Demystify Oracle Licensing and Optimize Spend

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  • Parent Category Name: Licensing
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  • License keys are not needed with optional features accessible upon install. Conducting quarterly checks of the Oracle environment is critical because if products or features are installed, even if they are not actively in use, it constitutes use by Oracle and requires a license.
  • Ambiguous license models and definitions abound: terminology and licensing rules can be vague, making it difficult to purchase licensing even with the best of intentions to keep compliant.
  • Oracle has aggressively started to force new Oracle License and Service Agreements (OLSA) on customers that slightly modify language and remove pre-existing allowances to tilt the contract terms in Oracle's favor.

Our Advice

Critical Insight

  • Focus on needs first. Conduct a thorough requirements assessment and document the results. Well-documented license needs will be your core asset in navigating Oracle licensing and negotiating your agreement.
  • Communicate effectively. Be aware that Oracle will reach out to employees at your organization at various levels. Having your executives on the same page will help send a strong message.
  • Manage the relationship. If Oracle is managing you, there is a high probability you are over paying or providing information that may result in an audit.

Impact and Result

  • Conducting business with Oracle is not typical compared to other vendors. To emerge successfully from a commercial transaction with Oracle, customers must learn the "Oracle way" of conducting business, which includes a best-in-class sales structure, highly unique contracts and license use policies, and a hyper-aggressive compliance function.
  • Map out the process of how to negotiate from a position of strength, examining terms and conditions, discount percentages, and agreement pitfalls.
  • Develop a strategy that leverages and utilizes an experienced Oracle DBA to gather accurate information, and then optimizes it to mitigate and meet the top challenges.

Demystify Oracle Licensing and Optimize Spend Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you need to understand and document your Oracle licensing strategy, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

1. Establish licensing requirements

Begin your proactive Oracle licensing journey by understanding which information to gather and assessing the current state and gaps.

  • Demystify Oracle Licensing and Optimize Spend – Phase 1: Establish Licensing Requirements
  • Oracle Licensing Purchase Reference Guide
  • Oracle Database Inventory Tool
  • Effective Licensing Position Tool
  • RASCI Chart

2. Evaluate licensing options

Review current licensing models and determine which licensing models will most appropriately fit your environment.

  • Demystify Oracle Licensing and Optimize Spend – Phase 2: Evaluate Licensing Options

3. Evaluate agreement options

Review Oracle’s contract types and assess which best fit the organization’s licensing needs.

  • Demystify Oracle Licensing and Optimize Spend – Phase 3: Evaluate Agreement Options
  • Oracle TCO Calculator

4. Purchase and manage licenses

Conduct negotiations, purchase licensing, and finalize a licensing management strategy.

  • Demystify Oracle Licensing and Optimize Spend – Phase 4: Purchase and Manage Licenses
  • Oracle Terms & Conditions Evaluation Tool
  • Controlled Vendor Communications Letter
  • Vendor Communication Management Plan
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Workshop: Demystify Oracle Licensing and Optimize Spend

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 Licensing Requirements

The Purpose

Assess current state and align goals; review business feedback

Interview key stakeholders to define business objectives and drivers

Key Benefits Achieved

Have a baseline for requirements

Assess the current state

Determine licensing position

Examine cloud options

Activities

1.1 Gather software licensing data

1.2 Conduct a software inventory

1.3 Perform manual checks

1.4 Reconcile licenses

1.5 Create your Oracle licensing team

1.6 Meet with stakeholders to discuss the licensing position, cloud offerings, and budget allocation

Outputs

Copy of your Oracle License Statement

Software inventory report from software asset management (SAM) tool

Oracle Database Inventory Tool

RASCI Chart

Oracle Licensing Effective License Position (ELP) Template

Oracle Licensing Purchase Reference Guide

2 Evaluate Licensing Options

The Purpose

Review licensing options

Review licensing rules

Key Benefits Achieved

Understand how licensing works

Determine if you need software assurance

Discuss licensing rules, application to current environment.

Examine cloud licensing

Understand the importance of documenting changes

Meet with desktop product owners to determine product strategies

Activities

2.1 Review full, limited, restricted, and AST use licenses

2.2 Calculate license costs

2.3 Determine which database platform to use

2.4 Evaluate moving to the cloud

2.5 Examine disaster recovery strategies

2.6 Understand purchasing support

2.7 Meet with stakeholders to discuss the licensing position, cloud offerings, and budget allocation

Outputs

Oracle TCO Calculator

Oracle Licensing Purchase Reference Guide

3 Evaluate Agreement Options

The Purpose

Review contract option types

Review vendors

Key Benefits Achieved

Understand why a type of contract is best for you

Determine if ULA or term agreement is best

The benefits of other types and when you should change

Activities

3.1 Prepare to sign or renew your ULA

3.2 Decide on an agreement type that nets the maximum benefit

Outputs

Type of contract to be used

Oracle TCO Calculator

Oracle Licensing Purchase Reference Guide

4 Purchase and Manage Licenses

The Purpose

Finalize the contract

Prepare negotiation points

Discuss license management

Evaluate and develop a roadmap for future licensing

Key Benefits Achieved

Negotiation strategies

Licensing management

Introduction of SAM

Leverage the work done on Oracle licensing to get started on SAM

Activities

4.1 Control the flow of communication terms and conditions

4.2 Use Info-Tech’s readiness assessment in preparation for the audit

4.3 Assign the right people to manage the environment

4.4 Meet with stakeholders to discuss the licensing position, cloud offerings, and budget allocation

Outputs

Controlled Vendor Communications Letter

Vendor Communication Management Plan

Oracle Terms & Conditions Evaluation Tool

RASCI Chart

Oracle Licensing Purchase Reference Guide

Evaluate and Learn From Your Negotiation Sessions More Effectively

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  • Parent Category Name: Vendor Management
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  • Forty-eight percent of CIOs believe their budgets are inadequate.
  • CIOs and IT departments are getting more involved with negotiations to reduce costs and risk.
  • Confident negotiators tend to be more successful, but even confident negotiators have room to improve.
  • Skilled negotiators are in short supply.

Our Advice

Critical Insight

  • Improving your negotiation skills requires more than practice or experience (i.e. repeatedly negotiating).
  • Creating and updating a negotiations lessons-learned library helps negotiators improve and provides a substantial return for the organization.
  • Failure is a great teacher; so is success … but you have to pay attention to indicators, not just results.

Impact and Result

Addressing and managing the negotiation debriefing process will help you:

  • Improve negotiation skills.
  • Implement your negotiation strategy more effectively.
  • Improve negotiation results.

Evaluate and Learn From Your Negotiation Sessions More Effectively Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should create and follow a scalable process for preparing to negotiate with vendors, 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. Negotiations continuing

This phase will help you debrief after each negotiation session and identify the parts of your strategy that must be modified before your next negotiation session.

  • Evaluate and Learn From Your Negotiation Sessions More Effectively – Phase 1: Negotiations Continuing

2. Negotiations completed

This phase will help you conduct evaluations at three critical points after the negotiations have concluded.

  • Evaluate and Learn From Your Negotiation Sessions More Effectively – Phase 2: Negotiations Completed
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Workshop: Evaluate and Learn From Your Negotiation Sessions More Effectively

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

1 12 Steps to Better Negotiation Preparation

The Purpose

Improve negotiation skills and outcomes; share lessons learned.

Understand the value of debriefing sessions during the negotiation process.

Understand how to use the Info-Tech After Negotiations Tool.

Key Benefits Achieved

A better understanding of how and when to debrief during the negotiation process to leverage key insights.

The After Negotiations Tool will be reviewed and configured for the customer’s environment (as applicable).

Activities

1.1 Debrief after each negotiation session

1.2 Determine next steps

1.3 Return to preparation phase

1.4 Conduct Post Mortem #1

1.5 Conduct Implementation Assessment

1.6 Conduct Post Mortem #2

Outputs

Negotiation Session Debrief Checklist and Questionnaire

Next Steps Checklist

Discussion

Post Mortem #1 Checklist & Dashboard

Implementation Assessment Checklist and Questionnaire

Post Mortem #2 Checklist & Dashboard

Assess Your Cybersecurity Insurance Policy

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  • Parent Category Name: Governance, Risk & Compliance
  • Parent Category Link: /governance-risk-compliance
  • Organizations must adapt their information security programs to accommodate insurance requirements.
  • Organizations need to reduce insurance costs.
  • Some organizations must find alternatives to cyber insurance.

Our Advice

Critical Insight

  • Shopping for insurance policies is not step one.
  • First and foremost, we must determine what the organization is at risk for and how much it would cost to recover.
  • The cyber insurance market is still evolving. As insurance requirements change, effectively managing cyber insurance requires that your organization proactively manages risk.

Impact and Result

Perform an insurance policy comparison with scores based on policy coverage and exclusions.

Assess Your Cybersecurity Insurance Policy Research & Tools

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

1. Assess Your Cybersecurity Insurance Policy Storyboard - A step-by-step document that walks you through how to acquire cyber insurance, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

Use this blueprint to score your potential cyber insurance policies and develop skills to overcome common insurance pitfalls.

  • Assess Your Cybersecurity Insurance Policy Storyboard

2. Acquire cyber insurance with confidence – Learn the essentials of the requirements gathering, policy procurement, and review processes.

Use these tools to gather cyber insurance requirements, prepare for the underwriting process, and compare policies.

  • Threat and Risk Assessment Tool
  • DRP Business Impact Analysis Tool
  • Legacy DRP Business Impact Analysis Tool
  • DRP BIA Scoring Context Example
  • Cyber Insurance Policy Comparison Tool
  • Cyber Insurance Controls Checklist

Infographic

Master Your Security Incident Response Communications Program

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  • Parent Category Name: Threat Intelligence & Incident Response
  • Parent Category Link: /threat-intelligence-incident-response
  • When a significant security incident is discovered, usually very few details are known for certain. Nevertheless, the organization will need to say something to affected stakeholders.
  • Security incidents tend to be ongoing situations that last considerably longer than other types of crises, making communications a process rather than a one-time event.
  • Effective incident response communications require collaboration from: IT, Legal, PR, and HR – groups that often speak “different languages.”

Our Advice

Critical Insight

  • There’s no such thing as successful incident response communications; strive instead for effective communications. There will always be some fallout after a security incident, but it can be effectively mitigated through honesty, transparency, and accountability.
  • Effective external communications begin with effective internal communications. Security Incident Response Team members come from departments that don’t usually work closely with each other. This means they often have different ways of thinking and speaking about issues. Be sure they are familiar with each other before a crisis occurs.
  • You won’t save face by withholding embarrassing details. Lying only makes a bad situation worse, but coming clean and acknowledging shortcomings (and how you’ve fixed them) can go a long way towards restoring stakeholders’ trust.

Impact and Result

  • Effective and efficient management of security incidents involves a formal process of preparation, detection, analysis, containment, eradication, recovery, and post-incident activities: communications must be integrated into each of these phases.
  • Understand that prior planning helps to take the guesswork out of incident response communications. By preparing for several different types of security incidents, the communications team will get used to working with each other, as well as learning what strategies are and are not effective. Remember, the communications team contains diverse members from various departments, and each may have different ideas about what information is important to release.

Master Your Security Incident Response Communications Program Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should implement a security incident response communications plan, 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. Dive into communications planning

This phase addresses the benefits and challenges of incident response communications and offers advice on how to assemble a communications team and develop a threat escalation protocol.

  • Master Your Security Incident Response Communications Program – Phase 1: Dive Into Communications Planning
  • Security Incident Management Plan

2. Develop your communications plan

This phase focuses on creating an internal and external communications plan, managing incident fallout, and conducting a post-incident review.

  • Master Your Security Incident Response Communications Program – Phase 2: Develop Your Communications Plan
  • Security Incident Response Interdepartmental Communications Template
  • Security Incident Communications Policy Template
  • Security Incident Communications Guidelines and Templates
  • Security Incident Metrics Tool
  • Tabletop Exercises Package
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Drive Real Business Value with an HRIS Strategy

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  • Parent Category Name: Human Resource Systems
  • Parent Category Link: /human-resource-systems
  • In most organizations, the HR application portfolio has evolved tactically on an as-needed basis, resulting in un-integrated systems and significant effort spent on manual workarounds.
  • The relationship between HR and IT is not optimal for technology decision making. System-related decisions are made by HR and IT is typically involved only post-purchase to fix issues as they arise and offer workarounds.
  • IT systems for HR are not viewed as a strategic differentiator or business enabler, thereby leading to a limited budget and resources for HR IT systems and subsequently hindering the adoption of a strategic, holistic perspective.
  • Some organizations overinvest, while others underinvest in lightweight, point-to-point solutions. Finding the sweet spot between a full suite and lightweight functionality is no easy task.

Our Advice

Critical Insight

  • Align HRIS goals with the business. Organizations must position HR as a partner prior to embarking on an HRIS initiative, aligning technology goals with organizational objectives before looking at software.
  • Communication is key. Often, HR and IT speak different languages. Maintain a high degree of communication by engaging stakeholder groups early.
  • Plan where you want to go. Designing a roadmap based on clear requirements, alignment with the business, and an understanding of priorities will contribute to success.

Impact and Result

  • Evaluate the current state of HRIS, understand the pain points, and visualize your ideal processes prior to choosing a solution.
  • Explore the different solution alternatives: maintain current system, integrate and consolidate, augment, or replace system entirely.
  • Create a plan to engage IT and HR throughout the project. Equip HR with the decision-making tools to meet business objectives and drive business strategy. Establish a common language for IT and HR to effectively communicate.
  • Develop a practical and actionable roadmap that the entire organization can buy into.

Drive Real Business Value with an HRIS Strategy Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should develop an HRIS 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. Conduct an environmental scan

Create a clear project vision that outlines the goals and objectives for the HRIS strategy. Subsequently, construct an HRIS business model that is informed by enablers, barriers, and the organizational, IT, and HR needs.

  • Drive Real Business Value with an HRIS Strategy – Phase 1: Conduct an Environmental Scan
  • Establish an HRIS Strategy Project Charter Template
  • HRIS Readiness Assessment Checklist

2. Design the future state

Gather high-level requirements to determine the ideal future state. Explore solution alternatives and choose the path that is best aligned with the organization's needs.

  • Drive Real Business Value with an HRIS Strategy – Phase 2: Design the Future State
  • HRIS Strategy Stakeholder Interview Guide
  • Process Owner Assignment Guide

3. Finalize the roadmap

Identify roadmap initiatives. Prioritize initiatives based on importance and effort.

  • Drive Real Business Value with an HRIS Strategy – Phase 3: Finalize the Roadmap
  • Initiative Roadmap Tool
  • HRIS Stakeholder Presentation Template
[infographic]

Workshop: Drive Real Business Value with an HRIS 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 Conduct an Environmental Scan

The Purpose

Understand the importance of creating an HRIS strategy before proceeding with software selection and implementation.

Learn why a large percentage of HRIS projects fail and how to avoid common mistakes.

Set expectations for the HRIS strategy and understand Info-Tech’s HRIS methodology.

Complete a project charter to gain buy-in, build a project team, and track project success.   

Key Benefits Achieved

A go/no-go decision on the project appropriateness.

Project stakeholders identified.

Project team created with defined roles and responsibilities.

Finalized project charter to gain buy-in.  

Activities

1.1 Set a direction for the project by clarifying the focus.

1.2 Identify the right stakeholders for your project team.

1.3 Identify HRIS needs, barriers, and enablers.

1.4 Map the current state of your HRIS.

1.5 Align your business goals with your HR goals and objectives.

Outputs

Project vision

Defined project roles and responsibilities

Completed HRIS business model

Completed current state map and thorough understanding of the HR technology landscape

Strategy alignment between HR and the business

2 Design the Future State

The Purpose

Gain a thorough understanding of the HRIS-related pains felt throughout the organization.

Use stakeholder-identified pains to directly inform the HRIS strategy and long-term solution.

Visualize your ideal processes and realize the art of the possible.  

Key Benefits Achieved

Requirements to strengthen the business case and inform the strategy.

The art of the possible.

Activities

2.1 Requirements gathering.

2.2 Sketch ideal future state processes.

2.3 Establish process owners.

2.4 Determine guiding principles.

2.5 Identify metrics.

Outputs

Pain points classified by data, people, process, and technology

Ideal future process vision

Assigned process owners, guiding principles, and metrics for each HR process in scope

3 Create Roadmap and Finalize Deliverable

The Purpose

Brainstorm and prioritize short- and long-term HRIS tasks.

Key Benefits Achieved

Understand next steps for the HRIS project.

Activities

3.1 Create a high-level implementation plan that shows dependencies.

3.2 Identify risks and mitigation efforts.

3.3 Finalize stakeholder presentation.

Outputs

Completed implementation plan

Completed risk management plan

HRIS stakeholder presentation

Prepare for the Upgrade to Windows 11

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  • Parent Category Name: End-User Computing Devices
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  • Windows 10 is going EOL in 2025.That is closer than you think.
  • Many of your endpoints are not eligible for the Windows 11 upgrade. You can’t afford to replace all your endpoints this year. How do you manage this Microsoft initiated catastrophe?
  • You want to stay close to the leading edge of technology and services, but how do you do that while keeping your spending in check and within budget?

Our Advice

Critical Insight

Windows 11 is a step forward in security, which is one of the primary reasons for the release of the new operating system. Windows 11 comes with a list of hardware requirements that enable the use of tools and features that, when combined, will reduce malware infections.

Impact and Result

Windows 11 hardware requirements will result in devices that are not eligible for the upgrade. Companies will be left to spend money on replacement devices. Following the Info-Tech guidance will help clients properly budget for hardware replacements before Windows 10 is no longer supported by Microsoft. Eligible devices can be upgraded, but Info-Tech guidance can help clients properly plan the upgrade using the upgrade ring approach.

Prepare for the Upgrade to Windows 11 Research & Tools

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

1. Prepare for the Upgrade to Windows 11 Deck – A look into some of the pros and cons of Microsoft’s latest desktop operating system, along with guidance on moving forward with this inevitable upgrade.

Discover the reason for the release of Windows 11, what you require to be eligible for the upgrade, what features were added or updated, and what features were removed. Our guidance will assist you with a planned and controlled rollout of the Windows 11 upgrade. We also provide guidance on how to approach a device refresh plan if some devices are not eligible for Windows 11. The upgrade is inevitable, but you have time, and you have options.

  • Prepare for the Upgrade to Windows 11 Storyboard

2. What Are My Options If My Devices Cannot Upgrade to Windows 11? – Build a Windows 11 Device Replacement budget with our Hardware Asset Management Budgeting Tool.

This tool will help you budget for a hardware asset refresh and to adjust the budget as necessary to accommodate any unexpected changes. The tool can easily be modified to assist in developing and justifying the budget for hardware assets for a Windows 11 project. Follow the instructions on each tab and feel free to play with the HAM budgeting tool to fit your needs.

  • HAM Budgeting Tool
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Further reading

Prepare for the Upgrade to Windows 11

The upgrade is inevitable, but you have time, and you have options.

Analyst Perspective

Upgrading to Windows 11 is easy, and while it should be properly investigated and planned, it should absolutely be an activity you undertake.

“You hear that Mr. Anderson? That is the sound of inevitability.” ("The Matrix Quotes" )

The fictitious Agent Smith uttered those words to Keanu Reeves’ character, Neo, in The Matrix in 1999, and while Agent Smith was using them in a very sinister and figurative context, the words could just as easily be applied to the concept of upgrading to the Windows 11 operating system from Microsoft in 2022.

There have been two common, recurring themes in the media since late 2019. One is the global pandemic and the other is cyber-related crime. Microsoft is not in a position to make an impact on a novel coronavirus, but it does have the global market reach to influence end-user technology and it appears that it has done just that. Windows 11 is a step forward in endpoint security and functionality. It also solidifies the foundation for future innovations in end-user operating systems and how they are delivered. Windows-as-a-Service (WAAS) is the way forward for Microsoft. Windows 10 is living on borrowed time, with a defined end of support date of October 14, 2025. Upgrading to Windows 11 is easy, and while it should be properly investigated and planned, it should absolutely be an activity you undertake.

It is inevitable!

P.J. Ryan

Research Director, Infrastructure & Operations

Info-Tech Research Group

Executive Summary

Your Challenge

  • Windows 10 is going EOL in 2025. That is closer than you think.
  • Many of your endpoints are not eligible for the Windows 11 upgrade. You can’t afford to replace all your endpoints this year. How do you manage this Microsoft-initiated catastrophe?
  • You want to stay close to the leading edge of technology and services, but how do you do that while keeping your spending in check and within budget?

Common Obstacles

  • The difference between Windows 10 and Windows 11 is not clear. Windows 11 looks like Windows 10 with some minor changes, mostly cosmetic. Many online users don’t see the need. Why upgrade? What are the benefits?
  • The cost of upgrading devices just to be eligible for Windows 11 is high.
  • Your end users don’t like change. This is not going to go over well!

Info-Tech's Approach

  • Spend wisely. Space out your endpoint replacements and upgrades over several years. You do not have to upgrade everything right away.
  • Be patient. Windows 11 contained some bugs when it was initially released. Microsoft fixed most of the issues through monthly quality updates, but you should ensure that you are comfortable with the current level of functionality before you upgrade.
  • Use the upgrade ring approach. Test your applications with a small group first, and then stage the rollout to increasingly larger groups over time.

Info-Tech Insight

There is a lot of talk about Windows 11, but this is only an operating system upgrade, and it is not a major one. Understand what is new, what is added, and what is missing. Check your devices to determine how many are eligible and ineligible. Many organizations will have to spend capital on endpoint upgrades. Solid asset management practices will help.

Insight summary

Windows 11 is a step forward in security, which is one of the primary reasons for the release of the new operating system.

Windows 11 comes with a list of hardware requirements that enable the use of tools and features that, when combined, will reduce malware infections.

The hardware requirements for Windows 11 enable security features such as password-less logon, disk encryption, increased startup protection with secure boot, and virtualization-based security.

Many organizations will have to spend capital on endpoint upgrades.

Microsoft now insists that modern hardware is required for Windows 11 for not only security but also for improved stability. That same hardware requirement will mean that many devices that are only three or four years old (as well as older ones) may not be eligible for Windows 11.

Windows 11 is a virtualization challenge for some providers.

The hardware requirements for physical devices are also required for virtual devices. The TPM module appears to be the biggest challenge. Oracle VirtualBox and Citrix Hypervisor as well as AWS and Google are unable to support Windows 11 virtual devices as of the time of writing.

Windows 10 will be supported by Microsoft until October 2025.

That will remove some of the pressure felt due to the ineligibility of many devices and the need to refresh them. Take your time and plan it out, keeping within budget constraints. Use the upgrade ring approach for systems that are eligible for the Windows 11 upgrade.

New look and feel, and a center screen taskbar.

Corners are rounded, some controls look a little different, but overall Windows 11 is not a dramatic shift from Windows 10. It is easier to navigate and find features. Oh, and yes, the taskbar (and start button) is shifted to the center of the screen, but you can move them back to the left if desired.

The education industry gets extra attention with the release of Windows 11.

Windows 11 comes with multiple subscription-based education offerings, but it also now includes a new lightweight SE edition that is intended for the K-8 age group. Microsoft also released a Windows 11 Education SE specific laptop, at a very attractive price point. Other manufacturers also offer Windows 11 SE focused devices.

Why Windows 11?

Windows 10 was supposed to be the final desktop OS from Microsoft, wasn’t it?

Maybe. It depends who you ask.

Jerry Nixon, a Microsoft developer evangelist, gained notoriety when he uttered these words while at a Microsoft presentation as part of Microsoft Ignite in 2015: “Right now we’re releasing Windows 10, and because Windows 10 is the last version of Windows, we’re all still working on Windows 10,” (Hachman). Microsoft never officially made that statement. Interestingly enough, it never denied the comments made by Jerry Nixon either.

Perhaps Microsoft released a new operating system as a financial grab, a way to make significant revenue?

Nope.

Windows 11 is a free upgrade or is included with any new computer purchase.

Market share challenges?

Doubtful.

It’s true that Microsoft's market share of desktop operating systems is dropping while Apple OS X and Google Chrome OS are rising.

In fact, Microsoft has relinquished over 13% of the market share since 2012 and Apple has almost doubled its market share. BUT:

Microsoft is still holding 75.12% of the market while Apple is in the number 2 spot with 14.93% (gs.statcounter.com).

The market share is worth noting for Microsoft but it hardly warrants a new operating system.

New look and feel?

Unlikely

New start button and taskbar orientation, new search window, rounded corners, new visual look on some controls like the volume bar, new startup sound, new Windows logo, – all minor changes. Updates could achieve the same result.

Security?

Likely the main reason.

Windows 11 comes with a list of hardware requirements that enable the use of tools and features that, when combined, will reduce malware infections.

The hardware requirements for Windows 11 enable security features such as password-less logon, disk encryption, increased startup protection with secure boot, and virtualization-based security.

The features are available on all Windows 11 physical devices, due to the common hardware requirements.

Windows 11 hardware-based security

These hardware options and features were available in Windows 10 but not enforced. With Windows 11, they are no longer optional. Below is a description and explanation of the main features.

