implementation.
      • Master Data Management Platform Template

      Infographic

      Workshop: Develop a Master Data Management Practice and Platform

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

      1 Develop a Vision for the MDM Project

      The Purpose

      Identification of MDM and why it is important.

      Differentiate between reference data and master data.

      Discuss and understand the key challenges and pains felt by the business and IT with respect to master data, and identify the opportunities MDM can provide to the business.

      Key Benefits Achieved

      Identification of what is and is not master data.

      Understand the value of MDM and how it can help the organization better monetize its data.

      Knowledge of how master data can benefit both IT and the business.

      Activities

      1.1 Establish business context for master data management.

      1.2 Assess the value, benefits, challenges, and opportunities associated with MDM.

      1.3 Develop the vision, purpose, and scope of master data management for the business.

      1.4 Identify MDM enablers.

      1.5 Interview business stakeholders.

      Outputs

      High-level data requirements

      Identification of business priorities

      Project vision and scope

      2 Document the Current State

      The Purpose

      Recognize business drivers for MDM.

      Determine where master data lives and how this data moves within the organization.

      Key Benefits Achieved

      Streamline business process, map the movement of data, and achieve a common understanding across the company.

      Identify the source of master data and what other systems will contribute to the MDM system.

      Activities

      2.1 Evaluate the risks and value of critical data.

      2.2 Map and understand the flow of data within the business.

      2.3 Identify master data sources and users.

      2.4 Document the current architectural state of the organization.

      Outputs

      Data flow diagram with identified master data sources and users

      Business data glossary

      Documented current data state.

      3 Document the Target State

      The Purpose

      Document the target data state of the organization surrounding MDM.

      Identify key initiatives and metrics.

      Key Benefits Achieved

      Recognition of four MDM implementation styles.

      Identification of key initiatives and success metrics.

      Activities

      3.1 Document the target architectural state of the organization.

      3.2 Develop alignment of initiatives to strategies.

      3.3 Consolidate master data management initiatives and strategies.

      3.4 Develop a project timeline and define key success measures.

      Outputs

      Documented target state surrounding MDM.

      Data and master data management alignment and strategies

      4 Develop an MDM Practice and Platform

      The Purpose

      Get a clear picture of what the organization wants to get out of MDM.

      Identify master data management capabilities, accountabilities, process, roles, and governance.

      Key Benefits Achieved

      Prioritized master data management capabilities, accountabilities, process, roles, and governance.

      Activities

      4.1 Identify master data management capabilities, roles, process, and governance.

      4.2 Build a master data management practice and platform.

      Outputs

      Master Data Management Practice and Platform

      Further reading

      Develop a Master Data Management Practice and Platform

      Are you sure you have a master data problem?

      Analyst Perspective

      The most crucial and shared data assets inside the firm must serve as the foundation for the data maturing process. This is commonly linked to your master data (such as customers, products, employees, and locations). Every organization has master data, but not every organization has a master data problem.

      Don't waste time or resources before determining the source of your master data problem. Master data issues are rooted in the business practices of your organization (such as mergers and acquisitions and federated multi-geographic operations). To address this issue, you will require a master data management (MDM) solution and the necessary architecture, governance, and support from very senior champions to ensure the long-term success of your MDM initiative. Approaching MDM with a clear blueprint that provides a step-by-step approach will aid in the development of your MDM practice and platform.

      Ruyi Sun

      Ruyi Sun
      Research Specialist
      Data & Analytics Practice
      Info-Tech Research Group

      Rajesh Parab

      Rajesh Parab
      Research Director
      Data & Analytics Practice
      Info-Tech Research Group

      Executive Summary

      Your Challenge

      Common Obstacles

      Info-Tech’s Approach

      Your organization is experiencing data challenges, including:

      • Too much data volume, variety, and velocity, from more and more sources.
      • Duplicate and disorganized data across multiple systems and applications.
      • Master data is pervasive throughout the business and is often created and captured in highly disparate sources that often are not easily shared across business units and applications.

      MDM is useful in situations such as a business undergoing a merger or acquisition, where a unique set of master data needs to be created to act as a single source of truth. However, having a unified view of the definitions and systems of record for the most critical data in your organization can be difficult to achieve. An organization might experience some pain points:

      • Failure to identify master data problem and organization’s data needs.
      • Conflicting viewpoints and definitions of data assets across business units.
      • Recognize common business operating models or strategies with master data problems.
      • Identify the organization’s problem and needs out of its master data and align to strategic business needs.
      • Define the architecture, governance, and support.
      • Create a practice and platform for the organization’s MDM program.

      Info-Tech Insight

      Everybody has master data (e.g. customer, product) but not a master data problem (e.g. duplicate customers and products). MDM is complex in practice and requires investments in data governance, data architecture, and data strategy. Identifying business outcomes based on quality master data is essential before you pull the trigger on an MDM solution.

      What is master data and master data management?

      • Master data domains include the most important data assets of an organization. For this data to be used across an enterprise in consistent and value-added ways, the data must be properly managed. Some common master data entities include customer, product, and employees.
      • Master data management (MDM) is the control over master data values to enable consistent, shared, contextual use across systems, of the most accurate, timely, and relevant version of truth about essential business entities (DAMA DMBOK).
      • The fundamental objective of MDM is to enable the business to see one view of critical data elements across the organization.
      • MDM systems will detect and declare relationships between data, resolve duplicate records, and make data available to the people, processes, and applications that need it. The end goal of an MDM implementation is to make sure your investment in MDM technology delivers the promised business results. By supplementing the technology with rules, guidelines, and standards around enterprise data you will ensure data continues to be synchronized across data sources on an ongoing basis.

      The image contains a screenshot of Info-Tech's Data Management Framework.

      Info-Tech’s Data Management Framework Adapted from DAMA-DMBOK and Advanced Knowledge Innovations Global Solutions. See Create a Data Management Roadmap blueprint for more information.

      Why manage master data?

      Master data drives practical insights that arise from key aspects of the business.

      Customer Intimacy

      Innovation Leadership

      Risk Management

      Operational Excellence

      Improve marketing and the customer experience by using the right data from the system of record to analyze complete customer views of transactions, sentiments, and interactions.

      Gain insights on your products, services, usage trends, industry directions, and competitor results, and use these data artifacts to support decisions on innovations, new products, services, and pricing.

      Maintain more transparent and accurate records and ensure that appropriate rules are followed to support audit, compliance, regulatory, and legal requirements. Monitor data usage to avoid fraud.

      Make sure the right solution is delivered rapidly and consistently to the right parties for the right price and cost structure. Automate processes by using the right data to drive process improvements.

      85% of customers expect consistent interactions across departments (Salesforce, 2022).

      Top-decile economic performers are 20% more likely to have a common source of data that serves as the single source of truth across the organization compared to their peers (McKinsey & Company, 2021).

      Only 6% of board members believe they are effective in managing risk (McKinsey & Company, 2018).

      32% of sales and marketing teams consider data inconsistency across platforms as their biggest challenge (Dun & Bradstreet, 2022).

      Your Challenge

      Modern organizations have unprecedented data challenges.

      • The volume of enterprise data is growing rapidly and comes from a wide variety of internal and external data sources (e.g. ERP, CRM). When data is located in different systems and applications, coupled with degradation and proliferation, this can lead to inaccurate, inconsistent, and redundant data being shared across departments within an organization.
      • For example, customer information may not be identical in the customer service system, shipping system, and marketing management platform because of manual errors or different name usage (e.g. GE or General Electric) when input by different business units.
      • Data kept in separate soiled sources can also result in poor stakeholder decision making and inefficient business processes. Some issues include:
        • The lack of clean customer list results in poor customer service.
        • Hindering good analytics and business predictions, such as incorrect supply chain decision when having duplicate product and vendor data between plants.
        • Creating cross-group consolidated reports from duplicate and inconsistent local data requires too much manual effort and resources.

      On average, 25 different data sources are used for generating customer insights and engagement.

      On average, 16 different technology applications are used to leverage customer data.

      Source: Deloitte Digital, 2020

      Common Obstacles

      Finding a single source of truth throughout the organization can be difficult.

      Changes in business process often come with challenges for CIOs and IT leaders. From an IT perspective, there are several common business operating models that can result in multiple sets of master data being created and held in various locations. Some examples could be:

      • Integrate systems following corporate mergers and acquisitions
      • Enterprise with multi-product line
      • Multinational company or multi-geographic operations with various ERP systems
      • Digital transformation projects such as omnichannel

      In such situations, implementing an MDM solution helps achieve harmonization and synchronization of master data and provide a single, reliable, and precise view of the organization. However, MDM is a complex system that requires more than just a technical solution. An organization might experience the following pain points:

      • Failure to identify master data problem and organization’s data needs.
      • Conflicting viewpoints and definitions of data assets that should reside in MDM across business units.

      Building a successful MDM initiative can be a large undertaking that takes some preparation before starting. Understanding the fundamental roles that data governance, data architecture, and data strategy play in MDM is essential before the implementation.

      “Only 3 in 10 of respondents are completely confident in their company's ability to deliver a consistent omnichannel experience.”

      Source: Dun & Bradstreet, 2022

      The image contains an Info-Tech Thought Model of the Develop a Master Data Management Practice & Platform.

      Insight summary

      Overarching insight

      Everybody has master data (e.g. customer, product) but not a master data problem (e.g. duplicate customers and products). MDM is complex in practice and requires investments in data governance, data architecture, and data strategy. Figuring out what the organization needs out of its master data is essential before you pull the trigger on an MDM solution.

      Phase 1 insight

      A master data management solution will assist you in solving master data challenges if your organization is large or complex, such as a multinational corporation or a company with multiple product lines, with frequent mergers and acquisitions, or adopting a digital transformation strategy such as omnichannel.

      Organizations often have trouble getting started because of the difficulty of agreeing on the definition of master data within the enterprise. Reference data is an easy place to find that common ground.

      While the organization may have data that fits into more than one master data domain, it does not necessarily need to be mastered. Determine what master data entities your organization needs.

      Although it is easy to get distracted by the technical aspects of the MDM project – such as extraction and consolidation rules – the true goal of MDM is to make sure that the consumers of master data (such as business units, sales) have access to consistent, relevant, and trusted shared data.

      Phase 2 insight

      An organization with activities such as mergers and acquisitions or multi-ERP systems poses a significant master data challenge. Prioritize your master data practice based on your organization’s ability to locate and maintain a single source of master data.

      Leverage modern capabilities such as artificial intelligence or machine learning to support large and complex MDM deployments.

      Blueprint Overview

      1. Build a Vision for MDM

      2. Build an MDM Practice and Platform

      Phase Steps

      1. Assess Your Master Data Problem
      2. Identify Your Master Data Domains
      3. Create a Strategic Vision
      1. Document Your Organization’s Current Data State
      2. Document Your Organization’s Target Data State
      3. Formulate an Actionable MDM Practice and Platform

      Phase Participants

      CIO, CDO, or IT Executive

      Head of the Information Management Practice

      Business Domain Representatives

      Enterprise Architecture Domain Architects

      Information Management MDM Experts

      Data Stewards or Data Owners

      Phase Outcomes

      This step identifies the essential concepts around MDM, including its definitions, your readiness, and prioritized master data domains. This will ensure the MDM initiatives are aligned to business goals and objectives.

      To begin addressing the MDM project, you must understand your current and target data state in terms of data architecture and data governance surrounding your MDM strategy. With all these considerations in mind, design your organizational MDM practice and platform.

      Blueprint deliverables

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

      1. MDM Readiness Assessment ToolThe image contains a screenshot of the MDM Readiness Assessment Tool. 2. Business Needs Assessment Tool The image contains a screenshot of the Business Needs Assessment Tool.
      3. Business Case Presentation Template The image contains a screenshot of the Business Case Presentation Template. 4. Project Charter Template The image contains a screenshot of the Project Charter Template.
      5. Architecture Design Template The image contains a screenshot of the Architecture Design Template.

      Key deliverable:

      6. MDM Practice Pattern Template

      7. MDM Platform Template

      Define the intentional relationships between the business and the master data through a well-thought-out master data platform and practice.

      The image contains a screenshot to demonstrate the intentional relationships between the business and the master data.

      Measure the value of this blueprint

      Refine the metrics for the overall Master Data Management Practice and Platform.

      In phase 1 of this blueprint, we will help you establish the business context and master data needs.

      In phase 2, we will help you document the current and target state of your organization and develop a practice and platform so that master data is well managed to deliver on those defined metrics.

      Sample Metrics

      Method of Calculation

      Master Data Sharing Availability and Utilization

      # of Business Lines That Use Master Data

      Master Data Sharing Volume

      # of Master Entities

      # of Key Elements, e.g. # of Customers With Many Addresses

      Master Data Quality and Compliance

      # of Duplicate Master Data Records

      Identified Sources That Contribute to Master Data Quality Issues

      # of Master Data Quality Issues Discovered or Resolved

      # of Non-Compliance Issues

      Master Data Standardization/Governance

      # of Definitions for Each Master Entity

      # of Roles (e.g. Data Stewards) Defined and Created

      Trust and Satisfaction

      Trust Indicator, e.g. Confidence Indicator of Golden Record

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

      DIY Toolkit

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

      Guided Implementation

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

      Workshop

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

      Consulting

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

      Diagnostics and consistent frameworks used throughout all four options

      Guided Implementation

      What does a typical GI on this topic look like?

      Phase 1 Phase 2

      Call #1: Identify master data problem and assess your organizational readiness for MDM.

      Call #2: Define master data domains and priorities.

      Call #3: Determine business requirements for MDM.

      Call #4: Develop a strategic vision for the MDM project.

      Call #5: Map and understand the flow of data within the business.

      Call #6: Document current architectural state.

      Call #7: Discover the MDM implementation styles of MDM and document target architectural state.

      Call #8: Create MDM data practice and platform.

      Call #9: Summarize results and plan next steps.

      A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

      A typical GI is 8 to 12 calls over the course of 4 to 6 months.

      Workshop Overview

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

      Day 1 Day 2 Day 3 Day 4 Day 5

      Develop a Vision for the MDM Project

      Document the
      Current State

      Document the
      Target State

      Develop a MDM Practice and Platform

      Next Steps and
      Wrap-Up (offsite)

      Activities

      • Establish business context for master data management.
      • Assess the readiness, value, benefits, challenges, and opportunities associated with MDM.
      • Develop the vision, purpose, and scope of master data management for the business.
      • Identify master data management enablers.
      • Interview business stakeholders.
      • Evaluate the risks and value of critical data.
      • Map and understand the flow of data within the business.
      • Identify master data sources and users.
      • Document the current architectural state of the organization
      • Document the target data state of the organization.
      • Develop alignment of initiatives to strategies.
      • Consolidate master data management initiatives and strategies.
      • Develop a project timeline and define key success measures.
      • Identify master data management capabilities, roles, process, and governance.
      • Build a master data management practice and platform.
      • Complete in-progress deliverables from previous four days.
      • Set up review time for workshop deliverables and to discuss next steps.

      Deliverables

      1. High-level data requirements
      2. Identification of business priorities
      3. Project vision and scope
      1. Data flow diagram with identified master data sources and users
      2. Business data glossary
      3. Documented current data state
      1. Documented target state surrounding MDM
      2. Data and master data management alignment and strategies
      1. Master Data Management Practice and Platform
      1. Master Data Management Strategy for continued success

      Phase 1: Build a Vision for MDM

      Develop a Master Data Management Practice and Platform

      Step 1.1

      Assess Your Master Data Problem

      Objectives

      1. Build a solid foundation of knowledge surrounding MDM.

      2. Recognize MDM problems that the organization faces in the areas of mergers and acquisitions, omnichannel, multi-product line, and multi-ERP setups.

      This step involves the following participants:

      CIO, CDO, or IT Executive

      Head of Information Management

      Outcomes of this step

      An understanding of master data, MDM, and the prerequisites necessary to create an MDM program.

      Determine if there is a need for MDM in the organization.

      Understand your data – it’s not all transactional

      Info-Tech analyzes the value of data through the lenses of its four distinct classes: Master, Transactional, Operational, and Reference.

      Master

      Transactional

      Operational

      Reference

      • Addresses critical business entities that fall into four broad groupings: party (customers, suppliers); product (products, policies); location (physical spaces and segmentations); and financial (contracts, transactions).
      • This data is typically critical to the organization, less volatile, and more complex in nature; it contains many data elements and is used across systems.
      • Transactional data refers to data generated when dealing with external parties, such as clients and suppliers.
      • Transactional data may be needed on a per-use basis or through several activities.
      • The data can also be accessed in real-time if needed.
      • Operational data refers to data that is used to support internal business activities, processes, or workflows.
      • This data is generated during a one-time activity or multiple times through a data hub or orchestration layer.
      • Depending on the need for speed, there can be a real-time aspect to the situation.
      • Examples: scheduling service data or performance data.
      • Reference data refers to simple lists of data that are typically static and help categorize other data using code tables.
      • Examples: list of countries or states, postal codes, general ledger chart of accounts, currencies, or product code.

      Recognize the fundamental prerequisites for MDM before diving into more specific readiness requirements

      Organizational buy-in

      • Ensure there is someone actively invested and involved in the progress of the project. Having senior management support, especially in the form of an executive sponsor or champion, is necessary to approve MDM budgets and resourcing.
      • MDM changes business processes and practices that affect many departments, groups, and people – this type of change may be disruptive so sponsorship from the top ensures your project will keep moving forward even during difficulties.
      • Consider developing a cross-functional master data team involving stakeholders from management, IT, and the business units. This group can ensure that the MDM initiative is aligned with and supports larger organizational needs and everyone understands their role.

      Understanding the existing data environment

      • Knowing the state of an organization’s data architecture, and which data sources are linked to critical business processes, is essential before starting an MDM project.
      • Identify the areas of data pain within your organization and establish the root cause. Determine what impact this is having on the business.

      Before starting to look at technology solutions, make sure you have organizational buy-in and an understanding of the existing data environment. These two prerequisites are the foundation for MDM success.

      Master data management provides opportunities to use data for analytical and operational purposes with greater accuracy

      MDM can be approached in two ways: analytical and operational.

      Think of it in the context of your own organization:

      • How will MDM improve the ability for accurate data to be shared across business processes (Operational MDM)?
      • How will MDM improve the quality of reports for management reporting and executive decision making (Analytical MDM)?

      An investment in MDM will improve the opportunities for using the organization’s most valuable data assets, including opportunities like:

      • Data is more easily shared across the organization’s environment with greater accuracy and trust.
      • Multiple instances of the same data are consistent.
      • MDM enables the ability to find the right data more quickly.

      9.5% of revenue was at risk when bad experiences were offered to customers.

      Source: Qualtrics XM Institute, 2022

      Master data management drives better customer experience

      85% In a survey of nearly 17,000 consumers and business buyers, 85% of customers expect consistent interactions across departments.

      Source: Salesforce, 2022

      Yet, 60% of customer say it generally feels like sales, service, and marketing teams do not share information.

      Source: Salesforce, 2022

      What is a business without the customer? Positive customer service experience drives customer retention, satisfaction, and revenue growth, and ultimately, determines the success of the organization. Effective MDM can improve customer experiences by providing consistent interactions and the ability to meet customer expectations.

      61% of customers say they would switch to a competitor after just one bad customer service experience.

      Source: Zendesk, 2022

      Common business operating models or strategies with master data problems

      Mergers and acquisitions (M&A)

      M&A involves activities related to the consolidation of two companies. From IT’s perspective, whether the organization maintains different IT systems and applications in parallel or undergoes data integration process, it is common to have multiple instances of the same customer or product entity across different systems between companies, leading to incomplete, duplicate, and conflicting data sets. The organization may face challenges in both operational and analytical aspects. For many, the objective is to create a list of master data to have a single view of the organization.

      Multiple-instance ERP or multinational organizations

      Multiple-instance ERP solutions are commonly used by businesses that operate globally to accommodate each country’s needs or financial systems (Brightwork Research). With MDM, having a single source of truth could be a great advantage in certain business units to collaborate globally, such as sharing inventory coding systems to allow common identity and productive resource allocation and shared customer information for analytical purposes.

      Common business operating models or strategies with master data problems (cont.)

      Multiple product lines of business

      An example for firms that sells multiple product lines could be Nike’s multiple product lines including footwear, clothing, and equipment. Keeping track of many product lines is a constant challenge for organizations in terms of inventory management, vendor database, and a tracking system. The ability to track and maintain your product data accurately and consistently is crucial for a successful supply chain (whether in a warehouse, distribution center, or retail office), which leads to improved customer satisfaction and increased sales.

      Info-Tech Insight
      A master data management solution will assist you in solving master data challenges if your organization is large or complex such as a multinational corporation or a company with multiple product lines, frequent mergers and acquisitions, or adopting a digital transformation strategy such as omnichannel.

      Omni-channel

      In e-commerce and retail industry, omnichannel means a business strategy that offers seamless shopping experiences across all channels, such as in-store, mobile, and online (Oracle). This also means the company needs to provide consistent information on orders, inventory, pricing, and promotions to customers and keep the customer records up to date. The challenges of omnichannel include having to synchronize data across channels and systems such as ERP, CRM, and social media. MDM becomes a solution for the success of an omnichannel strategy that refers to the same source of truth across business functions and channels.

      Assess business model using Info-Tech’s MDM Readiness Assessment Tool

      30 Minutes

      • The MDM Readiness Assessment Tool will help you make the decision to stop the MDM project now or to continue on the path to MDM.
      • Not all organizations need MDM. Don’t waste precious IT time and resources if your organization does not have a master data problem.

      The image contains screenshots of the MDM Readiness Assessment Tool.

      Download the MDM Readiness Assessment Tool

      Input Output
      • List of key MDM decision points
      • MDM readiness
      Materials Participants
      • Master Data Management Readiness Assessment Tool
      • Head of Information Management
      • CIO, CDO, or IT Executive

      Step 1.2

      Identify the Master Data Domains

      Objectives

      Determine which data domain contains the most critical master data in the organization for an MDM strategy.

      This step involves the following participants:

      Business Domain Representatives

      Data Stewards or Data Owners

      Information Management Team

      Outcomes of this step

      Determine the ideal data domain target for the organization based on where the business is experiencing the largest pains related to master data and where it will see the most benefit from MDM.

      Reference data makes tackling master data easier

      Reference data serves as a great starting place for an MDM project.

      • Reference data is the simple lists of data that are typically static and help categorize other data using code tables. Examples include lists of countries or states, postal codes, general ledger charts of accounts, currencies, or product codes.
      • Loading information into the warehouse or an MDM hub usually requires reconciling reference data from multiple sources. By getting reference data in order first, MDM will be easier to implement.
      • Reference data also requires a relatively small investment with good returns so the value of the project can easily be demonstrated to stakeholders.
      • One example of how reference data makes master data easier to tackle is a master list of an organization’s customers that needs an attribute of an address. By maintaining a list of postal codes or cities as reference data, this is made much easier to manage than simply allowing free text.

      Info-Tech Insight

      Organizations often have trouble getting started because of the difficulty of agreeing on the definition of master data within the enterprise. Reference data is an easy place to find that common ground.

      There are several key considerations when defining which data is master data in the organization

      A successful implementation of MDM depends on the careful selection of the data element to be mastered. As departments often have different interests, establishing a standard set of data elements can lead to a lot of discussion. When selecting what data should be considered master data, consider the following:

      • Complexity. As the number of elements in a set increases, the likelihood that the data is master data also increases.
      • Volatility. Master data tends to be less volatile. The more volatile data is, the more likely it is transactional data.
      • Risk. The more likely data may have a risk associated with it, the more likely it should be managed with MDM.
      • Value. The more valuable a data set is to the organization, the greater the chance it is master data.
      • Sharing. If the data set is used in multiple systems, it likely should be managed with an MDM system.

      Begin by documenting the existing data sources within the organization.

      Use Info-Tech’s Master Data Management Business Needs Assessment Tool to determine master data sources.

      Info-Tech Insight

      While the organization may have data that fits into more than one master data domain, it does not necessarily need to be mastered. Determine what master data entities your organization needs.

      Master data also fall into these four areas

      More perspectives to consider and define which data is your master data.

      Internally Created Entities

      Externally Created Entities

      Large Non-Recurring Transactions

      Categories/Relationships/ Hierarchies/Aggregational Patterns

      • Business objects and concepts at the core of organizational activities that are created and maintained only by this organization.
      • Examples: customers, suppliers, products, projects
      • Business objects and concepts at the core of organizational activities that are created outside of this organization, but it keeps its own master list of these entities with additional attributions.
      • Examples: equipment, materials, industry classifications
      • Factual records reflecting the organization’s activities.
      • Examples: large purchases, large sales, measuring equipment data, student academic performance
      • Lateral and hierarchical relationships across master entities.
      • Organization-wide standards for data / information organization and aggregation.
      • Examples: classifications of equipment and materials, legal relationships across legal entities, sales regions or sub-regions

      Master data types can be divided into four main domains

      Parties

      • Data about individuals, organizations, and the roles they play in business relationships.
      • In the commercial world this means customer, employee, vendor, partner, and competitor data.

      Product

      • Can focus on organization's internal products or services or the entire industry, including competitor products and services.
      • May include information about part/ingredient usage, versions, patch fixes, pricing, and bundles.

      Financial

      • Data about business units, cost centers, profit centers, general ledger accounts, budgets, projections, and projects
      • Typically, ERP systems serve as the central hub for this.

      Locations

      • Often seen as the domain that encompasses other domains. Typically includes geopolitical data such as sales territories.
      • Provides ability to track and share reference information about different geographies and create hierarchical relationships based on information.

      Single Domain vs. Multi-Domain

      • By focusing on a single master data domain, organizations can start with smaller, more manageable steps, rather than trying to tackle everything at once.
      • MDM solutions can be domain-specific or be designed to support multiple domains.
      • Multi-domain MDM is a solution that manages multiple types of master data in one repository. By implementing multi-domain from the beginning, an organization is better able to support growth across all dimensions and business units.

      Use Info-Tech’s Master Data Management Business Needs Assessment Tool to determine master data priorities

      2 hours

      Use the Master Data Management Business Needs Assessment Tool to assist you in determining the master data domains present in your organization and the suggested domain(s) for your MDM solution.

      The image contains screenshots of the Master Data Management Business Needs Assessment Tool.

      Download the MDM Business Needs Assessment Tool

      Input Output
      • Current data sources within the organization
      • Business requirements of master data
      • Prioritized list of master data domains
      • Project scope
      Materials Participants
      • Master Data Management Business Needs Assessment Tool
      • Data Stewards or Data Custodians
      • Information Management Team

      Step 1.3

      Create a Strategic Vision for Your MDM Program

      Objectives

      1. Understand the true goal of MDM – ensuring that the needs of the master data users in the organization are fulfilled.

      2. Create a plan to obtain organizational buy-in for the MDM initiative.

      3. Organize and officialize your project by documenting key metrics, responsibilities, and goals for MDM.

      This step involves the following participants:

      CEO, CDO, or CIO

      Business Domain Representatives

      Information Management Team

      Outcomes of this step

      Obtain business buy-in and direction for the MDM initiative.

      Create the critical foundation plans that will guide you in evaluating, planning, and implementing your immediate and long-term MDM goals.

      MDM is not just IT’s responsibility

      Make sure the whole organization is involved throughout the project.

      • Master data is created for the organization as a whole, so get business input to ensure IT decisions fit with corporate goals and objectives.
      • The ownership of master data is the responsibility of the business. IT is responsible for the MDM project’s technology, support, platforms, and infrastructure; however, the ownership of business rules and standards reside with the business.
      • MDM requires IT and the business to form a partnership. While IT is responsible for the technical component, the business will be key in identifying master data.
      • MDM belongs to the entire organization – not a specific department – and should be created with the needs of the whole organization in mind. As such, MDM needs to be aligned with company’s overall data strategy. Data strategy planning involves identifying and translating business objectives and capability goals into strategies for improving data usage by the business and enhancing the capabilities of MDM.

      Keep the priorities of the users of master data at the forefront of your MDM initiative.

      • To fully satisfy the needs of the users of master data, you have to know how the data is consumed. Information managers and architects must work with business teams to determine how organizational objectives are achieved by using master data.
      • Steps to understanding the users of master data and their needs:
      1. Identify and document the users of master data – some examples include business units such as marketing, sales, and innovation teams.
      2. Interview those identified to understand how their strategic goals can be enabled by MDM. Determine their needs and expectations.
      3. Determine how changes to the master data management strategy will bring about improvements to information sharing and increase the value of this critical asset.

      Info-Tech Insight

      Although it is easy to get distracted by the technical aspects of the MDM project – such as extraction and consolidation rules – the true goal of MDM is to make sure that the consumers of master data (such as business units, sales reps) have access to consistent, relevant, and trusted shared data.

      Interview business stakeholders to understand how IT’s implementation of MDM will enable better business decisions

      1 hours

      Instructions

      1. Identify which members of the business you would like to interview to gather an understanding of their current data issues and desired data usage. (Recommendation: Gather a diverse set of individuals to help build a broader and more holistic knowledge of data consumption wants or requirements.)
      2. Prepare your interview questions.
      3. Interview the identified members of the business.
      4. Debrief and document results.

      Tactical Tips

      • Include members of your team to help heighten their knowledge of the business.
      • Identify a team member to operate as the formal scribe.
      • Keep the discussion as free flowing as possible; it will likely enable the business to share more. Don’t get defensive – one of the goals of the interviews is to open communication lines and identify opportunities for change, not create tension between IT and the business.
      Input Output
      • Current master data pain points and issues
      • Desired master data usage
      • Prioritized list of master data management enablers
      • Understanding of organizational strategic plan
      Materials Participants
      • Interview questions
      • Whiteboard/flip charts
      • Information Management Team
      • Business Line Representatives

      Info-Tech Insight

      Prevent the interviews from being just a venue for the business to complain about data by opening the discussion of having them share current concerns and then focus the second half on what they would like to do with data and how they see master data assets supporting their strategic plans.

      Ensure buy-in for the MDM project by aligning the MDM vision and the drivers of the organization

      MDM exists to enable the success of the organization as a whole, not just as a technology venture. To be successful in the MDM initiative, IT must understand how MDM will help the critical aspects of the business. Likewise, the business must understand why it is important to them to ensure long-term support of the project.

      The image contains a screenshot example of the text above.

      “If an organization only wants to look at MDM as a tech project, it will likely be a failure. It takes a very strong business and IT partnership to make it happen.”

      – Julie Hunt, Software Industry Analyst, Hub Designs Magazine

      Use Info-Tech’s Master Data Management Business Case Presentation Template to help secure business buy-in

      1-2 hours

      The image contains screenshots of the Master Data Management Business Case Presentation Template.

      Objectives

      • This presentation should be used to help obtain momentum for the ongoing master data management initiative and continued IT- business collaboration.
      • Master data management and the state of processes around data can be a sensitive business topic. To overcome issues of resistance from the operational or strategic levels, create a well-crafted business case.
      Input Output
      • Business requirements
      • Goals of MDM
      • Pain points of inadequate MDM
      • Awareness built for MDM project
      • Target data domains
      • Project scope
      Materials Participants
      • Master Data Management Business Case Presentation Template
      • Data Stewards or Data Custodians
      • CEO, CDO, or CIO
      • Information Management Team

      Download the MDM Business Case Presentation Template

      Use Info-Tech’s project charter to support your team in organizing their master data management plans

      Use this master document to centralize the critical information regarding the objectives, staffing, timeline, budget, and expected outcome of the project.

      1. MDM Vision and Mission

      Overview

      Define the value proposition behind addressing master data strategies and developing the organization's master data management practice.

      Consider

      Why is this project critical for the business?

      Why should this project be done now, instead of delayed further down the road?

      2. Goals or Objectives

      Overview

      Your goals and objectives should be practical and measurable. Goals and objectives should be mapped back to the reasons for MDM that we identified in the Executive Brief.

      Example Objectives

      Align the organization’s IT and business capabilities in MDM to the requirements of the organization’s business processes and the data that supports it.

      3. Expected Outcomes

      Overview

      Master data management as a concept can change based on the organization and with definitions and expectations varying heavily for individuals. Ensure alignment at the outset of the project by outlining and attaining agreement on the expectations and expected outcomes (deliverables) of the project.

      Recommended Outcomes

      Outline of an action plan

      Documented data strategies

      4. Outline of Action Plan

      Overview

      Document the plans for your project in the associated sections of the project charter to align with the outcomes and deliverables associated with the project. Use the sample material in the charter and the “Develop Your Timeline for the MDM Project” section to support developing your project plans.

      Recommended Project Scope

      Align master data MDM plan with the business.

      Document current and future architectural state of MDM.

      Download the MDM Project Charter Template

      5. Identify the Resourcing Requirements

      Overview

      Create a project team that has representation of both IT and the business (this will help improve alignment and downstream implementation planning).

      Business Roles to Engage

      Data owners (for subject area data)

      Data stewards who are custodians of business data (related to subject areas evaluated)

      Data scientists or other power users who are heavy consumers of data

      IT Roles to Engage

      Data architect(s)

      Any data management professionals who are involved in modeling data, managing data assets, or supporting the systems in which the data resides.

      Database administrators or data warehousing architects with a deep knowledge of data operations.

      Individuals responsible for data governance.

      Phase 2: Build the MDM Practice and Platform

      Develop a Master Data Management Practice and Platform

      Step 2.1

      Document the Current Data State

      Objectives

      1. Understand roles that data strategy, data governance, and data architecture play in MDM.

      2. Document the organization’s current data state for MDM.

      This step involves the following participants:

      Data Stewards or Data Custodians

      Data or Enterprise Architect

      Information Management Team

      Outcomes of this step

      Document the organization’s current data state, understanding the business processes and movement of data across the company.

      Effective data governance will create the necessary roles and rules within the organization to support MDM

      • A major success factor for MDM falls under data governance. If you don’t establish data governance early on, be prepared to face major obstacles throughout your project. Governance includes data definitions, data standards, access rights, and quality rules and ensures that MDM continues to offer value.
      • Data governance involves an organizational committee or structure that defines the rules of how data is used and managed – rules around its quality, processes to remediate data errors, data sharing, managing data changes, and compliance with internal and external regulations.
      • What is required for governance of master data? Defined roles, including data stewards and data owners, that will be responsible for creating the definitions relevant to master data assets.

      The image contains a screenshot of the Data Governance Key to Data Enablement.

      For more information, see Info-Tech Research Group’s Establish Data Governance blueprint.

      Ensure MDM success by defining roles that represent the essential high-level aspects of MDM

      Regardless of the maturity of the organization or the type of MDM project being undertaken, all three representatives must be present and independent. Effective communication between them is also necessary.

      Technology Representative

      Governance Representative

      Business Representative

      Role ensures:

      • MDM technology requirements are defined.
      • MDM support is provided.
      • Infrastructure to support MDM is present.

      Role ensures:

      • MDM roles and responsibilities are clearly defined.
      • MDM standards are adhered to.

      Role ensures:

      • MDM business requirements are defined.
      • MDM business matching rules are defined.

      The following roles need to be created and maintained for effective MDM:

      Data Owners are accountable for:

      • Data created and consumed.
      • Ensuring adequate data risk management is in place.

      Data Stewards are responsible for:

      • The daily and routine care of all aspects of data systems.
      • Supporting the user community.
      • Collecting, collating, and evaluating issues and problems with data.
      • Managing standard business definitions and metadata for critical data elements.

      Another crucial aspect of implementing MDM governance is defining match rules for master data

      • Matching, merging, and linking data from multiple systems about the same item, person, group, etc. attempts to remove redundancy, improve data quality, and provide information that is more comprehensive.
      • Matching is performed by applying inference rules. Data cleansing tools and MDM applications often include matching engines used to match data.
        • Engines are dependent on clearly defined matching rules, including the acceptability of matches at different confidence levels.
      • Despite best efforts, match decisions sometimes prove to be incorrect. It is essential to maintain the history of matches so that matches can be undone when they are discovered to be incorrect.
      • Artificial intelligence (AI) for match and merge is also an option, where the AI engine can automatically identify duplicate master data records to create a golden record.

      Match-Merge Rules vs. Match-Link Rules

      Match-Merge Rules

      • Match records and merge the data from these records into a single, unified, reconciled, and comprehensive record. If rules apply across data sources, create a single unique and comprehensive record in each database.
      • Complex due to the need to identify so many possible circumstances, with different levels of confidence and trust placed on data values in different fields from different sources.
      • Challenges include the operational complexity of reconciling the data and the cost of reversing the operation if there is a false merge.

      Match-Link Rules

      • Identify and cross-reference records that appear to relate to a master record without updating the content of the cross-referenced record.
      • Easier to implement and much easier to reverse.
      • Simple operation; acts on the cross-reference table and not the individual fields of the merged master data record, even though it may be more difficult to present comprehensive information from multiple records.

      Data architecture will assist in producing an effective data integration model for the technology underlying MDM

      Data quality is directly impacted by architecture.

      • With an MDM architecture, access, replication, and flow of data are controlled, which increases data quality and consistency.
      • Without an MDM architecture, master data occurs in application silos. This can cause redundant and inconsistent data.