Feature What it is How it works
TPM 2.0 (Trusted Platform Module) Chip TPM is a chip on the motherboard of the computer. It is used to store encryption keys, certificates, and passwords. TPM does this securely with tamper-proof prevention. It can also generate encryption keys and it includes its own unique encryption key that cannot be altered (helpdeskgeek.com). You do not need to enter your password once you setup Windows Hello, so the password is no longer easy to capture and steal. It is set up on a device per device basis, meaning if you go to a different device to sign in, your Windows Hello authentication will not follow you and you must set up your Hello pin or facial recognition again on that particular device. TPM (Trusted Platform Module) can store the credentials used by Windows Hello and encrypt them on the module.
Windows Hello Windows Hello is an alternative to using a password for authentication. Users can use a pin, a fingerprint, or facial recognition to authenticate.
Device Encryption Device encryption is only on when your device is off. It scrambles the data on your disk to make it unreadable unless you have the key to unscramble it. If your endpoint is stolen, the contents of the hard drive will remain encrypted and cannot be accessed by anyone unless they can properly authenticate on the device and allow the system to unscramble the encrypted data.
UEFI Secure Boot Capable UEFI is an acronym for Unified Extensible Firmware Interface. It is an interface between the operating system and the computer firmware. Secure Boot, as part of the firmware interface, ensures that only unchangeable and approved software and drivers are loaded at startup and not any malware that may have infiltrated the system (Lumunge). UEFI, with Secure Boot, references a database containing keys and signatures of drivers and runtime code that is approved as well as forbidden. It will not let the system boot up unless the signature of the driver or run-time code that is trying to execute is approved. This UEFI Secure boot recognition process continues until control is handed over to the operating system.
Virtualization Based Security (VBS) and Hypervisor-Protected Code Integrity (HVCI) VBS is security based on virtualization capabilities. It uses the virtualization features of the Windows operating system, specifically the Hyper-V hypervisor, to create and isolate a small chunk of memory that is isolated from the operating system. HVCI checks the integrity of code for violations. The Code Integrity check happens in the isolated virtual area of memory protected by the hypervisor, hence the acronym HVCI (Hypervisor Protected Code Integrity) (Murtaza). In the secure, isolated region of memory created by VBS with the hypervisor, Windows will run checks on the integrity of the code that runs various processes. The isolation protects the stored item from tampering by malware and similar threats. If they run incident free, they are released to the operating system and can run in the standard memory space. If issues are detected, the code will not be released, nor will it run in the standard memory space of the operating system, and damage or compromise will be prevented.

How do all the hardware-based security features work?

This scenario explains how a standard boot up and login should happen.

You turn on your computer. Secure Boot authorizes the processes and UEFI hands over control to the operating system. Windows Hello works with TPM and uses a pin to authenticate the user and the operating systems gives you access to the Windows environment.

Now imagine the same process with various compromised scenarios.

You turn on your computer. Secure Boot does not recognize the signature presented to it by the second process in the boot sequence. You will be presented with a “Secure Boot Violation” message and an option to reboot. Your computer remains protected.

You boot up and get past the secure boot process and UEFI passes control over to the Windows 11 operating system. Windows Hello asks for your pin, but you cannot remember the pin and incorrectly enter it three times before admitting temporary defeat. Windows Hello did not find a matching pin on the TPM and will not let you proceed. You cannot log in but in the eyes of the operating system, it has prevented an unauthorized login attempt.

You power up your computer, log in without issue, and go about your morning routine of checking email, etc. You are not aware that malware has infiltrated your system and modified a page in system memory to run code and access the operating system kernel. VBS and HVCI check the integrity of that code and detect that it is malicious. The code remains isolated and prevented from running, protecting your system.

TPM, Hello, UEFI with Secure Boot, VBS and HVCI all work together like a well-oiled machine.

“Microsoft's rationale for Windows 11's strict official support requirements – including Secure Boot, a TPM 2.0 module, and virtualization support – has always been centered on security rather than raw performance.” – Andrew Cunningham, arstechnica.com

“Windows 11 raises the bar for security by requiring hardware that can enable protections like Windows Hello, Device Encryption, virtualization-based security (VBS), hypervisor-protected code integrity (HVCI), and Secure Boot. These features in combination have been shown to reduce malware by 60% on tested devices.” – Steven J. Vaughan-Nichols, Computerworld

Can any device upgrade to Windows 11?

In addition to the security-related hardware requirements listed previously, which may exclude some devices from Windows 11 eligibility, Windows 11 also has a minimum requirement for other hardware components.

Windows 7 and Windows 10 were publicized as being backward compatible and almost any hardware would be able to run those operating systems. That changed with Windows 11. Microsoft now insists that modern hardware is required for Windows 11 for not only security but also improved stability.

Software Requirement

You must be running Windows 10 version 2004 or greater to be eligible for a Windows 11 upgrade (“Windows 11 Requirements”).

Complete hardware requirements for Windows 11

  • 1 GHz (or faster) compatible 64-bit processor with two or more cores
  • 4 GB RAM
  • 64 GB or more of storage space
  • Compatible with DirectX 12 or later with WDDM 2.0 driver
    • DirectX connects the hardware in your computer with Windows. It allows software to display graphics using the video card or play audio, as long as that software is DirectX compatible. Windows 11 requires version 12 (“What are DirectX 12 compatible graphics”).
    • WDDM is an acronym for Windows Display Driver Model. WDDM is the architecture for the graphics driver for Windows (“Windows Display Driver Model”).
    • Version 2.0 of WDDM is required for Windows 11.
  • 720p display greater than 9" diagonally with 8 bits per color channel
  • UEFI Secure Boot capable
  • TPM 2.0 chip
  • (“Windows 11 Requirements”)

Windows 11 may challenge your virtual environment

When Windows 11 was initially released, some IT administrators experienced issues when trying to install or upgrade to Windows 11 in the virtual world.

The Challenge

The issues appeared to be centered around the Windows 11 hardware requirements, which must be detected by the Windows 11 pre-install check before the operating system will install.

The TPM 2.0 chip requirement was indeed a challenge and not offered as a configuration option with Citrix Hypervisor, the free VMware Workstation Player or Oracle VM VirtualBox when Windows 11 was released in October 2021, although it is on the roadmap for Oracle and Citrix Hypervisor. VMware provides alternative products to the free Workstation Player that do support a virtual TPM. Oracle and Citrix reported that the feature would be available in the future and Windows 11 would work on their platforms.

Short-Term Solutions

VMware and Microsoft users can add a vTPM hardware type when configuring a virtual Windows 11 machine. Microsoft Azure does offer Windows 11 as an option as a virtual desktop. Citrix Desktop-As-A-Service (DAAS) will connect to Azure, AWS, or Google Cloud and is only limited by the features of the hosting cloud service provider.

Additional Insight

According to Microsoft, any VM running Windows 11 must meet the following requirements (“Virtual Machine Support”):

  • It must be a generation 2 VM, and upgrading a generation 1 VM to Windows 11 (in-place) is not possible
  • 64 GB of storage or greater
  • Secure Boot capable with the virtual TPM enabled
  • 4 GB of memory or greater
  • 2 or more virtual processors
  • The CPU of the physical computer that is hosting the VM must meet the Windows 11 (“Windows Processor Requirements”)

What’s new or updated in Windows 11?

The following two slides highlight some of the new and updated features in Windows 11.

Security

The most important change with Windows 11 is what you cannot see – the security. Windows 11 adds requirements and controls to make the user and device more secure, as described in previous slides.

Taskbar

The most prominent change in relation to the look and feel of Windows 11 is the shifting of the taskbar (and Start button) to the center of the screen. Some users may find this more convenient but if you do not and prefer the taskbar and start button back on the left of your screen, you can change it in taskbar settings.

Updated Apps

Paint, Photos, Notepad, Media Player, Mail, and other standard Windows apps have been updated with a new look and in some cases minor enhancements.

User Interface

The first change users will notice after logging in to Windows 11 is the new user interface – the look and feel. You may not notice the additional colors added to the Windows palette, but you may have thought that the startup sound was different, and the logo also looks different. You would be correct. Other look-and-feel items that changed include the rounded corners on windows, slightly different icons, new wallpapers, and controls for volume and brightness are now a slide bar. File explorer and the settings app also have a new look.

Microsoft Teams

Microsoft Teams is now installed on the taskbar by default. Note that this is for a personal Microsoft account only. Teams for Work or School will have to be installed separately if you are using a work or school account.

What’s new or updated in Windows 11?

Snap Layouts

Snap layouts have been enhanced and snap group functionality has been added. This will allow you to quickly snap one window to the side of the screen and open other Windows in the other side. This feature can be accessed by dragging the window you wish to snap to the left or right edge of the screen. The window should then automatically resize to occupy that half of the screen and allow you to select other Windows that are already open to occupy the remaining space on the screen. You can also hover your mouse over the maximize button in the upper right-hand corner of the window. A small screen with multiple snap layouts will appear for your selection. Multiple snapped Windows can be saved as a “Snap Group” that will open together if one of the group windows are snapped in the future.

Widgets

Widgets are expanding. Microsoft started the re-introduction of widgets in Windows 10, specifically focusing on the weather. Widgets now include other services such as news, sports, stock prices, and others.

Android Apps

Android apps can now run in Windows 11. You will have to use the Amazon store to access and install Android apps, but if it is available in the Amazon store, you can install it on Windows 11.

Docking

Docking has improved with Windows 11. Windows knows when you are docked and will minimize apps when you undock so they are not lost. They will appear automatically when you dock again.

This is not intended to be an inclusive list but does cover some of the more prominent features.

What’s missing from Windows 11?

The following features are no longer found in Windows 11:

  • Backward compatibility
    • The introduction of the hardware requirements for Windows 11 removed the backward compatibility (from a hardware perspective) that made the transition from previous versions of Windows to their successor less of a hardware concern. If a computer could run Windows 7, then it could also run Windows 10. That does not automatically mean it can also run Windows 11.
  • Internet Explorer
    • Internet Explorer is no longer installed by default in Windows 11. Microsoft Edge is now the default browser for Windows. Other browsers can also be installed if preferred.
  • Tablet mode
    • Windows 11 does not have a "tablet" mode, but the operating system will maximize the active window and add more space between icons to make selecting them easier if the 2-in-1 hardware detects that you wish to use the device as a tablet (keyboard detached or device opened up beyond 180 degrees, etc.).
  • Semi-annual updates
    • It may take six months or more to realize that semi-annual feature updates are missing. Microsoft moved to an annual feature update schema but continued with monthly quality updates with Windows 11.
  • Specific apps
    • Several applications have been removed (but can be manually added from the Microsoft Store by the user). They include:
      • OneNote for Windows 10
      • 3D Viewer
      • Paint 3D
      • Skype
  • Cortana (by default)
    • Cortana is missing from Windows 11. It is installed but not enabled by default. Users can turn it on if desired.

Microsoft included a complete list of features that have been removed or deprecated with Windows 11, which can be found here Windows 11 Specs and System Requirements.

Windows 11 editions

  • Windows 11 is offered in several editions:
    • Windows 11 Home
    • Windows 11 Pro
    • Windows 11 Pro for Workstations
    • Windows 11 Enterprise Windows 11 for Education
    • Windows 11 SE for Education
  • Windows 11 hardware requirements and security features are common throughout all editions.
  • The new look and feel along with all the features mentioned previously are common to all editions as well.
  • Windows Home
    • Standard offering for home users
  • Pro versus Pro for Workstations
    • Windows 11 Pro and Pro for Workstations are both well suited for the business environment with available features such as support for Active Directory or Azure Active Directory, Windows Autopilot, OneDrive for Business, etc.
    • Windows Pro for Workstations is designed for increased demands on the hardware with the higher memory limits (2 TB vs. 6 TB) and processor count (2 CPU vs. 4 CPU).
    • Windows Pro for Workstations also features Resilient File System, Persistent Memory, and SMB Direct. Neither of these features are available in the Windows 11 Pro edition.
    • Windows 11 Pro and Pro for Workstations are both very business focused, although Pro may also be a common choice for non-business users (Home and Education).
  • Enterprise Offerings
    • Enterprise licenses are subscription based and are part of the Microsoft 365 suite of offerings.
    • Windows 11 Enterprise is Windows 11 Pro with some additional addons and functionality in areas such as device management, collaboration, and security services.
    • The level of the Microsoft 365 Enterprise subscription (E3 or E5) would dictate the additional features and functionality, such as the complete Microsoft Defender for Endpoint suite or the Microsoft phone system and Audio Conferencing, which are only available with the E5 subscription.

Windows 11 Education Editions

With the release of a laptop targeted specifically at the education market, Microsoft must be taking notice of the Google Chrome educational market penetration, especially with headlines like these.

“40 Million Chromebooks in Use in Education” (Thurrott)

“The Unprecedented Growth of the Chromebook Education Market Share” (Carklin)

“Chromebooks Gain Market Share as Education Goes Online” (Hruska)

“Chromebooks Gain Share of Education Market Despite Shortages” (Mandaro)

“Chromebook sales skyrocketed in Q3 2020 with online education fueling demand” (Duke)

  • Education licenses are subscription based and are part of the Microsoft 365 suite of offerings. Educational pricing is one benefit of the Microsoft 365 Education model.
  • Windows 11 Education is Windows 11 Pro with some additional addons and functionality similar to the Enterprise offerings for Windows 11 in areas such as device management, collaboration, and security services. Windows 11 Education also adds some education specific settings such as Classroom Tools, which allow institutions to add new students and their devices to their own environment with fewer issues, and includes OneNote Class Notebook, Set Up School PCs app, and Take a Test app.
  • The level of the Microsoft 365 Education subscription (A3 or A5) would dictate the additional features and functionality, such as the complete Microsoft Defender for Endpoint suite or the Microsoft phone system and Audio Conferencing, which are only available with the A5 subscription.
  • Windows 11 SE for Education:
    • A cloud-first edition of Windows 11 specifically designed for the K-8 education market.
    • Windows 11 SE is a light version of Windows 11 that is designed to run on entry-level devices with better performance and security on that hardware.
    • Windows 11 SE requires Intune for Education and only IT admins can install applications.
  • Microsoft and others have come out with Windows SE specific devices at a low price point.
    • The Microsoft Surface Laptop SE comes pre-loaded with Windows 11 SE and can be purchased for US$249.00.
    • Dell, Asus, Acer, Lenovo, and others also offer Windows 11 SE specific devices (“Devices for Education”).

Initial Reactions

Below you can find some actual initial reactions to Windows 11.

Initial reactions are mixed, as is to be expected with any new release of an operating system. The look and feel is new, but it is not a huge departure from the Windows 10 look and feel. Some new features are well received such as the snap feature.

The shift of the taskbar (and start button) is the most popular topic of discussion online when it comes to Windows 11 reactions. Some love it and some do not. The best part about the shift of the taskbar is that you can adjust it in settings and move it back to its original location.

The best thing about reactions is that they garner attention, and thanks in part to all the online reactions and comments, Microsoft is continually improving Windows 11 through quality updates and annual feature releases.

“My 91-year-old Mum has found it easy!” Binns, Paul ITRG

“It mostly looks quite nice and runs well.” Jmbpiano, Reddit user

“It makes me feel more like a Mac user.” Chang, Ben Info-Tech

“At its core, Windows 11 appears to be just Windows 10 with a fresh coat of paint splashed all over it.” Rouse, Rick RicksDailyTips.com

“Love that I can snap between different page orientations.” Roberts, Jeremy Info-Tech

“I finally feel like Microsoft is back on track again.” Jawed, Usama Neowin

“A few of the things that seemed like issues at first have either turned out not to be or have been fixed with patches.” Jmbpiano, Reddit user

“The new interface is genuinely intuitive, well-designed, and colorful.” House, Brett AnandTech

“No issues. Have it out on about 50 stations.” Sandrews1313, Reddit User

“The most striking change is to the Start menu.” Grabham, Dan pocket-lint.com

How do I upgrade to Windows 11?

The process is very similar to applying updates in Windows 10.

  • Windows 11 is offered as an upgrade through the standard Windows 10 update procedure. Windows Update will notify you when the Windows 11 upgrade is ready (assuming your device is eligible for Windows 11).
    • Allow the update (upgrade in this case) to proceed, reboot, and your endpoint will come back to life with Windows 11 installed and ready for you.
  • A fresh install can be delivered by downloading the required Windows 11 installation media from the Microsoft Software Download site for Windows 11.
  • Business users can control the timing and schedule of the Windows 11 rollout to corporate endpoints using Microsoft solutions such as WSUS, Configuration Manager, Intune and Endpoint Manager, or by using other endpoint management solutions.
  • WSUS and Configuration Manager will have to sync the product category for Windows 11 to manage the deployment.
  • Windows Update for Business policies will have to use the target version capability rather than using the feature update referrals alone.
  • Organizations using Intune and a Microsoft 365 E3 license will be able to use the Feature Update Deployments page to select Windows 11.
  • Other modern endpoint management solutions may also allow for a controlled deployment.

Info-Tech Insight

The upgrade itself may be a simple process but be prepared for the end-user reactions that will follow. Some will love it but others will despise it. It is not an optional upgrade in the long run, so everyone will have to learn to accept it.

When can I upgrade to Windows 11?

You can upgrade right now BUT there is no need to rush. Windows 11 was released in October 2021 but that doesn’t mean you have to upgrade everyone right away. Plan this out.

  • Build deployment rings into your Windows 11 upgrade approach: This approach, also referred to as Canary Releases or deployment rings, allows you to ensure that IT can support users if there's a major problem with the upgrade. Instead of disrupting all end users, you are only disrupting a portion of end users.
    • Deploy the initial update to your test environment.
    • After testing is successful or changes have been made, deploy Windows 11 to your pilot group of users.
    • After the pilot group gives you the thumbs up, deploy to the rest of production in phases. Phases are sometimes by office/location, sometimes by department, sometimes by persona (i.e. defer people that don't handle updates well), and usually by a combination of these factors.
    • Increase the size of each ring as you progress.
  • Always back up your data before any upgrade.

Deployment Ring Example

Pilot Ring - Individuals from all departments - 10 users

Ring #1 - Dev, Finance - 20 Users

Ring #2 - Research - 100 Users

Ring #3 - Sales, IT, Marketing - 500 Users

Upgrade your eligible devices and users to Windows 11

Build Windows 11 Deployment Rings

Instructions:

  1. Identify who will be in the pilot group. Use individuals instead of user groups.
  2. Identify how many standard rings you need. This number will be based on the total number of employees per office.
  3. Map groups to rings. Define which user groups will be in each ring.
  4. Allow some time to elapse between upgrades. Allow the first group to work with Windows 11 and identify any potential issues that may arise before upgrading the next group.
  5. Track and communicate. Record all information into a spreadsheet like the one on the right. This will aid in communication and tracking.
Ring Department or Group Total Users Delay Time Before Next Group
Pilot Ring Individuals from all departments 10 Three weeks
Ring 1 Dev Finance 20 Two weeks
Ring 2 Research 100 One week
Ring 3 Sales, IT Marketing 500 N/A

What are my options if my devices cannot upgrade to Windows 11?

Don’t rush out to replace all the ineligible endpoint devices. You have some time to plan this out. Windows 10 will be available and supported by Microsoft until October 2025.

Use asset management strategies and budget techniques in your Windows 11 upgrade approach:

  • Start with current inventory and determine which devices will not be eligible for upgrade to Windows 11.
  • Prioritize the devices for replacement, taking device age, the role of the user the device supports, and delivery times for remote users into consideration.
  • Take this opportunity to review overall device offerings and end-user compute strategy. This will help decide which devices to offer going forward while improving end-user satisfaction.
  • Determine the cost for replacement devices:
    • Compare vendor offerings using an RFP process.
  • Use the hardware asset management planning spreadsheet on the next slide to budget for the replacements over the coming months leading up to October 2025.

Leverage Info-Tech research to improve your end-user computing strategy and hardware asset management processes:

New to End User Computing Strategies? Start with Modernize and Transform Your End-User Computing Strategy.

New to IT asset management? Use Info-Tech’s Implement Hardware Asset Management blueprint.

Use Info-Tech’s HAM Budgeting Tool to plan your hardware asset budget

Build a Windows 11 Device Replacement Budget

The link below will open up a hardware asset management (HAM) budgeting tool. This tool can easily be modified to assist in developing and justifying the budget for hardware assets for the Windows 11 project. The tool will allow you to budget for hardware asset refresh and to adjust the budget as needed to accommodate any changes. Follow the instructions on each tab to complete the tool.

A sample of a possible Windows 11 budgeting spreadsheet is shown on the right, but feel free to play with the HAM budgeting tool to fit your needs.

HAM Budgeting Tool

Windows 11 Replacement Schedule
2022 2023 2024 2025
Department Total to replace Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Left to allocate
Finance 120 20 20 20 10 10 20 20 0
HR 28 15 13 0
IT 30 15 15 0
Research 58 8 15 5 20 5 5 0
Planning 80 10 15 15 10 15 15 0
Other 160 5 30 5 15 15 30 30 30 0
Totals 476 35 38 35 35 35 35 38 35 50 35 35 35 35 0

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?

Implement Hardware Asset Management

This project will help you analyze the current state of your HAM program, define assets that will need to be managed, and build and involve the ITAM team from the beginning to help embed the change. It will also help you define standard policies, processes, and procedures for each stage of the hardware asset lifecycle, from procurement through to disposal.

Bibliography

aczechowski, et al. “Windows 11 Requirements.” Microsoft, 3 June 2022. Accessed 13 June 2022.

Binns, Paul. Personal interview. 07 June 2022.

Butler, Sydney. “What Is Trusted Platform Module (TPM) and How Does It Work?” Help Desk Geek, 5 August 2021. Accessed 18 May 2022.

Carklin, Nicolette. “The Unprecedented Growth of the Chromebook Education Market Share.” Parallels International GmbH, 26 October 2021. Accessed 19 May 2022.

Chang, Ben. Personal interview. 26 May 2022.

Cunningham, Andrew. “Why Windows 11 has such strict hardware requirements, according to Microsoft.” Ars Technica, 27 August 2021. Accessed 19 May 2022.

Dealnd-Han, et al. “Windows Processor Requirements.” Microsoft, 9 May 2022. Accessed 18 May 2022.

“Desktop Operating Systems Market Share Worldwide.” Statcounter Globalstats, June 2021–June 2022. Accessed 17 May 2022.

“Devices for education.” Microsoft, 2022. Accessed 13 June 2022.

Duke, Kent. “Chromebook sales skyrocketed in Q3 2020 with online education fueling demand.” Android Police, 16 November 2020. Accessed 18 May 2022.

Grabham, Dan. “Windows 11 first impressions: Our initial thoughts on using Microsoft's new OS.” Pocket-Lint, 24 June 2021. Accessed 3 June 2022.

Hachman, Mark. “Why is there a Windows 11 if Windows 10 is the last Windows?” PCWorld, 18 June 2021. Accessed 17 May 2022.

Howse, Brett. “What to Expect with Windows 11: A Day One Hands-On.” Anandtech, 16 November 2020. Accessed 3 June 2022.

Hruska, Joel. “Chromebooks Gain Market Share as Education Goes Online.” Extremetech, 26 October 2020. Accessed 19 May 2022.

Jawed, Usama. “I am finally excited about Windows 11 again.” Neowin, 26 February 2022. Accessed 3 June 2022.

Jmbpiano. “Windows 11 - What are our initial thoughts and feelings?” Reddit, 22 November 2021. Accessed 3 June 2022.

Lumunge, Erick. “UEFI and Legacy boot.” OpenGenus, n.d. Accessed 18 May 2022.

Bibliography

Mandaro, Laura. “Chromebooks Gain Share of Education Market Despite Shortages.” The Information, 9 September 2020. Accessed 19 May 2022.

Murtaza, Fawad. “What Is Virtualization Based Security in Windows?” Valnet Inc, 24 October 2021. Accessed 17 May 2022.

Roberts, Jeremy. Personal interview. 27 May 2022.

Rouse, Rick. “My initial thoughts about Windows 11 (likes and dislikes).” RicksDailyTips.com, 5 September 2021. Accessed 3 June 2022.

Sandrews1313. “Windows 11 - What are our initial thoughts and feelings?” Reddit, 22 November 2021. Accessed 3 June 2022.

“The Matrix Quotes." Quotes.net, n.d. Accessed 18 May 2022.

Thurrott, Paul.” Google: 40 Million Chromebooks in Use in Education.” Thurrott, 21 January 2020. Accessed 18 May 2022.

Vaughan-Nichols, Steven J. “The real reason for Windows 11.” Computerworld, 6 July 2021, Accessed 19 May 2022.

“Virtual Machine Support.” Microsoft,3 June 2022. Accessed 13 June 2022.

“What are DirectX 12 compatible graphics and WDDM 2.x.” Wisecleaner, 20 August 2021. Accessed 19 May 2022.

“Windows 11 Specs and System Requirements.” Microsoft, 2022. Accessed 13 June 2022.

“Windows Display Driver Model.” MiniTool, n.d. Accessed 13 June 2022.

Availability and Capacity Management

  • Buy Link or Shortcode: {j2store}10|cart{/j2store}
  • Related Products: {j2store}10|crosssells{/j2store}
  • Up-Sell: {j2store}10|upsells{/j2store}
  • member rating overall impact: 8.0/10.0
  • member rating average dollars saved: $2,950
  • member rating average days saved: 10
  • Parent Category Name: Resilient IT Operations
  • Parent Category Link: /resilience/resilient-operations-and-it
Develop your availability and capacity management plant and align it with exactly what the business expects.

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.

Improve Application Development Throughput

  • Buy Link or Shortcode: {j2store}151|cart{/j2store}
  • member rating overall impact: 10.0/10 Overall Impact
  • member rating average dollars saved: $59,399 Average $ Saved
  • member rating average days saved: 39 Average Days Saved
  • Parent Category Name: Development
  • Parent Category Link: /development
  • The business is demanding more features at an increasing pace. It is expecting your development teams to keep up with its changing needs while maintaining high quality.
  • However, your development process is broken. Tasks are taking significant time to complete, and development handoffs are not smooth.

Our Advice

Critical Insight

  • Lean development is independent of your software development lifecycle (SDLC) methodology. Lean development practices can be used in both Agile and Waterfall teams.
  • Lean isn’t about getting rid of sound development processes. Becoming lean means fine-tuning the integration of core practices like coding and testing.
  • Lean thinking motivates automation. By focusing on optimizing the development process, automation becomes a logical and necessary step toward greater maturity and improved throughput.

Impact and Result

  • Gain a deep understanding of lean principles and associated behaviors. Become familiar with the core lean principles and the critical attitudes and mindsets required by lean. Understand how incorporating DevOps and Agile principles can help your organization.
  • Conduct a development process and tool review. Use a value-stream analysis of your current development process and tools to reveal bottlenecks and time-consuming or wasteful tasks. Analyze these insights to identify root causes and the impact to product delivery.
  • Incorporate the right tools and practices to become more lean. Optimize the key areas where you are experiencing the most pain and consuming the most resources. Look at how today’s best development and testing practices (e.g. version control, branching) and tools (e.g. automation, continuous integration) can improve the throughput of your delivery pipeline.

Improve Application Development Throughput Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should make development teams leaner, 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. Conduct a current state analysis

Acquire a holistic perspective of the development team, process, and tools to identify the bottlenecks and inefficiency points that are significantly delaying releases.

  • Improve Application Development Throughput – Phase 1: Conduct a Current State Analysis
  • Lean Implementation Roadmap Template
  • Lean Development Readiness Assessment

2. Define the lean future state

Identify the development guiding principles and artifact management practices and build automation and continuous integration processes and tools that best fit the context and address the organization’s needs.

  • Improve Application Development Throughput – Phase 2: Define the Lean Future State

3. Create an implementation roadmap

Prioritize lean implementation initiatives in a gradual, phased approach and map the critical stakeholders in the lean transformation.

  • Improve Application Development Throughput – Phase 3: Create an Implementation Roadmap
[infographic]

Workshop: Improve Application Development Throughput

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 Conduct a Current State Analysis

The Purpose

Assess the current state of your development environment.

Select a pilot project to demonstrate the value of your optimization.

Key Benefits Achieved

Realization of the root causes behind the bottlenecks and inefficiencies in your current development process.

Valuation of your current development tools.

Selection of a pilot project that will be used to gather the metrics in order obtain buy-in for wider optimization initiatives.

Activities

1.1 Assess your readiness to transition to lean development.

1.2 Conduct a SWOT analysis and value-stream assessment of your current development process.

1.3 Evaluate your development tools.

1.4 Select a pilot project.

Outputs

Lean development readiness assessment

Current state analysis of development process

Value assessment of existing development tools

Pilot project selection

2 Define Your Lean Future State

The Purpose

Establish your development guiding principles.

Enhance the versioning and management of your development artifacts.

Automatically build and continuously integrate your code.

Key Benefits Achieved

Grounded and well-understood set of guiding principles that are mapped to development tasks and initiatives.

Version control strategy of development artifacts, including source code, adapted to support lean development.

A tailored approach to establish the right environment to support automated build, testing, and continuous integration tools.

Activities

2.1 Assess your alignment to the lean principles.

2.2 Define your lean development guiding principles.

2.3 Define your source code branching approach.

2.4 Define your build automation approach.

2.5 Define your continuous integration approach.

Outputs

Level of alignment to lean principles

Development guiding principles

Source code branching approach

Build automation approach.

Continuous integration approach

3 Create Your Implementation Roadmap

The Purpose

Prioritize your optimization initiatives to build an implementation roadmap.

Identify the stakeholders of your lean transformation.

Key Benefits Achieved

Phased implementation roadmap that accommodates your current priorities, constraints, and enablers.

Stakeholder engagement strategy to effectively demonstrate the value of the optimized development environment.

Activities

3.1 Identify metrics to gauge the success of your lean transformation.

3.2 List and prioritize your implementation steps.

3.3 Identify the stakeholders of your lean transformation.

Outputs

List of product, process, and tool metrics

Prioritized list of tasks to optimize your development environment

Identification of key stakeholders

Position IT to Support and Be a Leader in Open Data Initiatives

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  • Parent Category Name: Innovation
  • Parent Category Link: /innovation
  • Open data programs are often seen as unimportant or not worth taking up space in the budget in local government.
  • Open data programs are typically owned by a single open data evangelist who works on it as a side-of-desk project.
  • Having a single resource spend a portion of their time on open data doesn’t allow the open data program to mature to the point that local governments are realizing benefits from it.
  • It is difficult to gain buy-in for open data as it is hard to track the benefits of an open data program.

Our Advice

Critical Insight

  • Local government can help push the world towards being more open, unlocking economic benefits for the wider economy.
  • Cities don’t know the solutions to all of their problems often they don’t know all of the problems they have. Release data as a platform to crowdsource solutions and engage your community.
  • Build your open data policies in collaboration with the community. It’s their data, let them shape the way it’s used!

Impact and Result

  • Level-set expectations for your open data program. Every local government is different in terms of the benefits they can achieve with open data; ensure the business understands what is realistic to achieve.
  • Create a team of open data champions from departments outside of IT. Identify potential champions for the team and use this group to help gain greater business buy-in and gather feedback on the program’s direction.
  • Follow the open data maturity model in order to assess your current state, identify a target state, and assess capability gaps that need to be improved upon.
  • Use industry best practices to develop an open data policy and processes to help improve maturity of the open data program and reach your desired target state.
  • Identify metrics that you can use to track, and communicate the success of, the open data program.

Position IT to Support and Be a Leader in Open Data Initiatives Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should develop your open data 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. Set the foundation for the success of your open data program

Identify your open data program's current state maturity, and gain buy-in from the business for the program.

  • Position IT to Support and Be a Leader in Open Data Initiatives – Phase 1: Set the Foundation for the Success of Your Open Data Program
  • Open Data Maturity Assessment
  • Open Data Program – IT Stakeholder Powermap Template
  • Open Data in Our City Stakeholder Presentation Template

2. Grow the maturity of your open data program

Identify a target state maturity and reach it through building a policy and processes and the use of metrics.

  • Position IT to Support and Be a Leader in Open Data Initiatives – Phase 2: Grow the Maturity of Your Open Data Program
  • Open Data Policy Template
  • Open Data Process Template
  • Open Data Process Descriptions Template
  • Open Data Process Visio Templates (Visio)
  • Open Data Process Visio Templates (PDF)
  • Open Data Metrics Template
[infographic]

Workshop: Position IT to Support and Be a Leader in Open Data Initiatives

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

1 Define Business Drivers for Open Data Program

The Purpose

Ensure that the open data program is being driven out from the business in order to gain business support.

Key Benefits Achieved

Identify drivers for the open data program that are coming directly from the business.

Activities

1.1 Understand constraints for the open data program.

1.2 Conduct interviews with the business to gain input on business drivers and level-set expectations.

1.3 Develop list of business drivers for open data.

Outputs

Defined list of business drivers for the open data program

2 Assess Current State and Define Target State of the Open Data Program

The Purpose

Understand the gaps between where your program currently is and where you want it to be.

Key Benefits Achieved

Identify top processes for improvement in order to bring the open data program to the desired target state maturity.

Activities

2.1 Perform current state maturity assessment.

2.2 Define desired target state with business input.

2.3 Highlight gaps between current and target state.

Outputs

Defined current state maturity

Identified target state maturity

List of top processes to improve in order to reach target state maturity

3 Develop an Open Data Policy

The Purpose

Develop a draft open data policy that will give you a starting point when building your policy with the community.

Key Benefits Achieved

A draft open data policy will be developed that is based on best-practice standards.

Activities

3.1 Define the purpose of the open data policy.

3.2 Establish principles for the open data program.

3.3 Develop a rough governance outline.

3.4 Create a draft open data policy document based on industry best-practice examples.

Outputs

Initial draft of open data policy

4 Develop Open Processes and Identify Metrics

The Purpose

Build open data processes and identify metrics for the program in order to track benefits realization.

Key Benefits Achieved

Formalize processes to set in place to improve the maturity of the open data program.

Identify metrics that can track the success of the open data program.

Activities

4.1 Develop the roles that will make up the open data program.

4.2 Create processes for new dataset requests, updates of existing datasets, and the retiring of datasets.

4.3 Identify metrics that will be used for measuring the success of the open data program.

Outputs

Initial draft of open data processes

Established metrics for the open data program

Build a Data Classification MVP for M365

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  • member rating average dollars saved: N/A
  • member rating average days saved: N/A
  • Parent Category Name: End-User Computing Applications
  • Parent Category Link: /end-user-computing-applications
  • Resources are the primary obstacle to getting a foot hold in O365 governance, whether it is funding or FTE resources.
  • Data is segmented and is difficult to analyze when you can’t see it or manage the relationships between sources.
  • Organizations expect results early and quickly and a common obstacle is that building a proper data classification framework can take more than two years and the business can't wait that long.

Our Advice

Critical Insight

  • Data classification is the lynchpin to ANY effective governance of O/M365 and your objective is to navigate through this easily and effectively and build a robust, secure, and viable governance model.
  • Start your journey by identifying what and where your data is and how much data you have. You need to understand what sensitive data you have and where it is stored before you can protect it or govern that data.
  • Ensure there is a high-level leader who is the champion of the governance objective.

Impact and Result

  • Using least complex sensitivity labels in your classification are your building blocks to compliance and security in your data management schema; they are your foundational steps.

Build a Data Classification MVP for M365 Research & Tools

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

1. Build a Data Classification MVP for M365 Deck – A guide for how to build a minimum-viable product for data classification that end users will actually use.

Discover where your data resides, what governance helps you do, and what types of data you're classifying. Then build your data and security protection baselines for your retention policy, sensitivity labels, workload containers, and both forced and unforced policies.

  • Build a Data Classification MVP for M365 Storyboard
[infographic]

Further reading

Build a Data Classification MVP for M365

Kickstart your governance with data classification users will actually use!

Executive Summary

Info-Tech Insight

  • Creating an MVP gets you started in data governance
    Information protection and governance are not something you do once and then you are done. It is a constant process where you start with the basics (a minimum-viable product or MVP) and enhance your schema over time. The objective of the MVP is reducing obstacles to establishing an initial governance position, and then enabling rapid development of the solution to address a variety of real risks, including data loss prevention (DLP), data retention, legal holds, and data labeling.
  • Define your information and protection strategy
    The initial strategy is to start looking across your organization and identifying your customer data, regulatory data, and sensitive information. To have a successful data protection strategy you will include lifecycle management, risk management, data protection policies, and DLP. All key stakeholders need to be kept in the loop. Ensure you keep track of all available data and conduct a risk analysis early. Remember, data is your highest valued intangible asset.
  • Planning and resourcing are central to getting started on MVP
    A governance plan and governance decisions are your initial focus. Create a team of stakeholders that include IT and business leaders (including Legal, Finance, HR, and Risk), and ensure there is a top-level leader who is the champion of the governance objective, which is to ensure your data is safe, secure, and not prone to leakage or theft, and maintain confidentiality where it is warranted.

Executive Summary

Your Challenge
  • Today, the amount of data companies are gathering is growing at an explosive rate. New tools are enabling unforeseen channels and ways of collaborating.
  • Combined with increased regulatory oversight and reporting obligations, this makes the discovery and management of data a massive undertaking. IT can’t find and protect the data when the business has difficulty defining its data.
  • The challenge is to build a framework that can easily categorize and classify data yet allows for sufficient regulatory compliance and granularity to be useful. Also, to do it now because tomorrow is too late.
Common Obstacles

Data governance has several obstacles that impact a successful launch, especially if governing M365 is not a planned strategy. Below are some of the more common obstacles:

  • Resources are the primary obstacle to starting O365 governance, whether it is funding or people.
  • Data is segmented and is difficult to analyze when you can’t see it or manage the relationships between sources.
  • Organizations expect results early and quickly and a common obstacle is that building a "proper data classification framework” is a 2+ year project and the business can't wait that long.
Info-Tech’s Approach
  • Start with the basics: build a minimum-viable product (MVP) to get started on the path to sustainable governance.
  • Identify what and where your data resides, how much data you have, and understand what sensitive data needs to be protected.
  • Create your team of stakeholders, including Legal, records managers, and privacy officers. Remember, they own the data and should manage it.
  • Categorization comes before classification, and discovery comes before categorization. Use easy-to-understand terms like high, medium, or low risk.

Info-Tech Insight

Data classification is the lynchpin to any effective governance of O/M365 and your objective is to navigate through this easily and effectively and build a robust, secure, and viable governance model. Start your journey by identifying what and where your data is and how much data do you have. You need to understand what sensitive data you have and where it is stored before you can protect or govern it. Ensure there is a high-level leader who is the champion of the governance objectives. Data classification fulfills the governance objectives of risk mitigation, governance and compliance, efficiency and optimization, and analytics.

Questions you need to ask

Four key questions to kick off your MVP.

1

Know Your Data

Do you know where your critical and sensitive data resides and what is being done with it?

Trying to understand where your information is can be a significant project.

2

Protect Your Data

Do you have control of your data as it traverses across the organization and externally to partners?

You want to protect information wherever it goes through encryption, etc.

3

Prevent Data Loss

Are you able to detect unsafe activities that prevent sharing of sensitive information?

Data loss prevention (DLP) is the practice of detecting and preventing data breaches, exfiltration, or unwanted destruction of sensitive data.

4

Govern Your Data

Are you using multiple solutions (or any) to classify, label, and protect sensitive data?

Many organizations use more than one solution to protect and govern their data, making it difficult to determine if there are any coverage gaps.

Classification tiers

Build your schema.

Pyramid visualization for classification tiers. The top represents 'Simplicity', and the bottom 'Complexity' with the length of the sides at each level representing the '# of policies' and '# of labels'. At the top level is 'MVP (Minimum-Viable Product) - Confidential, Internal (Subcategory: Personal), Public'. At the middle level is 'Regulated - Highly Confidential, Confidential, Sensitive, General, Internal, Restricted, Personal, Sub-Private, Public'. And a the bottom level is 'Government (DOD) - Top Secret (TS), Secret, Confidential, Restricted, Official, Unclassified, Clearance'

Info-Tech Insight

Deciding on how granular you go into data classification will chiefly be governed by what industry you are in and your regulatory obligations – the more highly regulated your industry, the more classification levels you will be mandated to enforce. The more complexity you introduce into your organization, the more operational overhead both in cost and resources you will have to endure and build.

Microsoft MIP Topology

Microsoft Information Protection (MIP), which is Microsoft’s Data Classification Services, is the key to achieving your governance goals. Without an MVP, data classification will be overwhelming; simplifying is the first step in achieving governance.

A diagram of multiple offerings all connected to 'MIP Data Classification Service'. Circled is 'Sensitivity Labels' with an arrow pointing back to 'MIP' at the center.
(Source: Microsoft, “Microsoft Purview compliance portal”)

Info-Tech Insight

Using least-complex sensitivity labels in your classification are your building blocks to compliance and security in your data management schema; they are your foundational steps.

MVP RACI Chart

Data governance is a "takes a whole village" kind of effort.

Clarify who is expected to do what with a RACI chart.

End User M365 Administrator Security/ Compliance Data Owner
Define classification divisions R A
Appy classification label to data – at point of creation A R
Apply classification label to data – legacy items R A
Map classification divisions to relevant policies R A
Define governance objectives R A
Backup R A
Retention R A
Establish minimum baseline A R

What and where your data resides

Data types that require classification.

Logos for 'Microsoft', 'Office 365', and icons for each program included in that package.
M365 Workload Containers
Icon for MS Exchange. Icon for MS SharePoint.Icon for MS Teams. Icon for MS OneDrive. Icon for MS Project Online.
Email
  • Attachments
Site Collections, Sites Sites Project Databases
Contacts Teams and Group Site Collections, Sites Libraries and Lists Sites
Metadata Libraries and Lists Documents
  • Versions
Libraries and Lists
Teams Conversations Documents
  • Versions
Metadata Documents
  • Versions
Teams Chats Metadata Permissions
  • Internal Sharing
  • External Sharing
Metadata
Permissions
  • Internal Sharing
  • External Sharing
Files Shared via Teams Chats Permissions
  • Internal Sharing
  • External Sharing

Info-Tech Insight

Knowing where your data resides will ensure you do not miss any applicable data that needs to be classified. These are examples of the workload containers; you may have others.

Discover and classify on- premises files using AIP

AIP helps you manage sensitive data prior to migrating to Office 365:
  • Use discover mode to identify and report on files containing sensitive data.
  • Use enforce mode to automatically classify, label, and protect files with sensitive data.
Can be configured to scan:
  • SMB files
  • SharePoint Server 2016, 2013
Stock image of a laptop uploading to the cloud with a padlock and key in front of it.
  • Map your network and find over-exposed file shares.
  • Protect files using MIP encryption.
  • Inspect the content in file repositories and discover sensitive information.
  • Classify and label file per MIP policy.
Azure Information Protection scanner helps discover, classify, label, and protect sensitive information in on-premises file servers. You can run the scanner and get immediate insight into risks with on-premises data. Discover mode helps you identify and report on files containing sensitive data (Microsoft Inside Track and CIAOPS, 2022). Enforce mode automatically classifies, labels, and protects files with sensitive data.

Info-Tech Insight

Any asset deployed to the cloud must have approved data classification. Enforcing this policy is a must to control your data.

Understanding governance

Microsoft Information Governance

Information Governance
  • Retention policies for workloads
  • Inactive and archive mailboxes

Arrow pointing down-right

Records Management
  • Retention labels for items
  • Disposition review

Arrow pointing down-left

Retention and Deletion

‹——— Connectors for Third-Party Data ———›

Information governance manages your content lifecycle using solutions to import, store, and classify business-critical data so you can keep what you need and delete what you do not. Backup should not be used as a retention methodology since information governance is managed as a “living entity” and backup is a stored information block that is “suspended in time.” Records management uses intelligent classification to automate and simplify the retention schedule for regulatory, legal, and business-critical records in your organization. It is for that discrete set of content that needs to be immutable.
(Source: Microsoft, “Microsoft Purview compliance portal”)

Retention and backup policy decision

Retention is not backup.

Info-Tech Insight

Retention is not backup. Retention means something different: “the content must be available for discovery and legal document production while being able to defend its provenance, chain of custody, and its deletion or destruction” (AvePoint Blog, 2021).

Microsoft Responsibility (Microsoft Protection) Weeks to Months Customer Responsibility (DLP, Backup, Retention Policy) Months to Years
Loss of service due to natural disaster or data center outage Loss of data due to departing employees or deactivated accounts
Loss of service due to hardware or infrastructure failure Loss of data due to malicious insiders or hackers deleting content
Short-term (30 days) user error with recycle bin/ version history (including OneDrive “File Restore”) Loss of data due to malware or ransomware
Short-term (14 days) administrative error with soft- delete for groups, mailboxes, or service-led rollback Recovery from prolonged outages
Long-term accidental deletion coverage with selective rollback

Understand retention policy

What are retention policies used for? Why you need them as part of your MVP?

Do not confuse retention labels and policies with backup.

Remember: “retention [policies are] auto-applied whereas retention label policies are only applied if the content is tagged with the associated retention label” (AvePoint Blog, 2021).

E-discovery tool retention policies are not turned on automatically.

Retention policies are not a backup tool – when you activate this feature you are unable to delete anyone.

“Data retention policy tools enable a business to:

  • “Decide proactively whether to retain content, delete content, or retain and then delete the content when needed.
  • “Apply a policy to all content or just content meeting certain conditions, such as items with specific keywords or specific types of sensitive information.
  • “Apply a single policy to the entire organization or specific locations or users.
  • “Maintain discoverability of content for lawyers and auditors, while protecting it from change or access by other users. […] ‘Retention Policies’ are different than ‘Retention Label Policies’ – they do the same thing – but a retention policy is auto-applied, whereas retention label policies are only applied if the content is tagged with the associated retention label.

“It is also important to remember that ‘Retention Label Policies’ do not move a copy of the content to the ‘Preservation Holds’ folder until the content under policy is changed next.” (Source: AvePoint Blog, 2021)

Definitions

Data classification is a focused term used in the fields of cybersecurity and information governance to describe the process of identifying, categorizing, and protecting content according to its sensitivity or impact level. In its most basic form, data classification is a means of protecting your data from unauthorized disclosure, alteration, or destruction based on how sensitive or impactful it is.

Once data is classified, you can then create policies; sensitive data types, trainable classifiers, and sensitivity labels function as inputs to policies. Policies define behaviors, like if there will be a default label, if labeling is mandatory, what locations the label will be applied to, and under what conditions. A policy is created when you configure Microsoft 365 to publish or automatically apply sensitive information types, trainable classifiers, or labels.

Sensitivity label policies show one or more labels to Office apps (like Outlook and Word), SharePoint sites, and Office 365 groups. Once published, users can apply the labels to protect their content.

Data loss prevention (DLP) policies help identify and protect your organization's sensitive info (Microsoft Docs, April 2022). For example, you can set up policies to help make sure information in email and documents is not shared with the wrong people. DLP policies can use sensitive information types and retention labels to identify content containing information that might need protection.

Retention policies and retention label policies help you keep what you want and get rid of what you do not. They also play a significant role in records management.

Data examples for MVP classification

  • Examples of the type of data you consider to be Confidential, Internal, or Public.
  • This will help you determine what to classify and where it is.
Internal Personal, Employment, and Job Performance Data
  • Social Security Number
  • Date of birth
  • Marital status
  • Job application data
  • Mailing address
  • Resume
  • Background checks
  • Interview notes
  • Employment contract
  • Pay rate
  • Bonuses
  • Benefits
  • Performance reviews
  • Disciplinary notes or warnings
Confidential Information
  • Business and marketing plans
  • Company initiatives
  • Customer information and lists
  • Information relating to intellectual property
  • Invention or patent
  • Research data
  • Passwords and IT-related information
  • Information received from third parties
  • Company financial account information
  • Social Security Number
  • Payroll and personnel records
  • Health information
  • Self-restricted personal data
  • Credit card information
Internal Data
  • Sales data
  • Website data
  • Customer information
  • Job application data
  • Financial data
  • Marketing data
  • Resource data
Public Data
  • Press releases
  • Job descriptions
  • Marketing material intended for general public
  • Research publications

New container sensitivity labels (MIP)

New container sensitivity labels

Public Private
Privacy
  1. Membership to group is open; anyone can join
  2. “Everyone except external guest” ACL onsite; content available in search to all tenants
  1. Only owner can add members
  2. No access beyond the group membership until someone shares it or changes permissions
Allowed Not Allowed
External guest policy
  1. Membership to group is open; anyone can join
  2. “Everyone except external guest” ACL onsite; content available in search to all tenants
  1. Only owner can add members
  2. No access beyond the group membership until someone shares it or changes permissions

What users will see when they create or label a Team/Group/Site

Table of what users will see when they create or label a team/group/site highlighting 'External guest policy' and 'Privacy policy options' as referenced above.
(Source: Microsoft, “Microsoft Purview compliance portal”)

Info-Tech Insights

Why you need sensitivity container labels:
  • Manage privacy of Teams Sites and M365 Groups
  • Manage external user access to SPO sites and teams
  • Manage external sharing from SPO sites
  • Manage access from unmanaged devices

Data protection and security baselines

Data Protection Baseline

“Microsoft provides a default assessment in Compliance Manager for the Microsoft 365 data protection baseline" (Microsoft Docs, June 2022). This baseline assessment has a set of controls for key regulations and standards for data protection and general data governance. This baseline draws elements primarily from NIST CSF (National Institute of Standards and Technology Cybersecurity Framework) and ISO (International Organization for Standardization) as well as from FedRAMP (Federal Risk and Authorization Management Program) and GDPR (General Data Protection Regulation of the European Union).

Security Baseline

The final stage in M365 governance is security. You need to implement a governance policy that clearly defines storage locations for certain types of data and who has permission to access it. You need to record and track who accesses content and how they share it externally. “Part of your process should involve monitoring unusual external sharing to ensure staff only share documents that they are allowed to” (Rencore, 2021).

Info-Tech Insights

  • Controls are already in place to set data protection policy. This assists in the MVP activities.
  • Finally, you need to set your security baseline to ensure proper permissions are in place.

Prerequisite baseline

Icon of crosshairs.
Security

MFA or SSO to access from anywhere, any device

Banned password list

BYOD sync with corporate network

Icon of a group.
Users

Sign out inactive users automatically

Enable guest users

External sharing

Block client forwarding rules

Icon of a database.
Resources

Account lockout threshold

OneDrive

SharePoint

Icon of gears.
Controls

Sensitivity labels, retention labels and policies, DLP

Mobile application management policy

Building baselines

Sensitivity Profiles: Public, Internal, Confidential; Subcategory: Highly Confidential

Microsoft 365 Collaboration Protection Profiles

Sensitivity Public External Collaboration Internal Highly Confidential
Description Data that is specifically prepared for public consumption Not approved for public consumption, but OK for external collaboration External collaboration highly discouraged and must be justified Data of the highest sensitivity: avoid oversharing, internal collaboration only
Label details
  • No content marking
  • No encryption
  • Public site
  • External collaboration allowed
  • Unmanaged devices: allow full access
  • No content marking
  • No encryption
  • Private site
  • External collaboration allowed
  • Unmanaged devices: allow full access
  • Content marking
  • Encryption
  • Private site
  • External collaboration allowed but monitored
  • Unmanaged devices: limited web access
  • Content marking
  • Encryption
  • Private site
  • External collaboration disabled
  • Unmanaged devices: block access
Teams or Site details Public Team or Site open discovery, guests are allowed Private Team or Site members are invited, guests are allowed Private Team or Site members are invited, guests are not allowed
DLP None Warn Block

Please Note: Global/Compliance Admins go to the 365 Groups platform, the compliance center (Purview), and Teams services (Source: Microsoft Documentation, “Microsoft Purview compliance documentation”)

Info-Tech Insights

  • Building baseline profiles will be a part of your MVP. You will understand what type of information you are addressing and label it accordingly.
  • Sensitivity labels are a way to classify your organization's data in a way that specifies how sensitive the data is. This helps you decrease risks in sharing information that shouldn't be accessible to anyone outside your organization or department. Applying sensitivity labels allows you to protect all your data easily.