      Before designing the MDM architecture, consider:

      • How the business is going to use the master data.
      • Architectural style (this is often dependent on the existing IT architecture, but generally, organizations starting with MDM find a hub architecture easiest to work with).
      • Where master data is entered, updated, and stored.
      • Whether transactions should be processed as batch or real-time.
      • What systems will contribute to the MDM system.
      • Implementation style. This will help ensure the necessary applications have access to the master data.

      “Having an architectural oversight and reference model is a very important step before implementing the MDM solutions.”

      – Selwyn Samuel, Director of Enterprise Architecture

      Document the organization’s data architecture to generate an accurate picture of the current data state

      2-3 hours

      Populate the template with your current organization's data components and the business flow that forms the architecture.

      Think about the source of master data and what other systems will contribute to the MDM system.

      The image contains a screenshot of the MDM Architecture Design Template.

      Input Output
      • Business process streamline
      • Current data state
      Materials Participants
      • MDM Architecture Design Template ArchiMate file
      • Enterprise Architect
      • Data Architect

      Download the MDM Architecture Design Template ArchiMate file

      Step 2.2

      Document the Target Data State

      Objectives

      1. Understand four implementation styles for MDM deployments.

      2. Document target MDM implementation systems.

      This step involves the following participants:

      Data Stewards or Data Custodians

      Data or Enterprise Architect

      Information Management Team

      Outcomes of this step

      Document the organization’s target architectural state surrounding MDM, identifying the specific MDM implementation style.

      How the organization’s data flows through IT systems is a convenient way to define your MDM state

      Understanding the data sources present in the organization and how the business organizes and uses this data is critical to implementing a successful MDM strategy.

      Operational MDM

      • As you manage data in an operational MDM system, the data gets integrated back into the systems that were the source of the data in the first place. The “best records” are created from a combination of data elements from systems that create relevant data (e.g. billing system, call center, reservation system) and then the data is sent back to the systems to update it to the best record. This includes both batch and real-time processing data.

      Analytical MDM

      • Generates “best records” the same way that operational MDM does. However, the data doesn’t go back to the systems that generated the data but rather to a repository for analytics, decision management, or reporting system purposes.

      Discovery of master data is the same for both approaches, but the end use is very different.

      The approaches are often combined by technologically mature organizations, but analytical MDM is generally more expensive due to increased complexity.

      Central to an MDM program is the implementation of an architectural framework

      Info-Tech Research Group’s Reference MDM Architecture uses a top-down approach.

      A top-down approach shows the interdependent relationship between layers – one layer of functionality uses services provided by the layers below, and in turn, provides services to the layers above.

      The image contains a screenshot of the Architectural Framework.

      Info-Tech Research Group’s Reference MDM Architecture can meet the unique needs of different organizations

      The image contains a screenshot of Info-Tech Research Group's Reference MDM Architecture.

      The MDM service layers that make up the hub are:

      • Virtual Registry. The virtual registry is used to create a virtual view of the master data (this layer is not necessary for every MDM implementation).
      • Interface Services. The interface services work directly with the transport method (e.g. Web Service, Pub/Sub, Batch/FTP).
      • Rules Management. The rules management layer manages business rules and match rules set by the organization.
      • Lifecycle Management. This layer is responsible for managing the master data lifecycle. This includes maintaining relationships across domains, modeling classification and hierarchies within the domains, helping with master data quality through profiling rules, deduplicating and merging data to create golden records, keeping authoring logs, etc.
      • Base Services. The base services are responsible for managing all data (master, history, metadata, and reference) in the MDM hub.
      • Security. Security is the base layer and is responsible for protecting all layers of the MDM hub.

      An important architectural decision concerns where master data should live

      All MDM architectures will contain a system of entry, a system of record, and in most cases, a system of reference. Collectively, these systems identify where master data is authored and updated and which databases will serve as the authoritative source of master data records.

      System of Entry (SOE)

      System of Record (SOR)

      System of Reference (SORf)

      Any system that creates master data. It is the point in the IT architecture where one or more types of master data are entered. For example, an enterprise resource planning (ERP) application is used as a system of entry for information about business entities like products (product master data) and suppliers (supplier master data).

      The system designated as the authoritative data source for enterprise data. The true system of record is the system responsible for authoring and updating master data and this is normally the SOE. An ideal MDM system would contain and manage a single, up-to-date copy of all master data. This database would provide timely and accurate business information to be used by the relevant applications. In these cases, one or more SOE applications (e.g. customer relationship management or CRM) will be declared the SOR for certain types of data. The SOR can be made up of multiple physical subsystems.

      A replica of master data that can be synchronized with the SOR(s). It is updated regularly to resolve discrepancies between data sets, but will not always be completely up to date. Changes in the SOR are typically batched and then transmitted to the SORf. When a SORf is implemented, it acts as the authoritative source of enterprise data, given that it is updated and managed relative to the SOR. The SORf can only be used as a read-only source for data consumers.

      Central to an MDM program is the implementation of an architectural framework

      These styles are complementary and see increasing functionality; however, organizations do not need to start with consolidation.

      Consolidation

      Registry

      Coexistence

      Transactional

      What It Means

      The MDM is a system of reference (application systems serve as the systems of record). Data is created and stored in the applications and sent (generally in batch mode) to a centralized MDM system.

      The MDM is a system of reference. Master data is created and stored in the

      application systems, but key master data identifiers are linked with the MDM system, which allows a view of master data records to be assembled.

      The MDM is a system of reference. Master data is created and stored in application systems; however, an authoritative record of master data is also created (through matching) and stored in the MDM system.

      The MDM is a genuine source of record. All master data records are centrally authored and materialized in the MDM system.

      Use Case

      This style is ideal for:

      • Organizations that want to have access to master data for reporting.
      • Organizations that do not need real-time access to master data.

      This style is ideal for:

      • A view of key master data identifiers.
      • Near real-time master data reference.
      • Organizations that need access to key master data for operational systems.
      • Organizations facing strict data replication regulations.

      This style is ideal for:

      • A complete view of each master data entity.
      • Deployment of workflows for collaborative authoring.
      • A central reference system for master data.

      This style is ideal for:

      • Organizations that want true master data management.
      • Organizations that need complete, accurate, and consistent master data at all times.
      • Transactional access to master data records.
      • Tight control over master data.

      Method of Use

      Analytical

      Operational

      Analytical, operational, or collaborative

      Analytical, operational, or collaborative

      Consolidation implementation style

      Master data is created and stored in application systems and then placed in a centralized MDM hub that can be used for reference and reporting.

      The image contains a screenshot of the architectural framework and MDM hub.

      Advantages

      • Prepares master data for enterprise data warehouse and reporting by matching/merging.
      • Can serve as a basis for coexistence or transactional MDM.

      Disadvantages

      • Does not provide real-time reference because updates are sent to the MDM system in batch mode.
      • New data requirements will need to be managed at the system of entry.

      Registry implementation style

      Master data is created and stored in applications. Key identifiers are then linked to the MDM system and used as reference for operational systems.

      The image contains a screenshot of the architectural framework with a focus on registry implementation style.

      Advantages

      • Quick to deploy.
      • Can get a complete view of key master data identifiers when needed.
      • Data is always current since it is accessed from the source systems.

      Disadvantages

      • Depends on clean data at the source system level.
      • Can be complex to manage.
      • Except for the identifiers persisting in the MDM system, all master data records remain in the applications, which means there is not a complete view of all master data records.

      Coexistence implementation style

      Master data is created and stored in existing systems and then synced with the MDM system to create an authoritative record of master data.

      The image contains a screenshot of the architectural framework with a focus on the coexistence implementation style.

      Advantages

      • Easier to deploy workflows for collaborative authoring.
      • Creates a complete view for each master data record.
      • Increased master data quality.
      • Allows for data harmonization across systems.
      • Provides organizations with a central reference system.

      Disadvantages

      • Master data is altered in both the MDM system and source systems. Data may not be up to date until synchronization takes place.
      • Higher deployment costs because all master data records must be harmonized.

      Transactional implementation style

      All master data records are materialized in the MDM system, which provides the organization with a single, complete source of master data at all times.

      The image contains a screenshot of the architectural framework with a focus on the transactional implementation style.

      Advantages

      • Functions as a system of record, providing complete, consistent, accurate, and up-to-date data.
      • Provides a single location for updating and managing master data.

      Disadvantages

      • The implementation of this style may require changes to existing systems and business processes.
      • This implementation style comes with increased cost and complexity.

      All organizations are different; identify the architecture and implementation needs of your organization

      Architecture is not static – it must be able to adapt to changing business needs.

      • The implementation style an organization chooses is dependent on organizational factors such as the purpose of MDM and method of use.
      • Some master data domains may require that you start with one implementation style and later graduate to another style while retaining the existing data model, metadata, and matching rules. Select a starting implementation style that will best suit the organization.
      • Organizations with multi-domain master data may have to use multiple implementation styles. For example, data domain X may require the use of a registry implementation, while domain Y requires a coexistence implementation.

      Document your target data state surrounding MDM

      2-3 hours

      Populate the template with your target organization’s data architecture.

      Highlight new capabilities and components that MDM introduced based on MDM implementation style.

      The image contains a screenshot of the MDM Architecture Design Template.

      Input Output
      • Business process streamline
      • MDM architectural framework
      • Target data state
      Materials Participants
      • MDM Architecture Design Template ArchiMate File
      • Enterprise Architect
      • Data Architect
      • Head of Data

      Step 2.3

      Develop MDM Practice and Platform

      Objectives

      1. Review Info-Tech’s practice pattern and design your master data management practice.

      2. Design your master data management platform.

      3. Consider next steps for the MDM project.

      This step involves the following participants:

      Data Stewards or Data Custodians

      Data or Enterprise Architect

      Information Management Team

      Outcomes of this step

      Define the key services and outputs that must be delivered by establishing core capabilities, accountabilities, roles, and governance for the practice and platform.

      What does a master data management practice pattern look like?

      The master data management practice pattern describes the core capabilities, accountabilities, processes, and essential roles and the elements that provide oversight or governance of the practice, all of which are required to deliver on high-value services and deliverables or output for the organization.

      The image contains a screenshot to demonstrate the intentional relationships between the business and the master data.

      Download the Master Data Management Practice Pattern Template ArchiMate File

      Master data management data practice setup

      • Define the practice lead’s accountabilities and responsibilities.
      • Assign the practice lead.
      • Design the practice, defining the details of the practice (including the core capabilities, accountabilities, processes, and essential roles; the elements that provide oversight or governance of the practice; and the practice’s services and deliverables or output for the organization).
      • Define services and accountabilities:
      1. Define deployment and engagement model
      2. Define practice governance and metrics
      3. Define processes and deliverables
      4. Summarize capabilities
      5. Use activity slide to assign the skills to the role

      General approach to setting up data practices

      Guidelines for designing and establishing your various data practices.

      Understand master data management practice pattern

      A master data management practice pattern includes key services and outputs that must be delivered by establishing core capabilities, accountabilities, roles, and governance for the practice.

      Assumption:

      The accountabilities and responsibilities for the master data management practice have been established and assigned to a practice lead.

      1. Download and review Master Data Management Practice Pattern (Level 1 – Master Data Management Practice Pattern).
      2. Review and update master data management processes for your organization.

      Download the Master Data Management Practice Pattern Template ArchiMate File

      Info-Tech Insight

      An organization with heavy merger and acquisition activity poses a significant master data challenge. Prioritize your master data practice based on your organization’s ability to locate and maintain a single source of master data.

      The image contains a screenshot of the Master Data Management Process.

      Initiate your one-time master data management practice setup

      1. Ensure data governance committees are established.
      2. Align master data management working group responsibilities with data governance committee.
      3. Download and review Master Data Management Practice Pattern Setup (Level 1 – Master Data Management Practice Setup).
      4. Start establishing your master data practice:
      5. 4.1 Define services and accountabilities

        4.2 Define processes and deliverables by stakeholder

        4.3 Design practice operating model

        4.4 Perform skills inventory and design roles

        4.5 Determine practice governance and metrics

        4.6 Summarize practice capabilities

      6. Define key master data management deliverable and processes.

      The image contains a screenshot of the Process Template MDM Conflict Resolution.

      Download and Update:

      Process Template: MDM Conflict Resolution

      MDM operating model

      The operating model is a visualization of how MDM commonly operates and the value it brings to the organization. It illustrates the master data flow, which works from left to right, from source system to consumption layer. Another important component of the model is the business data glossary, which is part of your data governance plan, to define terminology and master data’s key characteristics across business units.

      The image contains a screenshot of the MDM Operating Model.

      Choosing the appropriate technology capabilities

      An MDM platform should include certain core technical capabilities:

      • Master data hub: Functions as a system of reference, providing an authoritative source of data in read-only format to systems downstream.
      • Data modeling: Ability to model complex relationships between internal application sources and other parties.
      • Workflow management: Ability to support flexible and comprehensive workflow-based capabilities.
      • Relationship and hierarchies: Ability to determine relationships and identify hierarchies within the same domain or across different domains of master data.
      • Information quality: Ability to profile, cleanse, match, link, identify, and reconcile master data in different data sources to create and maintain the “golden record.”
      • Loading, integration, synchronization: Ability to load data quality tools and integrate so there is a bidirectional flow of data. Enable data migration and updates that prevent duplicates within the incoming data and data found in the hub.
      • Security: Ability to control access of MDM and the ability to report on activities. Ability to configure and manage different rules and visibilities.
      • Ease of use: Including different user interfaces for technical and business roles.
      • Scalability and high performance/high availability: Ability to expand or shrink depending on the business needs and maintain a high service level.

      Other requirements may include:

      • MDM solution that can handle multiple domains on a single set of technology and hardware.
      • Offers a broad set of data integration connectors out of the box.
      • Offers flexible deployments (on-premises, cloud, as-a-service).
      • Supports all architectural implementation styles: registry, consolidation, coexistence, and transactional.
      • Data governance tools: workflow and business process management (BPM) functionality to link data governance with operational MDM.
      • Uses AI to automate MDM processes.

      Info-Tech Research Group’s MDM platform

      The image contains a screenshot of Info-Tech's MDM Platform.

      Info-Tech Research Group’s MDM platform summarizes an organization’s data environment and the technical capabilities that should be taken into consideration for your organization's MDM implementation.

      Design your master data management platform

      2-3 hours

      Instructions

      Download the Master Data Management Platform Template.

      The platform is not static. Adapt the template to your own needs based on your target data state, required technical capabilities, and business use cases.

      The image contains a screenshot of Info-Tech's MDM Platform.

      Input Output
      • Technology capabilities
      • Target data state
      • Master Data Management Platform
      Materials Participants
      • Master Data Management Platform Template
      • Data Architect
      • Enterprise Architect
      • Head of Data

      Download the MDM Platform Template

      Next steps for the MDM project

      There are several deployment options for MDM platforms; pick the one best suited to the organization’s business needs:

      On-Premises Solutions

      Cloud Solutions

      Hybrid Solutions

      Embrace the technology

      MDM has traditionally been an on-premises initiative. On-premises solutions have typically had different instances for various divisions. On-premises solutions offer interoperability and consistency.

      Many IT teams of larger companies prefer an on-premises implementation. They want to purchase a perpetual MDM software license, install it on hardware systems, configure and test the MDM software, and maintain it on an ongoing basis.

      Cloud MDM solutions can be application-specific or platform-specific, which involves using a software platform or web-based portal interface to connect internal and external data. Cloud is seen as a more cost-effective MDM solution as it doesn’t require a large IT staff to configure the system and can be paid for through a monthly subscription. Because many organizations are averse to storing their master data outside of their firewalls, some cloud MDM solutions manage the data where it resides (either software as a service or on-premises), rather than maintaining it in the cloud.

      MDM system resides both on premises and in the cloud. As many organizations have some applications on premises and others in the cloud, having a hybrid MDM solution is a realistic option for many. MDM can be leveraged from either on-premises or in the cloud solutions, depending on the current needs of the organization.

      • Vendor-supplied MDM solutions often provide complete technical functionality in the package and various deployment options.
      • Consider leverage Info-Tech’s SoftwareReviews to accelerate and improve your software selection process.

      Capitalizing on trends in the MDM technology space would increase your competitive edge

      AI improves master data management.

      • With MDM technology improving every year, there are a greater number of options to choose from than ever before. AI is one of the hottest trends in MDM.
      • By using machine learning (ML) techniques, AI can automate many activities surrounding MDM to ease manual processes and improve accuracy, such as automating master data profiling, managing workflow, identifying duplication, and suggesting match and merge proposals.
      • Some other powerful applications include product categorization and hierarchical management. The product is assigned to the correct level of the category hierarchy based on the probability that a block of words in a product title or description belongs to product categories (Informatica, 2021).

      Info-Tech Insight

      Leverage modern capabilities such as AI and ML to support large and complex MDM deployments.

      The image contains a screenshot of the AI Activities in MDM.

      Informatica, 2021

      Related Info-Tech Research

      Build Your Data Quality Program

      • Data needs to be good, but truly spectacular data may go unnoticed. Provide the right level of data quality, with the appropriate effort, for the correct usage. This blueprint will help you determine what “the right level of data quality” means and create a plan to achieve that goal for the business.

      Build a Data Architecture Roadmap

      • Optimizing data architecture requires a plan, not just a data model.

      Create a Data Management Roadmap

      • Streamline your data management program with our simplified framework.

      Related Info-Tech Research

      Build a Robust and Comprehensive Data Strategy

      • Formulate a data strategy that stitches all of the pieces together to better position you to unlock the value in your data.

      Build Your Data Practice and Platform

      • The true value of data comes from defining intentional relationships between the business and the data through a well-thought-out data platform and practice.

      Establish Data Governance

      • Establish data trust and accountability with strong governance.

      Research Authors and Contributors

      Authors:

      Name

      Position

      Company

      Ruyi Sun

      Research Specialist, Data & Analytics

      Info-Tech Research Group

      Rajesh Parab

      Research Director, Data & Analytics

      Info-Tech Research Group

      Contributors:

      Name

      Position

      Company

      Selwyn Samuel

      Director of Enterprise Architecture

      Furniture manufacturer

      Julie Hunt

      Consultant and Author

      Hub Designs Magazine and Julie Hunt Consulting

      David Loshin

      President

      Knowledge Integrity Inc.

      Igor Ikonnikov

      Principal Advisory Director

      Info-Tech Research Group

      Irina Sedenko

      Advisory Director

      Info-Tech Research Group

      Anu Ganesh

      Principal Research Director

      Info-Tech Research Group

      Wayne Cain

      Principal Advisory Director

      Info-Tech Research Group

      Reddy Doddipalli

      Senior Workshop Director

      Info-Tech Research Group

      Imad Jawadi

      Senior Manager, Consulting

      Info-Tech Research Group

      Andy Neill

      Associate Vice President

      Info-Tech Research Group

      Steve Wills

      Practice Lead

      Info-Tech Research Group

      Bibliography

      “DAMA Guide to the Data Management Body of Knowledge (DAMA-DMBOK Guide).” First Edition. DAMA International. 2009. Digital. April 2014.
      “State of the Connected Customer, Fifth Edition.” Salesforce, 2022. Accessed Jan. 2023.
      “The new digital edge: Rethinking strategy for the postpandemic era.” McKinsey & Company, 26 May. 2021. Assessed Dec. 2022.
      “Value and resilience through better risk management.” Mckinsey & Company, 1 Oct. 2018. Assessed Dec. 2022.
      “Plotting a course through turbulent times (9TH ANNUAL B2B SALES & MARKETING DATA REPORT)” Dun & Bradstreet, 2022. Assessed Jan. 2023.
      ““How to Win on Customer Experience.”, Deloitte Digital, 2020. Assessed Dec. 2022.
      “CX Trends 2022.”, Zendesk, 2022. Assessed Jan. 2023
      .”Global consumer trends to watch out for in 2023.” Qualtrics XM Institute, 8 Nov. 2022. Assessed Dec. 2022
      “How to Understand Single Versus Multiple Software Instances.” Brightwork Research & Analysis, 24 Mar. 2021. Assessed Dec. 2022
      “What is omnichannel?” Oracle. Assessed Dec. 2022
      “How AI Improves Master Data Management (MDM).” Informatica, 30 May. 2021. Assessed Dec. 2022

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      [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.

      Data security consultancy

      Data security consultancy

      Based on experience
      Implementable advice
      human-based and people-oriented

      Data security consultancy makes up one of Tymans Group’s areas of expertise as a corporate consultancy firm. We are happy to offer our insights and solutions regarding data security and risk to businesses, both through online and offline channels. Read on and discover how our consultancy company can help you set up practical data security management solutions within your firm.

      How our data security consultancy services can help your company

      Data security management should be an important aspect of your business. As a data security consultancy firm, Tymans Group is happy to assist your small or medium-sized enterprise with setting up clear protocols to keep your data safe. As such, we can advise on various aspects comprising data security management. This ranges from choosing a fit-for-purpose data architecture to introducing IT incident management guidelines. Moreover, we can perform an external IT audit to discover which aspects of your company’s data security are vulnerable and which could be improved upon.

      Security and risk management

      Our security and risk services

      Security strategy

      Security Strategy

      Embed security thinking through aligning your security strategy to business goals and values

      Read more

      Disaster Recovery Planning

      Disaster Recovery Planning

      Create a disaster recovey plan that is right for your company

      Read more

      Risk Management

      Risk Management

      Build your right-sized IT Risk Management Program

      Read more

      Check out all our services

      Discover our practical data security management solutions

      Data security is just one aspect with which our consultancy firm can assist your company. Tymans Group offers its extensive expertise in various corporate management domains, such as quality management and risk management. Our solutions all stem from our vast expertise and have proven their effectiveness. Moreover, when you choose to employ our consultancy firm for your data security management, you benefit from a holistic, people-oriented approach.

      Set up an appointment with our experts

      Do you wish to learn more about our data security management solutions and services for your company? We are happy to analyze any issues you may be facing and offer you a practical solution if you contact us for an appointment. You can book a one-hour online talk or elect for an on-site appointment with our experts. Contact us to set up your appointment now.

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      2021 Q3 Research Highlights

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      • Parent Category Name: The Briefs
      • Parent Category Link: /the-briefs
      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.

      Transition Projects Over to the Service Desk

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      • Parent Category Name: Service Desk
      • Parent Category Link: /service-desk
      • 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.

      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.

      Choose a Right-Sized Contact Center Solution

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      • Parent Category Name: Strategy and Organizational Design
      • Parent Category Link: /strategy-and-organizational-design
      • IT needs a method to pinpoint which contact center solution best aligns with business objectives, adapting to a post-COVID world of remote work, flexibility, and scalability.
      • Scoring RFP and RFQ proposals is a complex process, and it is difficult to map and gap without a clear view of the organization’s needs. SOWs can contain pitfalls that cause expensive headaches for the organization in the long run. Guidance through a SOW is required to best represent the organization’s interests.

      Our Advice

      Critical Insight

      • “On-premises versus cloud” is a false dichotomy. Contact center architectures come in all shapes and sizes, and organizations should discern whether a hybrid option best meets their needs.
      • Contact centers should service customers – not capabilities. Capabilities must work for you, your agents, and your customers – not the other way around.
      • Deliverables and responsibilities should be a contract’s focal point. While organizations are right to focus on avoiding unanticipated license charges, it is more important to clearly define how deliverables and responsibilities will be divided among the organization, the vendor, and potential third parties.

      Impact and Result

      • Assess the array of contact center architectures with Info-Tech’s Contact Center Decision Points Tool to select a right-sized solution.
      • Build business requirements in a formalized process to achieve stakeholder buy-in.
      • Use Info-Tech’s Contact Center RFP Scoring Tool to evaluate and choose from a range of vendors.
      • Successfully navigate and avoid major pitfalls in a SOW construction.
      • Justify each stage of the process with this blueprint’s key deliverable: the Contact Center Playbook.

      Choose a Right-Sized Contact Center Solution Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to examine the current contact center marketspace, review Info-Tech’s methodology for choosing a right-sized contact center solution, 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 Contact Center Architectures

      Establish your project vision and metrics of success before shortlisting potential contact center architectures and deciding which is right-sized for the organization.

      • Choose a Right-Sized Contact Center Solution – Phase 1: Assess Contact Center Architectures
      • Contact Center Playbook
      • Contact Center Decision Points Tool

      2. Gather Requirements and Shortlist Vendors

      Build business requirements to achieve stakeholder buy-in, define key deliverables, and issue an RFP/RFQ to shortlisted vendors.

      • Choose a Right-Sized Contact Center Solution – Phase 2: Gather Requirements and Shortlist Vendors
      • Requirements Gathering Documentation Tool
      • Lean RFP Template
      • Contact Center Business Requirements Document
      • Request for Quotation Template
      • Long-Form RFP Template

      3. Score Vendors and Construct SOW

      Score RFP/RFQ responses and decide upon a vendor before constructing a SOW.

      • Choose a Right-Sized Contact Center Solution – Phase 3: Score Vendors and Construct SOW
      • Contact Center RFP Scoring Tool
      • Contact Center SOW Template and Guide
      [infographic]

      Workshop: Choose a Right-Sized Contact Center 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 Assess Architecture

      The Purpose

      Shortlist and decide upon a right-sized contact center architecture.

      Key Benefits Achieved

      A high-level decision for a right-sized architecture

      Activities

      1.1 Define vision and mission statements.

      1.2 Identify infrastructure metrics of success.

      1.3 Confirm key performance indicators for contact center operations.

      1.4 Complete architecture assessment.

      1.5 Confirm right-sized architecture.

      Outputs

      Project outline

      Metrics of success

      KPIs confirmed

      Quickly narrow down right-sized architecture

      Decision on right-sized contact center architecture

      2 Gather Requirements

      The Purpose

      Build business requirements and define key deliverables to achieve stakeholder buy-in and shortlist potential vendors.

      Key Benefits Achieved

      Key deliverables defined and a shortlist of no more than five vendors

      Sections 7-8 of the Contact Center Playbook completed

      Activities

      2.1 Hold focus groups with key stakeholders.

      2.2 Gather business, nonfunctional, and functional requirements.

      2.3 Define key deliverables.

      2.4 Shortlist five vendors that appear meet those requirements.

      Outputs

      User requirements identified

      Business Requirements Document completed

      Key deliverables defined

      Shortlist of five vendors

      3 Initial Vendor Scoring

      The Purpose

      Compare and evaluate shortlisted vendors against gathered requirements.

      Key Benefits Achieved

      Have a strong overview of which vendors are preferred for issuing RFP/RFQ

      Section 9 of the Contact Center Playbook

      Activities

      3.1 Input requirements to the Contact Center RFP Scoring Tool. Define which are mandatory and which are desirable.

      3.2 Determine which vendors best meet requirements.

      3.3 Compare requirements met with anticipated TCO.

      3.4 Compare and rank vendors.

      Outputs

      An assessment of requirements

      Vendor scoring

      A holistic overview of requirements scoring and vendor TCO

      An initial ranking of vendors to shape RFP process after workshop end

      4 SOW Walkthrough

      The Purpose

      Walk through the Contact Center SOW Template and Guide to identify how much time to allocate per section and who will be responsible for completing it.

      Key Benefits Achieved

      An understanding of a SOW that is designed to avoid major pitfalls with vendor management

      Section 10 of the Contact Center Playbook

      Activities

      4.1 Get familiar with the SOW structure.

      4.2 Identify which sections will demand greater time allocation.

      4.3 Strategize how to avoid potential pitfalls.

      4.4 Confirm reviewer responsibilities.

      Outputs

      A broad understanding of a SOW’s key sections

      A determination of how much time should be allocated for reviewing major sections

      A list of ways to avoid major pitfalls with vendor management

      A list of reviewers, the sections they are responsible for reviewing, and their time allocation for their review

      5 Communicate and Implement

      The Purpose

      Finalize deliverables and plan post-workshop communications.

      Key Benefits Achieved

      A completed Contact Center Playbook that justifies each decision of this workshop

      Activities

      5.1 Finalize deliverables.

      5.2 Support communication efforts.

      5.3 Identify resources in support of priority initiatives.

      Outputs

      Contact Center Playbook delivered

      Post-workshop engagement to confirm satisfaction

      Follow-up research that complements the workshop or leads workshop group in relevant new directions

      2022 Tech Trends

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      • Parent Category Name: Innovation
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      • The post-pandemic workplace continues to shift and requires collaboration between remote workers and office workers.
      • Digital transformation has accelerated across every organization and CIOs must maneuver to keep pace.
      • Customer expectations have shifted, and spending habits are moving away from in-person activities to online.
      • IT must improve its maturity in key capabilities to maintain relevance in the organization.

      Our Advice

      Critical Insight

      • Improve the capabilities that matter. Focus on IT capabilities that are most relevant to competing in the digital economy and will enable the CEO's mission for growth.
      • Assess how external environment presents opportunities or threats to your organization using a scenarios approach, then chart a plan.

      Impact and Result

      • Use the data and analysis from Info-Tech's 2022 Tech Trends report to inform your digital strategic plan.
      • Discover the five trends shaping IT's path in 2022 and explore use cases for emerging technologies.
      • Hear directly from leading subject matter experts on each trend with featured episodes from our Tech Insights podcast.

      2022 Tech Trends Research & Tools

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

      1. 2022 Tech Trends Report – A deck that discusses five use cases that can improve on your organization’s ability to compete in the digital economy.

      The post-pandemic pace of change continues to accelerate as the economic rapidly becomes more digital. To keep pace with shifting consumer expectations, CIOs must help the CEO compete in the digital economy by focusing on five key capabilities: innovation, human resources management, data architecture, security strategy, and business process controls and internal audit. Raising maturity in these capabilities will help CIOs deliver on opportunities to streamline back-office processes and develop new lines of revenue.

      • 2022 Tech Trends Report

      Infographic

      Further reading

      2022 Tech Trends

      Enabling the digital economy

      Supporting the CEO for growth

      The post-pandemic pace of change

      The disruptions to the way we work caused by the pandemic haven’t bounced back to normal.

      As part of its research process for the 2022 Tech Trends Report, Info-Tech Research Group conducted an open online survey among its membership and wider community of professionals. The survey was fielded from August 2021 through to September 2021, collecting 475 responses. We asked some of the same questions as last year’s survey so we can compare results as well as new questions to explore new trends.

      How much do you expect your organization to change permanently compared to how it was operating before the pandemic?

      • 7% – No change. We'll keep doing business as we always have.
      • 33% – A bit of change. Some ways of working will shift long term
      • 47% – A lot of change. The way we work will be differ in many ways long term. But our business remains...
      • 13% – Transformative change. Our fundamental business will be different and we'll be working in new ways.

      This year, about half of IT professionals expect a lot of change to the way we work and 13% expect a transformative change with a fundamental shift in their business. Last year, the same percentage expected a lot of change and only 10% expected transformative change.

      30% more professionals expect transformative permanent change compared to one year ago.

      47% of professionals expect a lot of permanent change; this remains the same as last year. (Info-Tech Tech Trends 2022 Survey)

      The pandemic accelerated the speed of digital transformation

      With the massive disruption preventing people from gathering, businesses shifted to digital interactions with customers.

      A visualization of the growth of 'Global average share of customer interactions that are digital' from December 2019 to July 2020. In that time it went from 36% to 58% with an 'Acceleration of 3 years'.

      Companies also accelerated the pace of creating digital or digitally enhanced products and services.

      A visualization of the growth of 'Global average share of partially or fully digitized products and/or services' from December 2019 to July 2020. In that time it went from 35% to 55% with an 'Acceleration of 7 years'. (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)

      IT must enable participation in the digital economy

      Consumer spending is tilting more digital.

      Consumers have cut back spending on sectors where purchases are mostly made offline. That spending has shifted to digital services and online purchases. New habits formed during the pandemic are likely to stick for many consumers, with a continued shift to online consumption for many sectors.

      Purchases on online platforms are projected to rise from 10% today to 33% by 2030.

      Estimated online share of consumption
      Recreation & culture 30%
      Restaurants & hotels 50%
      Transport 10%
      Communications 90%
      Education 50%
      Health 20%
      Housing & utilities 50%
      (HSBC, 2020)

      Changing customer expectations pose a risk.

      IT practitioners agree that customer expectations are changing. They expect this to be more likely to disrupt their business in the next 12 months than new competition, cybersecurity incidents, or government-enacted policy changes.

      Factors likely to disrupt business in next 12 months
      Government-enacted policy changes 22%
      Cybersecurity incidents 56%
      Regulatory changes 45%
      Established competitor wins 26%
      New player enters the market 23%
      Changing customer expectations 68%
      (Info-Tech Tech Trends 2022 Survey)

      This poses a challenge to IT departments below the “expand” level of maturity

      CIOs must climb the maturity ladder to help CEOs drive growth.

      Most IT departments rated their maturity in the “optimize” or “support” level on Info-Tech’s maturity ladder.

      CIOs at the “optimize” level can play a role in digital transformation by improving back-office processes but should aim for a higher mandate.

      CIOs achieving at the “expand” level can help directly improve revenues by improving customer-facing products and services, and those at the “transform” level can help fundamentally change the business to create revenue in new ways. CIOs can climb the maturity ladder by enabling new digital capabilities.

      Maturity is heading in the wrong direction.

      Only half of IT practitioners described their department’s maturity as “transform” compared to last year’s survey, and more than twice the number rated themselves as “struggle.”

      A colorful visualization of the IT 'Maturity Ladder' detailing levels of IT function within an organization. Percentages represent answers from IT practitioners to an Info-Tech survey about the maturity level of their company. Starting from the bottom: 13% answered 'Struggle', compared to 6% in 2020; 35% answered 'Support'; 37% answered 'Optimize'; 12% answered 'Expand'; and only 3% answered 'Transform', compared to 6% in 2020.

      48% rate their IT departments as low maturity.

      Improve maturity by focusing on key capabilities to compete in the digital economy

      Capabilities to unlock digital

      Innovation: Identify innovation opportunities and plan how to use technology innovation to create a competitive advantage or achieve improved operational effectiveness and efficiency.

      Human Resources Management: Provide a structured approach to ensure optimal planning, evaluation, and development of human resources.

      Data Architecture: Manage the business’ data stores, including technology, governance, and people that manage them. Establish guidelines for the effective use of data.

      Security Strategy: Define, operate, and monitor a system for information security management. Keep the impact and occurrence of information security incidents within risk appetite levels.

      Business Process Controls and Internal Audit: Manage business process controls such as self-assessments and independent assurance reviews to ensure information related to and used by business processes meets security and integrity requirements. (ISACA, 2020)

      A periodic table-esque arrangement of Info-Tech tools and templates titled 'IT Management and Governance Framework', subtitled 'A comprehensive and connected set of research to help you optimize and improve your core IT processes', and anchored by logos for Info-Tech and COBIT. Color-coded sections with highlighted tools or templates are: 'Strategy and Governance' with 'APO04 Innovation' highlighted; 'People and Resources' with 'APO07 Human Resources Management' highlighted; 'Security and Risk' with 'APO13 Security Strategy' and 'DSS06 MEA02 Business Process Controls and Internal Audit' highlighted; 'Data and BI' with 'ITRG07 Data Architecture' highlighted. Other sections are 'Financial Management', 'Service planning and architecture', 'Infrastructure and operations', 'Apps', and 'PPM and projects'.

      5 Tech Trends for 2022

      In this report, we explore five use cases for emerging technology that can improve on capabilities needed to compete in the digital economy. Use cases combine emerging technologies with new processes and strategic planning.

      DIGITAL ECONOMY

      TREND 01 | Human Resources Management

      HYBRID COLLABORATION
      Provide a digital employee experience that is flexible, contextual, and free from the friction of hybrid operating models.

      TREND 02 | Security Strategy

      BATTLE AGAINST RANSOMWARE
      Prevent ransomware infections and create a response plan for a worst-case scenario. Collaborate with relevant external partners to access resources and mitigate risks.

      TREND 03 | Business Process Controls and Internal Audit

      CARBON METRICS IN ENERGY 4.0
      Use internet of things (IoT) and auditable tracking to provide insight into business process implications for greenhouse gas emissions.

      TREND 04 | Data Architecture

      INTANGIBLE VALUE CREATION
      Provide governance around digital marketplace and manage implications of digital currency. Use blockchain technology to turn unique intellectual property into saleable digital products

      TREND 05 | Innovation

      AUTOMATION AS A SERVICE
      Automate business processes and access new sophisticated technology services through platform integration.

      Hybrid Collaboration

      TREND 01 | HUMAN RESOURCES MANAGEMENT

      Provide a digital employee experience that is flexible, contextual, and free from the friction of hybrid operating models.

      Emerging technologies:
      Intelligent conference rooms; intelligent workflows, platforms

      Introduction

      Hybrid work models enable productive, diverse, and inclusive talent ecosystems necessary for the digital economy.

      Hybrid work models have become the default post-pandemic work approach as most knowledge workers prefer the flexibility to choose whether to work remotely or come into the office. CIOs have an opportunity lead hybrid work by facilitating collaboration between employees mixed between meeting at the office and virtually.

      IT departments rose to the challenge to quickly facilitate an all-remote work scenario for their organizations at the outset of the pandemic. Now they must adapt again to facilitate the hybrid work model, which brings new friction to collaboration but also new opportunities to hire a talented, engaged, and diverse workforce.