MVP activities

PRIMARY
ACTIVITIES
Define Your Governance
The objective of the MVP is reducing barriers to establishing an initial governance position, and then enabling rapid progression of the solution to address a variety of tangible risks, including DLP, data retention, legal holds, and labeling.
Decide on your classification labels early.

CATEGORIZATION





CLASSIFICATION

MVP
Data Discovery and Management
AIP (Azure Information Protection) scanner helps discover, classify, label, and protect sensitive information in on-premises file servers. You can run the scanner and get immediate insight into risks with on-premises data.
Baseline Setup
Building baseline profiles will be a part of your MVP. You will understand what type of information you are addressing and label it accordingly. Microsoft provides a default assessment in Compliance Manager for the Microsoft 365 data protection baseline.
Default M365 settings
Microsoft provides a default assessment in Compliance Manager for the Microsoft 365 data protection baseline. This baseline assessment has a set of controls for key regulations and standards for data protection and general data governance.
SUPPORT
ACTIVITIES
Retention Policy
Retention policy is auto-applied. Decide whether to retain content, delete content, or retain and then delete the content.
Sensitivity Labels
Automatically enforce policies on groups through labels; classify groups.
Workload Containers
M365: SharePoint, Teams, OneDrive, and Exchange, where your data is stored for labels and policies.
Unforced Policies
Written policies that are not enforceable by controls in Compliance Manager such as acceptable use policy.
Forced Policies
Restrict sharing controls to outside organizations. Enforce prefix or suffix to group or team names.

ACME Company MVP for M/O365

PRIMARY
ACTIVITIES
Define Your Governance


Focus on ability to use legal hold and GDPR compliance.

CATEGORIZATION





CLASSIFICATION

MVP
Data Discovery and Management


Three classification levels (public, internal, confidential), which are applied by the user when data is created. Same three levels are used for AIP to scan legacy sources.

Baseline Setup


All data must at least be classified before it is uploaded to an M/O365 cloud service.

Default M365 settings


Turn on templates 1 8 the letter q and the number z

SUPPORT
ACTIVITIES
Retention Policy


Retention policy is auto-applied. Decide whether to retain content, delete content, or retain and then delete the content.

Sensitivity Labels


Automatically enforce policies on groups through labels; classify groups.

Workload Containers


M365: SharePoint, Teams, OneDrive, and Exchange, where your data is stored for labels and policies.

Unforced Policies


Written policies that are not enforceable by controls in Compliance Manager such as acceptable use policy.

Forced Policies


Restrict sharing controls to outside organizations. Enforce prefix or suffix to group or team names.

Related Blueprints

Govern Office 365

Office 365 is as difficult to wrangle as it is valuable. Leverage best practices to produce governance outcomes aligned with your goals.

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

Migrate to Office 365 Now

Jumping into an Office 365 migration project without careful thought of the risks of a cloud migration will lead to project halt and interruption. Intentionally plan in order to expose risk and to develop project foresight for a smooth migration.

Microsoft Teams Cookbook

Remote work calls for leveraging your Office 365 license to use Microsoft Teams – but IT is unsure about best practices for governance and permissions. Moreover, IT has few resources to help train end users with Teams best practices

IT Governance, Risk & Compliance

Several blueprints are available on a broader topic of governance, from Make Your IT Governance Adaptable to Improve IT Governance to Drive Business Results and Build an IT Risk Management Program.

Bibliography

“Best practices for sharing files and folders with unauthenticated users.” Microsoft Build, 28 April 2022. Accessed 2 April 2022.

“Build and manage assessments in Compliance Manager.” Microsoft Docs, 15 June 2022. Web.

“Building a modern workplace with Microsoft 365.” Microsoft Inside Track, n.d. Web.

Crane, Robert. “June 2020 Microsoft 365 Need to Know Webinar.” CIAOPS, SlideShare, 26 June 2020. Web.

“Data Classification: Overview, Types, and Examples.” Simplilearn, 27 Dec. 2021. Accessed 11 April 2022.

“Data loss prevention in Exchange Online.” Microsoft Docs, 19 April 2022. Web.

Davies, Nahla. “5 Common Data Governance Challenges (and How to Overcome Them).” Dataversity. 25 October 2021. Accessed 5 April 2022.

“Default labels and policies to protect your data.” Microsoft Build, April 2022. Accessed 3 April 2022.

M., Peter. "Guide: The difference between Microsoft Backup and Retention." AvePoint Blog, 9 Oct. 2021. Accessed 4 April 2022.

Meyer, Guillaume. “Sensitivity Labels: What They Are, Why You Need Them, and How to Apply Them.” nBold, 6 October 2021. Accessed 2 April 2022.

“Microsoft 365 guidance for security & compliance.” Microsoft, 27 April 2022. Accessed 28 April 2022.

“Microsoft Purview compliance portal.” Microsoft, 19 April 2022. Accessed 22 April 2022.

“Microsoft Purview compliance documentation.” Microsoft, n.d. Accessed 22 April 2022.

“Microsoft Trust Center: Products and services that run on trust.” Microsoft, 2022. Accessed 3 April 2022.

“Protect your sensitive data with Microsoft Purview.” Microsoft Build, April 2022. Accessed 3 April 2022.

Zimmergren, Tobias. “4 steps to successful cloud governance in Office 365.” Rencore, 9 Sept. 2021. Accessed 5 April 2022.

Modernize Your SDLC

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  • Parent Category Name: Development
  • Parent Category Link: /development
  • Today’s rapidly scaling and increasingly complex products create mounting pressure on delivery teams to release new features and changes quickly and with sufficient quality.
  • Many organizations lack the critical capabilities and resources needed to satisfy their growing backlog, jeopardizing product success.

Our Advice

Critical Insight

  • Delivery quality and throughput go hand in hand. Focus on meeting minimum process and product quality standards first. Improved throughput will eventually follow.
  • Business integration is not optional. The business must be involved in guiding delivery efforts, and ongoing validation and verification product changes.
  • The software development lifecycle (SDLC) must deliver more than software. Business value is generated through the products and services delivered by your SDLC. Teams must provide the required product support and stakeholders must be willing to participate in the product’s delivery.

Impact and Result

  • Standardize your definition of a successful product. Come to an organizational agreement of what defines a high-quality and successful product. Accommodate both business and IT perspectives in your definition.
  • Clarify the roles, processes, and tools to support business value delivery and satisfy stakeholder expectations. Indicate where and how key roles are involved throughout product delivery to validate and verify work items and artifacts. Describe how specific techniques and tools are employed to meet stakeholder requirements.
  • Focus optimization efforts on most affected stages. Reveal the health of your SDLC from the value delivery, business and technical practice quality standards, discipline, throughput, and governance perspectives with a diagnostic. Identify and roadmap the solutions to overcome the root causes of your diagnostic results.

Modernize Your SDLC Research & Tools

Start here – read the Executive Brief

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

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

1. Set your SDLC context

State the success criteria of your SDLC practice through the definition of product quality and organizational priorities. Define your SDLC current state.

  • Modernize Your SDLC – Phase 1: Set Your SDLC Context
  • SDLC Strategy Template

2. Diagnose your SDLC

Build your SDLC diagnostic framework based on your practice’s product and process objectives. Root cause your improvement opportunities.

  • Modernize Your SDLC – Phase 2: Diagnose Your SDLC
  • SDLC Diagnostic Tool

3. Modernize your SDLC

Learn of today’s good SDLC practices and use them to address the root causes revealed in your SDLC diagnostic results.

  • Modernize Your SDLC – Phase 3: Modernize Your SDLC
[infographic]

Workshop: Modernize Your SDLC

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

1 Set Your SDLC Context

The Purpose

Discuss your quality and product definitions and how quality is interpreted from both business and IT perspectives.

Review your case for strengthening your SDLC practice.

Review the current state of your roles, processes, and tools in your organization.

Key Benefits Achieved

Grounded understanding of products and quality that is accepted across the organization.

Clear business and IT objectives and metrics that dictate your SDLC practice’s success.

Defined SDLC current state people, process, and technologies.

Activities

1.1 Define your products and quality.

1.2 Define your SDLC objectives.

1.3 Measure your SDLC effectiveness.

1.4 Define your current SDLC state.

Outputs

Product and quality definitions.

SDLC business and technical objectives and vision.

SDLC metrics.

SDLC capabilities, processes, roles and responsibilities, resourcing model, and tools and technologies.

2 Diagnose Your SDLC

The Purpose

Discuss the components of your diagnostic framework.

Review the results of your SDLC diagnostic.

Key Benefits Achieved

SDLC diagnostic framework tied to your SDLC objectives and definitions.

Root causes to your SDLC issues and optimization opportunities.

Activities

2.1 Build your diagnostic framework.

2.2 Diagnose your SDLC.

Outputs

SDLC diagnostic framework.

Root causes to SDLC issues and optimization opportunities.

3 Modernize Your SDLC

The Purpose

Discuss the SDLC practices used in the industry.

Review the scope and achievability of your SDLC optimization initiatives.

Key Benefits Achieved

Knowledge of good practices that can improve the effectiveness and efficiency of your SDLC.

Realistic and achievable SDLC optimization roadmap.

Activities

3.1 Learn and adopt SDLC good practices.

3.2 Build your optimization roadmap.

Outputs

Optimization initiatives and target state SDLC practice.

SDLC optimization roadmap, risks and mitigations, and stakeholder communication flow.

Document and Maintain Your Disaster Recovery Plan

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  • Parent Category Name: DR and Business Continuity
  • Parent Category Link: /business-continuity
  • Disaster recovery plan (DRP) documentation is often driven by audit or compliance requirements rather than aimed at the team that would need to execute recovery.
  • Between day-to-day IT projects and the difficulty of maintaining 300+ page manuals, DRP documentation is not updated and quickly becomes unreliable.
  • Inefficient publishing strategies result in your DRP not being accessible during disaster or key staff not knowing where to find the latest version.

Our Advice

Critical Insight

  • DR documentation fails when organizations try to boil the ocean with an all-in-one plan aimed at auditors, business leaders, and IT. It’s too long, too hard to maintain, and ends up being little more than shelf-ware.
  • Using flowcharts, checklists, and diagrams aimed at an IT audience is more concise and effective in a disaster, quicker to create, and easier to maintain.
  • Create your DRP in layers to keep the work manageable. Start with a recovery workflow to ensure a coordinated response, and build out supporting documentation over time.

Impact and Result

  • Create visual and concise DR documentation that strips out unnecessary content and is written for an IT audience – the team that would actually be executing the recovery. Your business leaders can take the same approach to create separate business response plans. Don’t mix the two in an all-in-one plan that is not effective for either audience.
  • Determine a documentation distribution strategy that supports ease of maintenance and accessibility during a disaster.
  • Incorporate DRP maintenance into change management procedures to systematically update and refine the DR documentation. Don’t save up changes for a year-end blitz, which turns document maintenance into an onerous project.

Document and Maintain Your Disaster Recovery Plan Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should adopt a visual-based DRP, 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. Streamline DRP documentation

Start by documenting your recovery workflow. Create supporting documentation in the form of checklists, flowcharts, topology diagrams, and contact lists. Finally, summarize your DR capabilities in a DRP Summary Document for stakeholders and auditors.

  • Document and Maintain Your Disaster Recovery Plan – Phase 1: Streamline DRP Documentation

2. Select the optimal DRP publishing strategy

Select criteria for assessing DRP tools, and evaluate whether a business continuity management tool, document management solution, wiki site, or manually distributing documentation is best for your DR team.

  • Document and Maintain Your Disaster Recovery Plan – Phase 2: Select the Optimal DRP Publishing Strategy
  • DRP Publishing and Document Management Solution Evaluation Tool
  • BCM Tool – RFP Selection Criteria

3. Keep your DRP relevant through maintenance best practices

Learn how to integrate DRP maintenance into core IT processes, and learn what to look for during testing and during annual reviews of your DRP.

  • Document and Maintain Your Disaster Recovery Plan – Phase 3: Keep Your DRP Relevant Through Maintenance Best Practices
  • Sample Project Intake Form Addendum for Disaster Recovery
  • Sample Change Management Checklist for Disaster Recovery
  • DRP Review Checklist
  • DRP-BCP Review Workflow (Visio)
  • DRP-BCP Review Workflow (PDF)

4. Appendix: XMPL Case Study

Model your DRP after the XMPL case study disaster recovery plan documentation.

  • Document and Maintain Your Disaster Recovery Plan – Appendix: XMPL Case Study
  • XMPL DRP Summary Document
  • XMPL Notification, Assessment, and Declaration Plan
  • XMPL Systems Recovery Playbook
  • XMPL Recovery Workflows (Visio)
  • XMPL Recovery Workflows (PDF)
  • XMPL Data Center and Network Diagrams (Visio)
  • XMPL Data Center and Network Diagrams (PDF)
  • XMPL DRP Business Impact Analysis Tool
  • XMPL DRP Workbook
[infographic]

Workshop: Document and Maintain Your Disaster Recovery 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 Streamline DRP Documentation

The Purpose

Teach your team how to create visual-based documentation.

Key Benefits Achieved

Learn how to create visual-based DR documentation.

Activities

1.1 Conduct a table-top planning exercise.

1.2 Document your high-level incident response plan.

1.3 Identify documentation to include in your playbook.

1.4 Create an initial collection of supplementary documentation.

1.5 Discuss what further documentation is necessary for recovering from a disaster.

1.6 Summarize your DR capabilities for stakeholders.

Outputs

Documented high-level incident response plan

List of documentation action items

Collection of 1-3 draft checklists, flowcharts, topology diagrams, and contact lists

Action items for ensuring that the DRP is executable for both primary and backup DR personnel

DRP Summary Document

2 Select the Optimal DRP Publishing Strategy

The Purpose

Learn the considerations for publishing your DRP.

Key Benefits Achieved

Identify the best strategy for publishing your DRP.

Activities

2.1 Select criteria for assessing DRP tools.

2.2 Evaluate categories for DRP tools.

Outputs

Strategy for publishing DRP

3 Learn How to Keep Your DRP Relevant Through Maintenance Best Practices

The Purpose

Address the common pain point of unmaintained DRPs.

Key Benefits Achieved

Create an approach for maintaining your DRP.

Activities

3.1 Alter your project intake considerations.

3.2 Integrate DR considerations into change management.

3.3 Integrate documentation into performance measurement and performance management.

3.4 Learn best practices for maintaining your DRP.

Outputs

Project Intake Form Addendum Template

Change Management DRP Checklist Template

Further reading

Document and Maintain Your Disaster Recovery Plan

Put your DRP on a diet – keep it fit, trim, and ready for action.

ANALYST PERSPECTIVE

The traditional disaster recovery plan (DRP) “red binder” is dead. It takes too long to create, it’s too hard to maintain, and it’s not usable in a crisis.

“This blueprint outlines the following key tactics to streamline your documentation effort and produce a better result:

  • Write for an IT audience and focus on how to recover. You don’t need 30 pages of fluff describing the purpose of the document.
  • Use flowcharts, checklists, and diagrams over traditional manuals. This drives documentation that is more concise, easier to maintain, and effective in a crisis.
  • Create your DRP in layers to get tangible results faster, starting with a recovery workflow that outlines your DR strategy, and then build out the specific documentation needed to support recovery.”
(Frank Trovato, Research Director, Infrastructure, Info-Tech Research Group)

This project is about DRP documentation after you have clarified your DR strategy; create these necessary inputs first

These artifacts are the cornerstone for any disaster recovery plan.

  • Business Impact Analysis
  • DR Roles and Responsibilities
  • Recovery Workflow

Missing a component? Start here. ➔ Create a Right-Sized Disaster Recovery Plan

This blueprint walks you through building these inputs.
Our approach saves clients on average US$16,825.22. (Clients self-reported an average saving of US$16,869.21 while completing the Create a Right-Sized Disaster Recovery Plan blueprint through advisory calls, guided implementations, or workshops (Info-Tech Research Group, 2017, N=129).)

How this blueprint will help you document your DRP

This Research is Designed For:

  • IT managers in charge of disaster recovery planning (DRP) and execution.
  • Organizations seeking to optimize their DRP using best-practice methodology.
  • Business continuity professionals that are involved with disaster recovery.

This Research Will Help You:

  • Divide the process of creating DR documentation into manageable chunks, providing a defined scope for you to work in.
  • Identify an appropriate DRP document management and distribution strategy.
  • Ensure that DR documentation is up to date and accessible.

This Research Will Also Assist:

  • IT managers preparing for a DR audit.
  • IT managers looking to incorporate components of DR into an IT operations document.

This Research Will Help Them:

  • Follow a structured approach in building DR documentation using best practices.
  • Integrate DR into day-to-day IT operations.

Executive summary

Situation

  • DR documentation is often driven by audit or compliance requirements, rather than aimed at the team that would need to execute recovery.
  • Traditional DRPs are text-heavy, 300+ page manuals that are simply not usable in a crisis.
  • Compounding the problem, DR documentation is rarely updated, so it’s just shelf-ware.

Complication

  • DRP is often given lower priority as day-to-day IT projects displace DR documentation efforts.
  • Inefficient publishing strategies result in your DRP not being accessible during disasters or key staff not knowing where to find the latest version.
  • Organizations that create traditional DRPs end up with massive manuals that are difficult to maintain, so they quickly become unreliable.

Resolution

  • Create visual and concise DR documentation that strips out unnecessary content and is written for an IT audience – the team that would actually be executing the recovery. Your business leaders can take the same approach to create separate business response plans – don’t mix the two into an all-in-one plan that is not effective for either audience.
  • Determine a documentation distribution strategy that supports ease of maintenance and accessibility during a disaster.
  • Incorporate DRP maintenance into change management and project intake procedures to systematically update and refine the DR documentation. Don’t save up changes for a year-end blitz, which turns document maintenance into an onerous project.

Info-Tech Insight

  1. DR documentation fails when organizations try to boil the ocean with an all-in-one plan aimed at auditors, business leaders, and IT. It’s too long, too hard to maintain, and ends up being little more than shelf-ware.
  2. Using flowcharts, checklists, and diagrams aimed at an IT audience is more concise and effective in a disaster, quicker to create, and easier to maintain.
  3. Create your DRP in layers to keep the work manageable. Start with a recovery workflow to ensure a coordinated response, and build out supporting documentation over time.

An effective DRP that mitigates a wide range of potential outages is critical to minimizing the impact of downtime

The criticality of having an effective DRP is underestimated.

Cost of Downtime for the Fortune 1000
  • Cost of unplanned apps downtime per year: $1.25B to $2.5B
  • Cost of critical apps failure per hour: $500,000 to $1M
  • Cost of infrastructure failure per hour: $100,000
  • 35% reported to have recovered within 12 hours.
  • 17% of infrastructure failures took more than 24 hours to recover.
  • 13% of application failures took more than 24 hours to recover.
Size of Impact Increasing Across Industries
  • The cost of downtime is rising across the board and not just for organizations that traditionally depend on IT (e.g. e-commerce).
  • Downtime cost increase since 2010:
    • Hospitality: 129% increase
    • Transportation: 108% increase
    • Media organizations: 104% increase
Potential Lost Revenue
A line graph of Potential Lost Revenue with vertical axis 'LOSS ($)' and horizontal axis 'TIME'. The line starts with low losses near the origin where 'Incident Occurs', gradually accelerates to higher losses as time passes, then decelerates before 'All Revenue Lost'. Note: 'Delay in recovery causes exponential revenue loss'.
(Adapted from: Rothstein, Philip Jan. Disaster Recovery Testing: Exercising Your Contingency Plan (2007 Edition).)

The impact of downtime increases significantly over time, not just in terms of lost revenue (as illustrated here) but also goodwill/reputation and health/safety. An effective DR solution and overall resiliency that mitigate a wide range of potential outages are critical to minimizing the impact of downtime.

Without an effective DRP, your organization is gambling on being able to define and implement a recovery strategy during a time of crisis. At the very least, this means extended downtime – potentially weeks – and substantial impact.

Only 38% of those with a full or mostly complete DRP believe their DRPs would be effective in a real crisis

Organizations continue to struggle with creating DRPs, let alone making them actionable.

Why are so many living with either an incomplete or ineffective DRP? For the same reasons that IT documentation in general continues to be a pain point:

  • It is an outdated model of what documentation should be – the traditional manual with detailed (lengthy) descriptions and procedures.
  • Despite the importance of DR, low priority is placed on creating a DRP and the day-to-day SOPs required to support a recovery.
  • There is a lack of effective processes for ensuring documentation stays up to date.
A bar graph documenting percentages of survey responses about the completeness of their DRP. 'Only 20% of survey respondents indicated they have a complete DRP'. 13% said 'No DRP'. 33% said 'Partial DRP'. 34% said 'Mostly Completed'. 20% said 'Full DRP'.
(Source: Info-Tech Research Group, N=165)
A bar graph documenting percentages of survey responses about the level of confidence in their DRP. 'Only 38% of those who have a mostly completed or full DRP actually feel it would be effective in a crisis'. 4% said 'Low'. 58% said 'Unsure'. 38% said 'Confident'.
(Source: Info-Tech Research Group, N=69 (includes only those who indicated DRP is mostly completed or completed))

Improve usability and effectiveness with visual-based and more-concise documentation

Choose flowcharts over process guides, checklists over lengthy procedures, and diagrams over descriptions.

If you need a three-inch binder to hold your DRP, imagine having to flip through it to determine next steps during a crisis.

DR documentation needs to be concise, scannable, and quickly understood to be effective. Visual-based documentation meets these requirements, so it’s no surprise that it also leads to higher DR success.

DR success scores are based on:

  • Meeting recovery time objectives (RTOs).
  • Meeting recovery point objectives (RPOs).
  • IT staff’s confidence in their ability to meet RTOs/RPOs.
A line graph of DR documentation types and their effectiveness. The vertical axis is 'DR Success', from Low to High. The horizontal axis is Documentation Type, from 'Traditional Manual' to 'Primarily flowcharts, checklists, and diagrams'. The line trends up to higher success with visual-based and more-concise documentation.(Source: Info-Tech Research Group, N=95)

“Without question, 300-page DRPs are not effective. I mean, auditors love them because of the detail, but give me a 10-page DRP with contact lists, process flows, diagrams, and recovery checklists that are easy to follow.” (Bernard Jones, MBCI, CBCP, CORP, Manager Disaster Recovery/BCP, ActiveHealth Management)

Maintainability is another argument for visual-based, concise documentation

There are two end goals for your DR documentation: effectiveness and maintainability. Without either, you will not have success during a disaster.

Organizations using a visual-based approach were 30% more likely to find that DR documentation is easy to maintain. “Easy to maintain” leads to a 46% higher rate of DR success.
Two bar graphs documenting survey responses regarding maintenance ease of DR documentation types. The first graph compares Traditional Manual vs Visual-based. For 'Traditional Manual' 72% responded they were Difficult to maintain while 28% responded they were Easy to maintain; for 'Visual-based' 42% responded they were Difficult to maintain while 58% responded they were Easy to maintain. Visual-based DR documentation received 30% more votes for Easy to Maintain. The second graph compares success rates of 'Difficult to Maintain' vs 'Easy to Maintain' DR documentation with Difficult being 31% and Easy being 77%, a 46% difference. 'Source: Info-Tech Research Group, N=96'.

Not only are visual-based disaster recovery plans more effective, but they are also easier to maintain.

Overcome documentation inertia with a tiered model that allows you to eat the elephant one bite at a time

Start with a recovery workflow to at least ensure a coordinated response. Then use that workflow to determine required supporting documentation.

Recovery Workflow: Starting the project with overly detailed documentation can slow down the entire process. Overcome planning inertia by starting with high-level incident response plans in a flowchart format. For examples and additional information, see XMPL Medical’s Recovery Workflows.

Recovery Procedures (Systems Recovery Playbook): For each step in the high-level flowchart, create recovery procedures where necessary using additional flowcharts, checklists, and diagrams as appropriate. Leverage Info-Tech’s Systems Recovery Playbook example as a starting point.

Additional Reference Documentation: Reference existing IT documentation, such as network diagrams and configuration documents, as well as more detailed step-by-step procedures where necessary (e.g. vendor documentation), particularly where needed to support alternate recovery staff who may not be as well versed as the primary system owners.

Info-Tech Insight

Organizations that use flowcharts, checklist, and diagrams over traditional, dense DRP manuals are far more likely to meet their RTOs/RPOs because their documentation is more usable and easier to maintain.

Use a DRP summary document to satisfy executives, auditors, and clients

Stakeholders don’t have time to sift through a pile of paper. Summarize your overall continuity capabilities in one, easy-to-read place.

DRP Summary Document

  • Summarize BIA results
  • Summarize DR strategy (including DR sites)
  • Summarize backup strategy
  • Summarize testing and maintenance plans

Follow Info-Tech’s methodology to make DRP documentation efficient and effective

Phases

Phase 1: Streamline DRP documentation Phase 2: Select the optimal DRP publishing strategy Phase 3: Keep your DRP relevant through maintenance best practices

Phases

1.1

Start with a recovery workflow

2.1

Decide on a publishing strategy

3.1

Incorporate DRP maintenance into core IT processes

1.2

Create supporting DRP documentation

3.2

Conduct an annual focused review

1.3

Write the DRP Summary

Tools and Templates

End-to-End Sample DRP DRP Publishing Evaluation Tool Project In-take/Request Form

Change Management Checklist

Follow XMPL Medical’s journey through DR documentation

CASE STUDY

Industry Healthcare
Source Created by amalgamating data from Info-Tech’s client base

Streamline your documentation and maintenance process by following the approach outlined in XMPL Medical’s journey to an end-to-end DRP.

Outline of the Disaster Recovery Plan

XMPL’s disaster recovery plan includes its business impact analysis and a subset of tier 1 and tier 2 patient care applications.

Its DRP includes incident response flowcharts, system recovery checklists, and a communication plan. Its DRP also references IT operations documentation (e.g. asset management documents, system specs, and system configuration docs), but this material is not published with the example documentation.

Resulting Disaster Recovery Plan

XMPL’s DRP includes actionable documents in the form of high-level disaster response plan flowcharts and system recovery checklists. During an incident, the DR team is able to clearly see the items for which they are responsible.

Disaster Recovery Plan
  • Recovery Workflow
  • Business Impact Analysis
  • DRP Summary
  • System Recovery Checklists
  • Communication, Assessment, and Disaster Declaration Plan

Info-Tech Best Practice

XMPL Medical’s disaster recovery plan illustrates an effective DRP. Model your end-to-end disaster recovery plan after XMPL’s completed templates. The specific data points will differ from organization to organization, but the structure of each document will be similar.

Model your disaster recovery documentation off of our example

CASE STUDY

Industry Healthcare
Source Created by amalgamating data from Info-Tech’s client base

Recovery Workflow:

  • Recovery Workflows (PDF, VSDX)

Recovery Procedures (Systems Recovery Playbook):

  • DR Notification, Assessment, and Disaster Declaration Plan
  • Systems Recovery Playbook
  • Network Topology Diagrams

Additional Reference Documentation:

  • DRP Workbook
  • Business Impact Analysis
  • DRP Summary Document

Use Info-Tech’s DRP Maturity Scorecard to evaluate your progress

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

Document and Maintain Your Disaster Recovery Plan – Project Overview

1. Streamline DRP Documentation 2. Select the Optimal DRP Publishing Strategy 3. Keep Your DRP Relevant
Supporting Tool icon
Best-Practice Toolkit

1.1 Start with a recovery workflow

1.2 Create supporting DRP documentation

1.3 Write the DRP summary

2.1 Create Committee Profiles

3.1 Build Governance Structure Map

3.2 Create Committee Profiles

Guided Implementations
  • Review Info-Tech’s approach to DRP documentation.
  • Create a high-level recovery workflow.
  • Create supporting DRP documentation.
  • Write the DRP summary.
  • Identify criteria for selecting a DRP publishing strategy.
  • Select a DRP publishing strategy.
  • Optional: Select requirements for a BCM tool and issue an RFP.
  • Optional: Review responses to RFP.
  • Learn best practices for integrating DRP maintenance into day-to-day IT processes.
  • Learn best practices for DRP-focused reviews.
Associated Activity icon
Onsite Workshop
Module 1:
Streamline DRP documentation
Module 2:
Select the optimal DRP publishing strategy
Module 3:
Learn best practices for keeping your DRP relevant
Phase 1 Outcome:
  • A complete end-to-end DRP
Phase 2 Outcome:
  • Selection of a publishing and management tool for your DRP documentation
Phase 3 Outcome:
  • Strategy for maintaining your DRP documentation

Workshop Overview Associated Activity icon

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
Info-Tech Analysts Finalize Deliverables
Activities
Assess DRP Maturity and Review Current Capabilities

0.1 Assess current DRP maturity through Info-Tech’s Maturity Scorecard.

0.2 Identify the IT systems that support mission-critical business activities, and select 2 or 3 key applications to be the focus of the workshop.

0.3 Identify current recovery strategies for selected applications.

0.4 Identify current DR challenges for selected applications.

Document Your Recovery Workflow

1.1 Create a recovery workflow: review tabletop planning, walk through DR scenarios, identify DR gaps, and determine how to fill them.

Create Supporting Documentation

1.2 Create supporting DRP documentation.

1.3 Write the DRP summary.

Establish a DRP Publishing, Management, and Maintenance Strategy

2.1 Decide on a publishing strategy.

3.1 Incorporate DRP maintenance into core IT.

3.2 Considerations for reviewing your DRP regularly.

Deliverables
  1. Baseline DRP metric (based on DRP Maturity Scorecard)
  1. High-level DRP workflow
  2. DRP gaps and risks identified
  1. Recovery workflow and/or checklist for sample of IT systems
  2. Customized DRP Summary Template
  1. Strategy for selecting a DRP publishing tool
  2. DRP management and maintenance strategy
  3. Workshop summary presentation deck

Workshop Goal: Learn how to document and maintain your DRP.

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.

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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.

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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: Streamline DRP Documentation

Step 1.1: Start with a recovery workflow

PHASE 1
PHASE 2
PHASE 3
1.1 1.2 1.3 2.1 3.1 3.2
Start with a Recovery Workflow Create Supporting Documentation Write the DRP Summary Select DRP Publishing Strategy Integrate into Core IT Processes Conduct an Annual Focused Review

This step will walk you through the following activities:

  • Review a model DRP.
  • Review your recovery workflow.
  • Identify documentation required to support the recovery workflow.

This step involves the following participants:

  • DRP Owner
  • System SMEs
  • Alternate DR Personnel

Outcomes of this step

  • Understanding the visual-based, concise approach to DR documentation.
  • Creating a recovery workflow that provides a roadmap for coordinating incident response and identifying required supporting documentation.

Info-Tech Insights

A DRP is a collection of procedures and supporting documents that allow an organization to recover its IT services to minimize system downtime for the business.

1.1 — Start with a recovery workflow to ensure a coordinated response and identify required supporting documentation

The recovery workflow clarifies your DR strategy and ensures the DR team is on the same page.

Recovery Workflow

The recovery workflow maps out the incident response plan from event detection, assessment, and declaration to systems recovery and validation.

This documentation includes:

  • Clarifying initial incident response steps.
  • Clarifying the order of systems recovery and which recovery actions can occur concurrently.
  • Estimating actual recovery timeline through each stage of recovery.
Recovery Procedures (Playbook)
Additional Reference Documentation

“We use flowcharts for our declaration procedures. Flowcharts are more effective when you have to explain status and next steps to upper management.” (Assistant Director-IT Operations, Healthcare Industry)

Review business impact analysis (BIA) results to plan your recovery workflow

The BIA defines system criticality from the business’s perspective. Use it to guide system recovery order.

Specifically, review the following from your BIA:

  • The list of tier 1, 2, and 3 applications. This will dictate the recovery order in your recovery workflow.
  • Application dependencies. This will outline what needs to be included as part of an application recovery workflow.
  • The recovery time objective (RTO) and recovery point objective (RPO) for each application. This will also guide the recovery, and enable you to identify gaps where the recovery workflow does not meet RTOs and RPOs.

CASE STUDY: The XMPL DRP documentation is based on this Business Impact Analysis Tool.

Haven’t conducted a BIA? Use Info-Tech’s streamlined approach.

Info-Tech’s publication Create a Right-Sized Disaster Recovery Plan takes a very practical approach to BIA work. Our process gives IT leaders a mechanism to quickly get agreement on system recovery order and DR investment priorities.

Conduct a tabletop planning exercise to determine your recovery workflow

Associated Activity icon 1.1.1 Tabletop Planning Exercise

  1. Define a scenario to drive the tabletop planning exercise:
    • Use a scenario that forces a full failover to your DR environment, so you can capture an end-to-end recovery workflow.
    • Avoid scenarios that impact health and safety such as tornados or a fire. You want to focus on IT recovery.
    • Example scenarios: Burst water pipe that causes data-center-wide damage or a gas leak that forces evacuation and power to be shut down for at least two days.

Note: You may have already completed this exercise as part of Create a Right-Sized Disaster Recovery Plan.

Info-Tech Insight

Use scenarios to provide context for DR planning, and to test your plans, but don’t create a separate plan for every possibility.

The high-level recovery plan will be the same whether the incident is a fire, flood, or tornado. While there might be some variances and outliers, these scenarios can be addressed by adding decision points and/or separate, supplementary instructions.

Walk through the scenario and capture the recovery workflow

Associated Activity icon 1.1.2 Tabletop Planning Exercise
  1. Capture the following information for tier 1, tier 2, and tier 3 systems:
    1. On white cue cards, record the steps and track start and end times for each step (where 00:00 is when the incident occurred).
    2. On yellow cue cards, document gaps in people, process, and technology requirements to complete the step.
    3. On red cue cards, indicate risks (e.g. no backup person for a key staff member).

Note:

  • Ensure the language is sufficiently genericized (e.g. refer to events, not specifically a burst water pipe).
  • Review isolated failures (e.g. hardware, software). Typically, the recovery procedure documented for individual systems covers the essence of the recovery workflow whether it’s just the one system that failed or it’s part of a site-wide recovery.

Note: You may have already completed this exercise as part of Create a Right-Sized Disaster Recovery Plan.

Document your current-state recovery workflow based on the results of the tabletop planning

Supporting Tool icon 1.1.2 Incident Response Plan Flowcharts, Tabs 2 and 3

After you finish the tabletop planning exercise, the steps on the set of cue cards define your recovery workflow. Capture this in a flowchart format.

Use the sample DRP to guide your own flowchart. Some notes on the example are:

  • XMPL’s Incident Management to DR flowchart shows the connection between its standard Service Desk processes and DR processes.
  • XMPL’s high-level workflows outline its recovery of tier 1, 2, and 3 systems.
  • Where more detail is required, include links to supporting documentation. In this example, XMPL Medical includes links to its Systems Recovery Playbook.
Preview of an Info-Tech Template depicting a sample flowchart.

This sample flowchart is included in XMPL Recovery Workflows.

Step 1.2: Create Supporting DRP Documentation

PHASE 1
PHASE 2
PHASE 3
1.11.21.32.13.13.2
Start with a Recovery WorkflowCreate Supporting DocumentationWrite the DRP SummarySelect DRP Publishing StrategyIntegrate into Core IT ProcessesConduct an Annual Focused Review

This step will walk you through the following activities:

  • Create checklists for your playbook.
  • Document more complex procedures with flowcharts.
  • Gather and/or write network topology diagrams.
  • Compile a contact list.
  • Ensure there is enough material for backup personnel.

This step involves the following participants:

  • DRP Owner
  • System SMEs
  • Backup DR Personnel

Outcomes of this step

  • Actionable supporting documentation for your disaster recovery plan.
  • Contact list for IT personnel, business personnel, and vendor support.

1.2 — Create supporting documentation for your disaster recovery plan

Now that you have a high-level incident response plan, collect the information you need for executing that plan.

Recovery Workflow

Write your recovery procedures playbook to be effective and usable. Your playbook documentation should include:

  • Supplementary flowcharts
  • Checklists
  • Topology diagrams
  • Contact lists
  • DRP summary

Reference vendors’ technical information in your flowcharts and checklists where appropriate.

Recovery Procedures (Playbook)

Additional Reference Documentation

Info-Tech Insight

Write for your audience. The playbook is for IT; include only the information they need to execute the plan. DRP summaries are for executives and auditors; do not include information intended for IT. Similarly, your disaster recovery plan is not for business units; keep BCP content out of your DRP.

Use checklists to streamline step-by-step procedures

Supporting Tool icon 1.2.1 XMPL Medical’s System Recovery Checklists

Checklists are ideal when staff just need a reminder of what to do, not how to do it.

XMPL Medical used its high-level flowcharts as a roadmap for creating its Systems Recovery Playbook.

  • Since its Playbook is intended for experienced IT staff, the writing style in the checklists is concise. XMPL includes links to reference material to support recovery, especially for alternate staff who might need additional instruction.
  • XMPL includes key parameters (e.g. IP addresses) rather than assume those details would be memorized, especially in a stressful DR scenario.
  • Similarly, include links to other useful resources such as VM templates.
Preview of the Info-Tech Template 'Systems Recovery Playbook'.

Included in the XMPL Systems Recovery Playbook are checklists for recovering XMPL’s virtual desktop infrastructure, mission-critical applications, and core infrastructure components.

Use flowcharts to document processes with concurrent tasks not easily captured in a checklist

Supporting Tool icon 1.2.2 XMPL Medical’s Phone Services Recovery Flowchart

Recovery procedures can consist of flowcharts, checklists, or both, as well as diagrams. The main goal is to be clear and concise.

  • XMPL Medical created a flowchart to capture its phone services recovery procedure to capture concurrent tasks.
  • Additional instructions, where required, could still be captured in a Playbook checklist or other supporting documentation.
  • The flowchart could have also included key settings or other details as appropriate, particularly if the DR team chose to maintain this recovery procedure just in a flowchart format.
Preview of the Info-Tech Template 'Recovery Workflows'.

Included in the XMPL DR documentation is an example flowchart for recovering phone systems. This flowchart is in Recovery Workflows.

Reference this blueprint for more SOP flowchart examples: Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind

Use topology diagrams to capture network layout, integrations, and system information

Supporting Tool icon 1.2.4 XMPL Medical’s Data Center and Network Diagrams

Topology diagrams, key checklists, and configuration settings are often enough for experienced networking staff to carry out their DR tasks.

  • XMPL Medical includes these diagrams with its DRP. Instead of recreating these diagrams, the XMPL Medical DR Manager asked their network team for these diagrams:
    • Primary data center diagram
    • DR site diagram
    • High-level network diagrams
  • Often, organizations already have network topology diagrams for reference purposes.

“Our network engineers came to me and said our standard SOP template didn't work for them. They're now using a lot of diagrams and flowcharts, and that has worked out better for them.” (Assistant Director-IT Operations, Healthcare Industry)

Preview of the Info-Tech Template 'Systems Recovery Playbook'.

You can download a PDF and a VSD version of these Data Center and Network Diagrams from Info-Tech’s website.

Create a list of organizational, IT, and vendor contacts that may be required to assist with recovery

If there is something strange happening to your IT infrastructure, who you gonna call?

Many DR managers have their team on speed dial. However, having the contact info of alternate staff, BCP leads, and vendors can be very helpful during a disaster. XMPL Medical lists the following information in its DRP Workbook:

  • The DR Teams, SMEs critical to disaster recovery, their backups, and key contacts (e.g. BC Management team leads, vendor contacts) that would be involved in:
    • Declaring a disaster.
    • Coordinating a response at an organizational level.
    • Executing recovery.
  • The people that have authority to declare a disaster.
  • Each person’s spending authority.
  • The rules for delegating authority.
  • Primary and alternate staff for each role.
Example list of alternate staff, BCP leads, and vendors.

Confirm with your DR team that you have all of the documentation that you need to recover during a disaster

Associated Activity icon 1.2.7 Group Discussion

DISCUSS: Is there enough information in your DRP for both primary and backup DR personnel?

  • Is it clear who is responsible for each DR task, including notification steps?
  • Have alternate staff for each role been identified?
  • Does the recovery workflow capture all of the high-level steps?
  • Is there enough documentation for alternate staff (e.g. network specs)?

Step 1.3: Write the DRP Summary

PHASE 1
PHASE 2
PHASE 3
1.11.21.32.13.13.2
Start with a Recovery WorkflowCreate Supporting DocumentationWrite the DRP SummarySelect DRP Publishing StrategyIntegrate into Core IT ProcessesConduct an Annual Focused Review

This step will walk you through the following activities:

  • Write a DRP summary document.

This step involves the following participants:

  • DRP Owner

Outcomes of this step

  • High-level outline of your DRP capabilities for stakeholders such as executives, auditors, and clients.

Summarize your DR capabilities using a DRP summary document

Supporting Tool icon 1.3.1 DRP Summary Document

The sample included on Info-Tech’s website is customized for the XMPL Medical Case Study – use the download as a starting point for your own summary document.

DRP Summary Document

XMPL’s DRP Summary is organized into the following categories:

  • DR requirements: This includes a summary of scope, business impact analysis (BIA), risk assessment, and high-level RTOs and achievable RTOs.
  • DR strategy: This includes a summary of XMPL’s recovery procedures, DR site, and backup strategy.
  • Testing and maintenance: This includes a summary of XMPL’s DRP testing and maintenance strategy.

Be transparent about existing business risks in your DRP summary

The DRP summary document is business facing. Include information of which business leaders (and other stakeholders) need to be aware.

  • Discrepancies between desired and achievable RTOs? Organizational leadership needs to know this information. Only then can they assign the resources and budget that IT needs to achieve the desired DR capabilities.
  • What is the DRP’s scope? XMPL Medical lists the IT components that will be recovered during a disaster, and components which will not. For instance, XMPL’s DRP does not recover medical equipment, and XMPL has separate plans for business continuity and emergency response coordination.
Application tier Desired RTO (hh:mm) Desired RPO (hh:mm) Achievable RTO (hh:mm) Achievable RPO (hh:mm)
Tier 1 4:00 1:00 *90:00 1:00
Tier 2 8:00 1:00 *40:00 1:00
Tier 3 48:00 24:00 *96:00 24:00

The above table to is a snippet from the XMPL DR Summary Document (section 2.1.3.2).

In the example, the DR team is unable to recover tier 1, 2, and 3 systems within the desired RTO. As such, they clearly communicate this information in the DRP summary, and include action items to address these gaps.

Phase 2: Select the Optimal DRP Publishing Strategy

Step 2.1: Select a DRP Publishing Strategy

PHASE 1
PHASE 2
PHASE 3
1.11.21.32.13.13.2
Start with a Recovery WorkflowCreate Supporting DocumentationWrite the DRP SummarySelect DRP Publishing StrategyIntegrate into Core IT ProcessesConduct an Annual Focused Review

This step will walk you through the following activities:

  • Select criteria for assessing DRP tools.
  • Evaluate categories for DRP tools.
  • Optional: Write an RFP for a BCM tool.

This step involves the following participants:

  • DRP Owner

Outcomes of this step

  • Identified strategies for publishing your DRP (i.e. making it available to your DR team).

Info-Tech Insights

Diversify your publishing strategy to ensure you can access your DRP in a disaster. For example, if you are using a BCM tool or SharePoint Online as your primary documentation repository, also push the DRP to your DR team’s smartphones as a backup in case the disaster affects internet access.

2.1 — Select a DR publishing and document management strategy that fits your organization

Publishing and document management considerations:

Portability/External Access: Assume your primary site is down and inaccessible. Can you still access your documentation? As shown in this chart, traditional strategies of either keeping a copy at another location (e.g. at the failover site) or with staff (e.g. on a USB drive) still dominate, but these aren’t necessarily the best options.
A bar chart titled 'Portability Strategy Popularity'. 'External Website (wiki site, cloud-based DRP tool, etc.)' scored 16%. 'Failover Site (network drive or redundant SharePoint, etc.)' scored 53%. 'Distribute to Staff (use USB drive, personal email, etc.)' scored 50%. 'Not Accessible Offsite' scored 7%.
Note: Percentages total more than 100% due to respondents using more than one portability strategy.
(Source: Info-Tech Research Group, N=118)
Maintainability/Usability: How easy is it to create, update, and use the documentation? Is it easy to link to other documents as shown in the flowchart and checklist examples? Is there version control? Lack of version control can create a maintenance nightmare as well as issues in a crisis if staff are questioning whether they have the right version.
Cost/Effort: Is the cost and effort appropriate? For example, a large enterprise may need a formal solution (e.g. DRP tools or SharePoint), but the cost might be hard to justify for a smaller company.

Pros and cons of potential strategies

This section will review the following strategies, their pros and cons, and how they meet publishing and document management requirements:

  • DRP tools (e.g. eBRP, Recovery Planner, LDRPS)
  • In-house solutions combining SharePoint and MS Office (or equivalent)
  • Wiki site
  • “Manual” approaches such as storing documents on a USB drive

Avoid 42 hours of downtime due to a non-diversified publishing strategy

CASE STUDY

Industry Municipality
Source Interview

Situation

  • A municipal government has recently completed an end-to-end disaster recovery plan.
  • The team is feeling good about the fact that they were able to identify:
    • Relative criticality of applications.
    • Dependencies for each application.
    • Incident response plans for the current state and desired state.
    • System recovery procedures.

Challenge

  • While the DR plan itself was comprehensive, the team only published the DR onto the government’s network drives.
  • A power generation issue caused power to be shut down, which in turn cascaded into downtime for the network.
  • Once the network was down, their DRP was inaccessible.

Insights

  • Each piece of documentation that was created could have contributed to recovery efforts. However, because they were inaccessible, there was a delayed response to the incident. The result was 42 hours of downtime for end users.
  • Having redundant publishing strategies is just like having redundant IT infrastructure. In the event of downtime, not only do you need to have DR documentation, but you also need to make sure that it is accessible.

Decide on a DR publishing strategy by looking at portability, maintainability, cost, and required effort

Supporting Tool icon 2.1.1 DRP Publishing and Management Evaluation Tool

Use the information included in Step 2.1 to guide your analysis of DRP publishing solutions.

The tool enables you to compare two possible solutions based on these key considerations discussed in this section:

  • Portability/external access
  • Maintainability/usability
  • Cost
  • Effort

The right choice will depend on factors such as current in-house tools, maturity around document management, the size of your IT department, and so on.

For example, a small shop may do very well with the USB drive strategy, whereas a multi-national company will need a more formal strategy to manage consistent DRP distribution.

Preview of Info-Tech's 'DRP Publishing and Management Solution Evaluation Tool'.

The DRP Publishing and Management Solution Evaluation Tool helps you to evaluate the tools included in this section.

Don’t think of a business continuity management (BCM) tool as a silver bullet; know what you’re getting out of it

Portability/External Access:
  • Pros: Typically a SaaS option provides built-in external access with appropriate security and user administration to vary access rights.
  • Cons: Degree of external access is often dependent on the vendor.
Maintainability/Usability:
  • Pros: Built-in templates encourage consistency and guide initial content development by indicating what details need to be captured.
  • Pros: Built-in document management (e.g. version control, metadata support), centralized access/navigation to required documents, and some automation (e.g. update contacts throughout the system).
  • Cons: Not a silver bullet. You still have to do the work to define and capture your processes.
  • Cons: Requires end-user and administrator training.
Cost/Effort:
  • Pros: For large enterprises, the convenience of built-in document management and templates can outweigh the cost.
  • Cons: Expect leading DRP tools to cost $20K or more per year.

About this approach:
BCM tools are solutions that provide templates, tools, and document management to create BC and DR documentation.

Info-Tech Insight

The business case for a BCM tool is built by answering the following questions:

  • Will the BCM tool solve an unmet need?
  • Will the tool be more effective and efficient than an in-house solution?
  • Will the solution provide enhanced capabilities that an in-house solution cannot provide?

If you cannot get a satisfactory answer to each of these questions, then opt for an in-house solution.

“We explored a DRP tool, and it was something we might have used, but it was tens of thousands of pounds per year, so it didn’t stack up financially for us at all.” (Rik Toms, Head of Strategy – IP and IT, Cable and Wireless Communications)

For in-house solutions, leverage tools such as SharePoint to provide document management capabilities

Portability/External Access:
  • Pros: SharePoint is commonly web-enabled and supports external access with appropriate security and user administration.
  • Cons: Must be installed at redundant sites or be cloud-based to be effective in a crisis that takes down your primary data center.
Maintainability/Usability:
  • Pros: Built-in document management (e.g. version control, metadata support) as well as centralized access/navigation to required documents.
  • Pros: No tool learning curve – SharePoint and MS Office would be existing solutions already used on a daily basis.
  • Cons: No built-in automation (e.g. automated updates to contacts throughout the system).
  • Cons: Consistency depends on creating templates and implementing processes for document updates, review, and approval.
Cost/Effort:
  • Pros: Using existing tools, so this is a sunk cost in terms of capex.
  • Cons: Additional effort required to create templates and manage the documentation library.

About this approach:
DRPs and SOPs most often start as MS Office documents, even if there is a DRP tool available. For organizations that elect to bypass a formal DRP tool, and most do, the biggest gap they have to overcome is document management.

Many organizations are turning to SharePoint to meet this need. For those that already have SharePoint in place, it makes sense to further leverage SharePoint for DR documentation and day-to-day SOPs.

For SharePoint to be a practical solution, the documentation must still be accessible if the primary data center is down, e.g. by having redundant SharePoint instances at multiple in-house locations, or using a cloud-based SharePoint solution.

“Just about everything that a DR planning tool does, you can do yourself using homegrown solutions or tools that you're already familiar with such as Word, Excel, and SharePoint.” (Allen Zuk, President and CEO, Sierra Management Consulting)

A healthcare company uses SharePoint as its DRP and SOP documentation management solution

CASE STUDY Healthcare

  • This organization is responsible for 50 medical facilities across three states.
  • It explored DRP tools, but didn’t find the right fit, so it has developed an in-house solution based in SharePoint. While DRP tools have improved, the organization no longer needs that type of solution. Its in-house solution is meeting its needs.
  • It has SharePoint instances at multiple locations to ensure availability if one site is down.