      79% of organizations will have a mix of workers in the office and at home. (Info-Tech Tech Trends 2022 Survey)

      35% view role type as a determining factor in the feasibility of the hybrid work model.

      Return-to-the-office tensions

      Only 18% of employees want to return to the office full-time.

      But 70% of employers want people back in the office. (CNBC, April 2021)

      Signals

      IT delivers the systems needed to make the hybrid operating model a success.

      IT has an opportunity to lead by defining the hybrid operating model through technology that enables collaboration. To foster collaboration, companies plan to invest in the same sort of tools that helped them cope during the pandemic.

      As 79% of organizations envision a hybrid model going forward, investments into hybrid work tech stacks – including web conferencing tools, document collaboration tools, and team workspaces – are expected to continue into 2022.

      Plans for future investment in collaboration technologies

      Web Conferencing 41%
      Document Collaboration and Co-Authoring 39%
      Team Workspaces 38%
      Instant Messaging 37%
      Project and Task Management Tools 36%
      Office Meeting Room Solutions 35%
      Virtual Whiteboarding 30%
      Intranet Sites 21%
      Enterprise Social Networking 19%
      (Info-Tech Tech Trends 2022 Survey)

      Drivers

      COVID-19

      Vaccination rates around the world are rising and allowing more offices to welcome back workers because the risk of COVID-19 transmission is reduced and jurisdictions are lifting restrictions limiting gatherings.

      Worker satisfaction

      Most workers don't want to go to the office full-time. In a Bloomberg poll (2021), almost half of millennial and Gen Z workers say they would quit their job if not given an option to work remotely.

      IT spending

      Companies are investing more into IT budgets to find ways to support a mix of remote work and in-office resources to cope with work disruption. This extra spending is offset in some cases by companies saving money from having employees work from home some portion of the time. (CIO Dive, 2021)

      Risks and Benefits

      Benefits

      Flexibility Employees able to choose between working from home and working in the office have more control over their work/life balance.
      Intelligence Platforms that track contextual work relationships can accelerate workflows through smart recommendations that connect people at the right time, in the right place.
      Talent Flexible work arrangements provide businesses with access to the best talent available around the world and employees with more career options as they work from a home office (The Official Microsoft Blog, 2021).

      Risks

      Uncertainty The pandemic lacks a clear finish line and local health regulations can still waver between strict control of movement and open movement. There are no clear assurances of what to expect for how we'll work in the near future.
      FOMO With some employees going back to the office while others remain at home, employee bases could be fractured along the lines of those seeing each other in person every day and those still connecting by videoconference.
      Complexity Workers may not know in advance whether they're meeting certain people in person or online, or a mix of the two. They'll have to use technology on the fly to try and collaborate across a mixed group of people in the office and people working remotely (McKinsey Quarterly, 2021).

      “We have to be careful what we automate. Do we want to automate waste? If a company is accustomed to having a ton of meetings and their mode in the new world is to move that online, what are you going to do? You're going to end up with a lot of fatigue and disenchantment…. You have to rethink your methods before you think about the automation part of it." (Vijay Sundaram, Chief Strategy Officer, Zoho)

      Photo of Vijay Sundaram, Chief strategy officer, Zoho.

      Listen to the Tech Insights podcast: Unique approach to hybrid collaboration

      Case Study: Zoho

      Situation

      Zoho Corp. is a cloud software firm based in Chennai, India. It develops a wide range of cloud software, including enterprise collaboration software and productivity tools. Over the past decade, Zoho has used flexible work models to grant remote work options to some employees.

      When the coronavirus pandemic hit, not only did the office have to shut down but also many employees had to relocate back with families in rural areas. The human costs of the pandemic experienced by staff required Zoho to respond by offering counseling services and material support to employees.

      Complication

      Zoho prides itself as an employee-centric company and views its culture as a community that's purpose goes beyond work. That sense of community was lost because of the disruption caused by the pandemic. Employees lost their social context and their work role models. Zoho had to find a way to recreate that without the central hub of the office or find a way to work with the limitations of it not being possible.

      Resolution

      To support employees in rural settings, Zoho sent out phones to provide redundant bandwidth. As lockdowns in India end, Zoho is taking a flexible approach and giving employees the option to come to the office. It's seeing more people come back each week, drawn by the strong community.

      Zoho supports the hybrid mix of workers by balancing synchronous and asynchronous collaboration. It holds meetings when absolutely necessary through tools like Zoho Meet but tries to keep more work context to asynchronous collaboration that allows people to complete tasks quickly and move on. Its applications are connected to a common platform that is designed to facilitate workflows between employees with context and intelligence. (Interview with Vijay Sundaram, Chief Strategy Officer, Zoho)

      “We tend to think of it on a continuum of synchronous to asynchronous work collaboration. It’s become the paramount norm for so many different reasons…the point is people are going to work at different times in different locations. So how do we enable experiences where everyone can participate?" (Jason Brommet, Head of Modern Work and Security Business Group at Microsoft)

      Photo of Jason Brommet, Head of Modern Work and Security Business Group at Microsoft.

      Listen to the Tech Insights podcast: Microsoft on the ‘paradox of hybrid work’

      Case Study: Microsoft

      Situation

      Before the pandemic, only 18% of Microsoft employees were working remotely. As of April 1, 2020, they were joined by the other 82% of non-essential workers at the company in working remotely.

      As with its own customers, Microsoft used its own software to enable this new work experience, including Microsoft Teams for web conferencing and instant messaging and Office 365 for document collaboration. Employees proved just as productive getting their work done from home as they were working in the office.

      Complication

      At Microsoft, the effects of firm-wide remote work changed the collaboration patterns of the company. Even though a portion of the company was working remotely before the pandemic, the effects of everyone working remotely were different. Employees collaborated in a more static and siloed way, focusing on scheduled meetings with existing relationships. Fewer connections were made with more disparate parts of the organization. There was also a decrease in synchronous communication and an increase in asynchronous communication.

      Resolution

      Microsoft is creating new tools to break down the silos in organizations that are grappling with hybrid work challenges. For example, Viva Insights is designed to inform workers about their collaboration habits with analytics. Microsoft wants to provide workers with insights on their collaborative networks and whether they are creating new connections or deepening existing connections. (Interview with Jason Brommet, Head of Modern Work and Security Business Group, Microsoft; Nature Human Behaviour, 2021)

      What's Next?

      Distributed collaboration space:

      International Workplace Group says that more companies are taking advantage of its full network deals on coworking spaces. Companies such as Standard Charter are looking to provide their workers with a happy compromise between working from home and making the commute all the way to the central office. The hub-and-spoke model gives employees the opportunity to work near home and looks to be part of the hybrid operating model mix for many companies. (Interview with Wayne Berger, CEO of IWG Canada & Latin America)

      Optimized hybrid meetings:

      Facilitating hybrid meetings between employees grouped in the office and remote workers will be a major pain point. New hybrid meeting solutions will provide cameras embedded with intelligence to put boardroom participants into independent video streams. They will also focus on making connecting to the same meeting from various locations as convenient as possible and capture clear and crisp audio from each speaker.

      Uncertainties

      Mix between office and remote work:

      It's clear we're not going to work the way we used to previously with central work hubs, but full-on remote work isn't the right path forward either. A new hybrid work model is emerging, and organizations are experimenting to find the right approach.

      Attrition:

      Between April and September 2021, 15 million US workers quit their jobs, setting a record pace. Employees seek a renewed sense of purpose in their work, and many won’t accept mandates to go back to the office. (McKinsey, 2021)

      Equal footing in meetings:

      What are the new best practices for conducting an effective meeting between employees in the office and those who are remote? Some companies ask each employee to connect via a laptop. Others are using conference rooms with tech to group in-office workers together and connect them with remote workers.

      Hybrid Collaboration Scenarios

      Organizations can plan their response to the hybrid work context by plotting their circumstances across two continuums: synchronous to asynchronous collaboration approach and remote work to central hub work model.

      A map of hybrid collaboration scenarios with two axes representing 'Work Context, From all remote work to gathering in a central hub' and 'Collaboration Style, From collaborating at the same time to collaborating at different times'. The axes split the map into quarters. 'Work Context' ranges from 'Remote Work' on the left to 'Central Hub' on the right. 'Collaboration Style' ranges from 'Synchronous' on top to 'Asynchronous' on bottom. The top left quarter, synchronous remote work, reads 'Virtual collective collaboration via videoconference and collaboration software, with some workers meeting in coworking spaces.' The top right quarter, synchronous central hub, reads 'In-person collective collaboration in the office.' The bottom left quarter, asynchronous remote work, reads 'Virtual group collaboration via project tracking tools and shared documents.' The bottom right quarter, asynchronous central hub, reads 'In-person group collaboration in coworking spaces and the main office.'

      Recommendations

      Rethink technology solutions. Don't expect your pre-pandemic videoconference rooms to suffice. And consider how to optimize your facilities and infrastructure for hot-desking scenarios.

      Optimize remote work. Shift from the collaboration approach you put together just to get by to the program you'll use to maximize flexibility.

      Enable effective collaboration. Enable knowledge sharing no matter where and when your employees work and choose the best collaboration software solutions for your scenario.

      Run better meetings. Successful hybrid workplace plans must include planning around hybrid meetings. Seamless hybrid meetings are the result of thoughtful planning and documented best practices.

      89% of organizations invested in web conferencing technology to facilitate better collaboration, but only 43% invested in office meeting room solutions. (Info-Tech Tech Trends 2022 Survey)

      Info-Tech Resources

      Battle Against Ransomware

      TREND 02 | SECURITY STRATEGY

      Prevent ransomware infections and create a response plan for a worst-case scenario. Collaborate with relevant external partners to access resources and mitigate risks.

      Emerging technologies:
      Open source intelligence; AI-powered threat detection

      “It has been a national crisis for some time…. For every [breach] that hits the news there are hundreds that never make it.” (Steve Orrin, Federal Chief Technology Officer, Intel)

      Photo of Steve Orrin, Federal Chief Technology Officer, Intel.

      Listen to the Tech Insights podcast: Ransomware crisis and AI in military

      Introduction

      Between 2019 and 2020, ransomware attacks rose by 62% worldwide and by 158% in North America. (PBS NewsHour, 2021)

      Security strategies are crucial for companies to control access to their digital assets and confidential data, providing it only to the right people at the right time. Now security strategies must adapt to a new caliber of threat in ransomware to avoid operational disruption and reputational damage.

      In 2021, ransomware attacks exploiting flaws in widely used software from vendors Kaseya, SolarWinds, and Microsoft affected many companies and saw record-breaking ransomware payments made to state-sponsored cybercriminal groups.

      After a ransomware attack caused Colonial Pipeline to shut down its pipeline operations across the US, the ransomware issue became a topic of federal attention with executives brought before Senate committees. A presidential task force to combat ransomware was formed.

      62% of IT professionals say they are more concerned about being a victim of ransomware than they were one year ago. (Info-Tech Tech Trends 2022 Survey)

      $70 million demanded by REvil gang in ransom to unlock firms affected by the Kaseya breach. (TechRadar, 2021)

      Signals

      Organizations are taking a multi-faceted approach to preparing for the event of a ransomware breach.

      The most popular methods to prepare for ransomware are to buy an insurance policy or create offline backups and redundant systems. Few are making an effort to be aware of free decryption tools, and only 2% admit to budgeting to pay ransoms.

      44% of IT professionals say they spent time and money specifically to prevent ransomware over the past year. (Info-Tech Tech Trends 2022 Survey)

      Approaches to prepare for ransomware

      Kept aware of free decryption tools available 9%
      Set aside budget to pay ransoms 2%
      Designed network to contain ransomware 24%
      Implemented technology to eradicate ransomware 36%
      Created a specific incident response plan for ransomware 26%
      Created offline backups and redundant systems 41%
      Purchased insurance covering cyberattacks 47%

      (Info-Tech Tech Trends 2022 Survey)

      Drivers

      National security concerns

      Attacks on US infrastructure and government agencies have prompted the White House to treat ransomware as a matter of national security. The government stance is that Russia supports the attacks. The US is establishing new mechanisms to address the threat. Plans include new funding to support ransomware response, a mandate for organizations to report incidents, and requirements for organizations to consider the alternatives before paying a ransom. (Institute for Security and Technology, 2021)

      Advice from cybersecurity insurance providers

      Increases in ransom payouts have caused cybersecurity insurance providers to raise premiums and put in place more security requirements for policyholders to try and prevent ransomware infection. However, when clients are hit with ransomware, insurance providers advise to pay the ransom as it's usually the cheapest option. (ProPublica, 2019)

      Reputational damage

      Ransomware attacks also often include a data breach event with hackers exfiltrating the data before encrypting it. Admitting a breach to customers can seriously damage an organization's reputation as trustworthy. Organizations may also be obligated to pay for credit protection of their customers. (Interview with Frank Trovato, Research Director – Infrastructure, Info-Tech Research Group)

      Risks and Benefits

      Benefits

      Privacy Protecting personal data from theft improves people’s confidence that their privacy is being respected and they are not at risk of identity theft.
      Productivity Ransomware can lock out employees from critical work systems and stop them from being able to complete their tasks.
      Access Ransomware has prevented public access to transportation, healthcare, and any number of consumer services for days at a time. Ransomware prevention ensures public service continuity.

      Risks

      Expenses Investing in cybersecurity measures to protect against attacks is becoming more expensive, and recently cybersecurity insurance premiums have gone up in response to expensive ransoms.
      Friction More security requirements could create friction between IT priorities and business priorities in trying to get work done.
      Stability If ransomware attacks become worse or cybercriminals retaliate for not receiving payments, people could find their interactions with government services and commercial services are disrupted.

      Case Study: Victim to ransomware

      Situation

      In February 2020, a large organization found a ransomware note on an admin’s workstation. They had downloaded a local copy of the organization’s identity management database for testing and left a port open on their workstation. Hackers exfiltrated it and encrypted the data on the workstation. They demanded a ransom payment to decrypt the data.

      Complication

      Because private information of employees and customers was breached, the organization decided to voluntarily inform the state-level regulator. With 250,000 accounts affected, plans were made to require password changes en masse. A public announcement was made two days after the breach to ensure that everyone affected could be reached.

      The organization decided not to pay the ransom because it didn’t need the data back, since it had a copy on an unaffected server.

      Resolution

      After a one-day news cycle for the breach, the story about the ransom was over. The organization also received praise for handling the situation well and quickly informing stakeholders.

      The breach motivated the organization to put more protections in place. It implemented a deny-by-default network and turned off remote desktop protocol and secure shell. It mandated multi-factor authentication and put in a new endpoint-detection and response system. (Interview with CIO of large enterprise)

      What's Next

      AI for cybersecurity:

      New endpoint protections using AI are being deployed to help defend against ransomware and other cybersecurity intrusions. The solutions focus on the prevention and detection of ransomware by learning about the expected behavior of an environment and then detecting anomalies that could be attack attempts. This type of approach can be applied to everything from reading the contents of an email to helping employees detect phishing attempts to lightweight endpoint protection deployed to an Internet of Things device to detect an unusual connection attempt.

      Unfortunately, AI is a tool available to both the cybersecurity industry and hackers. Examples of hackers tampering with cybersecurity AI to bypass it have already surfaced. (Forbes, 23 Sept. 2021)

      Uncertainties

      Government response:

      In the US, the Ransomware Task Force has made recommendations to the government but it's not clear whether all of them will be followed. Other countries such as Russia are reported to be at least tolerating ransomware operations if not supporting them directly with resources.

      Supply chain security:

      Sophisticated attacks using zero-day exploits in widely used software show that organizations simply can't account for every potential vulnerability.

      Arms escalation:

      The ransomware-as-a-service industry is doing good business and finding new ways to evade detection by cybersecurity vendors. New detection techniques involving AI are being introduced by vendors, but will it just be another step in the back-and-forth game of one-upmanship? (Interview with Frank Trovato)

      Battle Against Ransomware Scenarios

      Determine your organization’s threat profile for ransomware by plotting two variables: the investment made in cybersecurity and the sophistication level of attacks that you should be prepared to guard against.

      A map of Battle Against Ransomware scenarios with two axes representing 'Attack Sophistication, From off-the-shelf, ransomware-as-a-service kits to state-sponsored supply chain attacks' and 'Investment in Cybersecurity, From low, minimal investment to high investment for a multi-layer approach.'. The axes split the map into quarters. 'Attack Sophistication' ranges from 'Ransomware as a Service' on the left to 'State-Sponsored' on the right. 'Investment in Cybersecurity' ranges from 'High' on top to 'Low' on bottom. The top left quarter, highly invested ransomware as a service, reads 'Organization is protected from most ransomware attacks and isn’t directly targeted by state-sponsored attacks.' The top right quarter, highly invested state-sponsored, reads 'Organization is protected against most ransomware attacks but could be targeted by state-sponsored attacks if considered a high-value target.' The bottom left quarter, low investment ransomware as a service, reads 'Organization is exposed to most ransomware attacks and is vulnerable to hackers looking to make a quick buck by casting a wide net.' The bottom right quarter, low investment state-sponsored, reads 'Organization is exposed to most ransomware attacks and risks being swept up in a supply chain attack by being targeted or as collateral damage.'

      Recommendations

      Create a ransomware incident response plan. Assess your current security practices and identify gaps. Quantify your ransomware risk to prioritize investments and run tabletop planning exercises for ransomware attacks.

      Reduce your exposure to ransomware. Focus on securing the frontlines by improving phishing awareness among staff and deploying AI tools to help flag attacks. Use multi-factor authentication. Take a zero-trust approach and review your use of RDP, SSH, and VPN.

      Require security in contracts. Security must be built into vendor contracts. Government contracts are now doing this, elevating security to the same level as functionality and support features. This puts money incentives behind improving security. (Interview with Intel Federal CTO Steve Orrin)

      42% of IT practitioners feel employees must do much more to help defend against ransomware. (Info-Tech Tech Trends 2022 Survey)

      Info-Tech Resources

      Carbon Metrics in Energy 4.0

      TREND 03 | BUSINESS PROCESS CONTROLS AND INTERNAL AUDIT

      Use Internet of Things (IoT) and auditable tracking to provide insight into business process implications for greenhouse gas emissions.

      Emerging technologies:
      IoT

      Introduction

      Making progress towards a carbon-neutral future.

      A landmark report published in 2021 by the United Nations Intergovernmental Panel on Climate Change underlines that human actions can still determine the future course of climate change. The report calls on governments, individuals, and organizations to stop putting new greenhouse gas emissions into the atmosphere no later than 2050, and to be at the halfway point to achieving that by 2030.

      With calls to action becoming more urgent, organizations are making plans to reduce the use of fossil fuels, move to renewable energy sources, and reduce consumption that causes more emissions downstream. As both voluntary and mandatory regulatory requirements task organizations with reducing emissions, they will first be challenged to accurately measure the size of their footprint.

      CIOs in organizations are well positioned to make conscious decisions to both influence how technology choices impact carbon emissions and implement effective tracking of emissions across the entire enterprise.

      Canada’s CIO strategy council is calling on organizations to sign a “sustainable IT pledge” to cut emissions from IT operations and supply chain and to measure and disclose emissions annually. (CIO Strategy Council, Sustainable IT Pledge)

      SCOPE 3 – Indirect Consumption

      • Goods and services
      • Fuel, travel, distribution
      • Waste, investments, leased assets, employee activity

      SCOPE 2 – Indirect Energy

      • Electricity
      • Heat and cooling

      SCOPE 1 – Direct

      • Facilities
      • Vehicles

      Signals

      Emissions tracking requires a larger scope.

      About two-thirds of organizations have a commitment to reduce greenhouse gas emissions. When asked about what tactics they use to reduce emissions, the most popular options affect either scope 1 emissions (retiring older IT equipment) or scope 2 emissions (using renewable energy sources). Fewer are using tactics that would measure scope 3 emissions such as using IoT to track or using software or AI.

      68% of organizations say they have a commitment to reduce greenhouse gas emissions. (Info-Tech Tech Trends 2022 Survey)

      Approaches to reducing carbon emissions

      Using "smart technologies" or IoT to help cut emissions 12%
      Creating incentive programs for staff to reduce emissions 10%
      Using software or AI to manage energy use 8%
      Using external DC or cloud on renewable energy 16%
      Committing to external emissions standards 15%
      Retiring/updating older IT equipment 33%
      Using renewable energy sources 41%

      (Info-Tech Tech Trends 2022 Survey)

      Drivers

      Investor pressure

      The world’s largest asset manager, at $7 trillion in investments, says it will move away from investing in firms that are not aligned to the Paris Agreement. (The New York Times, 2020)

      Compliance tipping point

      International charity CDP has been collecting environmental disclosure from organizations since 2002. In 2020, more than 9,600 of the world’s largest companies – representing over 50% of global market value – took part. (CDP, 2021)

      International law

      In 2021, six countries have net-zero emissions policies in law, six have proposed legislations, and 20 have policy documents. (Energy & Climate Intelligence Unit, 2021)

      Employee satisfaction

      In 2019, thousands of workers walked out of offices of Amazon, Google, Twitter, and Microsoft to demand their employers do more to reduce carbon emissions. (NBC News, 2021)

      High influence factors for carbon reduction

      • 25% – New government laws or policies
      • 9% – External social pressures
      • 9% – Pressure from investors
      • 8% – International climate compliance efforts
      • 7% – Employee satisfaction

      (Info-Tech Tech Trends 2022 Survey)

      Risks and Benefits

      Benefits

      Trust Tracking carbon emissions creates transparency into an organization’s operations and demonstrates accountability to its carbon emissions reduction goals.
      Innovation As organizations become more proficient with carbon measurement and modeling, insights can be leveraged as a decision-making tool.
      Resilience Reducing energy usage shrinks your carbon footprint, increases operational efficiency, and decreases energy costs.

      Risks

      Regulatory Divergence Standardization of compliance enforcement around carbon emissions is a work in progress. Several different voluntary frameworks exist, and different governments are taking different approaches including taxation and cap-and-trade markets.
      Perceptions Company communications that speak to emissions reduction targets without providing proof can be accused of “greenwashing” or falsely trying to improve public perception.
      Financial Pain Institutional investments are requiring clear commitments and plans to reduce greenhouse gases. Some jurisdictions are now taxing carbon emissions.

      “When you can take technology and embed that into management change decisions that impact the environment, you can essentially guarantee that [greenhouse gas] offset. Companies that are looking to reduce their emissions can buy those offsets and it creates value for everybody.” (Wade Barnes, CEO and founder of Farmers Edge)

      Photo of Wade Barnes, CEO and founder of Farmers Edge.

      Listen to the Tech Insights podcast: The future of farming is digital

      Case Study

      Situation

      The Alberta Technology Innovation and Emissions Reduction Regulation is Alberta’s approach to reduce emissions from large industrial emitters. It prices GHG and provides a trading system.

      No-till farming and nitrogen management techniques sequester up to 0.3 metric tons of GHG per year.

      Complication

      Farmers Edge offers farmers a digital platform that includes IoT and a unified data warehouse. It can turn farm records into digital environmental assets, which are aggregated and sold to emitters.

      Real-time data from connected vehicles, connected sensors, and other various inputs can be verified by third-party auditors.

      Resolution

      Farmers Edge sold aggregated carbon offsets to Alberta power producer Capital Power to help it meet regulatory compliance.

      Farmers Edge is expanding its platform to include farmers in other provinces and in the US, providing them opportunity to earn revenue via its Smart Carbon program.

      The firm is working to meet standards outlined by the U.S. Department of Agriculture’s Natural Resources Conservation Service. (Interview with Wade Barnes, CEO, Farmers Edge)

      What's Next

      Global standards:

      The International Sustainability Standards Board (ISSB) has been formed by the International Financial Reporting Standards Foundation and will have its headquarters location announced in November at a United Nations conference. The body is already governing a set of global standards that have a roadmap for development through 2023 through open consultation. The standards are expected to bring together the multiple frameworks for sustainability standards and offer one global set of standards. (Business Council of Canada, 2021)

      CIOs take charge:

      The CIO is well positioned to take the lead role on corporate sustainability initiatives, including measuring and reducing an organization’s carbon footprint (or perhaps even monetizing carbon credits for an organization that is a negative emitter). CIOs can use their position as facilities managers and cross-functional process owners and mandate to reduce waste and inefficiency to take accountability for this important role. CIOs will expand their roles to deliver transparent and auditable reporting on environmental, social, and governance (ESG) goals for the enterprise.

      Uncertainties

      International resolve:

      Fighting the climate crisis will require governments and private sector collaboration from around the world to commit to creating new economic structures to discourage greenhouse gas emissions and incentivize long-term sustainable thinking. If some countries or private sector forces continue to prioritize short-term gains over sustainability, the U.N.’s goals won’t be achieved and the human costs as a result of climate change will become more profound.

      Cap-and-trade markets:

      Markets where carbon credits are sold to emitters are organized by various jurisdictions around the world and have different incentive structures. Some are created by governments and others are voluntary markets created by industry. This type of organization for these markets limits their size and makes it hard to scale the impact. Organizations looking to sell carbon credits at volume face the friction of having to navigate different compliance rules for each market they want to participate in.

      Carbon Metrics in Energy 4.0 Scenarios

      Determine your organization’s approach to measuring carbon dioxide and other greenhouse gas emissions by considering whether your organization is likely to be a high emitter or a carbon sink. Also consider your capability to measure and report on your carbon footprint.

      A map of Carbon Metrics in Energy 4.0 scenarios with two axes representing 'Quantification Capability, From not tracking any emissions whatsoever to tracking all emissions at every scope' and 'Greenhouse Gas Emissions, From mitigating more emissions than you create to emitting more than regulations allow'. The axes split the map into quarters. 'Quantification Capability' ranges from 'No Measures' on the left to 'All Emissions Measured' on the right. 'Greenhouse Gas Emissions' ranges from 'More Than Allowed' on top to 'Net-Negative' on bottom. The top left quarter, no measures and more than allowed, reads 'Companies that are likely to be high emitters and not measuring will attract the most scrutiny from regulators and investors.' The top right quarter, all measured and more than allowed, reads 'Companies emit more than regulators allow but the measurements show a clear path to mitigation through the purchase of carbon credits.' The bottom left quarter, no measures and net-negative, reads 'Companies able to achieve carbon neutrality or even be net-negative in emissions but unable to demonstrate it will still face scrutiny from regulators.' The bottom right quarter, all measured and net-negative, reads 'Companies able to remove more emissions than they create have an opportunity to aggregate those reductions and sell on a cap-and-trade market.'

      Recommendations

      Measure the whole footprint. Devise a plan to measure scope 1, 2, and 3 greenhouse gas emissions at a level that is auditable by a third party.

      Gauge the impact of Industry 4.0. New technologies in Industry 4.0 include IoT, additive manufacturing, and advanced analytics. Make sustainability a core part of your focus as you plan out how these technologies will integrate with your business.

      Commit to net zero. Make a clear commitment to achieve net-zero emissions by a specific date as part of your organization’s core strategy. Take a continuous improvement approach to make progress towards the goal with measurable results.

      New laws from governments will have the highest degree of influence on an organization’s decision to reduce emissions. (Info-Tech Tech Trends 2022 Survey)

      Info-Tech Resources

      Intangible Value Creation

      TREND 04 | DATA ARCHITECTURE

      Use blockchain technology to turn unique intellectual property into saleable digital products. Provide governance around marketplaces where sales are made.

      Emerging technologies:
      Blockchain, Distributed Ledger Technology, Virtual Environments

      Introduction

      Decentralized technologies are propelling the digital economy.

      As the COVID-19 pandemic has accelerated our shift into virtual social and economic systems, blockchain technology poses a new technological frontier – further disrupting digital interactions and value creation by providing a modification of data without relying on third parties. New blockchain software developments are being used to redefine how central banks distribute currency and to track provenance for scarce digital assets.

      Tokenizing the blockchain

      Non-fungible tokens (NFTs) are distinct cryptographic tokens created from blockchain technology. The rarity systems in NFTs are redefining digital ownership and being used to drive creator-centric communities.

      Not crypto-currency, central currency

      Central Bank Digital Currencies (CBDC) combine the same architecture of cryptocurrencies built on blockchain with the financial authority of a central bank. These currencies are not decentralized because they are controlled by a central authority, rather they are distributed systems. (Decrypt, 2021)

      80% of banks are working on a digital currency. (Atlantic Council, 2021)

      Brands that launched NFTs

      NBA, NFL, Formula 1, Nike, Stella Artois, Coca-Cola, Mattel, Dolce & Gabbana, Ubisoft, Charmin

      Banks that launched digital currencies

      The Bahamas, Saint Kitts and Nevis, Antigua and Barbuda, Saint Lucia, Grenada

      Signals

      ID on the blockchain

      Blockchains can contain smart contracts that automatically execute given specific conditions, protecting stakeholders involved in a transaction. These have been used by central banks to automate when and how currency can be spent and by NFT platforms to attribute a unique identity to a digital asset. Automation and identity verification are the most highly valued digital capabilities of IT practitioners.

      $69.3 million – The world’s most expensive NFT artwork sale, for Beeple’s “Everydays: The First 5,000 Days” (The New York Times, Mar. 2021)

      Digital capabilities that provide high value to the organization

      E-commerce 50%
      Automation 79%
      Smart contracts 42%
      Community building and engagement 55%
      Real-time payments 46%
      Tracking provenance 33%
      Identity verification 74%

      (Info-Tech Tech Trends 2022 Survey)

      Drivers

      Financial autonomy

      Central banks view cryptocurrencies as "working against the public good" and want to maintain control over their financial system to maintain the integrity of payments and provide financial crime oversight and protections against money laundering. (Board of Governors of the Federal Reserve System, 2021)

      Bitcoin energy requirements and greenhouse gas emissions

      Annual energy consumption of the Bitcoin blockchain in China is estimated to peak in 2024 at 297 TwH and generate 130.5 million metric tons of carbon emissions. That would exceed the annual GHG of the Czech Republic and Qatar and rank in the top 10 among 182 cities and 42 industrial sectors in China. This is motiving cryptocurrency developers and central banks to move away from the energy-intensive "Proof of Work" mining approach and towards the "Proof of Stake" approach. (Nature Communications, 2021)

      Digital communities

      During the pandemic, people spent more time exploring digital spaces and interacting in digital communities. Asset ownership within those communities is a way for individuals to show their own personal investment in the community and achieve a status that often comes with additional privileges. The digital assets can also be viewed as an investment vehicle or to gain access to exclusive experiences.

      “The pillars of the music economy have always been based on three things that the artist has never had full control of. The idea of distribution is freed up. The way we are going to connect to fans in this direct to fan value prop is very interesting. The fact we can monetize it, and that money exchange, that transaction is immediate. And on a platform like S!NG we legitimately have a platform to community build…. Artists are getting a superpower.” (Raine Maida, Chief Product Officer, S!NG Singer, Our Lady Peace)

      Raine Maida, Chief Product Officer, S!NG, and Singer, Our Lady Peace.

      Listen to the Tech Insights podcast: Raine Maida's startup is an NFT app for music

      Case Study

      Situation

      Artists can create works and distribute them to a wide audience more easily than ever with the internet. Publishing a drawing or a song to a website allows it to be infinitely copied. Creators can use social media accounts and digital advertisements to build up a fan base for their work and monetize it through sales or premium-access subscriber schemes.

      Complication

      The internet's capacity for frictionless distribution is a boon and a burden for artists at the same time. Protecting copyright in a digital environment is difficult because there is no way to track a song or a picture back to its creator. This devalues the work because it can be freely exchanged by users.

      Resolution

      S!NG allows creators to mint their works with a digital token that stamps its origin to the file and tracks provenance as it is reused and adapted into other works. It uses the ERC 721 standard on the Ethereum blockchain to create its NFT tokens. They are portable files that the user can create for free on the S!NG platform and are interoperable with other digital token platforms. This enables a collaboration utility by reducing friction in using other people's works while giving proper attribution. Musicians can create mix tracks using the samples of others’ work easily and benefit from a smart-contract-based revenue structure that returns money to creators when sales are made. (Interview with Geoff Osler and Raine Maida, S!NG Executives)

      Risks and Benefits

      Benefits

      Autonomy Digital money and assets could proliferate the desire for autonomy as users have greater control over their assets (by cutting out the middlemen, democratizing access to investments, and re-claiming ownership over intangible data).
      Community Digital worlds and assets offer integrated and interoperable experiences influenced by user communities.
      Equity Digital assets allow different shareholder equity models as they grant accessible and affordable access to ownership.

      Risks

      Volatility Digital assets are prone to volatile price fluctuations. A primary reason for this is due to its perceived value relative to the fiat currency and the uncertainty around its future value.
      Security While one of the main features of blockchain-based digital assets is security, digital assets are vulnerable to breaches during the process of storing and trading assets.
      Access Access to digital marketplaces requires a steep learning curve and a base level of technical knowledge.

      What's Next

      Into the Metaverse:

      Digital tokens are finding new utility in virtual environments known as the Metaverse. Decentraland is an example of a virtual reality environment that can be accessed via a web browser. Based on the Ethereum blockchain, it's seen sales of virtual land plots for hundreds of thousands of dollars. Sotheby's is one buyer, building a digital replica of its New Bond Street gallery in London, complete with commissionaire Hans Lomuldur in avatar form to greet visitors. The gallery will showcase and sell Sotheby's digital artworks. (Artnet News, 2021)

      Bitcoin as legal tender:

      El Salvador became the first country in the world to make Bitcoin legal tender in September 2021. The government intended for this to help citizens avoid remittance fees when receiving money sent from abroad and to provide a way for citizens without bank accounts to receive payments. Digital wallet Chivo launched with technical glitches and in October a loophole that allowed “price scalping” had to be removed to stop speculators from using the app to trade for profit. El Salvador’s experiment will influence whether other countries consider using Bitcoin as legal tender. (New Scientist, 2021)

      Uncertainties

      Stolen goods at the mint:

      William Shatner complained that Twitter account @tokenizedtweets had taken his content without permission and minted tokens for sale. In doing so, he pointed out there’s no guarantee a minted digital asset is linked to the creator of the attached intellectual property.

      Decentralized vs. distributed finance:

      Will blockchain-based markets be controlled by a single platform operator or become truly open? For example, Dapper Labs centralizes the minting of NFTs on its Flow blockchain and controls sales through its markets. OpenSea allows NFTs minted elsewhere to be brought to the platform and sold.

      Supply and demand:

      Platforms need to improve the reliability of minting technology to create tokens in the future. Ethereum's network is facing more demand than it can keep up with and requires future upgrades to improve its efficiency. Other platforms that support minting tokens are also awaiting upgrades to be fully functional or have seen limited NFT projects launched on their platform.

      Intangible Value Creation Scenarios

      Determine your organization’s strategy by considering the different scenarios based on two main factors. The design decisions are made around whether digital assets are decentralized or distributed and whether the assets facilitate transactions or collections.

      A map of Intangible Value Creation scenarios with two axes representing 'Fungibility, From assets that are designed to be exchanged like currency to assets that are unique' and 'Asset Control Model, From decentralized control with open ownership to centralized control with distributed assets'. The axes split the map into quarters. 'Fungibility' ranges from 'Transactional' on the left to 'Collectible' on the right. 'Asset Control Model' ranges from 'Distributed' on top to 'Decentralized' on bottom. The top left quarter, distributed transactional, reads 'Platform-controlled digital exchanges and utility (e.g. tokens exchanged for fan experiences, central bank digital currency, S!NG).' The top right quarter, distributed collectible, reads 'Platform-controlled digital showcases and community (e.g. NBA Top Shot, Decentraland property).' The bottom left quarter, decentralized transactional, reads 'Peer-controlled digital exchanges and utility (e.g. Bitcoin).' The bottom right quarter, decentralized collectible, reads 'Peer-controlled digital showcases and community (e.g. OpenSea and Ethereum-based NFTs).'

      Recommendations

      Determine your role in the digital asset ecosystem.
      • Becoming a platform provider for digital tokens will require a minting capability to create blockchain-based assets and a marketplace for users to exchange them.
      • Issuing digital tokens to a platform through a sale will require making partnerships and marketing.
      • Investing in digital assets will require management of digital wallets and subject-matter expert analysis of the emerging markets.
      Track the implications of digital currencies.

      Track what your country’s central bank is planning for digital currency and determine if you’ll need to prepare to support it. Be informed about payment partner support for cryptocurrency and consider any complications that may introduce.

      $1 billion+ – The amount of cryptocurrency spent by consumers globally through crypto-linked Visa cards in first half of 2021. (CNBC, July 2021)

      Info-Tech Resources

      Automation as a Service

      TREND 05 | INNOVATION

      Automate business processes and access new sophisticated technology services through platform integration.

      Emerging technologies:
      Cloud platforms, APIs, Generative AI

      Introduction

      The glue for innovation

      Rapidly constructing a business model that is ready to compete in a digital economy requires continuous innovation. Application programming interfaces (APIs) can accelerate innovation by unlocking marketplaces of ready-to-use solutions to business problems and automating manual tasks to make more time for creativity. APIs facilitate a microarchitecture approach and make it possible to call upon a new capability with a few lines of code. This is not a new tool, as the first API was specified in 1951, but there were significant advances of both scale and capability in this area in 2021.

      In the past 18 months, API adoption has exploded and even industries previously considered as digital laggards are now integrating them to reinvent back-office processes. Technology platforms specializing in API management are attracting record-breaking investment. And sophisticated technology services such as artificial intelligence are being delivered by APIs.

      APIs can play a role in every company’s digital strategy, from transforming back-office processes to creating revenue as part of a platform.

      $500,000 was invested in API companies in 2016. (Forbes, May 2021)

      $2,000,000,000+ was invested in API companies in 2020. (Forbes, May 2021)

      69% of IT practitioners say digital transformation has been a high priority for their organization during the pandemic. (Info-Tech Tech Trends 2022 Survey)

      51% of developers used more APIs in 2020 than in 2019. (InsideHPC, 2021)

      71% of developers planned to use even more APIs in 2021. (InsideHPC, 2021)

      Signals

      IT practitioners indicate that digital transformation was a strong focus for their organization during the pandemic and will remain so during the period afterwards, and one-third say their organizations were “extremely focused” on digital transformation.

      When it came to shifting processes from being done manually to being completed digitally, more than half of IT practitioners say they shifted at least 21% of their processes during the past year. More than one in five say that at least 60% of their processes were shifted from manual to digital in the past year.

      3.5 trillion calls were performed on API management platform Apigee, representing a 50% increase year over year. (SiliconANGLE, 2021)

      Processes shifted from manual to digital in the past year

      A horizontal bar chart recording survey responses regarding the percent of processes that shifted from manual to digital in the past year. The horizontal axis is 'percent of survey respondents' with values from 0 to 35%. The vertical axis is 'percent of process shifted to digital' with bar labels 'Between 0 to 20%', 'Between 21 to 40%', and so on until 'Between 81 to 100%'. 20% of respondents answered '0 to 20%' of processes went digital. 28% of respondents answered '21 to 40%' of processes went digital. 30% of respondents answered '41 to 60%' of processes went digital. 15% of respondents answered '61 to 80%' of processes went digital. 7% of respondents answered '81 to 100%' of processes went digital.

      Drivers

      Covid-19

      The pandemic lockdowns pushed everyone into a remote-work scenario. With in-person interaction not an option, even more traditional businesses had to adapt to digital processes.

      Customer Expectations

      The success of digital services in the consumer space is causing expectations to rise in other areas, such as professional services. Consumers now want their health records to be portable and they want to pay their lawyer through e-transfer, not by writing a cheque. (Interview with Mik Lernout)

      Standardization

      Technology laggard industries such as legal and healthcare are recognizing the pain of working with siloed systems. New standardization efforts are driving the adoption of open APIs at a rapid rate. (Interview with Jennifer Jones, Research Director – Industry, Info-Tech Research Group)

      Risks and Benefits

      Benefits

      Speed Using a microarchitecture approach with readily available services constructed in different ways provides a faster way to get from idea to minimum-viable product.
      Intelligence Open APIs have more than ever exposed people to sophisticated AI algorithms that were in the domain of only advanced researchers just a couple years ago. Developers can integrate AI with a couple lines of code. Non-technical users can train algorithms with low-code and no-code tools (Forbes, Sept. 2021).
      Resilience If one function of a solution doesn't work, it can be easily replaced with another one available on the market and the overall experience is maintained.

      Risks

      Loss of Privacy APIs are being targeted by hackers as a way to access personal information. Recent API-related leaks affected Experian, John Deere, Clubhouse, and Peloton (VentureBeat, 2021).
      Complexity Using a decentralized approach to assemble applications means that there is no single party accountable for the solution. Different pieces can break, or oversights can go unnoticed.
      Copycats Platforms that take the approach of exposing all functions via API run the risk of having their services used by a competitor to offer the same solution but with an even better user experience.

      “When we think about what the pandemic did, we had this internal project called 'back to the future.' It kind of put the legal industry in a time machine and it kind of accelerated the legal industry 5, maybe even 10 years. A lot of the things we saw with the innovators became table stakes.” (Mik Lernout, Vice President of Product, Clio)

      Photo of Mik Lernout, Vice president of product, Clio.

      Listen to the Tech Insights podcast: Clio drives digital transformation to redefine the legal industry

      Case Study

      Situation

      The COVID-19 pandemic required the legal industry to shift to remote work. A typically change-resistant industry was now holding court hearings over videoconference, taking online payments, and collecting e-signatures on contracts. For Clio, a software-as-a-service software vendor that serves the legal industry, its client base grew and its usage increased. It previously focused on the innovators in the legal industry, but now it noticed laggards were going digital too.

      Complication

      Law firms have very different needs depending on their legal practice area (e.g. family law, corporate law, or personal injury) and what jurisdiction they operate in.

      Clients are also demanding more from their lawyers in terms of service experience. They don't want to travel to the law office to drop off a check but expect digital interactions on par with service they receive in other areas.

      Resolution

      Since its inception, Clio built its software product so that all of its functions could be called upon by an API as well. It describes its platform as the "operating system for the legal industry." Its API functions include capabilities like managing activities, billing, and contracts. External developers can submit applications to the Clio Marketplace to add new functionality. Its platform approach enables it to find solutions for its 150,000+ users. During the pandemic, Clio saw its customers rely on its APIs more than ever before. It expects this accelerated adoption to be the way of working in the future. (ProgrammableWeb, 2021; Interview with Mik Lernout)

      What's Next

      GOOGLE’S API-FIRST APPROACH:

      Google is expanding its Apigee API management platform so enterprises will be able to connect existing data and applications and access them via APIs. It's part of Google's API-first approach to digital transformation, helping enterprises with their integration challenges. The new release includes tools and a framework that's needed to integrate services in this way and includes pre-built connectors for common business apps and services such as Salesforce, Cloud SQL, MySQL, and BigQuery. (SiliconANGLE, 2021)

      Uncertainties

      API SECURITY:

      APIs represent another potential vulnerability for hackers to exploit and the rise in popularity has come with more security incidents. Companies using APIs have leaked data through APIs, with one research report on the state of API security finding that 91% of organizations have suffered an API security incident. Yet more than a quarter of firms running production APIs don’t have an API security strategy. (VentureBeat, 2021)

      For low IT maturity organizations moving onto platforms that introduce API capabilities, education is required about the consequences of creating more integrations. Platforms must bear some responsibility for monitoring for irregular activity. (Interview with Mik Lernout)

      Automation as a Service Scenarios

      Determine your organization’s platform strategy from the basis of your digital maturity – from that of a laggard to a native – and whether it involves monetized APIs vs. freely available public APIs. A strategy can include both the consumption of APIs and the creation of them.

      A map of Automation as a Service scenarios with two axes representing 'Business Model, From an open and public API to a monetized pay-for-use API' and 'Digital Maturity, From being a digital laggard to being a digital native'. The axes split the map into quarters. 'Business Model' ranges from 'Public APIs' on the left to 'Monetized APIs' on the right. 'Digital Maturity' ranges from 'Digital Native' on top to 'Digital Laggard' on bottom. The top left quarter, digital native public APIs, reads 'Platform business model that grows through adoption of free APIs (e.g. Clio).' The top right quarter, digital native monetized APIS, reads 'Platform business model with spectrum of API services including free tiers.' The bottom left quarter, digital laggard public APIs, reads 'Consume public APIs to simplify and automate business processes and improve customer experience (e.g. law firms using Clio).' The bottom right quarter, digital laggard monetized APIs, reads 'Consume paid APIs to provide customers with expanded services (e.g. retailer Lowe’s uses AccuWeather to predict supply and demand).'

      Recommendations

      Leverage APIs to connect your systems. Create a repeatable process to improve the quality, reusability, and governance of your web APIs.

      Transform your business model with digital platforms. Use the best practices of digital native enterprises and leverage your core assets to compete in a digital economy.

      Deliver sophisticated new capabilities with APIs. Develop an awareness of new services made available through API integration, such as artificial intelligence, and take advantage of them.

      4.5 billion words per day generated by the OpenAI natural language API GPT-3, just nine months after launch. (OpenAI, 2021)

      Info-Tech Resources

      Behind the design

      Inspiration provided by the golden ratio

      The golden ratio has long fascinated humans for its common occurrence in nature and inspired artists who adopted its proportions as a guiding principle for their creations. A new discovery of the golden ratio in economic cycles was published in August 2021 by Bert de Groot, et al. As the boundaries of value creation blur between physical and digital and the pace of change accelerates, these digital innovations may change our lives in many ways. But they are still bound by the context of the structure of the economy. Hear more about this surprising finding from de Groot and from this report’s designer by listening to our podcast. (Technological Forecasting and Social Change, 2021)

      “Everything happening will adapt itself into the next cycle, and that cycle is one phi distance away.” (Bert de Groot, professor of economics at Erasmus University Rotterdam)

      Photo of Bert de Groot, Professor of Economics at Erasmus University Rotterdam.

      Listen to the Tech Insights podcast: New discovery of the golden ratio in the economy

      Contributing Experts

      Vijay Sundaram
      Chief Strategy Officer, Zoho
      Photo of Vijay Sundaram, Chief Strategy Officer, Zoho.
      Jason Brommet
      Head of Modern Work and Security Business Group, Microsoft
      Photo of Jason Brommet, Head of Modern Work and Security Business Group at Microsoft.
      Steve Orrin
      Federal Chief Technology Officer, Intel
      Photo of Steve Orrin, Federal Chief Technology Officer, Intel.
      Wade Barnes
      CEO and Founder, Farmers Edge
      Photo of Wade Barnes, CEO and founder of Farmers Edge.

      Contributing Experts

      Raine Maida
      Chief Product Officer, S!NG
      Singer, Our Lady Peace
      Raine Maida, Chief Product Officer, S!NG Singer, Our Lady Peace.
      Geoff Osler
      CEO, S!NG
      Photo of Geoff Osler, CEO, S!NG.
      Mik Lernout
      Vice President of Product, Clio
      Photo of Mik Lernout, Vice President of Product, Clio.
      Bert de Groot
      Professor of Economics, Erasmus University Rotterdam
      Photo of Bert de Groot, Professor of Economics at Erasmus University Rotterdam.

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      Bibliography – Carbon Metrics in Energy 4.0

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      Jiang, Shangrong, et al. “Policy Assessments for the Carbon Emission Flows and Sustainability of Bitcoin Blockchain Operation in China.” Nature Communications, vol. 12, no. 1, Apr. 2021, p. 1938. Springer Nature, https://doi.org/10.1038/s41467-021-22256-3.

      Reyburn, Scott. “JPG File Sells for $69 Million, as ‘NFT Mania’ Gathers Pace.” The New York Times, 11 Mar. 2021. Web.

      Taylor, Luke. “Bitcoin: El Salvador’s Cryptocurrency Gamble Hit by Trading Loophole.” New Scientist, 25 Oct. 2021. Web.

      Bibliography – Automation as a Service

      Belsky, Scott. “The Furry Lisa, CryptoArt, & The New Economy Of Digital Creativity.” Medium, 21 Feb. 2021. Web.

      Culbertson, Joy. “10 Top Law APIs.” ProgrammableWeb, 14 Feb. 2021. Web.

      Caballar, Rina Diane. “Programming by Voice May Be the Next Frontier in Software Development - IEEE Spectrum.” IEEE Spectrum: Technology, Engineering, and Science News, 22 Mar 2021. Accessed 23 Mar. 2021.

      Gonsalves, Chris. “The Problem with APIs.” VentureBeat, 7 May 2021. Web.

      Graca, Joao. “Council Post: How APIs Are Democratizing Access To AI (And Where They Hit Their Limits).” Forbes, 24 Sept 2021. Accessed 28 Sept. 2021.

      Harris, Tony. “What is the API Economy?” API Blog: Everything You Need to Know, 4 May 2021. Web.

      Kitsing, Meelis. Scenarios for Digital Platform Ecosystems, 2020, pp. 453-57. ResearchGate, https://doi.org/10.1109/ICCCS49078.2020.9118571.

      Pilipiszyn, Ashley. “GPT-3 Powers the Next Generation of Apps.” OpenAI, 25 Mar. 2021. Web.

      Rethans, John. “So You Want to Monetize Your APIs?” APIs and Digital Transformation, 29 June 2018. Web.

      Bibliography – Automation as a Service

      Salyer, Patrick. “API Stack: The Billion Dollar Opportunities Redefining Infrastructure, Services & Platforms.” Forbes, 4 May 2021. Accessed 27 Oct. 2021.

      staff. “RapidAPI Raises $60M for Expansion of API Platform.” InsideHPC, 21 Apr. 2021. Web.

      Taulli, Tom. “API Economy: Is It The Next Big Thing?” Forbes, 18 Jan. 2021. Accessed 5 May 2021.

      Warren, Zach. “Clio Taking 2021 Cloud Conference Virtual, Announces New Mission Among Other News.” Legaltech News, 11 Mar. 2021. Web.

      Wheatley, Mike. “Google Announces API-First Approach to Application Data Integration with Apigee.” SiliconANGLE, 28 Sept. 2021. Web.

      About the research

      Tech trends survey

      As part of its research process for the 2022 Tech Trends Report, Info-Tech Research Group conducted an open online survey among its membership and wider community of professionals. The survey was fielded from August 2021 to September 2021, collecting 475 responses.

      The underlying metrics are diverse, capturing 14 countries and regions and 16 Industries.

      A geospatial chart of the world documenting the percentage of respondents from each country to Info-Tech's '2022 Tech Trends Report' Percentages are below.
      01 United States 45.3% 08 India 1.7%
      02 Canada 19.2% 09 Other (Asia) 1.7%
      03 Africa 9.3% 10 New Zealand 1.5%
      04 Other (Europe) 5.3% 11 Germany 0.8%
      05 Australia 4.2% 12 Mexico 0.4%
      06 Great Britain 3.8% 13 Netherlands 0.4%
      07 Middle East 2.9% 14 Japan 0.2%

      Industry

      01 Government 18.9%
      02 Media, Information, & Technology 12.8%
      03 Professional Services 12.8%
      04 Manufacturing 9.9%
      05 Education 8.8%
      06 Healthcare 8.2%
      07 Financial Services 7.8%
      08 Transportation & Logistics 3.4%
      09 Utilities 3.4%
      10 Insurance 2.5%
      11 Retail & Wholesale 2.5%
      12 Construction 2.3%
      13 Natural Resources 2.1%
      14 Real Estate & Property Management 1.7%
      15 Arts & Leisure 1.5%
      16 Professional Associations 1.3%

      Department

      IT (information technology) 88.2%
      Other (Department) 3.79%
      Operations 2.32%
      Research & Development 1.89%
      Sales 1.26%
      Administration 1.06%
      Finance 0.42%
      HR (Human Resources) 0.42%
      Marketing 0.42%
      Production 0.21%

      Role

      Manager 24%
      Director-level 22%
      C-level officer 19%
      VP-level 9%
      Team lead / supervisor 7%
      Owner / President / CEO 7%
      Team member 7%
      Consultant 5%
      Contractor 1%

      IT Spend

      Respondents on average spent 35 million per year on their IT budget.

      Accounting for the outlier responses – the median spend sits closer to 4.5 million per year. The highest spend on IT was within the Government, Healthcare, and Retail & Wholesale sectors.

      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

      Implement Software Asset Management

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      • 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

      Build a Security Compliance Program

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      • member rating overall impact: 9.6/10 Overall Impact
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      • Parent Category Name: Governance, Risk & Compliance
      • Parent Category Link: /governance-risk-compliance
      • Most organizations spend between 25 and 40 percent of their security budget on compliance-related activities.
      • Despite this growing investment in compliance, only 28% of organizations believe that government regulations help them improve cybersecurity.
      • The cost of complying with cybersecurity and data protection requirements has risen to the point where 58% of companies see compliance costs as barriers to entering new markets.
      • However, recent reports suggest that while the costs of complying are higher, the costs of non-compliance are almost three times greater.

      Our Advice

      Critical Insight

      • Test once, attest many. Having a control framework allows you to satisfy multiple compliance requirements by testing a single control.
      • Choose your own conformance adventure. Conformance levels allow your organization to make informed business decisions on how compliance resources will be allocated.
      • Put the horse before the cart. Take charge of your audit costs by preparing test scripts and evidence repositories in advance.

      Impact and Result

      • Reduce complexity within the control environment by using a single framework to align multiple compliance regimes.
      • Provide senior management with a structured framework for making business decisions on allocating costs and efforts related to cybersecurity and data protection compliance obligations.
      • Reduces costs and efforts related to managing IT audits through planning and preparation.
      • This blueprint can help you comply with NIST, ISO, CMMC, SOC2, PCI, CIS, and other cybersecurity and data protection requirements.

      Build a Security Compliance Program Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to find out why you should manage your security compliance obligations, 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:

      Infographic

      Workshop: Build a Security Compliance 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 Establish the Program

      The Purpose

      Establish the security compliance management program.

      Key Benefits Achieved

      Reviewing and adopting an information security control framework.

      Understanding and establishing roles and responsibilities for security compliance management.

      Identifying and scoping operational environments for applicable compliance obligations.

      Activities

      1.1 Review the business context.

      1.2 Review the Info-Tech security control framework.

      1.3 Establish roles and responsibilities.

      1.4 Define operational environments.

      Outputs

      RACI matrix

      Environments list and definitions

      2 Identify Obligations

      The Purpose

      Identify security and data protection compliance obligations.

      Key Benefits Achieved

      Identifying the security compliance obligations that apply to your organization.

      Documenting obligations and obtaining direction from management on conformance levels.

      Mapping compliance obligation requirements into your control framework.

      Activities

      2.1 Identify relevant security and data protection compliance obligations.

      2.2 Develop conformance level recommendations.

      2.3 Map compliance obligations into control framework.

      2.4 Develop process for operationalizing identification activities.

      Outputs

      List of compliance obligations

      Completed Conformance Level Approval forms

      (Optional) Mapped compliance obligation

      (Optional) Identification process diagram

      3 Implement Compliance Strategy

      The Purpose

      Understand how to build a compliance strategy.

      Key Benefits Achieved

      Updating security policies and other control design documents to reflect required controls.

      Aligning your compliance obligations with your information security strategy.

      Activities

      3.1 Review state of information security policies.

      3.2 Recommend updates to policies to address control requirements.

      3.3 Review information security strategy.

      3.4 Identify alignment points between compliance obligations and information security strategy.

      3.5 Develop compliance exception process and forms.

      Outputs

      Recommendations and plan for updates to information security policies

      Compliance exception forms

      4 Track and Report

      The Purpose

      Track the status of your compliance program.

      Key Benefits Achieved

      Tracking the status of your compliance obligations.

      Managing exceptions to compliance requirements.

      Reporting on the compliance management program to senior stakeholders.

      Activities

      4.1 Define process and forms for self-attestation.

      4.2 Develop audit test scripts for selected controls.

      4.3 Review process and entity control types.

      4.4 Develop self-assessment process.

      4.5 Integrate compliance management with risk register.

      4.6 Develop metrics and reporting process.

      Outputs

      Self-attestation forms

      Completed test scripts for selected controls

      Self-assessment process

      Reporting process

      Recommended metrics

      Embed Security Into the DevOps Pipeline

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      • Parent Category Name: Secure Cloud & Network Architecture
      • Parent Category Link: /secure-cloud-network-architecture
      • Your organization is starting its DevOps journey and is looking to you for guidance on how to ensure that the outcomes are secure.
      • Or, your organization may have already embraced DevOps but left the security team behind. Now you need to play catch-up.

      Our Advice

      Critical Insight

      • Shift security left. Identify opportunities to embed security earlier in the development pipeline.
      • Start with minimum viable security. Use agile methodologies to further your goals of secure DevOps.
      • Treat “No” as a finite resource. The role of security must transition from that of naysayer to a partner in finding the way to “Yes.”

      Impact and Result

      • Leverage the CLAIM (Culture, Learning, Automation, Integration, Measurement) Framework to identify opportunities to close the gaps.
      • Collaborate to find new ways to shift security left so that it becomes part of development rather than an afterthought.
      • Start with creating minimum viable security by developing a DevSecOps implementation strategy that focuses initially on quick wins.

      Embed Security Into the DevOps Pipeline Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to find out why you should secure the DevOps pipeline, 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. Identify opportunities

      Brainstorm opportunities to secure the DevOps pipeline using the CLAIM Framework.

      • Embed Security Into the DevOps Pipeline – Phase 1: Identify Opportunities

      2. Develop strategy

      Assess opportunities and formulate a strategy based on a cost/benefit analysis.

      • Embed Security Into the DevOps Pipeline – Phase 2: Develop Strategy
      • DevSecOps Implementation Strategy Template
      [infographic]

      Identify and Manage Security Risk Impacts on Your Organization

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      • Parent Category Name: Vendor Management
      • Parent Category Link: /vendor-management
      • More than any other time, our world is changing. As a result, organizations – and their vendors – need to be able to adapt their plans to accommodate risk on an unprecedented level.
      • A new global change will impact your organization at any given time. Ensure that you monitor threats appropriately and that your plans are flexible enough to manage the inevitable consequences.

      Our Advice

      Critical Insight

      • Identifying and managing a vendor’s potential security risk impacts on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes could introduce new risks.
      • Organizational leadership is often taken unaware during crises, and their plans lack the flexibility needed to adjust to significant market upheavals and surprise incidents.

      Impact and Result

      • Vendor management practices educate organizations on the potential risks from vendors in your market and suggest creative and alternative ways to avoid and manage them.
      • Prioritize and classify your vendors with quantifiable, standardized rankings.
      • Prioritize focus on your high-risk vendors.
      • Standardize your processes for identifying and monitoring vendor risks to manage potential impacts with our Security Risk Impact Tool.

      Identify and Manage Security 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 Security Risk Impacts on Your Organization Deck – Use the research to better understand the negative impacts of vendor actions on your security.

      Use this research to identify and quantify the potential security impacts caused by vendors. Use Info-Tech’s approach to look at the security impacts from various perspectives to better prepare for issues that may arise.

      • Identify and Manage Security Risk Impacts on Your Organization Storyboard

      2. Security Risk Impact Tool – Use this tool to help identify and quantify the security 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.

      • Security Risk Impact Tool
      [infographic]

      Further reading

      Identify and Manage Security Risk Impacts on Your Organization

      Know where the attacks are coming from so you know where to protect.

      Analyst perspective

      It is time to start looking at risk realistically and move away from “trust but verify” toward zero trust.

      Frank Sewell, Research Director, Vendor Management

      Frank Sewell,
      Research Director, Vendor Management
      Info-Tech Research Group

      We are inundated with a barrage of news about security incidents on what seems like a daily basis. In such an environment, it is easy to forget that there are ways to help prevent such things from happening and that they have actual costs if we relax our diligence.

      Most people are aware of defense strategies that help keep their organization safe from direct attack and inside threats. Likewise, they expect their trusted partners to perform the same diligence. Unfortunately, as more organizations use cloud service vendors, the risks with n-party vendors are increasing.

      Over the last few years, we have learned the harsh lesson that downstream attacks affect more businesses than we ever expected as suppliers, manufacturers of base goods and materials, and rising transportation costs affect the global economy.

      “Trust but verify” – while a good concept – should give way to the more effective zero-trust model in favor of knowing it’s not a matter of if an incident happens but when.

      Executive Summary

      Your Challenge

      More than any other time, our world is changing. As a result, organizations – and their vendors – need to be able to adapt their plans to accommodate risk on an unprecedented level.

      A new global change will impact your organization at any given time. Ensure that you monitor threats appropriately and that your plans are flexible enough to manage the inevitable consequences.

      Common Obstacles

      Identifying and managing a vendor’s potential security risk impacts on your organization requires multiple people in the organization across several functions. Those people all need coaching on the potential changes in the market and how these changes could introduce new risks.

      Organizational leadership is often taken unaware during crises, and their plans lack the flexibility needed to adjust to significant market upheavals and surprise incidents.

      Info-Tech’s Approach

      Vendor management practices educate organizations on the potential risks from vendors in your market and suggest creative and alternative ways to avoid and manage them.

      Prioritize and classify your vendors with quantifiable, standardized rankings.

      Prioritize focus on your high-risk vendors.

      Standardize your processes for identifying and monitoring vendor risks to manage potential impacts with our Security Risk Impact Tool.

      Info-Tech Insight
      Organizations must evolve their security risk assessments to be more adaptive to respond to global changes in the market. Ongoing monitoring of third-party vendor risks and holding those vendors accountable throughout the vendor lifecycle are critical to preventing disastrous impacts.

      Info-Tech’s multi-blueprint series on vendor risk assessment

      There are many individual components of vendor risk beyond cybersecurity.

      Multi-blueprint series on vendor risk assessment

      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.

      Security risk impacts

      Potential losses to the organization due to security incidents

      • In this blueprint we’ll explore security risks, particularly from third-party vendors, and their impacts.
      • Identify potentially disruptive events to assess the overall impact on organizations and implement adaptive measures to correct security plans.

      The world is constantly changing

      The IT market is constantly reacting to global influences. By anticipating changes, leaders can set expectations and work with their vendors to accommodate them.

      When the unexpected happens, being able to adapt quickly to new priorities ensures continued long-term business success.

      Below are some things no one expected to happen in the last few years:

      62% 83% 84%
      Ransomware attacks spiked 62% globally (and 158% in North America alone). 83% of companies increased organizational focus on third-party risk management in 2020. In a 2020 survey, 84% of organizations reported having experienced a third-party incident in the last three years.
      One Trust, 2022 Help Net Security, 2021 Deloitte, 2020

      Identify and manage security risk impacts on your organization

      Identify and manage security risk impacts on your organization

      Due diligence will enable successful outcomes.

      What is third-party risk?

      Third-Party Vendor: Anyone who provides goods or services to a company or individual in exchange for payment transacted with electronic instructions (Law Insider).

      Third-Party Risk: The potential threat presented to organizations’ employee and customer data, financial information, and operations from the organization’s supply chain and other outside parties that provide products and/or services and have access to privileged systems (Awake Security).

      It is essential to know not only who your vendors are but also who their vendors are (n-party vendors). Organizations often overlook that their vendors rely on others to support their business, and those layers can add risk to your organization.

      Identify and manage security risks

      Global Pandemic

      Very few people could have predicted that a global pandemic would interrupt business on the scale experienced today. Organizations should look at their lessons learned and incorporate adaptable preparations into their security planning and ongoing monitoring moving forward.

      Vendor Breaches

      The IT market is an ever-shifting environment; more organizations are relying on cloud service vendors, staff augmentation, and other outside resources. Organizations should hold these vendors (and their downstream vendors) to the same levels of security and standards of conduct that they hold their internal resources.

      Resource Shortages

      A lack of resources is often overlooked, but it’s easily recognized as a reason for a security incident. All too often, companies are unwilling to dedicate resources to their vendors’ security risk assessment and ongoing monitoring needs. Only once an incident occurs do companies decide it is time to reprioritize.

      Build an IT Employee Engagement Program

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      • Parent Category Name: Engage
      • Parent Category Link: /engage
      • IT’s performance and stakeholder satisfaction with IT services hinge on IT’s ability to attract and retain top talent and to motivate teams to go above and beyond.
      • With the growing IT job market, turnover is a serious threat to IT’s ability to deliver seamless value and continuously drive innovation.
      • Engagement initiatives are often seen as being HR’s responsibility; however, IT leadership needs to take accountability for the retention and productivity of their employees in order to drive business value.

      Our Advice

      Critical Insight

      • Engagement is a two-way street. Initiatives must address a known need and be actively sought by employees – not handed down from management.
      • Engagement initiatives are useless unless they target the right issues. It can be tempting to focus on the latest perks and gadgets and ignore difficult issues. Use a systematic approach to uncover and tackle the real problems.
      • It’s time for IT leadership to step up. IT leaders have a much bigger impact on IT staff engagement than HR ever can. Leverage this power to lead your team to peak performance.

      Impact and Result

      • Info-Tech engagement diagnostics and accompanying tools will help you perform a deep dive into the root causes of disengagement on your team.
      • The guidance that accompanies Info-Tech’s tools will help you avoid common engagement program pitfalls and empower IT leaders to take charge of their own team’s engagement.

      Build an IT Employee Engagement Program Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to discover why engagement is critical to IT performance, review Info-Tech’s methodology, and understand how our tools will help you construct an effective employee engagement program.

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

      1. Measure employee engagement

      Use Info-Tech's Pulse or Full Engagement Surveys to measure employee engagement.

      • Improve Employee Engagement to Drive IT Performance – Phase 1: Measure Employee Engagement
      • Engagement Strategy Record
      • Engagement Communication Template

      2. Analyze results and ideate solutions

      Understand the drivers of engagement that are important for your team, and involve your staff in brainstorming engagement initiatives.

      • Improve Employee Engagement to Drive IT Performance – Phase 2: Analyze Results and Ideate Solutions
      • Engagement Survey Results Interpretation Guide
      • Full Engagement Survey Focus Group Facilitation Guide
      • Pulse Engagement Survey Focus Group Facilitation Guide
      • Focus Group Facilitation Guide Driver Definitions
      • One-on-One Manager Meeting Worksheet

      3. Select and implement engagement initiatives

      Select engagement initiatives for maximal impact, create an action plan, and establish open and ongoing communication about engagement with your team.

      • Improve Employee Engagement to Drive IT Performance – Phase 3: Select and Implement Engagement Initiatives
      • Summary of Interdepartmental Engagement Initiatives
      • Engagement Progress One-Pager
      [infographic]

      Workshop: Build an IT Employee Engagement Program

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

      1 (Preparation) Run Engagement Survey

      The Purpose

      Select and run your engagement survey prior to the workshop.

      Key Benefits Achieved

      Receive an in-depth report on your team’s engagement drivers to form the basis of your engagement strategy.

      Activities

      1.1 Select engagement survey.

      1.2 Identify engagement program goals and metrics.

      1.3 Run engagement survey.

      Outputs

      Full or Pulse engagement survey report

      Engagement survey results interpretation guide

      2 Explore Engagement

      The Purpose

      To understand the current state of engagement and prepare to discuss the drivers behind it with your staff.

      Key Benefits Achieved

      Empower your leadership team to take charge of their own teams’ engagement.

      Activities

      2.1 Review engagement survey results.

      2.2 Finalize focus group agendas.

      2.3 Train managers.

      Outputs

      Customized focus group agendas

      3 Hold Focus Groups

      The Purpose

      Establish an open dialogue with your staff to understand what would improve their engagement.

      Key Benefits Achieved

      Employee-generated initiatives have the greatest chance at success.

      Activities

      3.1 Identify priority drivers.

      3.2 Identify engagement KPIs.

      3.3 Brainstorm engagement initiatives.

      3.4 Vote on initiatives within teams.

      Outputs

      Summary of focus groups results

      Identified engagement initiatives

      Identified engagement initiatives

      4 Select and Plan Initiatives

      The Purpose

      Learn the characteristics of successful engagement initiatives and build execution plans for each.

      Key Benefits Achieved

      Choose initiatives with the greatest impact on your team’s engagement, and ensure you have the necessary resources for success.

      Activities

      4.1 Select engagement initiatives with IT leadership.

      4.2 Create initiative project plans.

      4.3 Present project plans.

      4.4 Define implementation checkpoints.

      4.5 Develop communications plan.

      4.6 Define strategy for ongoing engagement monitoring.

      Outputs

      Engagement project plans

      Implementation and communication checkpoints

      Further surveys planned (optional)

      5 Additional Leadership Training

      The Purpose

      Select training modules that best address your team’s needs from Info-Tech’s modular leadership training program.

      Key Benefits Achieved

      Arm your IT leadership team with the key skills of effective leadership, tailored to their existing experience level.

      Activities

      5.1 Adopting an Integrated Leadership Mindset

      5.2 Optimizing Talent Leadership Practices

      5.3 Driving Diversity & Inclusion

      5.4 Fortifying Internal Stakeholder Relations

      5.5 Engaging Executives and the Board

      5.6 Crafting Your Leadership Brand

      5.7 Crafting and Delivering Compelling Presentations

      5.8 Communication & Difficult Conversations

      5.9 Conflict Management

      5.10 Performance Management

      5.11 Feedback & Coaching

      5.12 Creating a Culture of Personal Accountability

      Outputs

      Develop the skills to lead resourcefully in times of uncertainty

      Apply leadership behaviors across enterprise initiatives to deploy and develop talent successfully

      Develop diversity and inclusion practices that turn the IT function and leaders into transformative champions of inclusion

      Identify elements of effective partnering to maximize the impact of internal interactions

      Understand the major obstacles to CEO and board relevance and uncover the keys to elevating your internal executive profile

      Develop a leadership brand statement that demonstrates leadership competency and is aligned with the brand, mission, vision, and goals of the organization

      Identify the components of effective presentations and hone your presentation skills

      Gain the skills to confront and drive solutions from difficult situations

      Develop strategies to engage in conflict constructively and reach a resolution that benefits the team or organization

      Learn to identify the root causes of low performance and develop the skills to guide employees through the process of improvement

      Adopt a behavior-focused coaching model to help managers sustain and apply effective coaching principles

      Understand how and when to encourage autonomy and how to empower employees to take success into their own hands

      Assess the Viability of M365-O365 Security Add-Ons

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      • Parent Category Name: Security Strategy & Budgeting
      • Parent Category Link: /security-strategy-and-budgeting

      The technical side of IT security demands the best security possible, but the business side of running IT demands that you determine what is cost-effective and can still do the job. You likely shrugged off the early iterations of Microsoft’s security efforts, but you may have heard that things have changed. Where do you start in evaluating Microsoft’s security products in terms of effectiveness? The value proposition sounds tremendous to the CFO, “free” security as part of your corporate license, but how does it truly measure up and how do you articulate your findings to the business?

      Our Advice

      Critical Insight

      Microsoft’s security products have improved to the point where they are often ranked competitively with mainstream security products. Depending on your organization’s licensing of Office 365/Microsoft 365, some of these products are included in what you’re already paying for. That value proposition is hard to deny.

      Impact and Result

      Determine what is important to the business, and in what order of priority.

      Take a close look at your current solution and determine what are table stakes, what features you would like to have in its replacement, and what your current solution is missing.

      Consider Microsoft’s security solutions using an objective methodology. Sentiment will still be a factor, but it shouldn’t dictate the decision you make for the good of the business.

      Assess the Viability of M365/O365 Security Add-Ons Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to assess the viability of M365/O365 security add-ons. Review Info-Tech’s methodology and understand the four key steps to completing this project.

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

      1. Review your current state

      Examine what you are licensed for, what you are paying, what you need, and what your constraints are.

      • Microsoft 365/Office 365 Security Add-Ons Assessment Tool

      2. Assess your needs

      Determine what is “good enough” security and assess the needs of your organization.

      3. Select your path

      Decide what you will go with and start planning your next steps.

      [infographic]

      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]

      Manage an IT Budget

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      • member rating average dollars saved: After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve.
      • member rating average days saved: Read what our members are saying
      • Parent Category Name: Cost & Budget Management
      • Parent Category Link: /cost-and-budget-management
      • IT is viewed as a cost center without a clear understanding of the value it provides.
      • After completing the budget, the CIO is faced with changing expectations, disruptions, new risks, and new threats.
      • IT departments often lack a reliable budget management process to keep itself on track towards its budget goals.
      • Over budgeting risks credibility if projects are not all delivered, while under budgeting risks not being able to execute important projects.

      Our Advice

      Critical Insight

      • Managing your budget is not just about numbers; it’s also about people and processes. Better relationships and a proper process leads to better management of your budget. Understand how your relationships and current processes might be leveraged to manage your budget.
      • No one likes to be over budget, but being under budget isn’t necessarily good either. Coming in under budget may mean that you are not accomplishing the initiatives that you promised you would, reflecting poor job performance.

      Impact and Result

      • Implement a formal budget management process that documents your planned budget and actual expenditures, tracks variances, and responds to those variances to stay on track towards budget goals.
      • Manage the expectations of business stakeholders by communicating the links between IT spend and business value in a way that is easily understood by the business.
      • Control for under- or overspending by using Info Tech’s budget management tool and tactics.

      Manage an IT Budget Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to understand the increasing expectations for IT departments to better manage their budgets, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

      1. Document

      Create a streamlined documentation process that also considers the elements of people and technology.

      • Manage an IT Budget – Phase 1: Document
      • Manage Your IT Budget Tool

      2. Track

      Track your planned budget against actual expenditures to catch areas of over- and underspending in a timely manner.

      • Manage an IT Budget – Phase 2: Track

      3. Control

      Leverage control mechanisms to manage variances in your budget.

      • Manage an IT Budget – Phase 3: Control
      [infographic]

      Workshop: Manage an IT Budget

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

      1 Document Budget

      The Purpose

      The first step of managing your IT budget is to make sure there is a properly documented budget that everyone agrees upon.

      Key Benefits Achieved

      A properly documented budget facilitates management and communication of the budget.

      Activities

      1.1 Review budget for the year.

      1.2 Document each budget in the tool.

      1.3 Review CAPEX vs. OPEX.

      1.4 Customize accounts to match your organization.

      Outputs

      Budget broken out into monthly increments and by each account.

      Budget documented in tool.

      Tool customized to reflect organization's specific accounts and terminology.