Documentation Strategy

  • Created an IT operations library in SharePoint for DR and SOPs, from basic support to bare-metal restore procedures.
  • SOPs are linked from SharePoint to the virtual help desk for greater accessibility.
  • Where practical, diagrams and flowcharts are used, e.g. DR process flowcharts and network services SOPs dominated by diagrams and flowcharts.

Management Strategy

  • Directors and the CIO have made finishing off SOPs their performance improvement objective for the year. The result is staff have made time to get this work done.
  • Status updates are posted monthly, and documentation is a regular agenda item in leadership meetings.
  • Regular tabletop testing validates documentation and ensures familiarity with procedures, including where to find required information.

Results

  • Dependency on a few key individuals has been reduced. All relevant staff know what they need to do and where to access required documentation.
  • SOPs are enabling DR training as well as day-to-day operations training for new staff.
  • The organization has a high confidence in its ability to recovery from a disaster within established timelines.

Explore using a wiki site as an inexpensive alternative to SharePoint and other content management solutions

Portability/External Access:
  • Pros: Wiki sites can support external access as with any web solution.
  • Cons: Must be installed at redundant sites, hosted, or cloud-based to be effective in a crisis that takes down your primary data center.
Maintainability/Usability:
  • Pros: Built-in document management (version control, metadata support, etc.) as well as centralized access/navigation to required information.
  • Pros: Authorized users can make updates dynamically, depending on how much restriction you have on the site.
  • Cons: No built-in automation (e.g. automated updates to contacts throughout the system).
  • Cons: Consistency depends on creating templates and implementing processes for document updates, review, and approval.
Cost/Effort:
  • Pros: An inexpensive option compared to traditional content management solutions such as SharePoint.
  • Cons: Learning curve if wikis are new to your organization.

About this approach:
Wiki sites are websites where users collaborate to create and edit the content. Wikipedia is an example.

While wiki sites are typically used for collaboration and dynamic content development, the traditional collaborative authoring model can be restricted to provide structure and an approval process.

Several tools are available to create and manage wiki sites (and other collaboration solutions), as outlined in the following research:

Info-Tech Insight

If your organization is not already using wiki sites, this technology can introduce a culture shock. Start slow by using a wiki site within a specific department or for a particular project. Then evaluate how well your staff adapt to this technology as well as its potential effectiveness in your organization. Refer to our collaboration strategy research for additional guidance.

For small IT shops, distributing documentation to key staff (e.g. via a USB drive) can still be effective

Portability/External Access:
  • Pros: Appropriate staff have the documentation with them; there is no need to log into a remote site or access a tool to get at the information.
  • Cons: Relies on staff to be diligent about ensuring they have the latest documentation and keep it with them (not leave it in their desk drawer).
Maintainability/Usability:
  • Pros: With this strategy, MS Office (or equivalent) is used to create and maintain the documentation, so there is no learning curve.
  • Pros: Simple, straightforward methodology – keep the master on a network drive, and download a copy to your USB drive.
  • Cons: No built-in automation (e.g. automated updates to contact information) or document management (e.g. version control).
  • Cons: Consistency depends on creating templates and implementing rigid processes for document updates, review, and approval.
Cost/Effort:
  • Pros: Little to no cost and no tool management required.
  • Cons: “Manual” document management requires strict attention to process for version control, updates, approvals, and distribution.

About this approach:
With this strategy, your ERT and key IT staff keep a copy of your DRP and relevant documentation with them (e.g. on a USB drive). If the primary site experiences a major event, they have ready access to the documentation.

Fifty percent of respondents in our recent survey use this strategy. A common scenario is to use a shared network drive or a solution such as SharePoint as the master centralized repository, but distribute a copy to key staff.

Info-Tech Insight

This approach can have similar disadvantages as using hard copies. Ensuring the USB drives are up to date, and that all staff who might need access have a copy, can become a burdensome process. More often, USB drives are updated periodically, so there is the risk that the information will be out of date or incomplete.

Avoid extensive use of paper copies of DR documentation

DR documents need to be easy to update, accessible from anywhere, and searchable. Paper doesn’t meet these needs.

Portability/External Access:
  • Pros: Does not rely on technology or power.
  • Cons: Requires all staff who might be involved in a DR to have a copy, and to have it with them at all times, to truly have access at any time from anywhere.
Maintainability/Usability:
  • Pros: In terms of usability, again there is no dependence on technology.
  • Cons: Updates need to be printed and distributed to all relevant staff every time there is a change to ensure staff have access to the latest, most accurate documentation if a disaster occurred. You can’t schedule disasters, so information needs to be current all the time.
  • Cons: Navigation to other information is manual – flipping through pages, etc. No searching or hyperlinks.
Cost/Effort:
  • Pros: No technology system to maintain, aside from what you use for printing.
  • Cons: Printing expenses are actually among the highest incurred by organizations, and this adds to it.
  • Cons: Labor intensive due to need to print and physically distribute documentation updates.

About this approach:
Traditionally DRPs are printed and distributed to managers and/or kept in a central location at both the primary site and a secondary site. In addition, wallet cards are distributed that contain key information such as contact numbers.

A wallet card or even a few printed copies of your high-level DRP for general reference can be helpful, but paper is not a practical solution for your overall DR documentation library, particularly when you include SOPs for recovery procedures.

One argument in favor of paper is there is no dependency on power during a crisis. However, in a power outage, staff can use smartphones and potentially laptops (with battery power) to access electronically stored documentation to get through first response steps. In addition, your DR site should have backup power to be an appropriate recovery site.

Optional: Partial list of BCM tool vendors

A partial list of BCM tool vendors, including: Business Protector, catalyst, clearview, ContinuityLogic. Fusion, Logic Manager, Quantivate, RecoveryPlanner.com, MetricStream, SimpleRisk, riskonnect, Strategic BCP - ResilienceONE, RSA, and Sungard Availability Services.

The list is only a partial list of BCM tool vendors. The order in which vendors are presented, and inclusion in this list, does not represent an endorsement.

Optional: Use our list of requirements as a foundation for selecting and reviewing BCM tools

Supporting Tool icon 2.1.2 BCM Tool – RFP Selection Criteria

If a BCM tool is the best option for your environment, expedite the evaluation process with our BCM Tool – RFP Selection Criteria.

Through advisory services, workshops, and consulting engagements, we have created this BCM Tool Requirements List. The featured requirements includes the following categories:

  1. Integrations
  2. Planning and Monitoring
  3. Administration
  4. Architecture
  5. Security
  6. Support and Training
Preview of the Info-Tech template 'BCM Tool – RFP Selection Criteria'.

This BCM Tool – RFP Selection Criteria can be appended to an RFP. You can leverage Info-Tech’s RFP Template if your organization does not have one.

Info-Tech can write full RFPs

As part of a consulting engagement, Info-Tech can write RFPs for BCM tools and provide a customized scoring tool based on your environment’s unique requirements.

Phase 3: Keep Your DRP Relevant Through Maintenance Best Practices

Step 3.1: Integrate DRP maintenance into core IT processes

PHASE 1
PHASE 2
PHASE 3
1.11.21.32.13.13.2
Start with a Recovery WorkflowCreate Supporting DocumentationWrite the DRP SummarySelect DRP Publishing StrategyIntegrate into Core IT ProcessesConduct an Annual Focused Review

This step will walk you through the following activities:

  • Integrate DRP maintenance with Project Management.
  • Integrate DRP considerations into Change Management.
  • Integrate with Performance Management.

This step involves the following participants:

  • DRP Owner
  • Head of Project Management Office
  • Head of Change Advisory Board
  • CIO

Outcomes of this step

  • Updated project intake form.
  • Updated change management practice.
  • Updated performance appraisals.

3.1 — Incorporate DRP maintenance into core IT processes

Focusing on these three processes will help ensure that your plan stays current, accurate, and usable.

The Info-Tech / COBIT5 'IT Management and Governance Framework' with three processes highlighted: 'MEA01 Performance Measurement', 'BAI06 Change Management', and 'BAI01 Project Management'.

Info-Tech Best Practice

Prioritize quick wins that will have large benefits. The advice presented in this section offers easy ways to help keep your DRP up to date. These simple solutions can save a lot of time and effort for your DRP team as opposed to more intricate changes to the processes above.

Assess how new projects impact service criticality and DR requirements upfront during project intake

Icon for process 'BAI01 Project Management'.
Supporting Tool icon 3.1.1 Sample Project Intake Form Addendum

Understand the RTO/RPO requirements and IT impacts for new or enhanced services to ensure appropriate provisioning and overall DRP updates.

  • Have submitters include service continuity requirements. This information can be inserted into your business impact analysis. Use similar language that you use in your own BIA.
    • The submitter should know how critical the resulting project will be. Any items that the submitter doesn’t know, the Project Steering Committee should investigate.
  • Have IT assess the impact on the DRP. The submitter will not know how the DRP will be impacted directly. Ask the project committee to consider how DRP documentation and the DR environment will need to be changed due to the project under consideration.

Note: The goal is not to make DR a roadblock, but rather to ensure project requirements will be met – including availability and DR requirements.

Preview of the Info-Tech template 'Project Intake Form'.

This Project Intake Form asks the submitter to fill out the availability and criticality requirements for the project.

Leverage your change management process to identify required DRP updates as they occur

Icon for process 'BAI06 Change Management'.

Avoid the year-end rush to update your DRP. Keeping it up to date as changes occur saves time in the long run and ensures your plan is accurate when you need it.

  • As part of your change management process, identify potential updates to:
    • System documentation (e.g. configuration settings).
    • Recovery procedures (e.g. if a system has been virtualized, that changes the recovery procedure).
    • Your DR environment (e.g. system configuration updates for standby systems).
  • Keep track of how often a system has changed. Relevant DRP documentation might be due for a deeper review:
    • After a system has been changed ten times (even from routine changes), notify your DRP Manager to flag the relevant DRP documentation for review.
    • As part of formal DRP reviews, pay closer attention to DRP documentation for the flagged systems.
Preview of the Info-Tech template 'Disaster Recovery Change Management'.

This template asks the submitter to fill out the availability and criticality requirements for the project.

For change management best practices beyond DRP considerations, please see Optimize Change Management.

Integrate documentation into performance measurement and performance management

Icon for process 'MEA01 Performance Measurement'.

Documentation is a necessary evil – few like to create it and more immediate tasks take priority. If it isn’t scheduled and prioritized, it won’t happen.

Why documentation is such a challenge

How management can address these challenges

We all know that IT staff typically do not like to write documentation. That’s not why they were hired, and good documentation is not what gets them promoted. Include documentation deliverables in your IT staff’s performance appraisal to stress the importance of ensuring documentation is up to date, especially where it might impact DR success.
Similarly, documentation is secondary to more urgent tasks. Time to write documentation is often not allocated by project managers. Schedule time for developing documentation, just like any other project, or it won’t happen.
Writing manuals is typically a time-intensive task. Focus on what is necessary for another experienced IT professional to execute the recovery. As discussed earlier, often a diagram or checklist is good enough and actually far more usable in a crisis.

“Our directors and our CIO have tied SOP work to performance evaluations, and SOP status is reviewed during management meetings. People have now found time to get this work done.” (Assistant Director – IT Operations, Healthcare Industry)

Step 3.2: Conduct an Annual Focused Review

PHASE 1
PHASE 2
PHASE 3
1.11.21.32.13.13.2
Start with a Recovery WorkflowCreate Supporting DocumentationWrite the DRP SummarySelect DRP Publishing StrategyIntegrate into Core IT ProcessesConduct an Annual Focused Review

This step will walk you through the following activities:

  1. Identify components of your DRP to refresh.
  2. Identify organizational changes requiring further focus.
  3. Test your DRP and identify problems.
  4. Correct problems identified with DRP.

This step involves the following participants:

  • DRP Owner
  • System SMEs
  • Backup DR Personnel

Outcomes of this step

  • An actionable, up-to-date DRP.

Info-Tech Insight

Testing is a waste of time and resources if you do not fix what’s broken. Tabletop testing is effective at uncovering gaps in your DR processes, but if you don’t address those gaps, then your DRP will still be unusable in a disaster.

Set up a safety net to capture changes that slipped through the cracks with a focused review process

Evaluate documentation supporting high-priority systems, as well as documentation supporting IT systems that have been significantly changed.

  • Ideally you’re maintaining documentation as you go along. But you need to have an annual review to catch items that may have slipped through.
  • Don’t review everything. Instead, review:
    • IT systems that have had 10+ changes: small changes and updates can add up over time. Ensure:
      • The plans for these systems are updated for changes (e.g. configuration changes).
      • SMEs and backup personnel are familiar with the changes.
    • Tier 1 / Gold Systems: Ensure that you can still recover tier 1 systems with your existing DRP documentation.
  • Track documentation issues that you discovered with your ticketing system or service desk tool to ensure necessary documentation changes are made.
  1. Annual Focused Review
  2. Tier 1 Systems
  3. Significantly Changed Systems
  4. Organizational Changes

Identify larger changes, both organizational and within IT, that necessitate DRP updates

During your focused review, consider how organizational changes have impacted your DRP.

The COBIT 5 Enablers provide a foundation for this analysis. Consider:

  • Changes in regulatory requirements: Are there new requirements for IT that are not reflected in your DRP? Is the organization required to comply with any additional regulations?
  • Changes to organizational structures, business processes, and how employees work: Can employees still be productive once tier 1 services are restored or have RTOs changed? Has organizational turnover impacted your DRP?
  • SMEs leaving or changing roles: Can IT still execute your DRP? Are there still people for all the key roles?
  • Changes to IT infrastructure and applications: Can the business still access the information they need during a disaster? Is your BIA still accurate? Do new services need to be considered tier 1?

Info-Tech Best Practice

COBIT 5 Enablers
What changes need to be reflected in your DRP?

A cycle visualization titled 'Disaster Recovery Plan'. Starting at 'Changes in Regulatory Requirements', it proceeds clockwise to 'Organizational Structure', 'Changes in Business Processes', and 'How Employees Work', before it returns to DRP. Then 'Changes to Applications', 'Changes to Infrastructure', 'SMEs Leaving or Changing Roles', and then back to the DRP.

Create a plan during your annual focused review to test your DRP throughout the year

Regardless of your documentation approach, training and familiarity with relevant procedures is critical.

  • Start with tabletop exercises and progress to technology-based testing (simulation, parallel, and full-scale testing).
  • Ask staff to reference documentation while testing, even if they do not need to. This practice helps to confirm documentation accuracy and accessibility.
  • Incorporate cross-training in DR testing. This gives important experience to backup personnel and will further validate that documents are complete and accurate.
  • Track any discovered documentation issues with your ticketing system or project tracking tools to ensure necessary documentation changes are made.

Example Test Schedule:

  1. Q1: Tabletop testing shadowed by backup personnel
  2. Q2: Tabletop testing led by backup personnel
  3. Q3: Technology-based testing
  4. Annual Focused Review: Review Results

Reference this blueprint for guidance on DRP testing plans: Reduce Costly Downtime Through DR Testing

Appendix A: XMPL Case Study

Follow XMPL Medical’s journey through DR documentation

CASE STUDY

Industry Healthcare
Source Created by amalgamating data from Info-Tech’s client base

Streamline your documentation and maintenance process by following the approach outlined in XMPL Medical’s journey to an end-to-end DRP.

Outline of the Disaster Recovery Plan

XMPL’s disaster recovery plan includes its business impact analysis and a subset of tier 1 and tier 2 patient care applications.

Its DRP includes incident response flowcharts, system recovery checklists, and a communication plan. Its DRP also references IT operations documentation (e.g. asset management documents, system specs, and system configuration docs), but this material is not published with the example documentation.

Resulting Disaster Recovery Plan

XMPL’s DRP includes actionable documents in the form of high-level disaster response plan flowcharts and system recovery checklists. During an incident, the DR team is able to clearly see the items for which they are responsible.

Disaster Recovery Plan
  • Recovery Workflow
  • Business Impact Analysis
  • DRP Summary
  • System Recovery Checklists
  • Communication, Assessment, and Disaster Declaration Plan

Info-Tech Best Practice

XMPL Medical’s disaster recovery plan illustrates an effective DRP. Model your end-to-end disaster recovery plan after XMPL’s completed templates. The specific data points will differ from organization to organization, but the structure of each document will be similar.

Model your disaster recovery documentation off of our example

CASE STUDY

Industry Healthcare
Source Created by amalgamating data from Info-Tech’s client base

Recovery Workflow:

  • Recovery Workflows (PDF, VSDX)

Recovery Procedures (Systems Recovery Playbook):

  • DR Notification, Assessment, and Disaster Declaration Plan
  • Systems Recovery Playbook
  • Network Topology Diagrams

Additional Reference Documentation:

  • DRP Workbook
  • Business Impact Analysis
  • DRP Summary Document

Use our structure to create your practical disaster recovery plan.

Appendix B: Summary, Next Steps, and Bibliography

Insight breakdown

Use visual-based documentation instead of a traditional DRP manual.

  • Flowcharts, checklists, and diagrams are more concise, easier to maintain, and more effective in a crisis.
  • Write for an IT audience and focus on how to recover. You don’t need 30 pages of fluff describing the purpose of the document.

Create your DRP in layers to keep the work manageable.

  • Start with a recovery workflow to ensure a coordinated response, and build out supporting documentation over time.

Prioritize quick wins to make DRP maintenance easier and more likely to happen.

  • Incorporate DRP maintenance into change management and project intake procedures to systematically update and refine the DR documentation. Don’t save up changes for a year-end blitz, which turns document maintenance into an onerous project.

Summary of accomplishment

Knowledge Gained

  • How to create visual-based DRP documentation
  • How to integrate DRP maintenance into core IT processes

Processes Optimized

  • DRP documentation creation
  • DRP publishing tool selection
  • DRP documentation maintenance

Deliverables Completed

  • DRP documentation
  • Strategy for publishing your DRP
  • Modified project-intake form
  • Change management checklist for DR considerations

Project step summary

Client Project: Document and Maintain Your Disaster Recovery Plan

  • Create a recovery workflow.
  • Create supporting DRP documentation.
  • Write a summary for your DRP.
  • Decide on a publishing strategy.
  • Incorporate DRP maintenance into core IT processes.
  • Conduct an annual focused review.

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

Create a Right-Sized Disaster Recovery Plan
Close the gap between your DR capabilities and service continuity requirements.

Reduce Costly Downtime Through DR Testing
Improve the accuracy of your DRP and your team’s ability to efficiently execute recovery procedures through regular DR testing.

Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind
Go beyond satisfying auditors to drive process improvement, consistent IT operations, and effective knowledge transfer.

Prepare for a DRP Audit
Assess your current DRP maturity, identify required improvements, and complete an audit-ready DRP summary document.

Bibliography

A Structured Approach to Enterprise Risk Management (ERM) and the Requirements of ISO 31000. The Association of Insurance and Risk Managers, Alarm: The Public Risk Management Association, and The Institute of Risk Management, 2010.

“APO012: Manage Risk.” COBIT 5: Enabling Processes. ISACA, 2012.

Bird, Lyndon, Ian Charters, Mel Gosling, Tim Janes, James McAlister, and Charlie Maclean-Bristol. Good Practice Guidelines: A Guide to Global Good Practice in Business Continuity. Global ed. Business Continuity Institute, 2013.

COBIT 5: A Business Framework for the Governance and Management of Enterprise IT. ISACA, 2012.

“EDM03: Ensure Risk Optimisation.” COBIT 5: Enabling Processes. ISACA, 2012.

Risk Management. ISO 31000:2009.

Rothstein, Philip Jan. Disaster Recovery Testing: Exercising Your Contingency Plan. Rothstein Associates: 1 Oct. 2007.

Societal Security – Business continuity management systems – Guidance. ISO 22313:2012.

Societal Security – Business continuity management systems – Requirements. ISO 22301:2012.

Understanding and Articulating Risk Appetite. KPMG, 2008.

Refine Your Estimation Practices With Top-Down Allocations

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  • Parent Category Name: Portfolio Management
  • Parent Category Link: /portfolio-management
  • As a portfolio manager, you’re expected to size projects for approval and intake before they have sufficient definition.
  • The consequences of initial sizing are felt throughout the project lifecycle.

Our Advice

Critical Insight

  • Your organization lacks strong organizational memory upon which assumptions and estimates can be made.
  • Definition is at a minimum not validated, untested, and is likely incomplete. It has the potential to be dangerously misleading.

Impact and Result

  • Build project history and make more educated estimates – Projects usually start with a “ROM” or t-shirt size estimate, but if your estimates are consistently off, then it’s time to shift the scale.
  • Plan ahead – Projects face risks; similar projects face similar risks. Provide sponsors with estimates that account for as many risks as possible, so that if something goes wrong you have a plan to make it right.
  • Store and strengthen organizational memory – Each project is rich with lessons that can inform your next project to make it more effective and efficient, and ultimately help to avoid committing the same failures over and over again. Develop a process to catalogue project history and all of the failures and successes associated with those projects.

Refine Your Estimation Practices With Top-Down Allocations Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should improve your estimation practices, 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. Build organizational memory to inform early estimates

Analyze your project history to identify and fill gaps in your estimation practices.

  • Refine Your Estimation Practices With Top-Down Allocations – Phase 1: Build Organizational Memory to Inform Early Estimations
  • PMO Organizational Memory Tool
  • T-Shirt Sizing Health Check Lite
  • Project Estimation Playbook

2. Develop and refine a reliable estimate with top-down allocations

Allocate time across project phases to validate and refine estimates and estimate assumptions.

  • Refine Your Estimation Practices With Top-Down Allocations – Phase 2: Develop and Refine a Reliable Estimate With Top-Down Allocations
  • Planning-Level Estimate Calculator

3. Implement a new estimation process

Implement a lessons learned process to provide transparency to your sponsors and confidence to your teams.

  • Refine Your Estimation Practices With Top-Down Allocations – Phase 3: Implement a New Estimation Process
  • Project Lessons Learned Template
[infographic]

Workshop: Refine Your Estimation Practices With Top-Down Allocations

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 the Foundations of Organizational Memory

The Purpose

Track key performance indicators on past projects to inform goals for future projects.

Key Benefits Achieved

Developed Project History List.

Refined starting estimates that can be adjusted accurately from project to project.

Activities

1.1 Build project history.

1.2 Analyze estimation capabilities.

1.3 Identify estimation goals.

Outputs

Project History List

T-Shirt Sizing Health Check

Estimate Tracking Plan

2 Define a Requirements Gathering Process

The Purpose

Outline the common attributes required to complete projects.

Identify the commonly forgotten attributes to ensure comprehensive scoping early on.

Key Benefits Achieved

Refined initial estimate based on high-level insights into work required and resources available.

Activities

2.1 Develop a list of in-scope project attributes.

2.2 Identify leadership priorities for deliverables and attributes.

2.3 Track team and skill responsibilities for attributes.

Outputs

Identified list or store of past project attributes and costs

Attribute List and Estimated Cost

Required Skills List

3 Build an Estimation Process

The Purpose

Set clear processes for tracking the health of your estimate to ensure it is always as accurate as possible.

Define check-in points to evaluate risks and challenges to the project and identify trigger conditions.

Key Benefits Achieved

An estimation process rooted in organizational memory and lessons learned.

Project estimates that are consistently reevaluated to predict and correct challenges before they can drastically affect your projects.

Activities

3.1 Determine Milestone Check-In Points.

3.2 Develop Lessons Learned Meeting Agendas.

3.3 Identify common risks and past lessons learned.

3.4 Develop contingency tracking capabilities.

Outputs

Project Lessons Learned Template

Historic Risks and Lessons Learned Master Template

Contingency Reserve and Risk Registers

4 Improve Business Alignment With Your Estimation Plan

The Purpose

Bridge the gap between death march projects and bloated and uncertain estimates by communicating expectations and assumptions clearly to your sponsors.

Key Benefits Achieved

Clear estimation criteria and assumptions aligned with business priorities.

Post-mortem discussion items crucial to improving project history knowledge for next time.

Activities

4.1 Identify leadership risk priorities.

4.2 Develop IT business alignment.

4.3 Develop hand-off procedures and milestone approval methods.

4.4 Create a list of post-mortem priorities.

Outputs

Estimation Quotation

Risk Priority Rankings

Hand-Off Procedures

Post-mortem agenda planning

IT Talent Trends 2022

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  • Parent Category Name: People & Leadership
  • Parent Category Link: /people-and-leadership

Business and IT leaders aiming to build and keep successful teams in 2022 must:

  • Optimize IT in the face of a competitive labor market.
  • Build or maintain a culture of diversity, equity, and inclusion.
  • Manage the monumental shift to the new normal of remote work.
  • Weather the Great Resignation and come out on top.
  • Correctly assess development areas for their teams.
  • Justify investing in IT talent.

Our Advice

Critical Insight

  • If 2021 was about beginning to act on employee needs, 2022 will be about strategically examining each trend to ensure that the organization's promises to take action are more than lip service.
  • Employees have always been able to see through disingenuous attempts to engage them, but in 2022 the stakes are higher due to increased talent mobility.

Impact and Result

This report includes:

  • A concise, executive-ready trend report.
  • Data and insights from IT organizations from around the world.
  • Steps to take for each of the trends depending on your current maturity level.
  • Examples and case studies.
  • Links to in-depth Info-Tech research and tools.

IT Talent Trends 2022 Research & Tools

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

1. IT Talent Trends Report for 2022 – A report to help you incorporate new ways of working into your business to build and keep the best team.