      2 Optimize Documentation Process

      The Purpose

      A proper documentation process forms the backbone for effective budget management.

      Key Benefits Achieved

      A streamlined documentation process with accurate inputs that also considers the elements of people and technology.

      Activities

      2.1 Draw out process flow of current documentation.

      2.2 Identify bottlenecks.

      2.3 Discuss and develop roadmap to solving bottlenecks.

      Outputs

      Process flow of current documentation process with identified bottlenecks.

      Plan to mitigate bottlenecks.

      3 Track and Control for Over- and Underspending

      The Purpose

      Track your planned budget against actual expenditures to catch areas of over- and underspending in a timely manner. Then, leverage control mechanisms to manage variances in your budget.

      Key Benefits Achieved

      Tracking and controlling for variances will help the IT department stay on track towards its budget goals. It will also help with communicating IT’s value to the business.

      Activities

      3.1 Walk through the “Overview Bar.”

      3.2 Document actual expenses incurred in fiscal to date.

      3.3 Review the risk of over- and underspending.

      3.4 Use the reforecast column to control for over- and underspend.

      Outputs

      Assess the “Overview Bar.”

      Document actual expenditures and committed expenses up to the current date.

      Develop a strategy and roadmap for how you will mitigate any current under- or overspends.

      Reforecast expenditures for each account for each month for the remainder of the fiscal year.

      pricing

      • TymansGroupVideosExcerpt: BasicFor freelancers$19/ month 10 presentations/monthSupport at $25/hour1 campaign/month Choose plan StandardFor medium sized teams$29/ month 50 presentations/month5 hours of free support10 campaigns/month Choose plan EnterpriseFor large companies$79/ month Unlimited presentationsUnlimited supportUnlimited campaigns Choose plan

      Pricing

      Our pricing options will be available soon for simple download,

      In the meantime, please book a free discovery call. No cost, no sales pitch.

      Continue reading

      Prepare Your Organization to Successfully Embrace the “New Normal”

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      • Parent Category Name: DR and Business Continuity
      • Parent Category Link: /business-continuity
      • The COVID-19 pandemic is creating significant challenges across every sector, but even the deepest crisis will eventually pass. However, many of the changes it has brought to how organizations function are here to stay.
      • As an IT leader, it can be challenging to envision what this future state will look like and how to position IT as a trusted partner to the business to help steer the ship as the crisis abates.

      Our Advice

      Critical Insight

      • Organizations need to cast their gaze into the “New Normal” and determine an appropriate strategy to stabilize their operations, mitigate ongoing challenges, and seize new opportunities that will be presented in a post-COVID-19 world.
      • IT needs to understand the key trends and permanent changes that will exist following the crisis and develop a proactive roadmap for rapidly adapting their technology stack, processes, and resourcing to adjust to the new normal.

      Impact and Result

      • Info-Tech recommends a three-step approach for adapting to the new normal: begin by surveying crucial changes that will occur as a result of the COVID-19 pandemic, assess their relevance to your organization’s unique situation, and create an initiatives roadmap to support the new normal.
      • This mini-blueprint will examine five key themes: changing paradigms for remote work, new product delivery models, more self-service options for customers, greater decentralization and agility for organizational decision making, and a renewed emphasis on security architecture.

      Prepare Your Organization to Successfully Embrace the “New Normal” Research & Tools

      Read the Research

      Understand the five key trends that will persist after the pandemic has passed and create a roadmap of initiatives to help your organization adapt to the "New Normal."

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

      • Prepare Your Organization to Successfully Embrace the “New Normal” Storyboard
      [infographic]

      Dive Into Five Years of Security Strategies

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      • Parent Category Name: Security Strategy & Budgeting
      • Parent Category Link: /security-strategy-and-budgeting
      • As organizations build their security programs, there is often the question of what are other companies doing.
      • Part of this is a desire to know whether challenges are unique to certain companies, but also to understand how people are tackling some of their security gaps.

      Our Advice

      Critical Insight

      Don’t just wonder what others are doing – use this report to see how companies are faring in their current state, where they want to target in their future state, and the ways they’re planning to raise their security posture.

      Impact and Result

      • Whether you’re building out your security program for the first time or are just interested in how others are faring, review insights from 66 security strategies in this report.
      • This research complements the blueprint, Build an Information Security Program, and can be used as a guide while completing that project.

      Dive Into Five Years of Security Strategies Research & Tools

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

      1. Start here – read the Executive Brief

      Read our concise Executive Brief to find out what this report contains.

      [infographic]

      Evaluate Your Vendor Account Team to Optimize Vendor Relations

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      • Parent Category Name: Vendor Management
      • Parent Category Link: /vendor-management
      • Understand how important your account is to the vendor and how it is classified.
      • Understand how informed the account team is about your company and your industry.
      • Understand how long the team has been with the vendor. Have they been around long enough to have developed a “brand” or trust within their organization?
      • Understand and manage the relationships and influence the account team has within your organization to maintain control of the relationship.

      Our Advice

      Critical Insight

      Conducting the appropriate due diligence on your vendor’s account team is as important as the due diligence you put into the vendor. Ongoing management of the account team should follow the lifecycle of the vendor relationship.

      Impact and Result

      Understanding your vendor team’s background, experience, and strategic approach to your account is key to the management of the relationship, the success of the vendor agreement, and, depending on the vendor, the success of your business.

      Evaluate Your Vendor Account Team to Optimize Vendor Relations Research & Tools

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

      1. Evaluate Your Vendor Account Team to Optimize Vendor Relations Deck – Understand the value of knowing your account team’s influence in their organization, and yours, to drive results.

      Learn how to best qualify that you have the right team for your business needs, using the accompanying tools to measure and monitor success throughout the relationship.

      • Evaluate Your Vendor Account Team to Optimize Vendor Relations Storyboard

      2. Vendor Rules of Engagement Template – Use this template to create a vendor rules of engagement document for inclusion in your company website, RFPs, and contracts.

      The Vendor Rules of Engagement template will help you develop your written expectations for the vendor for how they will interact with your business and stakeholders.

      • Vendor Rules of Engagement

      3. Evalu-Rate Your Account Team – Use this tool to develop criteria to evaluate your account team and gain feedback from your stakeholders.

      Evaluate your vendor account teams using this template to gather stakeholder feedback on vendor performance.

      • Evalu-Rate Your Account Team
      [infographic]

      Further reading

      Evaluate Your Vendor Account Team to Optimize Vendor Relations

      Understand the value of knowing your account team’s influence in their organization, and yours, to drive results.

      Analyst Perspective

      Having the wrong account team has consequences for your business.

      IT professionals interact with vendor account teams on a regular basis. You may not give it much thought, but do you have a good understanding of your rep’s ability to support/service your account, in the manner you expect, for the best possible outcome? The consequences to your business of an inappropriately assigned and poorly trained account team can have a disastrous impact on your relationship with the vendor, your business, and your budget. Doing the appropriate due diligence with your account team is as important as the due diligence you should put into the vendor. And, of course, ongoing management of the account team relationship is vital. Here we will share how best to qualify that you have the right team for your business needs as well as how to measure and monitor success throughout the relationship.

      Photo of Donna Glidden, Research Director, Vendor Management, Info-Tech Research Group.

      Donna Glidden
      Research Director, Vendor Management
      Info-Tech Research Group

      Executive Summary

      Your Challenge
      • Understand how important your account is to the vendor and how it is classified.
      • Understand how informed the account team is about your company and your industry.
      • Understand how long the team has been with the vendor. Have they been around long enough to have developed a “brand” or trust within their organization?
      • Understand and manage the relationships and influence the account team has within your organization to maintain control of the relationship.
      Common Obstacles
      • The vendor account team “came with the deal.”
      • The vendor account team has limited training and experience.
      • The vendor account team has close relationships within your organization outside of Procurement.
      • Managing your organization’s vendors is ad hoc and there is no formalized process for vendors to follow.
      • Your market position with the vendor is not optimal.
      Info-Tech’s Approach
      • Establish a repeatable, consistent vendor management process that focuses on the account team to maintain control of the relationship and drive the results you need.
      • Create a questionnaire for gaining stakeholder feedback to evaluate the account team on a regular basis.
      • Consider adding a vendor rules of engagement exhibit to your contracts and RFXs.

      Info-Tech Insight

      Understanding your vendor team’s background, their experience, and their strategic approach to your account is key to the management of the relationship, the success of the vendor agreement, and, depending on the vendor, the success of your business.

      Blueprint benefits

      IT Benefits

      • Clear lines of communication
      • Correct focus on the specific needs of IT
      • More accurate project scoping
      • Less time wasted

      Mutual IT and
      Business Benefits

      • Reduced time to implement
      • Improved alignment between IT & business
      • Improved vendor performance
      • Improved vendor relations

      Business Benefits

      • Clear relationship guidelines based on mutual understanding
      • Improved communications between the parties
      • Mutual understanding of roles/goals
      • Measurable relationship criteria

      Insight Summary

      Overarching insight

      Conducting the appropriate due diligence on your vendor’s account team is as important as the due diligence you put into the vendor. Ongoing management of the account team should follow the lifecycle of the vendor relationship.

      Introductory/RFP phase
      • Track vendor contacts with your organization.
      • Qualify the account team as you would the vendor:
        • Background
        • Client experience
      • Consider including vendor rules of engagement as part of your RFP process.
      • How does the vendor team classify your potential account?
      Contract phase
      • Set expectations with the account team for the ongoing relationship.
      • Include a vendor rules of engagement exhibit in the contract.
      • Depending on your classification of the vendor, establish appropriate account team deliverables, meetings, etc.
      Vendor management phase
      • “Evalu-rate” your account team by using a stakeholder questionnaire to gain measurable feedback.
      • Identify the desired improvements in communications and service delivery.
      • Use positive reinforcements that result in positive behavior.
      Tactical insight

      Don’t forget to look at your organization’s role in how well the account team is able to perform to your expectations.

      Tactical insight

      Measure to manage – what are the predetermined criteria that you will measure the account team’s success against?

      Lack of adequate sales training and experience can have a negative impact on the reps’ ability to support your needs adequately

      • According to Forbes (2012), 55% of salespeople lack basic sales skills.
      • 58% of buyers report that sales reps are unable to answer their questions effectively.
      • According to a recent survey, 84% of all sales training is lost after 90 days. This is due to the lack of information retention among sales personnel.
      • 82% of B2B decision-makers think sales reps are unprepared.
      • At least 50% of prospects are not a good fit for the product or service that vendors are selling (Sales Insights Lab).
      • It takes ten months or more for a new sales rep to be fully productive.

      (Source: Spotio)

      Info-Tech Insight

      Remember to examine the inadequacies of vendor training as part of the root cause of why the account team may lack substance.

      Why it matters

      1.8 years

      is the average tenure for top ten tech companies

      2.6 years is the average experience required to hire.

      2.4 years is the average account executive tenure.

      44% of reps plan to leave their job within two years.

      The higher the average contract value, the longer the tenure.

      More-experienced account reps tend to stay longer.

      (Source: Xactly, 2021)
      Image of two lightbulbs labeled 'skill training' with multiple other buzzwords on the glass.

      Info-Tech Insight

      You are always going to be engaged in training your rep, so be prepared.

      Before you get started…

      • Take an inward look at how your company engages with vendors overall:
        • Do you have a standard protocol for how initial vendor inquiries are handled (emails, phone calls, meeting invitations)?
        • Do you have a standard protocol for introductory vendor meetings?
        • Are vendors provided the appropriate level of access to stakeholders/management?
        • Are you prompt in your communications with vendors?
        • What is the quality of the data provided to vendors? Do they need to reach out repeatedly for more/better data?
        • How well are you able to forecast your needs?
        • Is your Accounts Payable team responsive to vendor inquiries?
        • Are Procurement and stakeholders on the same page regarding the handling of vendors?
      • While you may not have a formal vendor management initiative in place, try to understand how important each of your vendors are to your organization, especially before you issue an RFP, so you can set the right expectations with potential vendor teams.
      • Classify vendors as strategic, operational, tactical, or commodity.
        • This will help you focus your time appropriately and establish the right meeting cadence according to the vendor’s place in your business.
        • See Info-Tech’s research on vendor classification.
      When you formalize your expectations regarding vendor contact with your organization and create structure around it, vendors will take notice.

      Consider a standard intake process for fielding vendor inquiries and responding to requests for meetings to save yourself the headaches that come with trying to keep up with them.

      Stakeholder teams, IT, and Procurement need to be on the same page in this regard to avoid missteps in the important introductory phase of dealing with vendors and the resulting confusion on the part of vendor account teams when they get mixed messages and feel “passed around.”

      1. Introductory Phase

      If vendors know you have no process to track their activities, they’ll call who they want when they want, and the likelihood of them having more information about your business than you about theirs is significant.

      Vendor contacts are made in several ways:

      • Cold calls
      • Emails
      • Website
      • Conferences
      • Social introductions

      Things to consider:

      • Consider having a link on your company website to your Sourcing & Procurement team, including:
        • An email address for vendor inquiries.
        • Instructions to vendors on how to engage with you and what information they should provide.
        • A link to your Vendor Rules of Engagement.
      • Track vendor inquiries so you have a list of potential respondents to future RFPs.
      • Work with stakeholders and gain their buy-in on how vendor inquiries are to be routed and handled internally.
      Not every vendor contact will result in an “engagement” such as invitation to an RFP or a contract for business. As such, we recommend that you set up an intake process to track/manage supplier inquiries so that when you are ready to engage, the vendor teams will be set up to work according to your expectations.

      2. RFP/Contract Phase

      What are your ongoing expectations for the account team?
      • Understand how your business will be qualified by the vendor. Where you fit in the market space regarding spend, industry, size of your business, etc., determines what account team(s) you will have access to.
      • Add account team–specific questions to your RFP(s) to gain an understanding of their capabilities and experience up front.
      • How have you classified the vendor/solution? Strategic, tactical, operational, or commodity?
        • Depending on the classification/criticality (See Info-Tech’s Vendor Classification Tool) of the vendor, set the appropriate expectation for vendor review meetings, e.g. weekly, monthly, quarterly, annually.
        • Set the expectation that their support of your account will be regularly measured/monitored by your organization.
        • Consider including a set of vendor rules of engagement in your RFPs and contracts so vendors will know up front what your expectations are for how to engage with Procurement and stakeholders.
      Stock image of smiling coworkers.

      3. Ongoing Vendor Management

      Even if you don’t have a vendor management initiative in place, consider these steps to manage both new and legacy vendor relationships:
      • Don’t wait until there is an issue to engage the account team. Develop an open, honest relationship with vendors and get to know their key players.
      • Seek regular feedback from stakeholders on both parties’ performance against the agreement, based on agreed-upon criteria.
      • Measure vendor performance using the Evalu-Rate Your Account Team tool included with this research.
      • Based on vendor criticality, set a regular cadence of vendor meetings to discuss stakeholder feedback, both positive feedback as well as areas needing improvement and next steps, if applicable.
      Stock image of smiling coworkers.

      Info-Tech Insight

      What your account team doesn’t say is equally important as what they do say. For example, an account rep with high influence says, “I can get that for you” vs. “I'll get back to you.” Pay attention to the level of detail in their responses to you – it references how well they are networked within their own organization.

      How effective is your rep?

      The Poser
      • Talks so much they forget to listen
      • Needs to rely on the “experts”
      • Considers everyone a prospect
      Icons relating to the surrounding rep categories. Ideal Team Player
      • Practices active listening
      • Understands the product they are selling
      • Asks great questions
      • Is truthful
      • Approaches sales as a service to others
      The Bulldozer
      • Unable to ask the right questions
      • If push comes to shove, they keep pushing until you push back
      • Has a sense of entitlement
      • Lacks genuine social empathy
      Skillful Politician
      • Focuses on the product instead of people
      • Goes by gut feel
      • Fears rejection and can’t roll with the punches

      Characteristics of account reps

      Effective
      • Is truthful
      • Asks great questions
      • Practices active listening
      • Is likeable and trustworthy
      • Exhibits emotional intelligence
      • Is relatable and knowledgeable
      • Has excellent interpersonal skills
      • Has a commitment to personal growth
      • Approaches sales as a service to others
      • Understands the product they are selling
      • Builds authentic connections with clients
      • Is optimistic and has energy, drive, and confidence
      • Makes an emotional connection to whatever they are selling
      • Has the ability to put themselves in the position of the client
      • Builds trust by asking the right questions; listens and provides appropriate solutions without overpromising and underdelivering
      Ineffective
      • Goes by gut feel
      • Has a sense of entitlement
      • Lacks genuine social empathy.
      • Considers everyone a prospect
      • Is unable to ask the right questions.
      • Is not really into sales – it’s “just a job”
      • Focuses on the product instead of people
      • Loves to talk so much they forget to listen
      • Fears rejection and can’t roll with the punches
      • If push comes to shove, they keep pushing until you push back
      • Is clueless about their product and needs to rely on the “experts”

      How to support an effective rep

      • Consider being a reference account.
      • Say thank you as a simple way to boost morale and encourage continued positive behavior.
      • If you can, provide opportunities to increase business with the vendor – that is the ultimate thanks.
      • Continue to support open, honest communication between the vendor and your team.
      • Letters or emails of recognition to the vendor team’s management have the potential to boost the rep’s image within their own organization and shine a spotlight on your organization as a good customer.
      • Supplier awards for exemplary service and support may be awarded as part of a more formal vendor management initiative.
      • Refer to the characteristics of an effective rep – which ones best represent your account team?
      A little recognition goes a long way in reinforcing a positive vendor relationship.

      Info-Tech Insight

      Don’t forget to put the relationship in vendor relationship management – give a simple “Thank you for your support” to the account team from executive management.

      How to support an ineffective rep

      An ineffective rep can take your time and attention away from more important activities.
      • Understand what role, if any, you and/or your stakeholders may play in the rep’s lack of performance by determining the root cause:
        • Unrealistic expectations
        • Unclear and incomplete instructions
        • Lack of follow through by your stakeholders to provide necessary information
        • Disconnects between Sourcing/Procurement/IT that lead to poor communication with the vendor team (lack of vendor management)
      • Schedule more frequent meetings with the team to address the issues and measure progress.
      • Be open to listening to your rep(s) and ask them what they need from you in order to be effective in supporting your account.
      • Be sure to document in writing each instance where the rep has underperformed and include the vendor team’s leadership on all communications and meetings.
      • Refer to the characteristics of an ineffective rep – which ones best describe your ineffective vendor rep?
      “Addressing poor performance is an important aspect of supplier management, but prevention is even more so.” (Logistics Bureau)

      Introductory questions to ask vendor reps

      • What is the vendor team’s background, particularly in the industry they are representing? How did they get to where they are?
        • Have they been around long enough to have developed credibility throughout their organization?
        • Do they have client references they are willing to share?
      • How long have they been in this position with the vendor?
        • Remember, the average rep has less than 24 months of experience.
        • If they lack depth of experience, are they trainable?
      • How long have they been in the industry?
        • Longevity and experience matters.
      • What is their best customer experience?
        • What are they most proud of from an account rep perspective?
      • What is their most challenging customer experience?
        • What is their biggest weakness?
      • How are their relationships with their delivery and support teams?
        • Can they get the job done for you by effectively working their internal relationships?
      • What are their goals with this account?
        • Besides selling a lot.
      • What relationships do they have within your organization?
        • Are they better situated within your organization than you are?
      Qualify the account team as you would the vendor – get to know their background and history.

      Vendor rules of engagement

      Articulate your vendor expectations in writing

      Clearly document your expectations via formal rules of engagement for vendor teams in order to outline how they are expected to interact with your business and stakeholders. This can have a positive impact on your vendor and stakeholder relationships and enable you to gain control of:

      • Onsite visits and meetings.
      • Submission of proposals, quotes, contracts.
      • Communication between vendors, stakeholders and Procurement.
      • Expectations for ongoing relationship management.

      Include the rules in your RFXs and contracts to formalize your expectations.

      See the Vendor Rules of Engagement template included with this research.

      Download the Vendor Rules of Engagement template

      Sample of the Vendor Rules of Engagement template.

      Evalu-rate your vendor account team

      Measure stakeholder feedback to ensure your account team is on target to meet your needs. Sample of the Evalu-Rate Your Account Team tool.

      Download the Evalu-Rate Your Account Team tool

      • Use a measurable, repeatable process for evaluations.
      • Include feedback from key stakeholders engaged in the relationship.
      • Keep the feedback fact based and have backup.

      Final thoughts: Do’s and don’ts

      DO

      • Be friendly, approachable.
      • Manage the process by which vendors contact your organization – take control!
      • Understand your market position when sourcing goods/services to establish how much leverage you have with vendors.
      • Set vendor meetings according to their criticality to your business.
      • Evaluate your account teams to understand their strengths/weaknesses.
      • Gain stakeholder buy-in to your vendor processes.

      DON'T

      • Don’t be “friends.”
      • Don’t criticize in public.
      • Don’t needlessly escalate.
      • Don’t let the process of vendors communicating with your stakeholders “just happen.”
      • Don’t accept poor performance or attitude.

      Summary of Accomplishment

      Problem Solved

      Upon completion of this blueprint, Guided Implementation, or workshop, your team should have a comprehensive, well-defined, end-to-end approach to evaluating and managing your account team. Leveraging Info-Tech’s industry-proven tools and templates provides your organization with an effective approach to establishing, maintaining, and evaluating your vendor account team; improving your vendor and stakeholder communications; and maintaining control of the client/vendor relationship.

      Additionally, your team will have a foundation to execute your vendor management principles. These principles will assist your organization in ensuring you receive the perceived value from the vendor as a result of your vendor account team evaluation process.

      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

      “14 Essential Qualities of a Good Salesperson.” Forbes, 5 Oct. 2021. Accessed 11 March 2022.

      “149 Eye-Opening Sales Stats to Consider.” Spotio, 30 Oct. 2018. Accessed 11 March 2022.

      “35 Sales Representative Interview Questions and Answers.” Indeed, 29 Oct. 2021. Accessed 8 March 2022.

      “8 Intelligent Questions for Evaluating Your Sales Reps Performance” Inc., 16 Aug. 2016. Accessed 9 March 2022.

      Altschuler, Max. “Reality Check: You’re Probably A Bad Salesperson If You Possess Any Of These 11 Qualities.” Sales Hacker, 9 Jan. 2018. Accessed 4 May 2022.

      Bertuzzi, Matt. “Account Executive Data Points in the SaaS Marketplace.” Treeline, April 12, 2017. Accessed 9 March 2022. “Appreciation Letter to Vendor – Example, Sample & Writing Tips.” Letters.org, 10 Jan. 2020. Web.

      D’Entremont, Lauren. “Are Your Sales Reps Sabotaging Your Customer Success Without Realizing It?” Proposify, 4 Dec. 2018. Accessed 7 March 2022.

      Freedman, Max. “14 Important Traits of Successful Salespeople.” Business News Daily, 14 April 2022. Accessed 10 April 2022.

      Hansen, Drew. “6 Tips For Hiring Your Next Sales All-Star.” Forbes, 16 Oct. 2012. Web.

      Hulland, Ryan. “Getting Along with Your Vendors.” MonMan, 12 March 2014. Accessed 9 March 2022.

      Lawrence, Jess. “Talking to Vendors: 10 quick tips for getting it right.” Turbine, 30 Oct. 2018. Accessed 11 March 2022.

      Lucero, Karrie. “Sales Turnover Statistics You Need To Know.” Xactly, 24 Aug. 2021. Accessed 9 March 2022.

      Noyes, Jesse. “4 Qualities to Look For in Your Supplier Sales Representative.” QSR, Nov. 2017. Accessed 9 March 2022.

      O’Byrne, Rob. “How To Address Chronic Poor Supplier Performance.” Logistics Bureau, 26 July 2016. Accessed 4 May 2022.

      O'Brien, Jonathan. Supplier Relationship Management: Unlocking the Hidden Value in Your Supply Base. Kogan Page, 2014.

      Short, Alex. “Three Things You Should Consider to Become A Customer of Choice.” Vizibl, 29 Oct. 2021. Web.

      Wayshak, Marc. “18 New Sales Statistics for 2022 from Our Groundbreaking Study!” Sales Insights Lab, 28 March 2022. Web.

      “What Does a Good Customer Experience Look Like In Technology?” Virtual Systems, 23 June 2021. Accessed 10 March 2022.

      Perform an Agile Skills Assessment

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      • Parent Category Name: Development
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      • Your organization is trying to address the key delivery challenges you are facing. Early experiments with Agile are starting to bear fruit.
      • As part of maturing your Agile practice, you want to evaluate if you have the right skills and capabilities in place.

      Our Advice

      Critical Insight

      • Focusing on the non-technical skills can yield significant returns for your products, your team, and your organization. These skills are what should be considered as the real Agile skills.

      Impact and Result

      • Define the skills and values that are important to your organization to be successful at being Agile.
      • Put together a standard criterion for measurement of the attainment of given skills.
      • Define the roadmap and communication plan around your agile assessment.

      Perform an Agile Skills Assessment Research & Tools

      Start here – read the Executive Brief

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

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

      1. Take stock of the Agile skills and values important to you

      Confirm the list of Agile skills that you wish to measure.

      • Perform an Agile Skills Assessment – Phase 1: Take Stock of the Agile Skills and Values Important to You
      • Agile Skills Assessment Tool
      • Agile Skills Assessment Tool Example

      2. Define an assessment method that works for you

      Define what it means to attain specific agile skills through a defined ascension path of proficiency levels, and standardized skill expectations.

      • Perform an Agile Skills Assessment – Phase 2: Define an Assessment Method That Works for You

      3. Plan to assess your team

      Determine the roll-out and communication plan that suits your organization.

      • Perform an Agile Skills Assessment – Phase 3: Plan to Assess Your Team
      • Agile Skills Assessment Communication and Roadmap Plan
      • Agile Skills Assessment Communication and Roadmap Plan Example
      [infographic]

      Workshop: Perform an Agile Skills Assessment

      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 Agile Skills and Maturity Levels

      The Purpose

      Learn about and define the Agile skills that are important to your organization.

      Define the different levels of attainment when it comes to your Agile skills.

      Define the standards on a per-role basis.

      Key Benefits Achieved

      Get a clear view of the Agile skills important into meet your Agile transformation goals in alignment with organizational objectives.

      Set a clear standard for what it means to meet your organizational standards for Agile skills.

      Activities

      1.1 Review and update the Agile skills relevant to your organization.

      1.2 Define your Agile proficiency levels to evaluate attainment of each skill.

      1.3 Define your Agile team roles.

      1.4 Define common experience levels for your Agile roles.

      1.5 Define the skill expectations for each Agile role.

      Outputs

      A list of Agile skills that are consistent with your Agile transformation

      A list of proficiency levels to be used during your Agile skills assessment

      A confirmed list of roles that you wish to measure on your Agile teams

      A list of experience levels common to Agile team roles (example: Junior, Intermediate, Senior)

      Define the skill expectations for each Agile role

      Integrate Portfolios to Create Exceptional Customer Value

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      • Parent Category Name: Architecture & Strategy
      • Parent Category Link: /architecture-and-strategy
      • Through growth, both organic and acquisition, you have a significant footprint of projects and applications.
      • Projects and applications have little in common with one another, all with their own history and pedigree.
      • You need to look across your portfolio of applications and projects to see if they will collectively help the organization achieve its goals.

      Our Advice

      Critical Insight

      • Stakeholders don’t care about the minutia and activities involved in project and application portfolio management.
      • Timely delivery of effective and important applications that deliver value throughout their life are the most important factors driving business satisfaction with IT.

      Impact and Result

      • 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.

      Integrate Portfolios to Create Exceptional Customer Value Research & Tools

      Start here – read the Executive Brief

      Read our concise Executive Brief to find out why you should integrate your application and project portfolios, review Info-Tech’s methodology, and understand the three 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 the principle that organizes your portfolios, objectives, and stakeholders

      To bring your portfolios together, you need to start with learning about your objectives, principles, and stakeholders.

      • Integrate Portfolios to Create Exceptional Customer Value – Phase 1: Define the Principle That Organizes Your Portfolios, Objectives, and Stakeholders
      • Integrated Portfolio Dashboard Tool
      • Integrated Portfolio Dashboard Tool – Example

      2. Take stock of what brings you closer to your goals

      Get a deeper understanding of what makes up your organizing principle before learning about your applications and projects that are aligned with your principles.

      • Integrate Portfolios to Create Exceptional Customer Value – Phase 2: Take Stock of What Brings You Closer to Your Goals

      3. Bring it all together

      Bound by your organizing principles, bring your projects and applications together under a single dashboard. Once defined, determine the rollout and communication plan that suits your organization.

      • Integrate Portfolios to Create Exceptional Customer Value – Phase 3: Bring It All Together
      • Integrated Portfolio Communication and Roadmap Plan
      • Integrated Portfolio Communication and Roadmap Plan Example
      [infographic]

      Workshop: Integrate Portfolios to Create Exceptional Customer Value

      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 Looking at Your Principles

      The Purpose

      Determine your organizational objectives and organizing principle.

      Key Benefits Achieved

      A clear understanding of where you need to go as an organization.

      A clear way to enable all parts of your portfolio to come together.

      Activities

      1.1 Determine your organization’s objectives.

      1.2 Determine your key stakeholders.

      1.3 Define your organizing principle.

      1.4 Decompose your organizing principle into its core components.

      Outputs

      Determined organizing principle for your applications and projects

      2 Understanding Your Applications

      The Purpose

      Get a clear view of the applications that contribute to your organization’s objectives.

      Key Benefits Achieved

      A key element of IT value delivery is its applications. Gaining awareness allows you to evaluate if the right value is being provided.

      Activities

      2.1 Determine your complete list of applications.

      2.2 Determine the health of your applications.

      2.3 Link your applications to the organization’s core components.

      Outputs

      List of applications

      Application list with health statistics filled in

      List of applications with health metrics bound to the organization’s core components

      3 Understanding Your Projects

      The Purpose

      Get a clear view of your project portfolio and how it relates to your applications and their organizing principle.

      Key Benefits Achieved

      An understanding of your project portfolio.

      Activities

      3.1 List all in-flight projects and vital health statistics.

      3.2 Map out the key programs and projects in your portfolio to the application’s core components.

      Outputs

      List of projects

      List of projects mapped to applications they impact

      4 Rolling Out the New Dashboard

      The Purpose

      Bring together your application and project portfolios in a new, easy-to-use dashboard with a full rollout plan.

      Key Benefits Achieved

      Dashboard available for use

      Roadmap and communication plan to make dashboard implementable and tangible

      Activities

      4.1 Test the dashboard.

      4.2 Define your refresh cadence.

      4.3 Plan your implementation.

      4.4 Develop your communication plan.

      Outputs

      Validated dashboards

      Define a Sourcing Strategy for Your Development Team

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      • Parent Category Name: Development
      • Parent Category Link: /development
      • Hiring quality development team resources is becoming increasingly difficult and costly in most domestic markets.
      • Firms are seeking to do more with less and increase their development team throughput.
      • Globalization and increased competition are driving a need for more innovation in your applications.
      • Firms want more cost certainty and tighter control of their development investment.

      Our Advice

      Critical Insight

      • Choosing the right sourcing strategy is not just a question of technical skills! Successful sourcing is based on matching your organization’s culture, knowledge, and experiences to the right choice of internal or external partnership.

      Impact and Result

      • We will help you build a sourcing strategy document for your application portfolio.
      • We will examine your portfolio and organization from three different perspectives to enable you to determine the right approach:
        • From a business perspective, reliance on the business, strategic value of the product, and maturity of product ownership are critical.
        • From an organizational perspective, you must examine your culture for communication processes, conflict resolution methods, vendor management skills, and geographic coverage.
        • From a technical perspective, consider integration complexity, environmental complexity, and testing processes.

      Define a Sourcing Strategy for Your Development Team Research & Tools

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

      1. Define a Sourcing Strategy for Your Development Team Storyboard – A guide to help you choose the right resourcing strategy to keep pace with your rapidly changing application and development needs.

      This project will help you define a sourcing strategy for your application development team by assessing key factors about your products and your organization, including critical business, technical, and organizational factors. Use this analysis to select the optimal sourcing strategy for each situation.

      • Define a Sourcing Strategy for Your Development Team Storyboard

      2. Define a Sourcing Strategy Workbook – A tool to capture the results of activities to build your sourcing strategy.

      This workbook is designed to capture the results of the activities in the storyboard. Each worksheet corresponds with an activity from the deck. The workbook is also a living artifact that should be updated periodically as the needs of your team and organization change.

      • Define a Sourcing Strategy Workbook
      [infographic]

      Further reading

      Define a Sourcing Strategy for Your Development Team

      Choose the right resourcing strategy to keep pace with your rapidly changing application and development needs.

      Analyst Perspective

      Choosing the right sourcing strategy for your development team is about assessing your technical situation, your business needs, your organizational culture, and your ability to manage partners!

      Photo of Dr. Suneel Ghei, Principal Research Director, Application Development, Info-Tech Research Group

      Firms today are under continuous pressure to innovate and deliver new features to market faster while at the same time controlling costs. This has increased the need for higher throughput in their development teams along with a broadening of skills and knowledge. In the face of these challenges, there is a new focus on how firms source their development function. Should they continue to hire internally, offshore, or outsource? How do they decide which strategy is the right fit?

      Info-Tech’s research shows that the sourcing strategy considerations have evolved beyond technical skills and costs. Identifying the right strategy has become a function of the characteristics of the organization, its culture, its reliance on the business for knowledge, its strategic value of the application, its vendor management skills, and its ability to internalize external knowledge. By assessing these factors firms can identify the best sourcing mix for their development portfolios.

      Dr. Suneel Ghei
      Principal Research Director, Application Development
      Info-Tech Research Group

      Executive Summary

      Your Challenge
      • Hiring quality development team resources is becoming increasingly difficult and costly in most domestic markets.
      • Firms are seeking to do more with less and increase their development team throughput.
      • Globalization and increased competition is driving a need for more innovation in your applications.
      • Firms want more cost certainty and tighter control of their development investment.
      Common Obstacles
      • Development leaders are encouraged to manage contract terms and SLAs rather than build long-term relationships.
      • People believe that outsourcing means you will permanently lose the knowledge around solutions.
      • Moving work outside of the current team creates motivational and retention challenges that can be difficult to overcome.
      Info-Tech’s Approach
      • Looking at this from these three perspectives will enable you to determine the right approach:
        1. From a business perspective, reliance on the business, strategic value of the product, and maturity of product ownership are critical.
        2. From an organizational perspective, you must examine your culture for communication processes, conflict resolution methods, vendor management skills, and geographic coverage
        3. From a technical perspective, consider integration complexity, environment complexity, and testing processes.

      Info-Tech Insight

      Choosing the right sourcing strategy is not just a question of technical skills! Successful sourcing is based on matching your organization’s culture, knowledge, and experiences to the right choice of internal or external partnership.

      Define a sourcing strategy for your development team

      Business
      • Business knowledge/ expertise required
      • Product owner maturity
      Technical
      • Complexity and maturity of technical environment
      • Required level of integration
      Organizational
      • Company culture
      • Desired geographic proximity
      • Required vendor management skills
      1. Assess your current delivery posture for challenges and impediments.
      2. Decide whether to build or buy a solution.
      3. Select your desired sourcing strategy based on your current state and needs.
      Example sourcing strategy with initiatives like 'Client-Facing Apps' and 'ERP Software' assigned to 'Onshore Dev', 'Outsource Team', 'Offshore Dev', 'Outsource App (Buy)', 'Outsource Dev', or 'Outsource Roles'.

      Three Perspectives +

      Three Steps =

      Your Sourcing Strategy

      Diverse sourcing is used by many firms

      Many firms across all industries are making use of different sourcing strategies to drive innovation and solve business issues.

      According to a report by ReportLinker the global IT services outsourcing market reached US$413.8 billion in 2021.

      In a recent study of Canadian software firms, it was found that almost all firms take advantage of outside knowledge in their application development process. In most cases these firms also use outside resources to do development work, and about half the time they use externally built software packages in their products (Ghei, 2020)!

      Info-Tech Insight

      In today’s diverse global markets, firms that wish to stay competitive must have a defined ability to take advantage of external knowledge and to optimize their IT services spend.

      Modeling Absorptive Capacity for Open Innovation in the Canadian Software Industry (Source: Ghei, 2020; n=54.)

      56% of software development firms are sourcing applications instead of resources.

      68% of firms are sourcing external resources to develop software products.

      91% of firms are leveraging knowledge from external sources.

      Internal sourcing models

      Insourcing comes in three distinct flavors

      Geospatial map giving example locations for the three internal sourcing models. In this example, 'Head Office' is located in North America, 'Onshore' is 'Located in the same area or even office as your core business resources. Relative Cost: $$$', 'Near Shore' is 'Typically, within 1-3 time zones for ease of collaboration where more favorable resource costs exist. Relative Cost: $$', and 'Offshore' is 'Located in remote markets where significant labor cost savings can be realized. Relative Cost: $'.

      Info-Tech Insight

      Insourcing allows you to stay close to more strategic applications. But choosing the right model requires a strong look inside your organization and your ability to provide business knowledge support to developers who may have different skills and cultures and are in different geographies.