Discover Info-Tech’s 2022 talent trends for IT leaders, which will provide insight into taking a strategic approach to navigate the post-pandemic IT talent landscape.

  • IT Talent Trends Report for 2022

Infographic

Further reading

IT Talent Trends 2022

The last two years have been a great experiment … but it’s not over yet.

Incorporate new ways of working into your business to build and keep the best team.

Over the past two years, organizations have ventured into unprecedented ways of working and supporting their employees, as they tried to maintain productivity through the pandemic. This experiment has made lasting changes to both business models and employee expectations, and these effects will continue to be seen long after we return to a “new normal.”

While the pandemic forced us to work differently for the past two years, looking forward, successful organizations will incorporate new ways of working into their business models – beyond simply having a remote work policy.

How we work, source roles, and develop talent continue to evolve as we navigate a different world with employees being more vocal in their desires, and leaders continue to play a key role.

The IT talent market will never be the same, and organizations must reevaluate their employee experience from the bottom up to successfully weather the shift to the new normal.

IT Talent Trends 2022

Strategic Recruiting Finds Good Talent

Finding talent in a strained talent market requires a marketing approach. Posting a job description isn’t enough.

The (Not So) Great Resignation

IT is faring better than other functions; however, specific industries need to pay attention.

Grow Your DEI Practices Into Meaningful Actions

Good intentions are not enough.

Remote Work Is Here – Can Your Culture Adapt?

The Great Experiment is over. Are leaders equipped to capitalize on its promises?

Management Skills Drive Success in a Remote World

Despite the need for remote team management training, it is still not happening.

The pandemic has clarified employees’ needs and amplified their voices

If 2021 was about beginning to act on employee needs, 2022 will be about strategically examining each trend to ensure that the actions taken by the organization are more than lip service.

Employees have always been able to see through disingenuous attempts to engage them, but in 2022 the stakes are higher due to increased talent mobility.

Trends that were just starting to come into focus last year have established themselves as critical determinants of the employee experience in 2022.

2021

DEI: A Top Talent ObjectiveRemote Work Is Here to StayUncertainty Unlocks PerformanceA Shift in Skills PrioritiesA Greater Emphasis on Wellbeing
Arrow pointing down.Joiner pointing down.Joiner pointing down.

2022

Strategic Recruiting Finds Good Talent

Finding talent in a strained talent market requires a marketing approach. Posting a job description isn’t enough.

The (Not So) Great Resignation

IT is faring better than other functions; however, specific industries need to pay attention.

Grow Your DEI Practices Into Meaningful Actions

Good intentions are not enough.

Remote Work Is Here – Can Your Culture Adapt?

The Great Experiment is over. Are leaders equipped to capitalize on its promises?

Management Skills Drive Success in a Remote World

Despite the need for remote team management training, it is still not happening.

What employees are looking for is changing

Superficial elements of traditional office culture were stripped away by the quick shift to a remote environment, giving employees the opportunity to reevaluate what truly matters to them in a job.

The biggest change from 2019 (pre-pandemic) to today is increases in the importance of culture, flexible/remote work, and work-life balance.

Organizations that fail to keep up with this shift in priorities will see the greatest difficulty in hiring and retaining staff.

As an employee, which of the following would be important to you when considering a potential employer?

2019 2021
Flexible Work Pie graph representing response percentages from employees regarding importance of these factors. Flexible Work: 2019, Very 46%, Somewhat 49%, Not at All 5%.
n=275
Arrow pointing right. Pie graph representing response percentages from employees regarding importance of these factors. Flexible Work: 2021, Very 76%, Somewhat 21%, Not at All 2%.
n=206
Work-Life Balance Pie graph representing response percentages from employees regarding importance of these factors. Work-Life Balance: 2019, Very 67%, Somewhat 30%, Not at All 3%.
n=277
Arrow pointing right. Pie graph representing response percentages from employees regarding importance of these factors. Work-Life Balance: 2021, Very 80%, Somewhat 18%, Not at All 1%.
n=206
Culture Pie graph representing response percentages from employees regarding importance of these factors. Culture: 2019, Very 68%, Somewhat 31%, Not at All 1%.
n=277
Arrow pointing right. Pie graph representing response percentages from employees regarding importance of these factors. Culture: 2021, Very 81%, Somewhat 19%, Not at All 0%.
n=206
Source: Info-Tech Talent Trends Survey data collected in 2019 and 2021 Purple Very Important
Blue Somewhat Important
Green Not at All Important

IT’s top talent priorities in 2022

IT’s top Talent priorities reflect a post-pandemic focus on optimizing talent to fulfill strategic objectives: Top challenges for IT departments, by average rank, with 1 being the top priority.

Important

In the 2022 IT Talent Trends Survey, IT departments’ top priorities continue to be learning and innovation in support of organizational objectives. —› Enabling leaning and development within IT
—› Enabling departmental innovation
5.01
5.54
With employees being clearer and more vocal about their needs than ever before, employee experience has risen to the forefront of IT’s concern as a key enabler of strategic objectives. —› Providing a great employee experience for IT 5.66
Supporting departmental change 6.01
With organizations finally on the way to financial stability post pandemic, recruiting is a major focus. —› Recruiting (e.g. quickly filling vacant roles in IT with quality external talent) 6.18
However, IT’s key efforts are threatened by critical omissions: Fostering a positive employee relations climate in the department 6.32
Despite a focus on learning and development, leadership skills are not yet a top focus. —› Developing the organization's IT leaders 6.33
Rapidly moving internal IT employees to staff strategic priorities 6.96
Facilitating data-driven people decisions within IT 7.12
Controlling departmental labor costs and maximizing the value of the labor spend 7.13
Despite the need to provide a great employee experience, the focus on diversity, equity, and inclusion is low. —› Fostering an environment of diversity, equity, and inclusion in the department 7.31
Despite prioritizing recruiting, IT departments see candidate experience as a last priority, either not focusing on it or relegating it to HR. —› Providing a great candidate experience for IT candidates 8.43
(n=227)

IT Talent Trends 2022

Look beneath the surface of the trends to navigate them successfully

Above Ground
Focusing on what you see 'Above the line" won't solve the problem.

Talent isn't a checklist.

Strategic Recruiting Finds Good Talent

Finding talent in a strained talent market requires a marketing approach. Posting a job description isn't enough.
  • The number of job openings increased to 11.4 million on the last business day of October, up from 10.6 million in September (US Bureau of Labor Statistics, Dec. 2021)

The (Not So) Great Resignation

IT is faring better than other functions; however, specific industries need to pay attention.
  • In September, in the US, 4.4 million people left their jobs. That number dropped to 4.2 million in October. (US Labor Stats, Dec. 2021)
  • 30% of workers will likely switch jobs if they have to return to the office full time. (McKinsey, Dec. 2021)

Grow Your DEI Practices Into Meaningful Actions

Good intentions are not enough.
  • 95% of organizations are focusing on DEI. (2022 HR Trends Report)
  • 48% of IT departments have delivered training on DEI over the past year.

Remote Work is Here. Can Your Culture Adapt?

The Great Experiment is over. Are you equipped to capitalize on its promises?
  • 85% of organizations saw the same or higher productivity during the pandemic.
  • 91% of organizations are continuing remote work.

Management Skills Drive Success in a Remote World

Despite the need for remote team management training, it is still not happening.
  • 72% of IT departments report high effectiveness at managing remote staff.
  • Learning and development is IT's top priority.
Cross-section of the Earth and various plants with their root systems, highlighting the world above ground and below.
Beneath the Surface
For each trend, a strategic approach to get "under the line" will help form your response.

Talent needs a holistic approach, as under the line everything is connected. If you are experiencing challenges in one area, analyzing data (e.g. engagement, exit surveys, effectiveness of DEI program and leader training) can help drive overall experience.

  • 100% of job seekers cite culture as somewhat to very important.
  • Only 40% of employers advertise culture in job postings.
  • 70% of IT departments state voluntary turnover is less than 10%
  • Top reasons for resignation are salary, development, and opportunity for innovative work.
  • Resignation rates were higher in fields that had experienced extreme stress due to the pandemic (HBR, Dec. 2021)
  • Senior leadership is overestimating their own commitment to DEI.
  • Most IT departments are not driving their own DEI initiatives.
  • Without effectively measuring DEI practices, organizations will see 1.6x more turnover. (2022 HR Trends Report)
  • Senior leadership is not open to remote work in 23% of organizations.
  • Without leadership support, employees will not buy into remote work initiatives.
  • A remote work policy will not bring organizational benefits without employee buy-in.
  • 75% of senior managers believe remote team management is highly effective, but only 60% of frontline staff agree.
  • Training focuses on technical skills, to the exclusion of soft skills, including management and leadership.
Solutions
Recommendations depending on your department's maturity level.
Attention is required for candidate experience underpinned by a realistic employee value proposition. Gather and review existing data (e.g. early retirements, demographics) to understand your turnover rate. Use employee engagement tools to gauge employee sentiment among impacted groups and build out an engagement strategy to meet those needs. Conduct a cultural assessment to reveal hidden biases that may stand in the way of remote work efficacy. Provide management training on performance management and development coaching.

Logo for Info-Tech.Logo for ITRG.

This report is based on organizations just like yours

Survey timeline = October 2021
Total respondents = 245 IT professionals

Geospatial map of survey responses shaded in accordance with the percentages listed below.
01 United States 45% 08 Middle East 2%
02 Canada 23% 09 Other (Asia) 2%
03 Africa 8% 10 Germany 1%
04 Great Britain 6% 11 India 1%
05 Latin America, South America or Caribbean 4% 12 Netherlands 1%
06 Other (Europe) 4% 13 New Zealand 1%
07 Australia 2% (N-245)

A bar chart titled 'Please estimate your organization's revenue in US$ (Use operating budget if you are a public-sector organization)' measuring survey responses. '$0 - less than 1M, 7%', '$1M - less than 5M, 4%', '$5M - less than 10M, 4%', '$10M - less than 25M, 6%', '$25M - less than 50M, 5%', '$50M - less than 100M, 13%', '$100M - less than 500M, 24%', '$500M - less than 1B, 9%', '1B - less than 5B, 22%', '$5B+, 8%'. (n=191)

This report is based on organizations just like yours

Industry

Bar chart measuring percentage of survey respondents by industry. The largest percentages are from 'Government', 'Manufacturing', 'Media, information, Telecom & Technology', and 'Financial Services (including banking & insurance)'.

Info-Tech IT Maturity Model

Stacked bar chart measuring percentage of survey respondents by IT maturity level. Innovator is 7.11%, Business Partner is 16.44%, Trusted Operator is 24.89%, Firefighter is 39.11%, and Unstable is 12.44%.
(n=225)

Innovator – Transforms the Business
Reliable Technology Innovation

Business Partner – Expands the Business
Effective Execution Projects, Strategic Use of Analytics and Customer Technology

Trusted Operator – Optimizes Business
Effective Fulfillment of Work Orders, Functional Business Applications, and Reliable Data Quality

Firefighter – Supports the Business
Reliable Infrastructure and IT Service Desk

Unstable – Struggles to Support
Inability to Provide Reliable Business Services

This report is based on people just like you

Which of the following ethnicities (ethnicity refers to a group with a shared or common identity, culture, and/or language) do you identify with? Select all that apply. What gender do you identify most with?
A pie chart measuring percentage of survey respondents by ethnicity. Answers are 'White (e.g. European, North America), 59%', 'Asian (e.g. Japan, India, Philippines, Uzbekistan), 12%', 'Black (e.g. Africa, Caribbean, North America), 12%', 'Latin/Hispanic (e.g. Cuba, Guatemala, Spain, Brazil), 7%', 'Middle Eastern (e.g. Lebanon, Libya, Iran), 4%', 'Indigenous (e.g. First Nations, Inuit, Metis, Maori), 3%', 'Indo-Caribbean (e.g. Trinidad & Tobago, Guyana, St. Vincent), 3%'.
(N=245)
A pie chart measuring percentage of survey respondents by gender. Answers are 'Male, 67%', 'Female, 24%', 'Prefer not to answer, 5%', 'No Specification, 4%', 'Intersex, 0%'.
(n=228)

This report is based on people just like you

What is your sub-department of IT? Which title best describes your position?
Bar chart measuring percentage of survey respondents by sub-department. The top three answers are 'Senior Leadership', 'Infrastructure and Operations', and 'Application Development'.
(n=227)
Bar chart measuring percentage of survey respondents by title. The top four answers are 'Director-level, 29%', 'Manager, 22%', 'C-Level Officer, 18%', and 'VP-level, 11%.'
(N=245)

IT Talent Trends 2022

Each trend is introduced with key questions you can ask yourself to see how your department fares in that area.

The report is based on statistics from a survey of 245 of your peers.

It includes recommendations of next steps and a key metric to track your success.

It lists Info-Tech resources that you, as a member, can leverage to begin your journey to improve talent management in your department.

Strategic Recruiting Finds Good Talent

Finding talent in a strained talent market requires a marketing approach. Posting a job description isn’t enough.

The (Not So) Great Resignation

IT is faring better than other functions; however, specific industries need to pay attention.

Grow Your DEI Practices Into Meaningful Actions

Good intentions are not enough.

Remote Work Is Here – Can Your Culture Adapt?

The Great Experiment is over. Are leaders equipped to capitalize on its promises?

Management Skills Drive Success in a Remote World

Despite the need for remote team management training, it is still not happening.

The report is based on data gathered from Info-Tech Research Group’s 2022 IT Talent Trends Survey. The data was gathered in September and October of 2021.

Strategic Recruiting Finds Good Talent

Trend 1 | The Battle to Find and Keep Talent

As the economy has stabilized, more jobs have become available, creating a job seeker’s market. This is a clear sign of confidence in the economy, however fragile, as new waves of the pandemic continue.

Info-Tech Point of View

Recruiting tactics are an outcome of a well-defined candidate experience and employee value proposition.

Introduction

Cross-section of a plant and its roots, above and below ground. During our interviews, members that focused on sharing their culture with a strong employee value proposition were more likely to be successful in hiring their first-choice candidates.
Questions to ask yourself
  • Do you have a well-articulated employee value proposition?
  • Are you using your job postings to market your company culture?
  • Have you explored multiple channels for posting jobs to increase your talent pool of candidates?

47% of respondents are hiring external talent to fill existing gaps, with 40% using external training programs to upgrade current employees. (Info-Tech IT Talent Trends 2022 Survey)

In October, the available jobs (in the USA) unexpectedly rose to 11 million, higher than the 10.4 million experts predicted. (CNN Business, 2021)

Where has all the talent gone?

IT faces multiple challenges when recruiting for specialized talent

Talent scarcity is focused in areas with specialized skill sets such as security and architecture that are dynamic and evolving faster than other skill sets.

“It depends on what field you work in,” said ADP chief economist Nela Richardson. “There were labor shortages in those fields pre-pandemic and two years forward, there is even more demand for people with those skills” (CNBC, 19 Nov. 2021).

37% of IT departments are outsourcing roles to fill internal skill shortages. (Info-Tech Talent Trends 2022 Survey)

Roles Difficult to Fill

Horizontal bar chart measuring percentage of survey responses about which roles are most difficult to fill. In order from most difficult to least they are 'Security (n=177)', 'Enterprise Architecture (n=172)', 'Senior Leadership (n=169)', 'Data & Business Intelligence (n=171)', 'Applications Development (n=177)', 'Infrastructure & Operations (n=181)', 'Business Relationship Management (n=149)', 'Project Management (n=175)', 'Vendor Management (n=133)', 'Service Desk (n=184)'.(Info-Tech Talent Trends 2022 Survey)

Case Study: Using culture to drive your talent pool

This case study is happening in real time. Please check back to learn more as Goddard continues to recruit for the position.

Recruiting at NASA

Goddard Space Center is the largest of NASA’s space centers with approximately 11,000 employees. It is currently recruiting for a senior technical role for commercial launches. The position requires consulting and working with external partners and vendors.

NASA is a highly desirable employer due to its strong culture of inclusivity, belonging, teamwork, learning, and growth. Its culture is anchored by a compelling vision, “For the betterment of Humankind,” and amplified by a strong leadership team that actively lives their mission and vision daily.

Firsthand lists NASA as #1 on the 50 most prestigious internships for 2022.

Rural location and no flexible work options add to the complexity of recruiting

The position is in a rural area of Eastern Shore Virginia with a population of approximately 60,000 people, which translates to a small pool of candidates. Any hire from outside the area will be expected to relocate as the senior technician must be onsite to support launches twice a month. Financial relocation support is not offered and the position is a two-year assignment with the option of extension that could eventually become permanent.

Photo of Steve Thornton, Acting Division Chief, Solutions Division, Goddard Space Flight Center, NASA.

“Looking for a Talent Unicorn; a qualified, experienced candidate with both leadership skills and deep technical expertise that can grow and learn with emerging technologies.”

Steve Thornton
Acting Division Chief, Solutions Division,
Goddard Space Flight Center, NASA

Case Study: Using culture to drive your talent pool

A good brand overcomes challenges

Culture takes the lead in NASA's job postings, which attract a high number of candidates. Postings begin with a link to a short video on working at NASA, its history, and how it lives its vision. The video highlights NASA's diversity of perspectives, career development, and learning opportunities.

NASA's company brand and employer brand are tightly intertwined, providing a consistent view of the organization.

The employer vision is presented in the best place to reach NASA's ideal candidate: usajobs.gov, the official website of the United States Government and the “go-to” for government job listings. NASA also extends its postings to other generic job sites as well as LinkedIn and professional associations.

Photo of Robert Leahy, Chief Information Officer, Goddard Space Flight Center, NASA.

Interview with Robert Leahy
Chief Information Officer
Goddard Space Flight Center, NASA

“Making sure we have the tools and mechanisms are two hiring challenges we are going to face in the future as how we work evolves and our work environment changes. What will we need to consider with our job announcements and the criteria for selecting employees?”

Liteshia Dennis,
Office Chief, Headquarter IT Office, Goddard Space Flight Center, NASA

The ability to attract and secure candidates requires a strategy

Despite prioritizing recruiting, IT departments see candidate experience as THE last Priority, either not focusing on it or relegating it to HR

Candidate experience is listed as one of the bottom IT challenges, but without a positive experience, securing the talent you want will be difficult.

Candidate experience starts with articulating your unique culture, benefits, and opportunities for development and innovative work as well as outlining flexible working options within an employer brand. Defining an employee value proposition is key to marketing your roles to potential employees.

81% of respondents' rate culture as very important when considering a potential employer. (Info-Tech IT Talent Trends 2022 Survey)

Tactics Used in Job Postings to Position the Organization Favorably as a Potential Employer

Horizontal bar chart measuring percentage of survey responses about tactics used in job postings. The top tactics are 'Culture, 40%', 'Benefits, 40%', 'Opportunity for Innovative Work, 30%', and 'Professional Development, 30%'.(Info-Tech IT Talent Trends 2022 Survey)

Case Study: Increasing talent pool at Info-Tech Research Group

Strong sales leads to growth in operation capacity

Info-Tech Research Group is an IT research & advisory firm helping IT leaders make strategic, timely, and well-informed decisions. Our actionable tools and analyst guidance ensure IT organizations achieve measurable results.

The business has grown rapidly over the last couple of years, creating a need to recruit additional talent who were highly skilled in technical applications and approaches.

In response, approval was given to expand headcount within Research for fiscal year 2022 and to establish a plan for continual expansion as revenue continues to grow.

Looking for deep technical expertise with a passion for helping our members

Hiring for our research department requires talent who are typically subject matter experts within their own respective IT domains and interested in and capable of developing research and advising clients through calls and workshops.

This combination of skills, experience, and interest can be challenging to find, especially in an IT labor market that is more competitive than ever.

Photo of Tracy-Lynn Reid, Practice Lead.

Interview with Practice Lead Tracy-Lynn Reid

Focus on Candidate Experience increases successful hire rate

The senior leadership team established a project to focus on recruiting for net-new and open roles. A dedicated resource was assigned and used guidance from our research to enhance our hiring process to reduce time to hire and expand our candidate pool. Senior leaders stayed actively involved to provide feedback.

The hiring process was improved by including panel interviews with interview protocols and a rubric to evaluate all candidates equitably.

The initial screening conversation now includes a discussion on benefits, including remote and flexible work offerings, learning and development budget, support for post-secondary education, and our Buy-a-Book program.

As a result, about 70% of the approved net-new headcount was hired within 12 weeks, with recruitment ongoing.

Mergers & Acquisitions: The Sell Blueprint

  • Buy Link or Shortcode: {j2store}324|cart{/j2store}
  • member rating overall impact: N/A
  • member rating average dollars saved: N/A
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  • Parent Category Name: IT Strategy
  • Parent Category Link: /it-strategy

There are four key scenarios or entry points for IT as the selling/divesting organization in M&As:

  • IT can suggest a divestiture to meet the business objectives of the organization.
  • IT is brought in to strategy plan the sale/divestiture from both the business’ and IT’s perspectives.
  • IT participates in due diligence activities and complies with the purchasing organization’s asks.
  • IT needs to reactively prepare its environment to enable the separation.

Consider the ideal scenario for your IT organization.

Our Advice

Critical Insight

Divestitures are inevitable in modern business, and IT’s involvement in the process should be too. This progression is inspired by:

  • The growing trend for organizations to increase, decrease, or evolve through these types of transactions.
  • A maturing business perspective of IT, preventing the difficulty that IT is faced with when invited into the transaction process late.
  • Transactions that are driven by digital motivations, requiring IT’s expertise.
  • There never being such a thing as a true merger, making the majority of M&A activity either acquisitions or divestitures.

Impact and Result

Prepare for a sale/divestiture transaction by:

  • Recognizing the trend for organizations to engage in M&A activity and the increased likelihood that, as an IT leader, you will be involved in a transaction in your career.
  • Creating a standard strategy that will enable strong program management.
  • Properly considering all the critical components of the transaction and integration by prioritizing tasks that will reduce risk, deliver value, and meet stakeholder expectations.

Mergers & Acquisitions: The Sell Blueprint Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out how your organization can excel its reduction strategy by engaging in M&A transactions. Review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

1. Proactive Phase

Be an innovative IT leader by suggesting how and why the business should engage in an acquisition or divestiture.

  • One-Pager: M&A Proactive
  • Case Study: M&A Proactive
  • Information Asset Audit Tool
  • Data Valuation Tool
  • Enterprise Integration Process Mapping Tool
  • Risk Register Tool
  • Security M&A Due Diligence Tool
  • Service Catalog Internal Service Level Agreement Template

2. Discovery & Strategy

Create a standardized approach for how your IT organization should address divestitures or sales.

  • One-Pager: M&A Discovery & Strategy – Sell
  • Case Study: M&A Discovery & Strategy – Sell

3. Due Diligence & Preparation

Comply with due diligence, prepare the IT environment for carve-out possibilities, and establish the separation project plan.

  • One-Pager: M&A Due Diligence & Preparation – Sell
  • Case Study: M&A Due Diligence & Preparation – Sell
  • IT Due Diligence Charter
  • IT Culture Diagnostic
  • M&A Separation Project Management Tool (SharePoint)
  • SharePoint Template: Step-by-Step Deployment Guide
  • M&A Separation Project Management Tool (Excel)

4. Execution & Value Realization

Deliver on the separation project plan successfully and communicate IT’s transaction value to the business.

  • One-Pager: M&A Execution & Value Realization – Sell
  • Case Study: M&A Execution & Value Realization – Sell

Infographic

Workshop: Mergers & Acquisitions: The Sell Blueprint

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

1 Pre-Transaction Discovery & Strategy

The Purpose

Establish the transaction foundation.

Discover the motivation for divesting or selling.

Formalize the program plan.

Create the valuation framework.

Strategize the transaction and finalize the M&A strategy and approach.

Key Benefits Achieved

All major stakeholders are on the same page.

Set up crucial elements to facilitate the success of the transaction.

Have a repeatable transaction strategy that can be reused for multiple organizations.

Activities

1.1 Conduct the CIO Business Vision and CEO-CIO Alignment diagnostics.

1.2 Identify key stakeholders and outline their relationship to the M&A process.

1.3 Understand the rationale for the company's decision to pursue a divestiture or sale.

1.4 Assess the IT/digital strategy.

1.5 Identify pain points and opportunities tied to the divestiture/sale.

1.6 Create the IT vision statement and mission statement and identify IT guiding principles and the transition team.

1.7 Document the M&A governance.

1.8 Establish program metrics.

1.9 Create the valuation framework.

1.10 Establish the separation strategy.

1.11 Conduct a RACI.

1.12 Create the communication plan.

1.13 Prepare to assess target organizations.

Outputs

Business perspectives of IT

Stakeholder network map for M&A transactions

Business context implications for IT

IT’s divestiture/sale strategic direction

Governance structure

M&A program metrics

IT valuation framework

Separation strategy

RACI

Communication plan

Prepared to assess target organization(s)

2 Mid-Transaction Due Diligence & Preparation

The Purpose

Establish the foundation.

Discover the motivation for separation.

Identify expectations and create the carve-out roadmap.

Prepare and manage employees.

Plan the separation roadmap.

Key Benefits Achieved

All major stakeholders are on the same page.

Methodology identified to enable compliance during due diligence.

Employees are set up for a smooth and successful transition.

Separation activities are planned and assigned.