      Outsourcing models

      External sourcing can be done to different degrees

      Outsource Roles
      • Enables resource augmentation
      • Typically based on skills needs
      • Short-term outsourcing with eventual integration or dissolution
      Outsource Teams (or Projects)
      • Use of a full team or multiple teams of vendor resources
      • Meant to be temporary, with knowledge transfer at the end of the project
      Outsource Products
      • Use of a vendor to build, maintain, and support the full product
      • Requires a high degree of contract management skill

      Info-Tech Insight

      Outsourcing represents one of the most popular ways for organizations to source external knowledge and skills. The choice of model is a function of the organization’s ability to support the external resources and to absorb the knowledge back into the organization.

      Defining your sourcing strategy

      Follow the steps below to identify the best match for your organization

      Review Your Current Situation

      Review the issues and opportunities related to application development and categorize them based on the key factors.

      Arrow pointing right. Assess Build Versus Buy

      Before choosing a sourcing model you must assess whether a particular product or function should be bought as a package or developed.

      Arrow pointing right. Choose the Right Sourcing Strategy

      Based on the research, use the modeling tool to match the situation to the appropriate sourcing solution.

      Step 1.1

      Review Your Current Situation

      Activities
      • 1.1.1 Identify and categorize your challenges

      This step involves the following participants:

      • Product management team
      • Software development leadership team
      • Key stakeholders
      Outcomes of this step

      Review your current delivery posture for challenges and impediments.

      Define a Sourcing Strategy for Your Development Team
      Step 1.1 Step 1.2 Step 1.3

      Review your situation

      There are three key areas to examine in your current situation:

      Business Challenges
      • Do you need to gain new knowledge to drive innovation?
      • Does your business need to enhance its software to improve its ability to compete in the market?
      • Do you need to increase your speed of innovation?

      Technology Challenges

      • Are you being asked to take tighter control of your development budgets?
      • Does your team need to expand their skills and knowledge?
      • Do you need to increase your development speed and capacity?

      Market Challenges

      • Is your competition seen as more innovative?
      • Do you need new features to attract new clients?
      • Are you struggling to find highly skilled and knowledgeable development resources?
      Stock image of multi-colored arrows travelling in a line together before diverging.

      Info-Tech Insight

      Sourcing is a key tool to solve business and technical challenges and enhance market competitiveness when coupled with a robust definition of objectives and a way to measure success.

      1.1.1 Identify and categorize your challenges

      60 minutes

      Output: List of the key challenges in your software lifecycle. Breakdown of the list into categories to identify opportunities for sourcing

      Participants: Product management team, Software development leadership team, Key stakeholders

      1. What challenge is your firm is facing with respect to your software that you think sourcing can address? (20 minutes)
      2. Is the challenge related to a business outcome, development methodology, or technology challenge? (10 minutes)
      3. Is the challenge due to a skills gap, budget or resource challenge, throughput issue, or a broader organizational knowledge or process issue? (10 minutes)
      4. What is the specific objective for the team/leader in addressing this challenge? (15 minutes)
      5. How will you measure progress and achievement of this objective? (5 minutes)

      Document results in the Define a Sourcing Strategy Workbook

      Identify and categorize your challenges

      Sample table for identifying and categorizing challenges, with column groups 'Challenge' and 'Success Measures' containing headers 'Issue, 'Category', 'Breadth', and 'Stakeholder' in the former, and 'Objective' and 'Measurement' in the latter.

      Step 1.2

      Assess Build Versus Buy

      Activities
      • 1.2.1 Understand the benefits and drawbacks of build versus buy in your organizational context

      This step involves the following participants:

      • Product management team
      • Software development leadership team
      • Key stakeholders

      Outcomes of this step

      Understand in your context the benefits and drawbacks of build versus buy, leveraging Info-Tech’s recommended definitions as a starting point.

      Define a Sourcing Strategy for Your Development Team

      Step 1.1 Step 1.2 Step 1.3

      Look vertically across the IT hierarchy to assess the impact of your decision at every level

      IT Hierarchy with 'Enterprise' at the top, branching out to 'Portfolio', then to 'Solution' at the bottom. The top is 'Strategic', the bottom 'Operational'.

      Regardless of the industry, a common and challenging dilemma facing technology teams is to determine when they should build software or systems in-house versus when they should rely wholly on an outside vendor for delivering on their technology needs.

      The answer is not as cut and dried as one would expect. Any build versus buy decision may have an impact on strategic and operational plans. It touches every part of the organization, starting with individual projects and rolling up to the enterprise strategy.

      Info-Tech Insight

      Do not ignore the impact of a build or buy decision on the various management levels in an IT organization.

      Deciding whether to build or buy

      It is as much about what you gain as it is about what problem you choose to have

      BUILD BUY

      Multi-Source Best of Breed

      Integrate various technologies that provide subset(s) of the features needed for supporting the business functions.

      Vendor Add-Ons & Integrations

      Enhance an existing vendor’s offerings by using their system add-ons either as upgrades, new add-ons, or integrations.
      Pros
      • Flexibility in choice of tools
      • In some cases, cost may be lower
      • Easier to enhance with in-house teams
      Cons
      • Introduces tool sprawl
      • Requires resources to understand tools and how they integrate
      • Some of the tools necessary may not be compatible with one another
      Pros
      • Reduces tool sprawl
      • Supports consistent tool stack
      • Vendor support can make enhancement easier
      • Total cost of ownership may be lower
      Cons
      • Vendor lock-in
      • The processes to enhance may require tweaking to fit tool capability

      Multi-Source Custom

      Integrate systems built in-house with technologies developed by external organizations.

      Single Source

      Buy an application/system from one vendor only.
      Pros
      • Flexibility in choice of tools
      • In some cases, cost may be lower
      • Easier to enhance with in-house teams
      Cons
      • May introduce tool sprawl
      • Requires resources to have strong technical skills
      • Some of the tools necessary may not be compatible with one another
      Pros
      • Reduces tool sprawl
      • Supports consistent tool stack
      • Vendor support can make enhancement easier
      • Total cost of ownership may be lower
      Cons
      • Vendor lock-in
      • The processes to enhance may require tweaking to fit tool capability

      1.2.1 Understand the benefits and drawbacks of build versus buy in your organizational context

      30 minutes

      Output: A common understanding of the different approaches to build versus buy applied to your organizational context

      Participants: Product management team, Software development leadership team, Key stakeholders

      1. Look at the previous slide, Deciding whether to build or buy.
      2. Discuss the pros and cons listed for each approach.
        1. Do they apply in your context? Why or why not?
        2. Are there some approaches not applicable in terms of how you wish to work?
      3. Record the curated list of pros and cons for the different build/buy approaches.
      4. For each approach, arrange the pros and cons in order of importance.

      Document results in the Define a Sourcing Strategy Workbook

      Step 1.3

      Choose the Right Sourcing Strategy

      Activities
      • 1.3.1 Determine the right sourcing strategy for your needs

      This step involves the following participants:

      • Product management team
      • Software development leadership team
      • Key stakeholders

      Outcomes of this step

      Choose your desired sourcing strategy based on your current state and needs.

      Define a Sourcing Strategy for Your Development Team

      Step 1.1 Step 1.2 Step 1.3

      Choose the right sourcing strategy

      • Based on our research, finding the right sourcing strategy for a particular situation is a function of three key areas:
        • Business drivers
        • Organizational drivers
        • Technical drivers
      • Each area has key characteristics that must be assessed to confirm which strategy is best suited for the situation.
      • Once you have assessed the factors and ranked them from low to high, we can then match your results with the best-fit strategy.
      Business
      • Business knowledge/ expertise required
      • Product owner maturity

      Technical

      • Complexity and maturity of technical environment
      • Required level of integration

      Organizational

      • Your culture
      • Desired geographic proximity
      • Required vendor management skills

      Business drivers

      To choose the right sourcing strategy, you need to assess your key drivers of delivery

      Product Knowledge
      • The level of business involvement required to support the development team is a critical factor in determining the sourcing model.
      • Both the breadth and depth of involvement are critical factors.
      Strategic Value
      • The strategic value of the application to the company is also a critical component.
      • The more strategic the application is to the company, the closer the sourcing should be maintained.
      • Value can be assessed based on the revenue derived from the application and the depth of use of the application by the organization.
      Product Ownership Maturity
      • To support sourcing models that move further from organizational boundaries a strong product ownership function is required.
      • Product owners should ideally be fully allocated to the role and engaged with the development teams.
      • Product owners should be empowered to make decisions related to the product, its vision, and its roadmap.
      • The higher their allocation and empowerment, the higher the chances of success in external sourcing engagements.
      Stock image of a person running up a line with a positive trend.

      Case Study: The GoodLabs Studio Experience Logo for GoodLabs Studio.

      INDUSTRY: Software Development | SOURCE: Interview with Thomas Lo, Co-Founder, GoodLabs Studio
      Built to Outsource Development Teams
      • GoodLabs is an advanced software innovation studio that provides bespoke team extensions or turnkey digital product development with high-caliber software engineers.
      • Unlike other consulting firms, GoodLabs works very closely with its customers as a unified team to deliver the most significant impact on clients’ projects.
      • With this approach, it optimizes the delivery of strong software engineering skills with integrated product ownership from the client, enabling long-term and continued success for its clients.
      Results
      • GoodLabs is able to attract top engineering talent by focusing on a variety of complex projects that materially benefit from technical solutions, such as cybersecurity, fraud detection, and AI syndrome surveillance.
      • Taking a partnership approach with the clients has led to the successful delivery of many highly innovative and challenging projects for the customers.

      Organizational drivers

      To choose the right sourcing strategy for a particular problem you need to assess the organization’s key capabilities

      Stock photo of someone placing blocks with illustrated professionals one on top of the other. Vendor Management
      • Vendor management is a critical skill for effective external sourcing.
      • This can be assessed based on the organization’s ability to cultivate and grow long-term relationships of mutual value.
      • The longevity and growth of existing vendor relationships can be a good benchmark for future success.
      Absorptive Capacity
      • To effectively make use of external sourcing models, the organization must have a well-developed track record of absorbing outside knowledge.
      • This can be assessed by looking at past cases where external knowledge was sourced and internalized, such as past vendor development engagements or use of open-source code.
      Organizational Culture
      • Another factor in success of vendor engagements and long-term relationships is the matching of organizational cultures.
      • It is key to measure the organization’s current position on items like communication strategy, geographical dispersal, conflict resolution strategy, and hierarchical vs flat management.
      • These factors should be documented and matched with partners to determine the best fit.

      Case Study: WCIRB California Logo for WCIRB California.

      INDUSTRY: Workers Compensation Insurance | SOURCE: Interview with Roger Cottman, Senior VP and CIO, WCIRB California
      Trying to Find the Right Match
      • WCIRB is finding it difficult to hire local resources in California.
      • Its application is a niche product. Since no off-the-shelf alternatives exist, the organization will require a custom application.
      • WCIRB is in the early stages of a digital platform project and is looking to bring in a partner to provide a full development team, with the goal of ideally bringing the application back in-house once it is built.
      • The organization is looking for a local player that will be able to integrate well with the business.
      • It has engaged with two mid-sized players but both have been slow to respond, so it is now considering alternative approaches.
      Info-Tech’s Recommended Approach
      • WCIRB is finding that mid-sized players don’t fit its needs and is now looking for a larger player
      • Based on our research we have advised that WCIRB should ensure the partner is geographically close to its location and can be a strategic partner, not simply work on an individual project.

      Technical drivers

      To choose the right sourcing strategy for a particular problem you need to assess your technical situation and capabilities

      Environment Complexity
      • The complexity of your technical environment is a hurdle that must be overcome for external sourcing models.
      • The number of environments used in the development lifecycle and the location of environments (physical, virtual, on-premises, or cloud) are key indicators.
      Integration Requirements
      • The complexity of integration is another key technical driver.
      • The number of integrations required for the application is a good measuring stick. Will it require fewer than 5, 5-10, or more than 10?
      Testing Capabilities
      • Testing of the application is a key technical driver of success for external models.
      • Having well-defined test cases, processes, and shared execution with the business are all steps that help drive success of external sourcing models.
      • Test automation can also help facilitate success of external models.
      • Measure the percentage of test cases that are standardized, the level of business involvement, and the percentage of test cases that are automated.
      Stock image of pixelated light.

      Case Study: Management Control Systems (MC Systems) Logo for MC Systems.

      INDUSTRY: Technology Services | SOURCE: Interview with Kathryn Chin See, Business Development and Research Analyst, MC Systems
      Seeking to Outsource Innovation
      • MC Systems is seeking to outsource its innovation function to get budget certainty on innovation and reduce costs. It is looking for a player that has knowledge of the application areas it is looking to enhance and that would augment its own business knowledge.
      • In previous outsourcing experiences with skills augmentation and application development the organization had issues related to the business depth and product ownership it could provide. The collaborations did not lead to success as MC Systems lacked product ownership and the ability to reintegrate the outside knowledge.
      • The organization is concerned about testing of a vendor-built application and how the application will be supported.
      Info-Tech’s Recommended Approach
      • To date MC Systems has had success with its outsourcing approach when outsourcing specific work items.
      • It is now looking to expand to outsourcing an entire application.
      • Info-Tech’s recommendation is to seek partners who can take on development of the application.
      • MC Systems will still need resources to bring knowledge back in-house for testing and to provide operational support.

      Choosing the right model


      Legend for the table below using circles with quarters to represent Low (0 quarters) to High (4 quarters).
      Determinant Key Questions to Ask Onshore Nearshore Offshore Outsource Role(s) Outsource Team Outsource Product(s)
      Business Dependence How much do you rely on business resources during the development cycle? Circle with 4 quarters. Circle with 3 quarters. Circle with 1 quarter. Circle with 2 quarters. Circle with 1 quarter. Circle with 0 quarters.
      Absorptive Capacity How successful has the organization been at bringing outside knowledge back into the firm? Circle with 0 quarters. Circle with 1 quarter. Circle with 1 quarter. Circle with 2 quarters. Circle with 1 quarter. Circle with 4 quarters.
      Integration Complexity How many integrations are required for the product to function – fewer than 5, 5-10, or more than 10? Circle with 4 quarters. Circle with 3 quarters. Circle with 3 quarters. Circle with 2 quarters. Circle with 1 quarter. Circle with 0 quarters.
      Product Ownership Do you have full-time product owners in place for the products? Do product owners have control of their roadmaps? Circle with 1 quarter. Circle with 2 quarters. Circle with 3 quarters. Circle with 2 quarters. Circle with 4 quarters. Circle with 4 quarters.
      Organization Culture Fit What are your organization’s communication and conflict resolution strategies? Is your organization geographically dispersed? Circle with 1 quarter. Circle with 1 quarter. Circle with 3 quarters. Circle with 1 quarter. Circle with 3 quarters. Circle with 4 quarters.
      Vendor Mgmt Skills What is your skill level in vendor management? How long are your longest-standing vendor relationships? Circle with 0 quarters. Circle with 1 quarter. Circle with 1 quarter. Circle with 2 quarters. Circle with 3 quarters. Circle with 4 quarters.

      1.3.1 Determine the right sourcing strategy for your needs

      60 minutes

      Output: A scored matrix of the key drivers of the sourcing strategy

      Participants: Development leaders, Product management team, Key stakeholders

      Choose one of your products or product families and assess the factors below on a scale of None, Low, Medium, High, and Full.

      • 3.1 Assess the business factors that drive selection using these key criteria (20 minutes):
        • 3.1.1 Product knowledge
        • 3.1.2 Strategic value
        • 3.1.3 Product ownership
      • 3.2 Assess the organizational factors that drive selection using these key criteria (20 minutes):
        • 3.2.1 Vendor management
        • 3.2.2 Absorptive capacity
        • 3.2.3 Organization culture
      • 3.3 Assess the technical factors that drive selection using these key criteria (20 minutes):
        • 3.3.1 Environments
        • 3.3.2 Integration
        • 3.3.3 Testing

      Document results in the Define a Sourcing Strategy Workbook

      Things to Consider When Implementing

      Once you have built your strategy there are some additional things to consider

      Things to Consider Before Acting on Your Strategy

      By now you understand what goes into an effective sourcing strategy. Before implementing one, there are a few key items you need to consider:

      Example 'Sourcing Strategy for Your Portfolio' with initiatives like 'Client-Facing Apps' and 'ERP Software' assigned to 'Onshore Dev', 'Outsource Team', 'Offshore Dev', 'Outsource App (Buy)', 'Outsource Dev', or 'Outsource Roles'. Start with a pilot
      • Changing sourcing needs to start with one team.
      • Grow as skills develop to limit risk.
      Build an IT workforce plan Enhance your vendor management skills Involve the business early and often
      • The business should feel they are part of the discussion.
      • See our Agile/DevOps Research Center for more information on how the business and IT can better work together.
      Limit sourcing complexity
      • Having too many different partners and models creates confusion and will strain your ability to manage vendors effectively.

      Bibliography

      Apfel, Isabella, et al. “IT Project Member Turnover and Outsourcing Relationship Success: An Inverted-U Effect.” Developments, Opportunities and Challenges of Digitization, 2020. Web.

      Benamati, John, and Rajkumar, T.M. “The Application Development Outsourcing Decision: An Application of the Technology Acceptance Model.” Journal of Computer Information Systems, vol. 42, no. 4, 2008, pp. 35-43. Web.

      Benamati, John, and Rajkumar, T.M. “An Outsourcing Acceptance Model: An Application of TAM to Application Development Outsourcing Decisions.” Information Resources Management Journal, vol. 21, no. 2, pp. 80-102, 2008. Web.

      Broekhuizen, T. L. J., et al. “Digital Platform Openness: Drivers, Dimensions and Outcomes.” Journal of Business Research, vol. 122, July 2019, pp. 902-914. Web.

      Brook, Jacques W., and Albert Plugge. “Strategic Sourcing of R&D: The Determinants of Success.” Business Information Processing, vol. 55, Aug. 2010, pp. 26-42. Web.

      Delen, G. P A.J., et al. “Foundations for Measuring IT-Outsourcing Success and Failure.” Journal of Systems and Software, vol. 156, Oct. 2019, pp. 113-125. Web.

      Elnakeep, Eman, et al. “Models and Frameworks for IS Outsourcing Structure and Dimensions: A Holistic Study.” Lecture notes in Networks and Systems, 2019. Web.

      Ghei, Suneel. Modeling Absorptive Capacity for Open Innovation in the Software Industry. 2020. Faculty of Graduate Studies, Athabasca University, 2020. DBA Dissertation.

      “IT Outsourcing Market Research Report by Service Model, Organization Sizes, Deployment, Industry, Region – Global Forecast to 2027 – Cumulative Impact of COVID-19.” ReportLinker, April 2022. Web.

      Jeong, Jongkil Jay, et al. “Enhancing the Application and Measurement of Relationship Quality in Future IT Outsourcing Studies.” 26th European Conference on Information Systems: Beyond Digitization – Facets of Socio-Tehcnical Change: Proceedings of ECIS 2018, Portsmouth, UK, June 23-28, 2018. Edited by Peter Bednar, et al., 2018. Web.

      Könning, Michael. “Conceptualizing the Effect of Cultural Distance on IT Outsourcing Success.” Proceedings of Australasian Conference on Information Systems 2018, Sydney, Australia, Dec. 3-5, 2018. Edited by Matthew Noble, UTS ePress, 2018. Web.

      Lee, Jae-Nam, et al. “Holistic Archetypes of IT Outsourcing Strategy: A Contingency Fit and Configurational Approach.” MIS Quarterly, vol. 43, no. 4, Dec. 2019, pp. 1201-1225. Web.

      Loukis, Euripidis, et al. “Determinants of Software-as-a-Service Benefits and Impact on Firm Performance.” Decision Support Systems, vol. 117, Feb. 2019, pp. 38-47. Web.

      Martensson, Anders. “Patterns in Application Development Sourcing in the Financial Industry.” Proceedings of the 13th European Conference of Information Systems, 2004. Web.

      Martínez-Sánchez, Angel, et al. “The Relationship Between R&D, the Absorptive Capacity of Knowledge, Human Resource Flexibility and Innovation: Mediator Effects on Industrial Firms.” Journal of Business Research, vol. 118, Sept. 2020, pp. 431-440. Web.

      Moreno, Valter, et al. “Outsourcing of IT and Absorptive Capacity: A Multiple Case Study in the Brazilian Insurance Sector.” Brazilian Business Review, vol. 17, no. 1, Jan.-Feb. 2020, pp. 97-113. Web.

      Ozturk, Ebru. “The Impact of R&D Sourcing Strategies on Basic and Developmental R&D in Emerging Economies.” European Journal of Innovation Management, vol. 21, no. 7, May 2018, pp. 522-542. Web.

      Ribas, Imma, et al. “Multi-Step Process for Selecting Strategic Sourcing Options When Designing Supply Chains.” Journal of Industrial Engineering and Management, vol. 14, no. 3, 2021, pp. 477-495. Web.

      Striteska, Michaela Kotkova, and Viktor Prokop. “Dynamic Innovation Strategy Model in Practice of Innovation Leaders and Followers in CEE Countries – A Prerequisite for Building Innovative Ecosystems.” Sustainability, vol. 12, no. 9, May 2020. Web.

      Thakur-Wernz, Pooja, et al. “Antecedents and Relative Performance of Sourcing Choices for New Product Development Projects.” Technovation, 2020. Web.

      Develop the Right Message to Engage Buyers

      • member rating overall impact: N/A
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      • Parent Category Name: Marketing Solutions
      • Parent Category Link: /marketing-solutions

      Sixty percent of marketers find it hard to produce high-quality content consistently. SaaS marketers have an even more difficult job due to the technical nature of content production. Without an easy content development strategy, marketers have an insurmountable task of continually creating interesting content for an audience they don’t understand.

      Globally, B2B SaaS marketers without the ability to consistently produce and activate quality content will experience:

      • High website bounce rates and low time on site
      • Low page views
      • A low percentage of return visitors
      • Low conversions
      • Low open and click-through rates on email campaigns

      Our Advice

      Critical Insight

      Marketing content that identifies the benefit of the product along with a deep understanding of the buyer pain points, desired value, and benefit proof points is a key driver in delivering value to a prospect, thereby increasing marketing metrics such as open rates, time on site, page views, and click-through rates.

      Impact and Result

      Marketers that activate the SoftwareReviews message mapping architecture will be able to crack the code on the formula for improving open and click-through rates.

      By applying the SoftwareReviews message mapping architecture, clients will be able to:

      • Quickly diagnose the current state of their content marketing effectiveness compared to industry metrics.
      • Compare their current messaging approach versus the key elements of the Message Map Architecture.
      • Create more compelling and relevant content that aligns with a buyer’s needs and journey.
      • Shrink marketing and sales cycles.
      • Increase the pace of content production.

      Develop the Right Message to Engage Buyers Research & Tools

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

      1. Develop the Right Message to Engage Buyers Executive Brief – A mapping architecture to enable marketers to crack the code on the formula for improving open and click-through rates.

      Through this blueprint marketers will learn how to shift content away from low-performing content that only focuses on the product and company to high-performing customer-focused content that answers the “What’s in it for me?” question for a buyer, increasing engagement and conversions.

      Infographic

      Further reading

      Develop the Right Message to Engage Buyers

      Drive higher open rates, time-on-site, and click-through rates with buyer-relevant messaging.

      Analyst Perspective

      Develop the right message to engage buyers.

      Marketers only have seven seconds to capture a visitor's attention but often don't realize that the space between competitors and their company is that narrow. They often miss the mark on content and create reams of product and company-focused messaging that result in high bounce rates, low page views, low return visits, low conversions, and low click-through rates.

      We wouldn't want to sit in a conversation with someone who only speaks about themselves, so why would it be any different when we buy something? Today's marketers must quickly hook their visitors with content that answers the critical question of "What's in it for me?"

      Our research finds that leading content marketers craft messaging that lets their audience ”know they know them,” points out what’s in it for them, and includes proof points of promised value. This simple, yet often missed approach, we call Message Mapping, which helps marketers grab a visitor’s initial attention and when applied throughout the customer journey will turn prospects into customers, lifelong buyers, advocates, and referrals.

      Photo of Terra Higginson, Marketing Research Director, SoftwareReviews.

      Terra Higginson
      Marketing Research Director
      SoftwareReviews

      Executive Summary

      Your Challenge

      Globally, B2B SaaS marketers without the ability to consistently produce and activate quality content will experience:

      • High website bounce rates and low time on site
      • Low page views
      • A low percentage of return visitors
      • Low conversions
      • Low open and click-through rates on email campaigns
      Sixty percent of marketers find it hard to produce high-quality content consistently. SaaS marketers have an even more difficult job due to the technical nature of content production. Without an easy content development strategy, marketers have an insurmountable task of continually creating interesting content for an audience they don’t understand.
      Common Obstacles

      Marketers struggle to create content that quickly engages the buyer because they lack:

      • Resources to create a high volume of quality content.
      • True buyer understanding.
      • Experience in how to align technical messaging with the buyer persona.
      • Easy-to-deploy content strategy tools.
      Even though most marketers will say that it’s important to produce interesting content, only 58% of B2B markers take the time to ask their customers what’s important to them. Without a true and deep understanding of buyers, marketers continue to invest their time and resources in an uninteresting product and company-focused diatribe.
      SoftwareReviews’ Approach

      By applying the SoftwareReviews’ message mapping architecture, clients will be able to:

      • Quickly diagnose the current state of their content marketing effectiveness compared to industry metrics.
      • Compare their current messaging approach against the key elements of the Message Map Architecture.
      • Create more compelling and relevant content that aligns with a buyer’s needs and journey.
      • Shrink marketing and sales cycles.
      • Increase the pace of content production.
      Marketers that activate the SoftwareReviews message mapping architecture will be able to crack the code on the formula for improving open and click-through rates.

      SoftwareReviews Insight

      Marketing content that identifies the benefit of the product, along with a deep understanding of the buyer pain points, desired value, and benefit proof-points, is a key driver in delivering value to a prospect, thereby increasing marketing metrics such as open rates, time on site, page views, and click-through rates.

      Your Challenge

      65% of marketers find it challenging to produce engaging content.

      Globally, B2B SaaS marketers without the ability to consistently produce and activate quality content will experience:

      • High website bounce rates and low time on site
      • Low page views
      • A low percentage of return visitors
      • Low conversions
      • Low open and click-through rates on email campaigns

      A staggering 60% of marketers find it hard to produce high-quality content consistently and 62% don’t know how to measure the ROI of their campaigns according to OptinMonster.

      SaaS marketers have an even more difficult job due to the technical nature of content production. Without an easy content development strategy, marketers have an insurmountable task of continually creating interesting content for an audience they don’t understand.


      Over 64% of marketers want to learn how to build a better content
      (Source: OptinMonster, 2021)

      Benchmark your content marketing

      Do your content marketing metrics meet the industry-standard benchmarks for the software industry?
      Visualization of industry benchmarks for 'Bounce Rate', 'Organic CTR', 'Pages/Session', 'Average Session Duration', '% of New Sessions', 'Email Open Rate', 'Email CTR', and 'Sales Cycle Length (Days)' with sources linked below.
      GrowRevenue, MarketingSherpa, Google Analytics, FirstPageSage, Google Analytics, HubSpot
      • Leaders will measure content marketing performance against these industry benchmarks.
      • If your content performance falls below these benchmarks, your content architecture may be missing the mark with prospective buyers.

      Common flaws in content messaging

      Why do marketers have a hard time consistently producing messaging that engages the buyer?

      Mistake #1

      Myopic Focus on Company and Product

      Content suffers a low ROI due to a myopic focus on the company and the product. This self-focused content fails to engage prospects and move them through the funnel.

      Mistake #2

      WIIFM Question Unanswered

      Content never answers the fundamental “What’s in it for me?” question due to a lack of true buyer understanding. This leads to an inability to communicate the value proposition to the prospect.

      Mistake #3

      Inability to Select the Right Content Format

      Marketers often guess what kind of content their buyers prefer without any real understanding or research behind what buyers would actually want to consume.

      Leaders Will Avoid the “Big Three” Pitfalls
      • While outdated content, poor content organization on your website, and poor SEO are additional strategic factors (outside the scope of this research), poor messaging structure will doom your content marketing strategy.
      • Leaders will be vigilant to diagnose current messaging structure and avoid:
        1. Making messaging all about you and your company.
        2. Failing to describe what’s in it for your prospects.
        3. Often guessing at what approach to use when structuring your messaging.

      Implications of poor content

      Without quality content, the sales and marketing cycles elongate and content marketing metrics suffer.
      • Lost sales: Research shows that B2B buyers are 57-70% done with their buying research before they ever contact sales.(Worldwide Business Research, 2022)
      • The buyer journey is increasingly digital: Research shows that 67% of the buyer's journey is now done digitally.(Worldwide Business Research, 2022)
      • Wasted time: In a Moz study of 750,000 pieces of content, 50% had zero backlinks, indicating that no one felt these assets were interesting enough to reference or share. (Moz, 2015)
      • Wasted money: SaaS companies spend $342,000 to $1,080,000 per year (or more) on content marketing. (Zenpost, 2022) The wrong content will deliver a poor ROI.

      50% — Half of the content produced has no backlinks. (Source: Moz, 2015)

      Content matters more than ever since 67% of the buyer's journey is now done digitally. (Source: Worldwide Business Research, 2022)

      Benefits of good content

      A content mapping approach lets content marketers:
      • Create highly personalized content. Content mapping helps marketers to create highly targeted content at every stage of the buyer’s journey, helping to nurture leads and prospects toward a purchase decision.
      • Describe “What’s in it for me?” to buyers. Remember that you aren’t your customer. Good content quickly answers the question “What’s in it for me?” (WIIFM) developed from the findings of the buyer persona. WIIFM-focused content engages a prospect within seven seconds.
      • Increase marketing ROI. Content marketing generates leads three times greater than traditional marketing (Patel, 2016).
      • Influence prospects. Investing in a new SaaS product isn’t something buyers do every day. In a new situation, people will often look to others to understand what they should do. Good content uses the principles of authority and social proof to build the core message of WIIFM. Authority can be conferred with awards and accolades, whereas social proof is given through testimonials, case studies, and data.
      • Build competitive advantage. Increase competitive advantage by providing content that aligns with the ideal client profile. Fifty-two percent of buyers said they were more likely to buy from a vendor after reading its content (1827 Marketing, 2022).
      Avoid value claiming. Leaders will use client testimonials as proof points because buyers believe peers more than they believe you.

      “… Since 95 percent of the people are imitators and only 5 percent initiators, people are persuaded more by the actions of others than by any proof we can offer. (Robert Cialdini, Influence: The Psychology of Persuasion)

      Full slide: 'Message Map Architecture'.

      Full slide: 'Message Map Template' with field descriptions and notes.

      Full slide: 'Message Map Template' with field descriptions, no notes.

      Full slide: 'Message Map Template' with blank fields.

      Full slide: 'Message Map Template' with 'Website Example segment.com' filled in fields.

      Full slide: 'Website Example segment.com' the website as it appears online with labels on the locations of elements of the message map.

      Full slide: 'Website Example segment.com' the website as it appears online with labels on the locations of elements of the message map.

      Full slide: 'Website Example segment.com' the website as it appears online with labels on the locations of elements of the message map.

      Full slide: 'Website Example segment.com' the website as it appears online with labels on the locations of elements of the message map.

      Email & Social Post Example

      Use the message mapping architecture to create other types of content.

      Examples of emails and social media posts as they appear online with labels on the locations of elements of the message map.

      Insight Summary

      Create Content That Matters

      Marketing content that identifies the benefit of the product along with a deep understanding of the buyer pain points, desired value, and benefit proof-points is a key driver in delivering value to a prospect, thereby increasing marketing metrics such as open rates, time on site, page views, and click-through rates.

      What’s in It for Me?

      Most content has a focus on the product and the company. Content that lacks a true and deep understanding of the buyer suffers low engagement and low conversions. Our research shows that all content must answer ”What’s in it for me?” for a prospect.

      Social Proof & Authority

      Buyers that are faced with a new and unusual buying experience (such as purchasing SaaS) look at what others say about the product (social proof) and what experts say about the product (authority) to make buying decisions.

      Scarcity & Loss Framing

      Research shows that scarcity is a strong principle of influence that can be used in marketing messages. Loss framing is a variation of scarcity and can be used by outlining what a buyer will lose instead of what will be gained.

      Unify the Experience

      Use your message map to structure all customer-facing content across Sales, Product, and Marketing and create a unified and consistent experience across all touchpoints.

      Close the Gap

      SaaS marketers often find the gap between product and company-focused content and buyer-focused content to be so insurmountable that they never manage to overcome it without a framework like message mapping.

      Related SoftwareReviews Research

      Sample of 'Create a Buyer Persona and Journey' blueprint.

      Create a Buyer Persona and Journey

      Make it easier to market, sell, and achieve product-market fit with deeper buyer understanding.
      • 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.
      Sample of 'Diagnose Brand Health to Improve Business Growth' blueprint.

      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.
      • Importance of brand is recognized, endorsed, and prioritized.
      • Support and resources allocated.
      • All relevant data and information collected in one place.
      • Ability to make data-driven recommendations and decisions on how to improve.
      Sample of 'Build a More Effective Go-to-Market Strategy' blueprint.

      Build a More Effective Go-to-Market Strategy

      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.
      • Align stakeholders on a common vision and execution plan.
      • Build a foundation of buyer and competitive understanding.
      • Deliver a team-aligned launch plan that enables commercial success.

      Bibliography

      Arakelyan, Artash. “How SaaS Companies Increase Their ROI With Content Marketing.” Clutch.co, 27 July 2018. Accessed July 2022.

      Bailyn, Evan. “Average Session Duration: Industry Benchmarks.” FirstPageSage, 16 March 2022. Accessed July 2022.

      Burstein, Daniel. “Marketing Research Chart: Average clickthrough rates by industry.” MarketingSherpa, 1 April 2014. Accessed July 2022.

      Cahoon, Sam. “Email Open Rates By Industry (& Other Top Email Benchmarks).” HubSpot, 10 June 2021. Accessed July 2022.

      Cialdini, Robert. Influence: Science and Practice. 5th ed. Pearson, 29 July 2008. Print.

      Cialdini, Robert. Influence: The Psychology of Persuasion. Revised ed. Harper Business, 26 Dec. 2006. Print.

      Content Marketing—Statistics, Evidence and Trends.” 1827 Marketing, 7 Jan. 2022. Accessed July 2022.

      Devaney, Erik. “Content Mapping 101: The Template You Need to Personalize Your Marketing.” HubSpot, 21 April 2022. Accessed July 2022.

      Hiscox Business Insurance. “Growing Your Business--and Protecting It Every Step of the Way.” Inc.com. 25 April 2022. Accessed July 2022.

      Hurley Hall, Sharon. “85 Content Marketing Statistics To Make You A Marketing Genius.” OptinMonster, 14 Jan. 2021. Accessed July 2022.

      Patel, Neil. “38 Content Marketing Stats That Every Marketer Needs to Know.” NeilPatel.com, 21 Jan. 2016. Web.

      Prater, Meg. “SaaS Sales: 7 Tips on Selling Software from a Top SaaS Company.” HubSpot, 9 June 2021. Web.

      Polykoff, Dave. “20 SaaS Content Marketing Statistics That Lead to MRR Growth in 2022.” Zenpost blog, 22 July 2022. Web.

      Rayson, Steve. “Content, Shares, and Links: Insights from Analyzing 1 Million Articles.” Moz, 8 Sept. 2015. Accessed July 2022.

      “SaaS Content Marketing: How to Measure Your SaaS Content’s Performance.” Ken Moo, 9 June 2022. Accessed July 2022.

      Taylor Gregory, Emily. “Content marketing challenges and how to overcome them.” Longitude, 14 June 2022. Accessed July 2022.

      Visitors Benchmarking Channels. Google Analytics, 2022. Accessed July 2022.

      WBR Insights. “Here's How the Relationship Between B2B Buying, Content, and Sales Reps Has Changed.” Worldwide Business Research, 2022. Accessed July 2022.

      “What’s a good bounce rate? (Here’s the average bounce rate for websites).” GrowRevenue.io, 24 Feb. 2020. Accessed July 2022.

      Recruit and Retain More Women in IT

      • Buy Link or Shortcode: {j2store}575|cart{/j2store}
      • member rating overall impact: 9.3/10 Overall Impact
      • member rating average dollars saved: $14,532 Average $ Saved
      • member rating average days saved: 4 Average Days Saved
      • Parent Category Name: Attract & Select
      • Parent Category Link: /attract-and-select
      • While the number of jobs in IT has increased dramatically, the percentage of women in IT has progressed disproportionately, with only 25% of IT jobs being held by women (CIO from IDG, 2021).
      • The challenge is not a lack of talented women with the competencies to excel within IT, but rather organizations lack an effective strategy to recruit and retain women in IT.

      Our Advice

      Critical Insight

      • Retaining and attracting top women is good business, not personal. As per McKinsey Global Institute, “$4.3 trillion of additional annual GDP in 2025 could be added to the U.S. by fully bridging the gender gap.”
      • In the war on talent, having a strategy around how you will recruit & retain of women in IT is Marketing 101. What influences whether women apply for roles and stay at organizations is different than men; traditional models won’t cut it.

      Impact and Result

      To stay competitive, IT leaders need to radically change the way they recruit and retain talent, and women in IT represent one of the largest untapped markets for IT talent. CIOs need a targeted strategy to attract and retain the best, and this requires a shift in how leaders currently manage the talent lifecycle. Info-Tech offers a targeted solution that will help IT leaders:

      1. Build a Recruitment Playbook: Leverage Info-Tech tools to effectively sell to, search for, and secure top talent.
      2. Build a Retention Strategy: Follow Info-Tech’s step-by-step process to identify initiatives and opportunities to retain your top talent.

      Recruit and Retain More Women in IT Research & Tools

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

      1. Recruit and Retain More Women in IT Deck – A step-by-step document that walks you through how to build a recruitment and retention plan for women in IT.

      Create a targeted recruitment and retention strategy for women. Increase the number of viable candidates by leveraging best practices to sell to, search for, and secure top women in IT. Take a data-driven approach to improving retention of women by using best practices to measure and improve employee engagement.

      • Recruit and Retain More Women in IT – Phases 1-2

      2. Employee Value Proposition Tools – Build and road-test your employee value proposition to ensure that it is aligned, clear, compelling, and differentiated.

      These tools tap into best practices to help you collect the information you need to build, assess, test, and adopt an employee value proposition.

      • Employee Value Proposition (EVP) Interview Guide
      • Employee Value Proposition (EVP) Scorecard
      • Employee Value Proposition (EVP) Internal Scorecard Handout

      3. IT Behavioral Interview Question Library – A complete list of sample questions aligned with core, leadership, and IT competencies.

      Don’t hire by intuition, consider leveraging behavioral interview questions to reduce bias and uncover candidates that will be able to execute on the job.

      • IT Behavioral Interview Question Library

      4. Stay Interview Guide – Use this tool to guide one-on-one conversations with your team members to monitor employee engagement between surveys.

      Stay interviews are an effective method for monitoring employee engagement. Have these informal conversations to gain insight into what your employees really think about their jobs, what causes them to stay, and what may lead them to leave.

      • Stay Interview Guide

      Infographic

      Workshop: Recruit and Retain More Women in IT

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

      1 Make the Case for Strategically Recruiting and Retaining Women in IT

      The Purpose

      Identify the need for a targeted strategy to recruit and retain women in IT and pinpoint your largest opportunities to drive diversity in your IT team.

      Key Benefits Achieved

      Establish goals and targets for the changes to be made to your IT recruitment and retention strategies.

      Activities

      1.1 Understand trends in IT staffing.

      1.2 Assess your talent lifecycle challenges and opportunities.

      1.3 Make the case for changes to recruitment and retention strategies.

      Outputs

      Recruitment & Retention Metrics Report

      Business Case for Recruitment and Retention Changes

      2 Develop Strategies to Sell Your Organization to Wider Candidate Pool

      The Purpose

      The way you position the organization impacts who is likely to apply to posted positions. Ensure you are putting a competitive foot forward by developing a unique, meaningful, and aspirational employee value proposition and clear job descriptions.

      Key Benefits Achieved

      Implement effective strategies to drive more applications to your job postings.

      Activities

      2.1 Develop an IT employee value proposition.

      2.2 Adopt your employee value proposition.

      2.3 Write meaningful job postings.

      Outputs

      Employee Value Proposition

      EVP Marketing Plan

      Revised Job Ads

      3 Expand Your Talent Sourcing Strategy

      The Purpose

      Sourcing shouldn’t start with an open position, it should start with identifying an anticipated need and then building and nurturing a talent pipeline.

      IT participation in this is critical to effectively promote the employee experience and foster relationships before candidates even apply.

      Key Benefits Achieved

      Develop a modern job requisition form though role analysis.

      Increase your candidate pool by expanding sourcing programs.

      Activities

      3.1 Build realistic job requisition forms.

      3.2 Identify new alternative sourcing approaches for talent.

      3.3 Build a sourcing strategy.

      Outputs

      Job requisition form for key roles

      Sourcing strategy for key roles

      4 Secure Top Talent

      The Purpose

      Work with your HR department to influence the recruitment process by taking a data-driven approach to understanding the root cause of applicant drop-off and success and take corrective actions.

      Key Benefits Achieved

      Optimize your selection process.

      Implement non-bias interview techniques in your selection process.

      Activities

      4.1 Assess key selection challenges.

      4.2 Implement behavioral interview techniques.

      Outputs

      Root-Cause Analysis of Section Challenges

      Behavioral Interview Guide

      5 Retain Top Women in IT

      The Purpose

      Employee engagement is one of the greatest predictors of intention to stay.

      To retain employees you need to understand not only engagement, but also your employee experience and the moments that matter, and actively work to create positive experience.

      Key Benefits Achieved

      Identify opportunities to drive engagement across your IT organization.

      Implement tactical programs to reduce turnover in IT.

      Activities

      5.1 Measure employee engagement and review results.

      5.2 Identify new alternative sourcing approaches for talent.

      5.3 Train managers to conduct stay interviews and drive employee engagement.

      Outputs

      Identified Employee Engagement Action Plan

      Action Plan to Execute Stay Interviews

      Further reading

      Recruit and Retain More Women in IT

      Gender diversity is directly correlated to IT performance.

      EXECUTIVE BRIEF

      Executive Summary

      Your Challenge

      Technology has never been more important to organizations, and as a result, recruiting and retaining quality IT employees is increasingly difficult.

      • IT unemployment rates continue to hover below 2% in the US.
      • The IT talent market has evolved into one where the employer is the seller and the employee is the buyer.

      Common Obstacles

      • While the number of jobs in IT has increased dramatically, the percentage of women in IT has progressed disproportionately, with only 25% of IT jobs being held by women.*
      • The challenge is not a lack of talented women with the competencies to excel within IT, but rather organizations lack an effective strategy to recruit and retain women in IT.

      Info-Tech’s Approach

      To stay competitive, IT leaders need to radically change the way they recruit and retain talent, and women in IT represent one of the largest untapped markets. CIOs need a targeted strategy to attract and retain the best, and this requires a shift in how leaders currently manage the talent lifecycle. Info-Tech offers a targeted solution to help:

      • Build a Recruitment Playbook: Leverage Info-Tech tools to effectively sell to, search for, and secure top talent.
      • Build a Retention Strategy: Follow Info-Tech’s step-by-step process to identify initiatives and opportunities to retain your top talent.

      Info-Tech Insight

      Retaining and attracting top women is good business, not personal. Companies with greater gender diversity on executive teams were 25% more likely to have above-average profitability.1 In the war on talent, having a strategy around how you will recruit and retain women in IT is Marketing 101. What influences whether women apply for roles and stay at organizations is different than men; traditional models won’t cut it.

      *– McKinsey & Company, 2020; 2 – CIO From IDG, 2021
      The image contains a screenshot of a thought model titled: Recruit and Retain More Women in IT. Its subheading is: Gender Diversity is Directly Correlated to IT Performance. The thought model lists critical methods to recruit and retain, and also a traditional method to compare.

      Diversity & inclusion – it’s good business, not personal

      Why should organizations care about diversity?

      1. The war for talent is real. Every CIO needs a plan of attack. Unemployment rates are dropping and 54% of CIOs report that the skills shortage is holding them up from meeting their strategic objectives.
      2. Source: Harvey Nash and KPMG, 2020
      3. Diversity has clear ROI – both in terms of recruitment and retention. Eighty percent of technology managers experienced increased turnover in 2021. Not only are employee tenures decreasing, the competition for talent is fierce and the average cost of turnover is 150% of an IT worker’s salary.
      4. Source: Robert Half, 2021
      5. Inability to recruit and retain talent will reduce business satisfaction. Organizations who are continuously losing talent will be unable to meet corporate objectives due to lost productivity, keeping them in firefighting mode. An engaged workforce is a requirement for driving innovation and project success.

      ISACA’s 2020 study shows a disconnect between what men and women think is being done to recruit and retain female employees

      Key findings from ISACA’s 2020 Tech Workforce survey

      65% of men think their employers have a program to encourage hiring women. But only 51% of women agree.

      71% of men believe their employers have a program to encourage the promotion or advancement of women. But only 59% of women agree.

      49% of women compared to 44% of men in the survey feel they must work harder than their peers.

      22% of women compared to 14% of men feel they are underpaid.

      66% of women compared to 72% of men feel they are receiving sufficient resources to sustain their career.

      30% of women compared to 23% of men feel they have unequal growth opportunities.

      74% of women compared to 64% of men feel they lack confidence to negotiate their salaries.

      To see ISACA’s full report click here.
      The image contains a screenshot of a multi bar graph to demonstrate the percentage of female employees in the workforce of major tech companies. The major tech companies include: Amazon, Facebook, Apple, Google, and Microsoft.
      Image: Statista, 2021, CC BY-ND 4.0

      The chart to the left, compiled by Statista, (based on self-reported company figures) shows that women held between 23% to 25% of the tech jobs at major tech companies.

      Women are also underrepresented in leadership positions: 34% at Facebook, 31% at Apple, 29% at Amazon, 28% at Google, and 26% at Microsoft.

      (Statista, 2021)

      To help support women in tech, 78% of women say companies should promote more women into leadership positions. Other solutions include:

      • Providing mentorship opportunities (72%)
      • Offering flexible scheduling (64%)
      • Conducting unconscious bias training (57%)
      • Offering equal maternity and paternity leave (55%)
      • (HRD America, 2021)

      Traditional retention initiatives target the majority – the drivers that impact the retention of women in IT are different

      Ranked correlation of impact of engagement drivers on retention

      The image contains a screenshot that demonstrates the differences in retaining men and women in IT.

      * Recent data stays consistent, but, the importance of compensation and recognition in retaining women in IT is increasing.

      Info-Tech Research Group Employee Engagement Diagnostic; N=1,856 IT employees

      The majority of organizations take a one-size-fits-all approach to retaining and engaging employees.

      However, studies show that women are leaving IT in significantly higher proportions than men and that the drivers impacting men’s and women’s retention are different. Knowing how men and women react differently to engagement drivers will help you create a targeted retention strategy.

      In particular, to increase the retention and engagement of women, organizations should develop targeted initiatives that focus on:

      • Organizational culture
      • Employee empowerment
      • Manager relationships

      Why organizations need to focus on the recruitment and retention of women in IT

      1. Women expand the talent pool. Women represent a vast, untapped talent pool that can bolster the technical workforce. Unfortunately, traditional IT recruitment processes are targeted toward a limited IT profile – the key to closing the IT skills gap is to look for agile learners and expand your search criteria to cast a larger net.
      2. Diversity increases innovation opportunities. Groups with greater diversity solve complex problems better and faster than homogenous groups, and the presence of women is more likely to increase the problem-solving and creative abilities of the group.
      3. Women increase your ROI. Research shows that companies with the highest representation of women in their management teams have a 34% higher return on investment than those with few or no women. Further, organizations who are unable to retain top women in their organization are at risk for not being able to deliver to SLAs or project expectations and lose the institutional knowledge needed for continuous improvement.
      4. Source: Bureau of Labour Statistics; Info-Tech Research Group/McLean & Company Analysis

      Improving the representation of women in your organization requires rethinking recruitment and retention strategies

      SIGNS YOU MAY NEED A TARGETED RECRUITMENT STRATEGY…

      SIGNS YOU MAY NEED A TARGETED RETENTION STRATEGY…

      • “It takes longer than 8 weeks to fill a posted IT position.”
      • “Less than 35% of applicants to posted positions are women.”
      • “In the last year the number of applicants to posted positions has decreased.”
      • “The number of female employees who have referred employees in the last year is significantly lower than men in the department.”
      • “Less than 35% of your IT workforce is made up of women.”
      • “Proportionally women decline IT roles in higher rates than men in IT.”
      • “Voluntary turnover of high performers and high potentials is above 5%.”
      • “Turnover of women in IT is disproportionate to the percentage of IT staff.”
      • “Employee rankings of the IT department on social networking sites (e.g. Glassdoor) are low.”
      • “Employees are frequently absent from their jobs.”
      • “Less than 25% of management roles in IT are filled by women.”
      • “Employee engagement scores are lower among women than men.”

      Info-Tech’s approach to improving gender diversity at your organization

      Info-Tech takes a practical, tactical approach to improving gender diversity at organizations, which starts with straightforward tactics that will help you improve the recruitment and retention of women in your organization.

      How we can help

      1. Leverage Info-Tech’s tools to define your current challenges and opportunities for gender diversity to improve your recruitment and retention issues.
      2. Employ straightforward and tested tactics to increase talent acquisition of women in IT by optimizing how you sell to, search for, and secure top female talent.
      3. Take a data-driven approach to measure and increase the retention and engagement of women within your IT organization, and know how and when to involve your staff for optimal results.

      Leverage Info-Tech’s customizable deliverables to improve the recruitment and retention of women in your organization

      RECRUIT Top Women in IT

      If you don’t have a targeted recruitment strategy for women, you are missing out on 50% of the candidate pool. Increase the number of viable candidates by leveraging best practices to sell to, search for, and secure top women in IT.

      Key metrics to track:

      • Average number of female candidates per posting
      • Average time to fill position
      • Percentage of new hires still at the organization one year later

      RETAIN Top Women in IT

      The drivers that impact the retention of men and women are different. Take a data-driven approach to improving retention of women in your organization by using best practices to measure and improve employee engagement.

      Key metrics to track:

      • Voluntary turnover rates of men and women
      • Average tenure of men and women
      • Percentage of internal promotions going to men and women
      • Employee engagement scores

      Info-Tech’s methodology for Recruit and Retain More Women in IT

      1. Enhance Your Recruitment Strategies

      2. Enhance Your Retention Strategies

      Phase Steps

      1. Sell:
      • Develop an attractive employee value proposition.
      • Understand the impact of language on applicants.
    • Search:
      • Define meaningful job requirements
      • Evaluate various sourcing pools.
    • Secure:
      • Improve the interview experience.
      • Leverage behavioral interview questions to limit bias.
      1. Drive engagement in key areas correlated with driving higher retention of women in IT.
      2. Train managers to understand key moments that matter in the employee experience.
      3. Understand what motivates key performers to stay at your organization.

      Phase Outcomes

      Recruitment Optimization Plan

      Retention Optimization Plan

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

      Workshop

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

      Consulting

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

      Diagnostics and consistent frameworks are used throughout all four options.

      Guided Implementation

      What does a typical GI on this topic look like?

      A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization. A typical GI is 6 calls over the course of 1 to 2 months.

      1. Tactics to Recruit More Women in IT

      Call #1: Develop a strategy to better sell your organization to diverse candidates.

      Call #2: Evaluate your candidate search practices to reach a wider audience.

      Call #3: Introduce best practices in your interviews to improve the candidate experience and limit bias.

      2. Tactics to Retain More Women in IT

      Call #4: Launch focus groups to improve performance of key retention drivers.

      Call #5: Measure the employee experience and identify key moments that matter to staff.

      Call #6: Conduct stay interviews and establish actions to improve retention.

      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

      Make the Case

      Develop Strategies to Sell to a Wider Candidate Pool

      Expand Your Talent Sourcing Strategy

      Secure & Retain Top Talent

      Next Steps and Wrap-Up (offsite)

      Activities

      1.1 Understand trends in IT staffing.

      1.2 Assess your talent lifecycle.

      1.3 Make the case for changes to recruitment and retention strategies.

      2.1 Develop an IT employee value proposition (EVP).

      2.2 Adopt your employee value proposition.

      2.3 Write meaningful job postings.

      3.1 Build realistic job requisition forms.

      3.2 Identify new alternative sourcing approaches for talent.

      3.3 Build a sourcing strategy.

      4.1 Assess key selection challenges.

      4.2 Implement behavioral interview techniques.

      4.3 Measure employee engagement and review results.

      4.4 Develop programs to improve employee engagement.

      4.5 Train managers to conduct stay interviews and drive employee engagement.

      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. Recruitment & retention metrics report
      2. Business case for recruitment and retention changes
      1. Employee Value Proposition
      2. EVP marketing plan
      3. Revised job ads
      1. Job requisition form for key roles
      2. Sourcing strategy for key roles
      1. Root-cause analysis of section challenges
      2. Behavioral interview guide
      3. Identified employee engagement action plan
      4. Action plan to execute stay interviews
      1. Completed recruitment optimization plan
      2. Completed retention optimization plan

      Phase 1

      Enhance Your Recruitment Strategies

      Phase 1

      • 1.1 Sell
      • 1.2 Search
      • 1.3 Secure

      Phase 2

      • 2.1 Engagement
      • 2.2 Employee Experience
      • 2.3 Stay Interviews

      Consider key factors within the recruitment process

      Key Talent Pipeline Opportunities:

      • In today’s talent landscape IT leaders need to be highly strategic about how they recruit new talent to the organization.
      • IT professionals have a huge number of options to choose from when considering their next career.
      • IT leaders need to actively market and expand their search to attract top talent. The “where” and “how” to recruit men and women in IT are different and your strategy should reflect this.
      • Partnering with your HR department to help you improve the number of applicants, expand your search criteria, and optimize the interview experience will all directly impact your talent pipeline.
      1. Sell
      2. How do you position the value of working for your organization and roles in a meaningful way?

      3. Search
      4. How can you expand your key search criteria and sourcing strategies to reach more candidates?

      5. Secure
      6. How can you reduce bias in your interview process and create positive candidate experiences?

      Info-Tech’s Sell-Search-Secure recruitment model

      Follow these steps to increase your pool of female candidates.

      1. Sell Tactics:
      2. 1. Develop an employee value proposition that will attract female candidates.

        2. Understand how your job postings may be deterring female candidates.

      3. Search Tactics:
      4. 3. Identify opportunities to expand your role analysis for job requisitions.

        4. Increase your candidate pool by expanding sourcing programs.

      5. Secure Tactics:
      6. 5. Identify tactics to improve women’s interview experience.

        6. Leverage behavioral interview questions to limit bias in interviews.

      Please note, this section is not a replacement or a full talent strategy. Rather, this blueprint will highlight key tactics within talent acquisition practices that the IT leadership team can help to influence to drive greater diversity in recruitment.

      Understand where leaks exist in your talent pipeline

      Start your recruitment enhancement here.

      Work with your HR department to track critical metrics around where you need to make improvements and where you can partner with your recruitment team to improve your recruitment process and build a more diverse pipeline. Identify where you have significant drops or variation in diversity or overall need and select where you’d like to focus your recruitment improvement efforts.

      Selection Process Step

      Sample Metrics to Track

      Sell

      Average time to fill a vacant position

      Average number of applicants for posted positions

      Total # of Candidates; # of Male Candidates (% of total);

      # of Female Candidates (% of total); % Difference Male & Female

      Number of page visits vs. applications for posted positions

      Total # of Candidates

      # of Male Candidates

      % of total

      # of Female Candidates

      % of total

      % Difference Male & Female

      Search

      Number of applicants coming from your different sourcing channels (one line per sourcing channel: LinkedIn Group A, website, job boards, specific events, etc.)

      Number of applicants coming from referrals

      Secure

      Number of applicants meeting qualifications

      Number of applicants selected for second interview

      Number of applicants rejecting an offer

      Number of applicants accepting an offer

      Number of employees retained for one year

      Enhance your recruitment strategies

      The way you position the organization impacts who is likely to apply to posted positions. Ensure you are putting a competitive foot forward by developing a unique, meaningful, and aspirational employee value proposition and clear job descriptions.

      Sell the organization

      What is an employee value proposition?

      An employee value proposition (EVP) is a unique and clearly defined set of attributes and benefits that capture an employee’s overall work experience within an organization. An EVP is your opportunity to showcase the unique benefits and opportunities of working at your organization, allowing you to attract a wider pool of candidates.

      How is an employee value proposition used?

      Your EVP should be used internally and externally to promote the unique benefits of working within the department. As a recruiting tool, you can use it to attract candidates, highlighting the benefits of working for your organization. The EVP is often highlighted where you are most likely to reach your target audience, whether that is through social media, in-person events, or in other advertising activities.

      Why tailor this to multiple audiences?

      While your employee value proposition should remain constant in terms of the unique benefits of working for your organization, you want to ensure that the EVP appeals to multiple audiences and that it is backed up by relevant stories that support how your organization lives your EVP every day. Candidates need to be able to relate to the EVP and see it as desirable, so ensuring that it is relatable to a diverse audience is key.

      Develop a strong employee value proposition

      Three key steps

      The image contains a cycle to demonstrate the three key steps. The steps are: Build and Assess the EVP, Test the EVP, and Adopt the EVP.

      1. Build and Assess the EVP

      Assess your existing employee value proposition and/or build a forward-looking, meaningful, authentic, aspirational EVP.

      2. Test the EVP

      Gather feedback from staff to ensure the EVP is meaningful internally and externally.

      3. Adopt the EVP

      Identify how and where you will leverage the EVP internally and externally, and integrate the EVP into your candidate experience, job ads, and employee engagement initiatives.

      As you build your EVP, keep in mind that while it’s important to brand your IT organization as an inclusive workplace to help you attract diverse candidates, be honest about your current level of diversity and your intentions to improve. Otherwise, new recruits will be disappointed and leave.

      What is an employee value proposition?

      And what are the key components?

      The employee value proposition is your opportunity to showcase the unique benefits and opportunities of working at your organization, allowing you to attract a wider pool of candidates.

      AN EMPLOYEE VALUE PROPOSITION IS:

      AN EMPLOYEE VALUE PROPOSITION IS NOT:

      • An authentic representation of the employee experience
      • Aligned with organizational culture
      • Fundamental to all stages of the employee lifecycle
      • A guide to help investment in programs and policies
      • Short and succinct
      • What the employee can do for you
      • A list of programs and policies
      • An annual project

      THE FOUR KEY COMPONENTS OF AN EMPLOYEE VALUE PROPOSITION

      Rewards

      Organizational Elements

      Working Conditions

      Day-to-Day Job Elements

      • Compensation
      • Health Benefits
      • Retirement Benefits
      • Vacation
      • Culture
      • Customer Focus
      • Organization Potential
      • Department Relationships
      • Senior Management Relationships
      • Work/Life Balance
      • Working Environment
      • Employee Empowerment
      • Development
      • Rewards & Recognition
      • Co-Worker Relationships
      • Manager Relationships

      Creating a compelling EVP that presents a picture of your employee experience, with a focus on diversity, will attract females to your team. This can lead to many internal and external benefits for your organization.

      Collect relevant information

      Existing Employee Value Proposition: If your organization or IT department has an existing employee value proposition, rather than starting from scratch, we recommend leveraging that and moving to the testing phase to see if the EVP still resonates with staff and external parties.

      Employee Engagement Results: If your organization does an employee engagement survey, review the results to identify the areas in which the IT organization is performing well. Identify and document any key comment themes in the report around why employees enjoy working for the organization or what makes your IT department a great place to work.

      Social Media Sites. Prepare for the good, the bad, and the ugly. Social media websites like Glassdoor and Indeed make it easier for employees to share their experiences at an organization honestly and candidly. While postings on these sites won’t relate exclusively to the IT department, they do invite participants to identify their department in the organization. You can search these to identify any positive things people are saying about working for the organization and potentially opportunities for improvement (which you can use as a starting point in the retention section of this report).

      Step 1.1

      Sell – Assess the current state and develop your employee value proposition

      Activities

      1.1.1 Gather feedback on unique benefits

      1.1.2 Build key messages

      1.1.3 Test your EVP

      1.1.4 Adopt your EVP

      1.1.5 Review job postings for gender bias

      1.1.1 Gather feedback

      1. Hold a series of focus groups with employees to understand what about the organization attracted them to join and to stay at the organization.
      2. Start by identifying if you will interview all employees or a subset. If you are going to use a subset, ensure you have at least one male and one female participating from each team and representation of all levels within the department.
      3. Print the EVP Interview Guide to focus your conversation, and ask each individual to take 15 minutes and respond to questions 1-3 in the Guide:
      4. Draw a quadrant on the board and mark each quadrant with four categories: Day-to-Day Elements, Organizational Elements, Compensation & Benefits, and Working Conditions. Provide each participant with sticky notes and ask them to brainstorm the top five things they value most about working at the organization. Ask them to place each sticky in the appropriate category and identify any key themes.
      5. Ask participants to hand in their EVP Interview Guides and document all of the key findings.

      Input

      Output

      • Employee opinions
      • Employee responses to four EVP components
      • Content for EVP

      Materials

      Participants

      • EVP Interview Guide handout
      • Pen and paper for documenting responses
      • Male and female employees
      • Different departments
      • Different role levels

      Download the EVP Interview Guide

      1.1.2 Build key messages

      1. Collect all of the information from the various focus groups and begin to build out the employee value proposition statements.
      2. Identify the key elements that staff felt were unique and highly valued by employees and group these into common themes.
      3. Identify categories that related to one of the five key drivers* of women’s retention in IT and highlight any key elements related to these:
      • Culture: The degree to which an employee identifies with the beliefs, values, and attitudes of the organization.
      • Company Potential: An employee’s understanding, commitment, and excitement about the organization’s mission and future.
      • Employee Empowerment: The degree to which employees have accountability and control over their work within a supported environment.
      • Learning and Development: A cooperative and continuous effort to enhance an employee’s skill set and expertise and meet an employee’s career objectives.
      • Manager Relationships: The professional and personal relationship an employee has with their manager, including trust, support, and development.
    • Identify up to four key statements to focus on for the EVP, ensuring that your EVP speaks to at least one of the five categories above.
    • Integrate these into one overall statement.
    • *See Engagement Driver Handout slides for more details on these five drivers.

      Input

      Output

      • Feedback from focus groups
      • EVP and supporting statements

      Materials

      Participants

      • EVP Interview Guide handout
      • Pen and paper for documenting responses
      • IT leadership team

      Quality test your revised EVP

      Use Info-Tech’s EVP Scorecard.

      Internally and Externally

      Use the EVP Scorecard and EVP Scorecard Handout throughout this step to assess your EVP against:

      Internal Criteria:

      • Accuracy
      • Alignment
      • Aspirational
      • Differentiation

      External Criteria:

      • Clear
      • Compelling
      • Concise
      • Differentiation
      The image contains screenshots of Info-Tech's EVP Scorecard.

      Ensure your EVP resonates with employees and prospects

      Test your EVP with internal and external audiences.

      INTERNAL TEST REVOLVES AROUND THE 3A’s

      EXTERNAL TEST REVOLVES AROUND THE 3C’s

      ALIGNED: The EVP is in line with the organization’s purpose, vision, values, and processes. Ensure policies and programs are aligned with the organization’s EVP.

      CLEAR: The EVP is straightforward, simple, and easy to understand. Without a clear message in the market, even the best intentioned EVPs can be lost in confusion.

      ACCURATE: The EVP is clear and compelling, supported by proof points. It captures the true employee experience, which matches the organization’s communication and message in the market.

      COMPELLING: The EVP emphasizes the value created for employees and is a strong motivator to join this organization. A strong EVP will be effective in drawing in external candidates. The message will resonate with them and attract them to your organization.

      ASPIRATIONAL: The EVP inspires both individuals and the IT organization as a whole. Identify and invest in the areas that are sure to generate the highest returns for employees.

      COMPREHENSIVE: The EVP provides enough information for the potential employee to understand the true employee experience and to self-assess whether they are a good fit for your organization. If the EVP lacks depth, the potential employee may have a hard time understanding the benefits and rewards of working for your organization.

      1.1.3 Test your EVP

      1. Identify the internal and external individuals who you want to gather feedback from about the EVP.
      2. For internal candidates, send a copy of the EVP and ask them to complete the Internal Assessment (ensure that you have at least 50% representation of women).
      3. For external candidates, identify first how you will reach out to them; popular options are to have team members in key roles reach out to members of their LinkedIn network who are in similar roles to themselves. Request that they look for a diverse group to gather feedback from.
      4. Have the external candidates complete the External Assessment.
      5. Collect the feedback around the EVP and enter the findings into the EVP Scorecard Tool.
      6. If you are dissatisfied with the scorecard results, go back to the employees you interviewed to ask for additional feedback, focusing on the areas that scored low.
      7. Incorporate the feedback and present the revised EVP to see if the changes resonate with stakeholders.
      8. If you are satisfied with the results, present to the leadership and HR teams for agreement and proceed to adopting the EVP in your organization.

      Input

      Output

      • Internal assessment
      • External assessment
      • Finalized EVP

      Materials

      Participants

      • EVP Internal Assessmentt
      • EVP External Assessment
      • Internal staff members
      • External IT professionals

      1.1.4 Adopt your EVP

      Identify your target audience and marketing channels.

      1. Identify the internal and external individuals who you want to gather feedback from about the EVP.
      • The target audience for your employee value proposition
      • Internal and/or external
      • Local, national, international
      • Experience
      • Applicant pool (e.g. new graduates, professionals, internship)
    • For each target audience, identify where you want to reach them with your employee value proposition.
      • Internal: Town hall meetings, fireside chats
      • External: Social media, advertising, job postings
      • Global: Professional affiliations, head hunters
    • For each target audience, build the communication strategy and identify messaging, mediums, timeline, and task ownership.
    • Input

      Output

      • Employee value proposition
      • EVP plan

      Materials

      Participants

      • Pen and paper
      • EVP participants

      Case Study

      INDUSTRY: Restaurant

      SOURCE: McDonald’s Careers, Canadian Business via McLean & Company

      McDonald’s saw a divide between employee experience and its vision. McDonald’s set out to reinvent its employer image and create the reputation it wanted.

      Challenge

      • Historically, McDonald’s has had a challenging employer brand. Founded on the goal of cost effectiveness, a “McJob” was often associated with lower pay and a poor reputation.
      • McDonald’s reached out to employees using a global survey and asked, “What is it you love most about working at McDonald’s?”

      Solution

      • McDonald’s revaluated its employer brand by creating an EVP focused on the three F’s.
      1. Future – career growth and development opportunities
      2. Flexibility – flexible working hours and job variety
      3. Family & Friends – a people-centric work culture

      Results

      • As a result of developing and promoting its EVP internally, McDonald’s has experienced higher engagement and a steady decrease in turnover.
      • Externally, McDonald’s has been recognized numerous times by the Great Place to Work Institute and has been classified by Maclean’s magazine as one of Canada’s top 50 employers for 13 years running.

      Make your job descriptions more attractive to female applicants

      10 WAYS TO REMOVE GENDER BIAS FROM JOB DESCRIPTIONS – GLASSDOOR – AN EXCERPT

      1. USE GENDER-NEUTRAL TITLES: Male-oriented titles can inadvertently prevent women from clicking on your job in a list of search results. Avoid including words in your titles like “hacker,” “rockstar,” “superhero,” “guru,” and “ninja,” and use neutral, descriptive titles like “engineer,” “project manager,” or “developer.
      2. CHECK PRONOUNS: When describing the tasks of the ideal candidate, use “they” or “you.” Example: “As Product Manager for XYZ, you will be responsible for setting the product vision and strategy.
      3. AVOID (OR BALANCE) YOUR USE OF GENDER-CHARGED WORDS: Analysis from language tool Textio found that the gender language bias in your job posting predicts the gender of the person you’re going to hire. Use a tool like Textio tool or the free Gender Decoder to identify problem spots in your word choices. Examples: “Analyze” and “determine” are typically associated with male traits, while “collaborate” and “support” are considered female. Avoid aggressive language like “crush it.
      4. AVOID SUPERLATIVES: Excessive use of superlatives such as “expert,” “superior,” and “world class” can turn off female candidates who are more collaborative than competitive in nature. Research also shows that women are less likely than men to brag about their accomplishments. In addition, superlatives related to a candidate’s background can limit the pool of female applicants because there may be very few females currently in leading positions at “world-class” firms
      5. LIMIT THE NUMBER OF REQUIREMENTS: Identify which requirements are “nice to have” versus “must have,” and eliminate the “nice to haves.” Research shows that women are unlikely to apply for a position unless they meet 100 percent of the requirements, while men will apply if they meet 60 percent of the requirements.

      For the full article please click here.

      1.1.5 Review job postings

      To understand potential gender bias

      1. Select a job posting that you are looking to fill, review the descriptions, and identify if any of the following apply:
      • Are the titles gender neutral? This doesn’t mean you can’t be creative in your naming, but consider if the name really represents the role you are looking to fill.
      • Do you use pronouns? If there are instances where the posting says “he” OR “she” change this to “they” or “you.”
      • Are you overusing superlatives? Review the posting and ensure that when words like “expert” or “world class” are used that you genuinely need someone who is at that level.
      • Are all of the tasks/responsibilities listed the ones that are absolutely essential to the job? Women are less likely to apply if they don’t have direct experience with 100% of the criteria – if it’s a non-essential, consider whether it’s needed in the posting.
      • Is there any organization-specific jargon used? Where possible, avoid using organization-specific jargon in order to create an inclusive posting. Avoid using terms/acronyms that are only known to your organization.
    • Select four to six members of your staff, both male and female, and have them highlight within the job posting what elements appeal to them and what elements do not appeal to them or would concern them about the job.
    • Review the feedback from staff, and identify potential opportunities to reduce bias within the posting.
    • Input

      Output

      • Job posting
      • Updated job posting

      Materials

      Participants

      • Pen and paper
      • IT staff members

      Case Study

      INDUSTRY: Social Media

      SOURCE: Buffer Open blog

      When the social media platform Buffer replaced one word in a job posting, it noticed an increase in female candidates.

      Challenge

      For the social media platform Buffer, all employees were called “hackers.” It had front-end hackers, back-end hackers, Android hackers, iOS hackers, and traction hackers.

      As the company began to grow and ramp up hiring, the Chief Technology Officer, Sunil Sadasivan, noticed that Buffer was seeing a very low percentage of female candidates for these “hacker” jobs.

      In researching the challenge in lack of female candidates, the Buffer team discovered that the word “hacker” may be just the reason why.

      Solution

      Understanding that wording has a strong impact on the type of candidates applying to work for Buffer started a great and important conversation on the Buffer team.

      Buffer wanted to be as inviting as possible in job listings, especially because it hires for culture fit over technical skill.

      Buffer went through a number of wording choices that could replace “hacker,” and ended on the term “developer.” All external roles were updated to reflect this wording change.

      Results

      By making this slight change to the wording used in their jobs, Buffer went from seeing a less than 2% female representation of applicants for developer jobs to around 12% female representation for the same job.

      Step 1.2

      Search – Reach more candidates by expanding key search criteria and sourcing strategies

      Activities

      1.2.1 Complete role analysis

      1.2.2 Expand your sourcing pools

      Enhance your recruitment strategies

      Sourcing shouldn’t start with an open position; it should start with identifying an anticipated need and building and nurturing a talent pipeline. IT participation in this is critical to effectively promote the employee experience and foster relationships before candidates even apply.

      Expand your search

      What is a candidate sourcing program?

      A candidate sourcing program is one element of the overall HR sourcing approach, which consists of the overall process (steps to source talent), the people responsible for sourcing, and the programs (internal talent mobility, social media, employee referral, alumni network, campus recruitment, etc.).

      What is a sourcing role analysis?

      Part of the sourcing plan will outline how to identify talent for a role, which includes both the role analysis and the market assessment. The market assessment is normally completed by the HR department and consists of analyzing the market conditions as they relate to specific talent needs. The role analysis looks at what is necessary to be successful in a role, including competencies, education, background experience, etc.

      How will this enable you to attract female candidates?

      Expanding your sourcing programs and supporting deeper role analysis will allow your HR department to reach a larger candidate pool and better understand the type of talent that will be successful in roles within your organization. By expanding from traditional pools and criteria you will open the organization up to a wider variety of talent options.

      Minimize bias in sourcing to hire the right talent and protect against risk

      Failure to take an inclusive approach to sourcing will limit your talent pool by sidelining entire groups or discouraging applicants from diverse backgrounds. Address bias in sourcing so that diverse candidates are not excluded from the start. Solutions such as removing biographical data from CVs prior to interviews may reduce bias, but they may come too late to impact diversity.

      Potential areas of bias in sourcing:

      Modifications to reduce bias:

      Intake Session

      • Describing a specific employee when identifying what it takes to be successful in the role. This may include attributes that do not actually promote success (e.g. school or program) but will decrease diversity of thought.
      • Hiring managers display a “like me” bias where they describe a successful candidate as similar to themselves.
      • Focus on competencies for the role rather than attributes of current employees or skills. Technology is changing rapidly – look for people who have demonstrated a capability over a specific skill.

      Sourcing Pools

      • Blindly hunting or sourcing individuals from a few sources, assuming that these sources are always better than others (e.g. Ivy League schools always produce the best candidates).
      • Expand sources. Don’t exclude diverse sources because they’re not popular.
      • Objectively measure source effectiveness to address underlying assumptions.

      1.2.1 Role analysis

      Customize a sourcing plan for key roles to guide talent pipeline creation.

      1. Complete a role analysis to understand key role requirements. If you are hiring for an existing role, start by taking an inventory of who your top and low performers are within the role today.
      2. Consider your top performers and identify what a successful employee can do better than a less successful one. Start by considering their alignment with job requirements, and identify the education, designations/certifications, and experiences that are necessary for this job. Do not limit yourself; carefully consider if the requirements you are including are actually necessary or just nice to have.
      3. Required Entry Criteria

        Preferred Entry Criteria

        Education

        • University Degree – Bachelors
        • University Degree – Masters

        Experience

        • 5+) years design, or related, experience
        • Experience leading a team
        • External consulting experience
        • Healthcare industry experience

        Designations/Certifications

        • ITIL Foundations
      4. Review Info-Tech’s Job Competency Library in the Workforce Planning Workbook, identify the key competencies that are ideal for this anticipated role, and write a description of how this would manifest in your organization.
      5. Competency

        Level of Proficiency

        Behavioral Descriptions

        Business Analysis

        Level 2: Capable

        • Demonstrates a basic understanding of business roles, processes, planning, and requirements in the organization.
        • Demonstrates a basic understanding of how technologies assist in business processes.
        • Develop basic business cases using internal environment analysis for the business unit level.
      6. Hold a meeting with your HR team or recruiter to highlight the types of experience and competencies you are looking for in a hire to expand the search criteria.

      Target diverse talent pools through different sources

      When looking to diversify your workforce, it’s critical that you look to attract and recruit talent from a variety of different talent pools.

      SOURCING APPROACH

      INTERNAL MOBILITY PROGRAM

      Positioning the right talent in the right place, at the right time, for the right reasons, and supporting them appropriately. Often tied to succession or workforce planning, mentorship, and learning and development.

      SOCIAL MEDIA PROGRAM

      The widely accessible electronic tools that enable anyone to publish and access information, collaborate on common efforts, and build relationships. Think beyond the traditional and consider niche social media platforms.

      EMPLOYEE REFERRAL PROGRAM

      Employees recommend qualified candidates. If the referral is hired, the referring employee typically receives some sort of reward.

      ALUMNI PROGRAM

      An alumni referral program is a formalized way to maintain ongoing relationships with former employees of the organization.

      CAMPUS RECRUITING PROGRAM

      A formalized means of attracting and hiring individuals who are about to graduate from schools, colleges, or universities.

      EVENTS & ASSOCIATION PROGRAM

      A targeted approach for participation in non-profit associations and industry events to build brand awareness of your organization and create a forward-looking talent pipeline.

      1.2.2 Expand your sourcing pools

      Increase the number of female applicants.

      1. Identify where your employees are currently being sourced from and identify how many female candidates you have gotten from each channel as a percentage of applicants.
      2. # of Candidates From Approach

        % of Female Candidates From Approach

        Target # of Female Candidates

        Internal Talent Mobility

        Social Media Program

        Employee Referral Program

        Alumni Program

        Campus Recruiting Program

        Events & Non-Profit Affiliations

        Other (job databases, corporate website, etc.)

      3. Work with your HR partner or organization’s recruiter to identify three recruitment channels from the list that you will work on expanding.
      4. Review the following two slides and identify key success factors for the implementation. Identify what role IT will play and what role HR will play in implementing the approach.
      5. Following implementation, monitor the impact of the tactics on the number of women candidates and determine whether to add additional tactics.

      Different talent sources

      Benefits and success factors of using different talent sources

      Benefits

      Keys to Success

      Internal Mobility Program

      • Drives retention by providing opportunities to develop professionally
      • Provides a ready pipeline for rapid changes
      • Reduces time and cost of recruitment
      • Identify career pathing opportunities
      • Identify potential successors for succession planning
      • Build learning and development and mentorship

      Social Media Program

      • Access to candidates
      • Taps extended networks
      • Facilitates consistent communication with candidates and talent in pipelines
      • Personalizes the candidate experience
      • Identify platforms – common and niche
      • Talk to your top performers and IT network and identify which sites they use
      • Identify how people use that platform – nature of posts and engagement
      • Define what content to share and who from IT should be engaging
      • Be timely with participation and responses

      Employee Referral Program

      • Higher applicant-to-hire rate
      • Decreased time to fill positions
      • Decreased turner
      • Increased quality of hire
      • Expands your network – women in IT often know other qualified women in IT and in project delivery
      • Educate employees (particularly female employees) to participate
      • Send reminders, incorporate into onboarding, and ask leaders to share job openings
      • Make it easy to share jobs by providing templates and shortened URLs
      • Where possible, simplify the process by avoiding paper forms, reaching out quickly
      • Select metrics that will identify areas of strength and gaps in the referral program

      Alumni Program

      • A formalized way to maintain ongoing relationship with former employees
      • Positive branding as alumni are regarded as a credible source of information
      • Source of talent – boomerang employees are doubly as valuable as they understand the organization
      • Increased referral potential provides access to a larger network and alumni know what is required to be successful in the organization
      • Identify the purpose of the network and set clear goals
      • Identify what the network will do: Will the network be virtual or in person? Who will chair? Who should participate? etc.
      • Create a simple process for alumni to share information about vacancies and refer people
      • Measure progress

      Campus Recruiting Program

      • Increases employer brand awareness among talent entering the workforce
      • Provides the opportunity to interact with large groups of potential candidates at one time
      • Offers access to a highly diverse audience
      • Identify key competencies and select programs based on relevant curriculum for building those competencies
      • Select targeted schools keeping in mind programs and existing relationships
      • Work with HR to get involved

      Events & Non-Profit Affiliations

      • Create a strong talent pipeline for future positions
      • Build relationships based on shared values in a comfortable environment for participants
      • Ability to expand diversity by targeting different types of events or by leveraging women-focused, specifically women in technology, groups
      • Look for events that attract similar participants to the skills or roles you are looking to attract, e.g. Women Who Code if you’re looking for developers
      • Actively engage and participate in the event
      • Couple this with learning and development activities, and invite female top performers to participate

      Enhance your recruitment strategies

      Work with your HR department to influence the recruitment process by taking a data-driven approach to understand the root cause of applicant drop-off and success and take corrective actions.

      Secure top candidates

      Why does the candidate experience matter?

      Until recently it was an employer’s market, so recruiters and hiring managers were able to get good talent without courting top candidates. Today, that’s not the case. You need to treat your IT candidates like customers and be mindful that this is often one of the first experiences future staff will have with the organization. It will give them their first real sense of the culture of the organization and whether they want to work for the organization.

      What can IT leaders do if they have limited influence over the interview process?

      Work with your HR department to evaluate the existing recruitment process, share challenges you’ve experienced, and offer additional support in the process. Identify where you can influence the process and if there are opportunities to build service-level agreements around the candidate experience.

      Take a data-driven approach

      Understand opportunities to enhance the talent selection process.

      While your HR department likely owns the candidate experience and processes, if you have identified challenges in diversity we recommend partnering with your HR department or recruitment team to identify opportunities for improvement within the process. If you are attracting a good amount of candidates through your sell and search tactics but aren’t finding that this is translating into more women selected, it’s time to take a look at your selection processes.

      SIMPLIFIED CANDIDATE SELECTION PROCESS STEPS

      1. Application Received
      2. Candidate Selected for Interview
      3. Offer Extended
      4. Offer Accepted
      5. Onboarding of Staff

      To understand the challenges within your selection process, start by baselining your drop-off rates throughout selection and comparing the differences in male and female candidates. Use this to pin point the issues within the process and complete a root-cause analysis to identify where to improve.

      Step 1.3

      Secure – reduce bias in your interview process and create positive candidate experiences

      Activities

      1.3.1 Identify selection challenges

      1.3.1 Identify your selection challenges

      Review your candidate data.

      1. Hold a meeting with your HR partner to identify trends in your selection data. If you have an applicant tracking system, pull all relevant information for analysis.
      2. Start by identifying the total number of candidates that move forward in each stage of the process. Record the overall number of applicants for positions (should have this number from your sourcing analysis), overall number of candidates selected for interviews, overall number of offers extended, overall number of offers rejected, and overall number of employees still employed after one year.
      3. Identify the number of female and male candidates in each of those categories and as a percentage of the total number of applicants.
      4. Selection Process Step

        Total # of Candidates

        Male Candidates

        Female Candidates

        % Difference Male & Female

        #

        #

        % of total

        #

        % of total

        Applicants for Posted Position

        150

        115

        76.7%

        35

        23.3%

        70% fewer females

        Selected for Interview

        (Selected for Second Interview)

        (Selected for Final Interview)

        Offer Extended

        Offer Rejected

        Employees Retained for One Year

      5. Identify where there are differences in the percentages of male and female candidates and where there are significant drop-off rates between steps in the process.

      Note: For larger organizations, we highly recommend analyzing differences in specific teams/roles and/or at different seniority levels. If you have that data available, repeat the analysis, controlling for those factors.

      Root-cause analysis can be conducted in a variety of ways

      Align your root-cause analysis technique with the problem that needs to be solved and leverage the skills of the root-cause analysis team.

      Brainstorming/Process of Elimination

      After brainstorming, identify which possible causes are not the issue’s root cause by removing unlikely causes.

      The Five Whys

      Use reverse engineering to delve deeper into a recruitment issue to identify the root cause.

      Ishikawa/Fishbone Diagram

      Use an Ishikawa/fishbone diagram to identify and narrow down possible causes by categories.

      Process of elimination

      Leveraging root-cause analysis techniques.

      Using the process of elimination can be a powerful tool to determine root causes.

      • To use the process of elimination to determine root cause, gather the participants from within your hiring team together once you have identified where your issues are within the recruitment process and brainstorm a list of potential causes.
      • Like all brainstorming exercises, remember that the purpose is to gather the widest possible variety of perspectives, so be sure not to eliminate any suggested causes out of hand.
      • Once you have an exhaustive list of potential causes, you can begin the process of eliminating unlikely causes to arrive at a list of likely potential causes.

      Example

      Problem: Women candidates are rejecting job offers more consistently

      Potential Causes

      • The process took too long to complete
      • Lack of information about the team and culture
      • Candidates aren’t finding benefits/salary compelling
      • Lack of clarity on role expectations
      • Lack of fit between candidate and interviewers
      • Candidates offered other positions
      • Interview tactics were negatively perceived

      As you brainstorm, ensure that you are identifying differentiators between male and female candidate experiences and rationale. If you ask candidates their rationale for turning down roles, ensure that these are included in the discussion.

      The five whys

      Leveraging root-cause analysis techniques

      Repeatedly asking “why” might seem overly simplistic, but it has the potential to be useful.

      • It can be useful, when confronting a problem, to start with the end result and work backwards.
      • According to Olivier Serrat, a knowledge management specialist at the Asian Development Bank, there are three key components that define successful use of the five whys: “(i) accurate and complete statements of problems, (ii) complete honesty in answering the questions, and (iii) the determination to get to the bottom of problems and resolve them.”
      • As a group, develop a consensus around the problem statement. Go around the room and have each person suggest a potential reason for its occurrence. Repeat the process for each potential reason (ask “why?”) until there are no more potential causes to explore.
      • Note: The total number of “whys” may be more or less than five.

      Example

      The image contains an example of the five whys activity as described in the text above.

      Ishikawa/fishbone diagram

      Leveraging root-cause analysis techniques.

      Use this technique to sort potential causes by category and match them to the problem.

      • The first step in creating a fishbone diagram is agreeing on a problem statement and populating a box on the right side of a whiteboard or a piece of chart paper.
      • Draw a horizontal line left from the box and draw several ribs on either side that will represent the categories of causes you will explore.
      • Label each rib with relevant categories. In the recruitment context, consider cause categories like technology, interview, process, etc. Go around the room and ask, “What causes this problem to happen?” Every result produced should fit into one of the identified categories. Place it there, and continue to brainstorm sub-causes.

      The image contains a screenshot example of the Ishikawa/fishbone diagram.

      Info-Tech Best Practice

      Avoid naming individuals in the fishbone diagram. The goal of the root-cause exercise is not to lay blame or zero in on a guilty party but rather to identify how you can rectify any challenges.

      Leverage behavioral interviews

      Use Info-Tech’s Behavioral Interview Questions Library.

      Reduce bias in your interviews.

      In the past, companies were pushing the boundaries of the conventional interview, using unconventional questions to find top talent, e.g. “what color is your personality?” The logic was that the best people are the ones who don’t necessarily show perfectly on a resume, and they were intent on finding the best.

      However, many companies have stopped using these questions after extensive statistical analysis revealed there was no correlation between candidates’ ability to answer them and their future performance on the job. Hiring by intuition – or “gut” – is usually dependent on an interpersonal connection being developed over a very short period of time. This means that people who were naturally likeable would be given preferential treatment in hiring decisions whether they were capable of doing the job.

      Asking behavioral interview questions based on the competency needs of the role is the best way to uncover if the candidates will be able to execute on the job.

      For more information see Info-Tech’s Behavioral Interview Question Library.

      The image contains screenshots of Info-Tech's Behavioral Interview Questions Library.

      Improve the level of diversity in your organization by considering inclusive candidate selection practices

      Key action items to create inclusivity in your candidate selection practices:

      1. Managers must be aware of how bias can influence hiring. Encourage your HR department to provide diversity training for recruiters and hiring managers. Ensure those responsible for recruitment are using best practices, are aware of the impact of unconscious bias, and are making decisions in alignment with your DEI strategy.
      2. Use a variety of interviewers to leverage multiple/diverse perspectives. Hiring decisions made by a group can offer a more balanced perspective. Include interviewers from multiple levels in the organization and both men and women.
      3. Hire for distinguished excellence. Be careful not to simply choose the same kind of people over and over, in the name of cultural fit (Source: Recruiter.com, 2015).
      4. Broaden the notion of fit:

      • Hire for skill fit: you might still hire certain types for a specific job (e.g. analytical types for analysis positions), but these candidates can still be diverse.
      • Hire for fit with your organization’s DEI values, regardless of whether the candidate is from a diverse background or not.
      • It can be tempting for hiring managers to hire individuals who are similar to themselves. However, doing so limits the amount of diversity entering your organization, and as a result, limits your organization’s ability to innovate.
    • Deliberately hire for cognitive diversity. Diverse thought processes, perspectives, and problem-solving abilities are positively correlated with firm performance (Source: Journal of Diversity Management, 2014).
    • Leverage a third-party tool

      Ensure recruiting and onboarding programs are effective by surveying your new hires.

      For a deeper analysis of your new hire processes Info-Tech’s sister company, McLean & Company, is an HR research and advisory firm that offers powerful diagnostics to measure HR processes effectiveness. If you are finding diversity issues to be systemic within the organization, leveraging a diagnostic can greatly improve your processes.

      Use this diagnostic to get vital feedback on:

      • Recruiting efforts. Find out if your job marketing efforts are successful, which paths your candidates took to find you, and whether your company is maintaining an attractive profile.
      • Interviewing process. Ensure candidates experience an organized, professional, and ethical process that accurately sets their expectations for the job.
      • Onboarding process. Make sure your new hires are being trained and integrated into their team effectively.
      • Organizational culture. Is your culture welcoming and inclusive? You need to know if top talent enjoy the environment you have to offer.
      The image contains a screenshot of the New Hire Survey.

      For more information on the New Hire Survey click here. If you are interested in referring your HR partner please contact your account manager.

      Phase 2

      Enhance Your Retention Strategies

      Phase 1

      • 1.1 Sell
      • 1.2 Search
      • 1.3 Secure

      Phase 2

      • 2.1 Engagement
      • 2.2 Employee Experience
      • 2.3 Stay Interviews

      Actively engage female staff to retain them

      Employee engagement: the measurement of effective management practices that create a positive emotional connection between the employee and the organization.

      Engaged employees do what’s best for the organization: they come up with product/service improvements, provide exceptional service to customers, consistently exceed performance expectations, and make efficient use of their time and resources. The result is happy customers, better products/services, and saved costs.

      Today, what we find is that 54% of women in IT are not engaged,* but…

      …engaged employees are: 39% more likely to stay at an organization than employees who are not engaged.*

      Additionally, engaging your female staff also has the additional benefit of increasing willingness to innovate by 30% and performance by 28%. The good news is that increasing employee engagement is not difficult, it just requires dedication and an effective toolkit to monitor, analyze, and implement tactics.*

      * Info-Tech and McLean & Company Diagnostics; N=1,308 IT employees

      Don’t seek to satisfy; drive IT success through engagement

      The image contains a screenshot of a diagram that highlights the differences between satisfied and engaged employees.

      Engagement drivers that impact retention for men and women are different – tailor your strategy to your audience

      Ranked correlation of impact of engagement drivers on retention

      The image contains a screenshot that demonstrates the differences in retaining men and women in IT.

      * Recent data stays consistent, but the importance of compensation and recognition in retaining women in IT is increasing.

      Info-Tech Research Group Employee Engagement Diagnostic; N=1,856 IT employees.

      An analysis of the differences between men and women in IT’s drivers indicates that women in IT are significantly less likely than men in IT to agree with the following statements:

      Culture:

      • They identify well with the organization’s values.
      • The organization has a very friendly atmosphere.

      Employee Empowerment:

      • They are given the chance to fully leverage their talents through their job.

      Manager Relationships:

      • They can trust their manager.
      • Their manager cares about them as a person

      Working Environment:

      • They have not seen incidents of discrimination at their organization based on age, gender, sexual orientation, religion, or ethnicity.

      Enhance your retention strategies

      Employee engagement is one of the greatest predictors of intention to stay. To retain you need to understand not only engagement but also your employee experience – the moments that matter – and actively work to create a positive experience.

      Improve employee engagement

      What differentiates an engaged employee?

      Engaged employees do what’s best for the organization: they come up with product/service improvements, provide exceptional service to customers, consistently exceed performance expectations, and make efficient use of their time and resources. The result is happy customers, better products/services, and saved costs.

      Why measure engagement when looking at retention?

      Engaged employees report 39%1 higher intention to stay at the organization than disengaged employees. The cost of losing an employee is estimated to be 150% to 200% of their annual salary.2 Can you afford to not engage your staff?

      Why should IT leadership be responsible for their staff engagement?

      Engagement happens every day, through every interaction, and needs to be tailored to individual team members to be successful. When engagement is owned by IT leadership, engagement initiatives are incorporated into daily experiences and personalized to their employees based on what is happening in real time. It is this active, dynamic leadership that inspires ongoing employee engagement and differentiates those who talk about engagement from those who succeed in engaging their teams.

      Sources: 1 - McLean & Company Employee Engagement Survey, 2 - Gallup, 2019

      Step 2.1

      Improve employee engagement

      Activities

      2.1.1 Review employee engagement results and trends

      2.1.2 Focus on areas that impact retention of women

      Take a data-driven approach

      Info-Tech’s employee engagement diagnostics are low-effort, high-impact programs that will give you detailed report cards on the organization’s engagement levels. Use these insights to understand your employees’ engagement levels by a variety of core demographics.

      FULL ENGAGEMENT DIAGNOSTIC

      EMPLOYEE EXPERIENCE MONITOR

      The full engagement diagnostic provides a comprehensive view of your organization’s engagement levels, informing you of what motivates employees and providing a detailed view of what engagement drivers to focus on for optimal results.

      Info-Tech & McLean & Company’s Full Engagement Diagnostic Survey has 81 questions in total.

      The survey should be completed annually and typically takes 15-20 minutes to complete.

      The EXM Dashboard is designed to give organizations a real-time view of employee engagement while being minimally intrusive.

      This monthly one-question survey allows organizations to track the impact of events and initiatives on employee engagement as they happen, creating a culture of engagement.

      The survey takes less than 30 seconds to complete and is fully automated.

      For the purpose of improving retention of women in IT, we encourage you to leverage the EXM tool, which will allow you to track how this demographic group’s engagement changes as you implement new initiatives.

      Engagement survey

      For a detailed breakdown of staff overall engagement priorities.

      Overall Engagement Results

      • A clear breakdown of employee engagement results by demographic, gender, and team.
      • Detailed engagement breakdown and benchmarking.
      The image contains a screenshot of the overall engagement results.

      Priority Matrix and Driver Scores

      • A priority matrix specific to your organization.
      • A breakdown of question scores by priority matrix quadrant.
      • Know what not to focus your effort on – not all engagement drivers will have a high impact on engagement.
      The image contains a screenshot of the priority matrix and driver scores.

      EXM dashboard

      Reporting to track engagement in real time.

      EXM Dashboard

      • Leverage Info-Tech’s real-time Employee Experience Monitor dashboard to track your team’s engagement levels over time.
      • Track changes in the number of supporters and detractors and slice the data by roles, teams, and gender.
      The image contains a screenshot of the EXM dashboard.

      Time Series Trends

      • As you implement new initiatives to improve the engagement and retention of staff, track their impact and continuously course correct.
      • Empower your leaders to actively manage their team culture to drive innovation, retention, and productivity.
      The image contains a screenshot of the time series trends.

      Start your diagnostic now

      Leverage your Info-Tech membership to seamlessly launch your employee engagement survey.

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

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

      What You Need to Do:

      Info-Tech’s Program Manager Will:

      1. Contact Info-Tech to launch the program.
      2. Review the two survey options to select the right survey for your organization.
      3. Work with an Info-Tech analyst to set up your personal diagnostic.
      4. Identify who you would like to take the survey.
      5. Customize Info-Tech’s email templates.
      6. Participate in a one-hour results call with an Info-Tech executive advisor.
      1. Work with you to define your engagement strategy and goals.
      2. Launch, maintain, and support the diagnostic in the field.
      3. Provide you with response rates throughout the process.
      4. Explore your results in a one-hour call with an executive advisor to fully understand key insights from the data.
      5. Provide quarterly updates and training materials for your leadership team.

      Start Now

      2.1.1 Review employee engagement results

      Identify trends

      1. In a call with one of Info-Tech’s executive advisors, review the results of your employee engagement survey.
      2. Identify which departments are most and least engaged and brainstorm some high-level reasons.
      3. Review the demographic information and highlight any inconsistencies or areas with high levels of variance. Document which demographics have the most and least engaged, disengaged, and indifferent employees.
      4. With help from the Info-Tech executive advisor, identify and document any dramatic differences in the demographic data, particularly around gender.
      5. Identify if the majority of issues effecting engagement are at an organization or department level and which stakeholders you need to engage to support the process moving forward.
      6. Identify next steps.
      Input
      • Employee engagement results
      Participants
      • CIO
      • Info-Tech Advisor

      2.1.2 Focus on areas that impact retention of women

      Hold focus groups with IT staff and focus on the five areas with the greatest impact on women’s retention.

      1. Review the handout slides on the following pages to get a better understanding of the definition of each of the top five drivers impacting women’s retention. Depending on your team’s size, pick one to three drivers to focus on for your first focus group.
      2. Divide the participants into teams and on flip chart paper or using sticky notes have the teams brainstorm what you can stop/start/continue doing to help you improve on your assigned driver.
      • Continue: actions that work for the team related to this driver and should proceed.
      • Start: actions/initiatives that the team would like to begin.
      • Stop: actions/initiatives that the team would like to stop.
    • Prioritize the initiatives by considering: Is this initiative something you feel will make an impact on the engagement driver? Eliminate any initiatives that would not make an impact.
    • Have the groups present back and vote on two to three initiatives to implement to drive improvements within that area.
    • Culture

      Engagement driver handout

      Culture: The degree to which an employee identifies with the beliefs, values, and attitudes of the organization.

      Questions:

      • I identify well with the organization’s values.
      • This organization has a collaborative work environment.
      • This organization has a very friendly atmosphere.
      • I am a fit for the organizational culture.

      Ranked Correlation of Impact of Engagement Driver on Retention:

      • Women in IT: #1
      • Men in IT: #2

      Company Potential

      Engagement driver handout

      Company Potential: An employee’s understanding of and commitment to the organization’s mission, and the employee’s excitement about the organization’s mission and future.

      Questions:

      • This organization has a bright future.
      • I am impressed with the quality of people at this organization.
      • People in this organization are committed to doing high-quality work.
      • I believe in the organization’s overall business strategy.
      • This organization encourages innovation.

      Ranked Correlation of Impact of Engagement Driver on Retention:

      • Women in IT: #2
      • Men in IT: #1

      Employee Empowerment

      Engagement driver handout

      Employee Empowerment: The degree to which employees have accountability and control over their work within a supported environment.

      Questions:

      • I am not afraid of trying out new ideas in my job.
      • If I make a suggestion to improve something in my department I believe it will be taken seriously.
      • I am empowered to make decisions about how I do my work.
      • I clearly understand what is expected of me on the job.
      • I have all the tools I need to do a great job.
      • I am given the chance to fully leverage my talents through my job.

      Ranked Correlation of Impact of Engagement Driver on Retention:

      • Women in IT: #3
      • Men in IT: #6

      Learning and Development

      Engagement driver handout

      Learning and Development: A cooperative and continuous effort between an employee and the organization to enhance an employee’s skill set and expertise and meet an employee’s career objectives and the organization’s needs.

      Questions:

      • I can advance my career in this organization.
      • I am encouraged to pursue career development activities.
      • In the last year, I have received an adequate amount of training.
      • In the last year, the training I have received has helped me do my job better.

      Ranked Correlation of Impact of Engagement Driver on Retention:

      • Women in IT: #4
      • Men in IT: #5

      Manager Relationships

      Engagement driver handout

      Manager Relationships: The professional and personal relationship an employee has with their manager. Manager relationships depend on the trust that exists between these two individuals and the extent that a manager supports and develops the employee.

      Questions:

      • My manager inspires me to improve.
      • My manager provides me with high-quality feedback.
      • My manager helps me achieve better results.
      • I trust my manager.
      • My manager cares about me as a person.
      • My manager keeps me well informed about decisions that affect me.

      Ranked Correlation of Impact of Engagement Driver on Retention:

      • Women in IT: #5
      • Men in IT: #11

      Step 2.2

      Examine employee experience

      Activities

      2.2.1 Identify moments that matter

      Understand why and when employees plan to depart

      Leverage “psychology of quitting” expertise.

      Train your managers to provide them with the skills and expertise to recognize the warning signs of an employee’s departure and know how to re-engage and retain them.

      • The majority of resignations are not spur of the moment. They are the result of a compilation of events over a period of time. Normally, these instances are magnified by a stimulant. The final straw or the breaking point drives the employee to make a change. In fact, it has been estimated that a shock jumpstarts 65% of departures.*
        • These shocks could be a lack of promotion, loss of privilege or development opportunity, or a quarrel with a manager.
      • Employees rarely leave right away. Most wait until they have confirmed a new job opportunity before leaving. This creates a window in which you can reengage and retain them.
      • The majority of employees show signs that they are beginning to think of leaving. Whether that is leaving immediately, putting in the bare minimum of effort, or job searching online at work. Train your managers to know the signs and to keep an eye out for potentially dissatisfied and searching employees.*
      • It is easier and less costly to reengage an employee than to start the hiring process from the beginning.
      *Source: The Career Café, 2017

      Examine employee experience (EX)

      Look beyond engagement drivers to drive retention.

      Employee experience (EX) is the employee’s perception of their cumulative lived experiences with the organization. It is gauged by how well the employee’s expectations are met within the parameters of the workplace, especially by the “moments that matter” to them. Individual employee engagement is the outcome of a strong overall EX.

      The image contains a diagram as an example of examining employee experience.

      Drive a positive employee experience

      Identify moments that matter.

      Moments that matter are defining pieces or periods in an employee’s experience that create a critical turning point or memory that is of significant importance to them.

      These are moments that dramatically change the path of the emotional journey, influence the quality of the final outcome, or end the journey prematurely.

      To identify the moment that matters look for significant drops in the emotional journey that your organization needs to improve or significant bumps that your organization can capitalize on. Look for these drops or bumps in the journey and take stock of everything you have recorded at that point in the process. To improve the experience, analyze the hidden needs and how they are or aren’t being met.

      The image contains a screenshot of an example graph to demonstrate opportunities and issues to help drive a positive employee experience.

      Info-Tech Insight

      The moment that matters is key and it could be completely separate from organizational life, like the death of a family member. Leaders can more proactively address these moments that matter by identifying them and determining how to make the touchpoint at that moment more impactful.

      2.2.1 Identify moments that matter

      1. Review your Employee Experience Monitor weekly trends by logging into your dashboard and clicking on “Time Series Trends.”
      2. With your management team, identify any weekly trends where your Employee Experience Score has seen changes in the number of detractor, passive, or promoter responses.
      3. For each significant change identify:
      • Increase in promoters or decrease in detractors:
        • What can we do to duplicate positive moments that occurred this week?
        • What did I do as a leader to create positive employee experiences?
        • What happened in the organization that created a positive employee experience?
      • Increase in detractors or decrease in promoters:
        • What difficult change was delivered this week?
        • What about this change was negatively perceived?
        • During the difficult situation how did we as a leadership team support our staff?
        • Who did we engage and recognize during the difficult situation?
        • Was this situation a one-off issue or is this likely to occur again?
    • Consider your interactions with employees and identify how you made moments matter during those times related to four key engagement drivers impacting women in IT:
      • How did you promote a positive culture and friendly atmosphere?
      • How did you empower female staff to leverage their talents?
      • How did you interact with staff?
      • How did you promote a positive work environment? Where did you see bias in decisions?
    • Independently as manager, document three to five lessons learned from the changes in your detractors and promoters, and determine what action you will take.
    • Measured benefits of positive employee experience

      Positive employee experiences lead to engaged employees, and engaged employees are eight times more likely to recommend the organization (McLean & Company Employee Engagement Database, 2017; N=74,671).

      Retention

      Employees who indicate they are having a positive experience at work have a 52% higher level of intent to stay (Great Place To Work Institute, 2021)

      The bottom line

      Organizations that make employee experience a focus have: 23% higher profitability 10% higher customer loyalty (Achievers, 2021)

      Case Study

      INDUSTRY: Post-Secondary Education

      SOURCE: Adam Grant, “Impact and the Art of Motivation Maintenance: The Effects of Contact with Beneficiaries on Persistence Behavior”

      The future is here! Is your data architecture practice ready?

      Challenge

      A university call center, tasked with raising scholarship money from potential donors, had high employee turnover and low morale.

      Solution

      A study led by Grant arranged for a test group of employees to meet and interact with a scholarship recipient. In the five-minute meeting, employees learned what the student was studying.

      Results

      Demonstrating the purpose behind their work had significant returns. Employees who had met with the student demonstrated:

      More than two times longer “talk time” with potential donors.

      A productivity increase of 400%: the weekly average in donations went from $185.94 to $503.22 for test-group employees.

      Enhance your retention strategies

      Do not wait until employees leave to find out what they were unhappy with or why they liked the organization. Instead, perform stay interviews with top and core talent to create a holistic understanding of what they are perceiving and feeling.

      Conduct stay interviews

      What is a stay interview?

      A stay interview is a conversation with current employees. It should be performed on a yearly basis and is an informal discussion to generate deeper insight into the employee’s opinions, perspectives, concerns, and complaints. Stay interviews can have a multitude of uses. In this project they will be used to understand why top and core talent chose to stay with the organization to ensure that organizations understand and build upon their current strengths.

      When should you do stay interviews?

      We recommend completing stay interviews at least on an annual, if not quarterly, basis to truly understand how staff are feeling about the organization and their job, why they stay at the organization, and what would cause them to leave. Couple the outcomes of these interviews with employee engagement action planning to ensure that you are able to address talent needs.

      Step 2.3

      Conduct stay interviews and learn why employees stay

      Activities

      2.3.1 Conduct stay interviews

      Conduct regular “stay” or “retention” interviews

      Build stay interviews into the regular routine. By incorporating stay interviews into your schedule, they are more likely to stick. This regularity provides several advantages:

      1. Ensures that retention issues do not take you by surprise. With a finger on the pulse of the organization you will be aware of potential issues.
      2. Acts as a supplement to the engagement survey by providing additional information and context for the current level of emotion within the organization.
      3. Begins to build a wealth of information that can be analyzed to identify themes and trends. This can be used to track whether the reasons why individuals stay are consistent or if are they changing. This will ensure that the retention strategy remains up to date.

      Stay interview best practices:

      • Ideally is performed by managers, but can be performed by HR.
        • Ideally completed by managers as they are more familiar with their employees, have a greater reach, can hold meetings in a more informal setting, and will receive information first hand.
        • If conducted by managers, it’s a best practice to ensure that there is a central repository of themes so that you can identify if there are any trends in the responses, that consistent questions are asked, and that all of the information is in one place
      • Should be an informal conversation.
      • Should be conducted in a non-critical time in the business year.
      • Ask three types of questions:
        • What do you enjoy about working here?
        • What would you change about your working environment?
        • What would encourage or force you to leave the organization?
      • Interview a diverse employee base:
        • Demographics
        • Role
        • Performance level
        • Location
      Source: Talent Management & HT, 2013

      Leverage stay interviews

      Use Info-Tech’s Stay Interview Guide.

      Proactively identify opportunities to drive retention.

      The Stay Interview Guide helps managers conduct interviews with current employees, enabling the manager to understand:

      • The employee's current engagement level.
      • The employee's satisfaction with current role and responsibilities.
      • Suggestions for potential improvements.
      • An employee's intent to stay with the organization.

      Use this template to help you understand how you can best engage your employees and identify any challenges, in terms of moments that mattered, that negatively impacted their intention to stay at the organization.

      The image contains a screenshot of Info-Tech's Stay Interview Guide.

      2.3.1 Conduct stay interviews

      1. If you are using the Employee Experience Monitor, prepare for your stay interviews by reviewing your results and identifying if there have been any changes in the results over the previous six weeks. Identify which demographics have the highest and lowest engagement levels – and identify any changes in experience between different demographics.
      2. Identify a meeting schedule and cadence that seems appropriate for your stay interviews. For example, you likely will not do all staff at the same time and it may be beneficial to space out your meetings throughout the year. Select a candidate for your first stay interview and invite them for a one-on-one meeting. If it’s unusual for you to meet with this employee, we recommend providing some light context around the rationale, such as that you are looking for opportunities to strengthen the organizational culture and better understand how you can improve retention and engagement at the organization.
      3. Download the Stay Interview Template, review all of the questions beforehand, and identify the key questions that you want to ask in the meeting.
      • TIP: Even though this is called a “stay interview,” really it should be more of a conversation, and certainly not an interrogation. Know the questions you want to ask, and ask your staff member if it’s ok if you jot down some notes. It may even be beneficial to have the meeting outside of the office, over lunch, or out for coffee.
    • Hold your meeting with the employee and thank them for their time.
    • Following the meeting, send them a thank-you email to thank them for providing feedback, summarize your top three to five key takeaways from the meeting, verify with them that this aligns with their perspective, and see if they have anything else to add to the conversation. Identify any initiatives or changes that you will make as a result of the information – set a date for execution and follow-up.
    • If you are in the process of recruiting new employees to the organization, don’t forget to remind them of your referral program and ask if they might know of any candidates that would be a good fit for the organization.
    • Download the Stay Interview Guide

      Ten tips for best managing stay interviews

      Although stay interviews are meant to be informal, you should schedule them as you would any other meeting. Simply invite the employee for a chat.

      1. Step out of the office if possible. Opt for your local coffee shop, a casual lunch destination, or another public but informal location.
      2. Keep the conversation short, no more than 15 to 20 minutes. If there are any areas of concern that you think warrant action, ask the employee if they would like to discuss them another time. Suggest another meeting to delve deeper into specific issues.
      3. Be clear about the purpose of the conversation. Stay interviews are not performance reviews.
      4. Focus on what you can do for them. Ask about the employee’s preferences when it comes to feedback and communication (frequency, method, etc.) as well as development (preferences around methods, e.g. coaching or rotations, and personal goals).
      5. Be positive. Ask your employee what they like about their job and use positively framed questions.
      6. Ask about what they like doing. People enjoy talking about what they like to do. Ask employees about the talents and skills they would like to incorporate into their work duties.
      7. Show that you’re listening – paraphrase, ask for clarification, and use appropriate gestures.
      8. Refrain from taking notes during the meeting to preserve a conversational atmosphere.
      9. Pay attention to the employee’s body language and tone. If it appears that they are uncomfortable talking to you, stop the interview or pause to let them collect themselves.
      10. Be open to suggestions, but remember that you can’t control everything. If the employee brings up issues that are beyond your control, tell them that you will do all you can to improve the situation but can’t guarantee anything.

      Related Info-Tech Research

      Recruit and Retain People of Color in IT

      • To stay competitive, IT leaders need to be more involved and commit to a plan to recruit and retain people of color in their departments and organizations. A diverse team is an answer to innovation that can differentiate your company.
      • Treat recruiting and retaining a diverse team as a business challenge that requires full engagement. Info-Tech offers a targeted solution that will help IT leaders build a plan to attract, recruit, engage, and retain people of color.

      Recruit Top IT Talent

      • Changing workforce dynamics and increased transparency have shifted the power from employers to job seekers, stiffening the competition for talent.
      • Candidate expectations match high consumer expectations and affect the employer brand, the consumer brand, and overall organizational reputation. Delivering a positive candidate experience (CX2) is no longer optional.

      Acquire the Right Hires with Effective Interviewing

      • Talk is cheap. Hiring isn’t.
      • Gain insight into and understand the need for a strong interview process.
      • Strategize and plan your interview process.
      • Understand various hiring scenarios and how an interview process may be modified to reflect your organization’s scenario.

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