Activities

2.1 Gather and evaluate the stakeholders involved, M&A strategy, future-state operating model, and governance.

2.2 Review the business rationale for the divestiture/sale.

2.3 Establish the separation strategy.

2.4 Create the due diligence charter.

2.5 Create a list of IT artifacts to be reviewed in the data room.

2.6 Create a carve-out roadmap.

2.7 Create a service/technical transaction agreement.

2.8 Measure staff engagement.

2.9 Assess the current culture and identify the goal culture.

2.10 Create employee transition and functional workplans.

2.11 Establish the separation roadmap.

2.12 Establish and align project metrics with identified tasks.

2.13 Estimate integration costs.

Outputs

Stakeholder map

IT strategy assessed

IT operating model and IT governance structure defined

Business context implications for IT

Separation strategy

Due diligence charter

Data room artifacts

Carve-out roadmap

Service/technical transaction agreement

Engagement assessment

Culture assessment

Employee transition and functional workplans

Integration roadmap and associated resourcing

3 Post-Transaction Execution & Value Realization

The Purpose

Establish the transaction foundation.

Discover the motivation for separation.

Plan the separation roadmap.

Prepare employees for the transition.

Engage in separation.

Assess the transaction outcomes.

Key Benefits Achieved

All major stakeholders are on the same page.

Separation activities are planned and assigned.

Employees are set up for a smooth and successful transition.

Separation strategy and roadmap are executed to benefit the organization.

Review what went well and identify improvements to be made in future transactions.

Activities

3.1 Identify key stakeholders and outline their relationship to the M&A process.

3.2 Gather and evaluate the M&A strategy, future-state operating model, and governance.

3.3 Review the business rationale for the divestiture/sale.

3.4 Establish the separation strategy.

3.5 Prioritize separation tasks.

3.6 Establish the separation roadmap.

3.7 Establish and align project metrics with identified tasks.

3.8 Estimate separation costs.

3.9 Measure staff engagement.

3.10 Assess the current culture and identify the goal culture.

3.11 Create employee transition and functional workplans.

3.12 Complete the separation by regularly updating the project plan.

3.13 Assess the service/technical transaction agreement.

3.14 Confirm separation costs.

3.15 Review IT’s transaction value.

3.16 Conduct a transaction and separation SWOT.

3.17 Review the playbook and prepare for future transactions.

Outputs

M&A transaction team

Stakeholder map

IT strategy assessed

IT operating model and IT governance structure defined

Business context implications for IT

Separation strategy

Separation roadmap and associated resourcing

Engagement assessment

Culture assessment

Employee transition and functional workplans

Updated separation project plan

Evaluated service/technical transaction agreement

SWOT of transaction

M&A Sell Playbook refined for future transactions

Further reading

Mergers & Acquisitions: The Sell Blueprint

For IT leaders who want to have a role in the transaction process when their business is engaging in an M&A sale or divestiture.

EXECUTIVE BRIEF

Analyst Perspective

Don’t wait to be invited to the M&A table, make it.

Photo of Brittany Lutes, Research Analyst, CIO Practice, Info-Tech Research Group.
Brittany Lutes
Research Analyst,
CIO Practice
Info-Tech Research Group
Photo of Ibrahim Abdel-Kader, Research Analyst, CIO Practice, Info-Tech Research Group.
Ibrahim Abdel-Kader
Research Analyst,
CIO Practice
Info-Tech Research Group

IT has always been an afterthought in the M&A process, often brought in last minute once the deal is nearly, if not completely, solidified. This is a mistake. When IT is brought into the process late, the business misses opportunities to generate value related to the transaction and has less awareness of critical risks or inaccuracies.

To prevent this mistake, IT leadership needs to develop strong business relationships and gain respect for their innovative suggestions. In fact, when it comes to modern M&A activity, IT should be the ones suggesting potential transactions to meet business needs, specifically when it comes to modernizing the business or adopting digital capabilities.

IT needs to stop waiting to be invited to the acquisition or divestiture table. IT needs to suggest that the table be constructed and actively work toward achieving the strategic objectives of the business.

Executive Summary

Your Challenge

There are four key scenarios or entry points for IT as the selling/divesting organization in M&As:

  • IT can suggest a divestiture to meet the business objectives of the organization.
  • IT is brought in to strategy plan the sale/divestiture from both the business’ and IT’s perspectives.
  • IT participates in due diligence activities and complies with the purchasing organization’s asks.
  • IT needs to reactively prepare its environment to enable the separation.

Consider the ideal scenario for your IT organization.

Common Obstacles

Some of the obstacles IT faces include:

  • IT is often told about the transaction once the deal has already been solidified and is now forced to meet unrealistic business demands.
  • The business does not trust IT and therefore does not approach IT to define value or reduce risks to the transaction process.
  • The people and culture element is forgotten or not given adequate priority.

These obstacles often arise when IT waits to be invited into the transaction process and misses critical opportunities.

Info-Tech's Approach

Prepare for a sale/divestiture transaction by:

  • Recognizing the trend for organizations to engage in M&A activity and the increased likelihood that, as an IT leader, you will be involved in a transaction in your career.
  • Creating a standard strategy that will enable strong program management.
  • Properly considering all the critical components of the transaction and integration by prioritizing tasks that will reduce risk, deliver value, and meet stakeholder expectations.

Info-Tech Insight

As the number of merger, acquisition, and divestiture transactions continues to increase, so too does IT’s opportunity to leverage the growing digital nature of these transactions and get involved at the onset.

The changing M&A landscape

Businesses will embrace more digital M&A transactions in the post-pandemic world

  • When the pandemic occurred, businesses reacted by either pausing (61%) or completely cancelling (46%) deals that were in the mid-transaction state (Deloitte, 2020). The uncertainty made many organizations consider whether the risks would be worth the potential benefits.
  • However, many organizations quickly realized the pandemic is not a hindrance to M&A transactions but an opportunity. Over 16,000 American companies were involved in M&A transactions in the first six months of 2021 (The Economist). For reference, this had been averaging around 10,000 per six months from 2016 to 2020.
  • In addition to this transaction growth, organizations have increasingly been embracing digital. These trends increase the likelihood that, as an IT leader, you will engage in an M&A transaction. However, it is up to you when you get involved in the transactions.

The total value of transactions in the year after the pandemic started was $1.3 billion – a 93% increase in value compared to before the pandemic. (Nasdaq)

71% of technology companies anticipate that divestitures will take place as a result of the COVID-19 pandemic. (EY, 2020)

Your challenge

IT is often not involved in the M&A transaction process. When it is, it’s often too late.

  • The most important driver of an acquisition is the ability to access new technology (DLA Piper), and yet 50% of the time, IT isn’t involved in the M&A transaction at all (IMAA Institute, 2017).
  • Additionally, IT’s lack of involvement in the process negatively impacts the business:
    • Most organizations (60%) do not have a standardized approach to integration (Steeves and Associates), let alone separation.
    • Two-thirds of the time, the divesting organization and acquiring organization will either fail together or succeed together (McKinsey, 2015).
    • Less than half (47%) of organizations actually experience the positive results sought by the M&A transaction (Steeves and Associates).
  • Organizations pursuing M&A and not involving IT are setting themselves up for failure.

Only half of M&A deals involve IT (Source: IMAA Institute, 2017)

Common Obstacles

These barriers make this challenge difficult to address for many organizations:

  • IT is rarely afforded the opportunity to participate in the transaction deal. When IT is invited, this often happens later in the process where separation will be critical to business continuity.
  • IT has not had the opportunity to demonstrate that it is a valuable business partner in other business initiatives.
  • One of the most critical elements that IT often doesn’t take the time or doesn’t have the time to focus on is the people and leadership component.
  • IT waits to be invited to the process rather then actively involving themselves and suggesting how value can be added to the process.

In hindsight, it’s clear to see: Involving IT is just good business.

47% of senior leaders wish they would have spent more time on IT due diligence to prevent value erosion. (Source: IMAA Institute, 2017)

“Solutions exist that can save well above 50 percent on divestiture costs, while ensuring on-time delivery.” (Source: SNP)

Info-Tech's approach

Acquisitions & Divestitures Framework

Acquisitions and divestitures are inevitable in modern business, and IT’s involvement in the process should be too. This progression is inspired by:

  1. The growing trend for organizations to increase, decrease, or evolve through these types of transactions.
  2. Transactions that are driven by digital motivations, requiring IT’s expertise.
  3. A maturing business perspective of IT, preventing the difficulty that IT is faced with when invited into the transaction process late.
  4. There never being such a thing as a true merger, making the majority of M&A activity either acquisitions or divestitures.
A diagram highlighting the 'IT Executives' Role in Acquisitions and Divestitures' when they are integrated at different points in the 'Core Business Timeline'. There are four main entry points 'Proactive', 'Discovery and Strategy', 'Due Diligence and Preparation', and 'Execution and Value Realized'. It is highlighted that IT can and should start at 'Proactive', but most organizations start at 'Execution and Value Realized'. 'Proactive': suggest opportunities to evolve the organization; prove IT's value and engage in growth opportunities early. Innovators start here. Steps of the business timeline in 'Proactive' are 'Organization strategies are defined' and 'M and A is considered to enable strategy'. After a buy or sell transaction is initiated is 'Discovery and Strategy': pre-transaction state. If it is a Buy transaction, 'Establish IT's involvement and approach'. If it is a Sell transaction, 'Prepare to engage in negotiations'. Business Partners start here. Steps of the business timeline in 'Discovery and Strategy' are 'Searching criteria is set', 'Potential candidates are considered', and 'LOI is sent/received'. 'Due Diligence and Preparation': mid-transaction state. If it is a Buy transaction, 'Identify potential transaction benefits and risks'. If it is a Sell transaction, 'Comply, communicate, and collaborate in transaction'. Trusted Operators start here. Steps of the business timeline in 'Due Diligence and Preparation' are 'Due diligence engagement occurs', 'Final agreement is reached', and 'Preparation for transaction execution occurs'. 'Execution and Value Realization': post-transaction state. If it is a Buy transaction, 'Integrate the IT environments and achieve business value'. If it is a Sell transaction, 'Separate the IT environment and deliver on transaction terms'. Firefighters start here. Steps of the business timeline in 'Execution and Value Realization' are 'Staff and operations are addressed appropriately', 'Day 1 of implementation and integration activities occurs', '1st 100 days of new entity state occur' and 'Ongoing risk mitigating and value creating activities occur'.

The business’ view of IT will impact how soon IT can get involved

There are four key entry points for IT

A colorful visualization of the four key entry points for IT and a fifth not-so-key entry point. Starting from the top: 'Innovator', Information and Technology as a Competitive Advantage, 90% Satisfaction; 'Business Partner', Effective Delivery of Strategic Business Projects, 80% Satisfaction; 'Trusted Operator', Enablement of Business Through Application and Work Orders, 70% Satisfaction; 'Firefighter', Reliable Infrastructure and IT Service Desk, 60% Satisfaction; and then 'Unstable', Inability to Consistently Deliver Basic Services, <60% Satisfaction.
  1. Innovator: IT suggests a sale or divestiture to meet the business objectives of the organization.
  2. Business Partner: IT is brought in to strategy plan the sale/divestiture from both the business’ and IT’s perspective.
  3. Trusted Operator: IT participates in due diligence activities and complies with the purchasing organization’s asks.
  4. Firefighter: IT needs to reactively prepare its environment in order to enable the separation.

Merger, acquisition, and divestiture defined

Merger

A merger looks at the equal combination of two entities or organizations. Mergers are rare in the M&A space, as the organizations will combine assets and services in a completely equal 50/50 split. Two organizations may also choose to divest business entities and merge as a new company.

Acquisition

The most common transaction in the M&A space, where an organization will acquire or purchase another organization or entities of another organization. This type of transaction has a clear owner who will be able to make legal decisions regarding the acquired organization.

Divestiture

An organization may decide to sell partial elements of a business to an acquiring organization. They will separate this business entity from the rest of the organization and continue to operate the other components of the business.

Info-Tech Insight

A true merger does not exist, as there is always someone initiating the discussion. As a result, most M&A activity falls into acquisition or divestiture categories.

Selling vs. buying

The M&A process approach differs depending on whether you are the selling or buying organization

This blueprint is only focused on the sell side:

  • Examples of sell-related scenarios include:
    • Your organization is selling to another organization with the intent of keeping its regular staff, operations, and location. This could mean minimal separation is required.
    • Your organization is selling to another organization with the intent of separating to be a part of the purchasing organization.
    • Your organization is engaging in a divestiture with the intent of:
      • Separating components to be part of the purchasing organization permanently.
      • Separating components to be part of a spinoff and establish a unit as a standalone new company.
  • As the selling organization, you could proactively seek out suitors to purchase all or components of your organization, or you could be approached by an organization.

The buy side is focused on:

  • More than two organizations could be involved in a transaction.
  • Examples of buy-related scenarios include:
    • Your organization is buying another organization with the intent of having the purchased organization keep its regular staff, operations, and location. This could mean minimal integration is required.
    • Your organization is buying another organization in its entirety with the intent of integrating it into your original company.
    • Your organization is buying components of another organization with the intent of integrating them into your original company.
  • As the purchasing organization, you will probably be initiating the purchase and thus will be valuating the selling organization during due diligence and leading the execution plan.

For more information on acquisitions or purchases, check out Info-Tech’s Mergers & Acquisitions: The Buy Blueprint.

Core business timeline

For IT to be valuable in M&As, you need to align your deliverables and your support to the key activities the business and investors are working on.

Info-Tech’s methodology for Selling Organizations in Mergers, Acquisitions, or Divestitures

1. Proactive

2. Discovery & Strategy

3. Due Diligence & Preparation

4. Execution & Value Realization

Phase Steps

  1. Identify Stakeholders and Their Perspective of IT
  2. Assess IT’s Current Value and Future State
  3. Drive Innovation and Suggest Growth Opportunities
  1. Establish the M&A Program Plan
  2. Prepare IT to Engage in the Separation or Sale
  1. Engage in Due Diligence and Prepare Staff
  2. Prepare to Separate
  1. Execute the Transaction
  2. Reflection and Value Realization

Phase Outcomes

Be an innovative IT leader by suggesting how and why the business should engage in an acquisition or divestiture.

Create a standardized approach for how your IT organization should address divestitures or sales.

Comply with due diligence, prepare the IT environment for carve-out possibilities, and establish the separation project plan.

Deliver on the separation project plan successfully and communicate IT’s transaction value to the business.

Metrics for each phase

1. Proactive

2. Discovery & Strategy

3. Valuation & Due Diligence

4. Execution & Value Realization

  • % Share of business innovation spend from overall IT budget
  • % Critical processes with approved performance goals and metrics
  • % IT initiatives that meet or exceed value expectation defined in business case
  • % IT initiatives aligned with organizational strategic direction
  • % Satisfaction with IT's strategic decision-making abilities
  • $ Estimated business value added through IT-enabled innovation
  • % Overall stakeholder satisfaction with IT
  • % Percent of business leaders that view IT as an Innovator
  • % IT budget as a percent of revenue
  • % Assets that are not allocated
  • % Unallocated software licenses
  • # Obsolete assets
  • % IT spend that can be attributed to the business (chargeback or showback)
  • % Share of CapEx of overall IT budget
  • % Prospective organizations that meet the search criteria
  • $ Total IT cost of ownership (before and after M&A, before and after rationalization)
  • % Business leaders that view IT as a Business Partner
  • % Defects discovered in production
  • $ Cost per user for enterprise applications
  • % In-house-built applications vs. enterprise applications
  • % Owners identified for all data domains
  • # IT staff asked to participate in due diligence
  • Change to due diligence
  • IT budget variance
  • Synergy target
  • % Satisfaction with the effectiveness of IT capabilities
  • % Overall end-customer satisfaction
  • $ Impact of vendor SLA breaches
  • $ Savings through cost-optimization efforts
  • $ Savings through application rationalization and technology standardization
  • # Key positions empty
  • % Frequency of staff turnover
  • % Emergency changes
  • # Hours of unplanned downtime
  • % Releases that cause downtime
  • % Incidents with identified problem record
  • % Problems with identified root cause
  • # Days from problem identification to root cause fix
  • % Projects that consider IT risk
  • % Incidents due to issues not addressed in the security plan
  • # Average vulnerability remediation time
  • % Application budget spent on new build/buy vs. maintenance (deferred feature implementation, enhancements, bug fixes)
  • # Time (days) to value realization
  • % Projects that realized planned benefits
  • $ IT operational savings and cost reductions that are related to synergies/divestitures
  • % IT staff–related expenses/redundancies
  • # Days spent on IT separation
  • $ Accurate IT budget estimates
  • % Revenue growth directly tied to IT delivery
  • % Profit margin growth

IT's role in the selling transaction

And IT leaders have a greater likelihood than ever of needing to support a merger, acquisition, or divestiture.

  1. Reduced Risk

    IT can identify risks that may go unnoticed when IT is not involved.
  2. Increased Accuracy

    The business can make accurate predictions around the costs, timelines, and needs of IT.
  3. Faster Integration

    Faster integration means faster value realization for the business.
  4. Informed Decision Making

    IT leaders hold critical information that can support the business in moving the transaction forward.
  5. Innovation

    IT can suggest new opportunities to generate revenue, optimize processes, or reduce inefficiencies.

The IT executive’s critical role is demonstrated by:

  • Reduced Risk

    47% of senior leaders wish they would have spent more time on IT due diligence to prevent value erosion (IMAA Institute, 2017).
  • Increased Accuracy

    Sellers often only provide 15 to 30 days for the acquiring organization to decide (Forbes, 2018), increasing the necessity of accurate pricing.
  • Faster Integration

    36% of CIOs have visibility into only business unit data, making the divestment a challenge (EY, 2021).
  • Informed Decision Making

    Only 38% of corporate and 22% of private equity firms include IT as a significant aspect in their transaction approach (IMAA Institute, 2017).
  • Innovation

    Successful CIOs involved in M&As can spend 70% of their time on aspects outside of IT and 30% of their time on technology and delivery (CIO).

Playbook benefits

IT Benefits

  • IT will be seen as an innovative partner to the business, and its suggestions and involvement in the organization will lead to benefits, not hindrances.
  • Develop a streamlined method to prepare the IT environment for potential carve-out and separations, ensuring risk management concerns are brought to the business’ attention immediately.
  • Create a comprehensive list of items that IT needs to do during the separation that can be prioritized and actioned.

Business Benefits

  • The business will get accurate and relevant information about its IT environment in order to sell or divest the company to the highest bidder for a true price.
  • Fewer business interruptions will happen, because IT can accurately plan for and execute the high-priority separation tasks.
  • The business can obtain a high-value offer for the components of IT being sold and can measure the ongoing value the sale will bring.

Insight summary

Overarching Insight

IT controls if and when it gets invited to support the business through a purchasing growth transaction. Take control of the process, demonstrate the value of IT, and ensure that separation of IT environments does not lead to unnecessary and costly decisions.

Proactive Insight

CIOs on the forefront of digital transformation need to actively look for and suggest opportunities to acquire or partner on new digital capabilities to respond to rapidly changing business needs.

Discovery & Strategy Insight

IT organizations that have an effective M&A program plan are more prepared for the transaction, enabling a successful outcome. A structured strategy is particularly necessary for organizations expected to deliver M&As rapidly and frequently.

Due Diligence & Preparation Insight

IT often faces unnecessary separation challenges because of a lack of preparation. Secure the IT environment and establish how IT will retain employees early in the transaction process.

Execution & Value Realization Insight

IT needs to demonstrate value and cost savings within 100 days of the transaction. The most successful transactions are when IT continuously realizes synergies a year after the transaction and beyond.

Blueprint deliverables

Key Deliverable: M&A Sell Playbook

The M&A Sell Playbook should be a reusable document that enables your IT organization to successfully deliver on any divestiture transaction.

Screenshots of the 'M and A Sell Playbook' deliverable.

M&A Sell One-Pager

See a one-page overview of each phase of the transaction.

Screenshots of the 'M and A Sell One-Pagers' deliverable.

M&A Sell Case Studies

Read a one-page case study for each phase of the transaction.

Screenshots of the 'M and A Sell Case Studies' deliverable.

M&A Separation Project Management Tool (SharePoint)

Manage the separation process of the divestiture/sale using this SharePoint template.

Screenshots of the 'M and A Separation Project Management Tool (SharePoint)' deliverable.

M&A Separation Project Management Tool (Excel)

Manage the separation process of the divestiture/sale using this Excel tool if you can’t or don’t want to use SharePoint.

Screenshots of the 'M and A Separation Project Management Tool (Excel)' deliverable.

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

DIY Toolkit

Guided Implementation

Workshop

Consulting

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

Diagnostics and consistent frameworks used throughout all four options

Guided Implementation

What does a typical GI on this topic look like?

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

A typical GI is between 6 to 10 calls over the course of 2 to 4 months.

    Proactive Phase

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

  • Call #2: Determine stakeholders and business perspectives on IT.
  • Call #3: Identify how M&A could support business strategy and how to communicate.
  • Due Diligence & Preparation Phase

  • Call #4: Establish a transaction team and divestiture/sale strategic direction.
  • Call #5: Create program metrics and identify a standard separation strategy.
  • Call #6: Prepare to carve out the IT environment.
  • Call #7: Identify the separation program plan.
  • Execution & Value Realization Phase

  • Call #8: Establish employee transitions to retain key staff.
  • Call #9: Assess IT’s ability to deliver on the divestiture/sale transaction.

The Sell Blueprint

Phase 1

Proactive

Phase 1

Phase 2 Phase 3 Phase 4
  • 1.1 Identify Stakeholders and Their Perspective of IT
  • 1.2 Assess IT’s Current Value and Future State
  • 1.3 Drive Innovation and Suggest Reduction Opportunities
  • 2.1 Establish the M&A Program Plan
  • 2.2 Prepare IT to Engage in the Separation or Sale
  • 3.1 Engage in Due Diligence and Prepare Staff
  • 3.2 Prepare to Separate
  • 4.1 Execute the Transaction
  • 4.2 Reflection and Value Realization

This phase will walk you through the following activities:

  • Conduct the CEO-CIO Alignment diagnostic
  • Conduct the CIO Business Vision diagnostic
  • Visualize relationships among stakeholders to identify key influencers
  • Group stakeholders into categories
  • Prioritize your stakeholders
  • Plan to communicate
  • Valuate IT
  • Assess the IT/digital strategy
  • Determine pain points and opportunities
  • Align goals to opportunities
  • Recommend reduction opportunities

This phase involves the following participants:

  • IT and business leadership

What is the Proactive phase?

Embracing the digital drivers

As the number of merger, acquisition, or divestiture transactions driven by digital means continues to increase, IT has an opportunity to not just be involved in a transaction but actively seek out potential deals.

In the Proactive phase, the business is not currently considering a transaction. However, the business could consider one to reach its strategic goals. IT organizations that have developed respected relationships with the business leaders can suggest these potential transactions.

Understand the business’ perspective of IT, determine who the critical M&A stakeholders are, valuate the IT environment, and examine how it supports the business goals in order to suggest an M&A transaction.

In doing so, IT isn’t waiting to be invited to the transaction table – it’s creating it.

Goal: To support the organization in reaching its strategic goals by suggesting M&A activities that will enable the organization to reach its objectives faster and with greater-value outcomes.

Proactive Prerequisite Checklist

Before coming into the Proactive phase, you should have addressed the following:

  • Understand what mergers, acquisitions, and divestitures are.
  • Understand what mergers, acquisitions, and divestitures mean for the business.
  • Understand what mergers, acquisitions, and divestitures mean for IT.

Review the Executive Brief for more information on mergers, acquisitions, and divestitures for selling organizations.

Proactive

Step 1.1

Identify M&A Stakeholders and Their Perspective of IT

Activities

  • 1.1.1 Conduct the CEO-CIO Alignment diagnostic
  • 1.1.2 Conduct the CIO Business Vision diagnostic
  • 1.1.3 Visualize relationships among stakeholders to identify key influencers
  • 1.1.4 Group stakeholders into categories
  • 1.1.5 Prioritize your stakeholders
  • 1.16 Plan to communicate

This step involves the following participants:

  • IT executive leader
  • IT leadership
  • Critical M&A stakeholders

Outcomes of Step

Understand how the business perceives IT and establish strong relationships with critical M&A stakeholders.

Business executives' perspectives of IT

Leverage diagnostics and gain alignment on IT’s role in the organization

  • To suggest or get involved with a merger, acquisition, or divestiture, the IT executive leader needs to be well respected by other members of the executive leadership team and the business.
  • Specifically, the Proactive phase relies on the IT organization being viewed as an Innovator within the business.
  • Identify how the CEO/business executive currently views IT and where they would like IT to move within the Maturity Ladder.
  • Additionally, understand how other critical department leaders view IT and how they view the partnership with IT.
A colorful visualization titled 'Maturity Ladder' detailing levels of IT function that a business may choose from based on the business executives' perspectives of IT. Starting from the bottom: 'Struggle', Does not embarrass, Does not crash; 'Support', Keeps business happy, Keeps costs low; 'Optimize', Increases efficiency, Decreases costs; 'Expand', Extends into new business, Generates revenue; 'Transform', Creates new industry.

Misalignment in target state requires further communication between the CIO and CEO to ensure IT is striving toward an agreed-upon direction.

Info-Tech’s CIO Business Vision (CIO BV) diagnostic measures a variety of high-value metrics to provide a well-rounded understanding of stakeholder satisfaction with IT.

Sample of Info-Tech's CIO Business Vision diagnostic measuring percentages of high-value metrics like 'IT Satisfaction' and 'IT Value' regarding business leader satisfaction. A note for these two reads 'Evaluate business leader satisfaction with IT this year and last year'. A section titled 'Relationship' has metrics such as 'Understands Needs' and 'Trains Effectively'. A note for this section reads 'Examine relationship indicators between IT and the business'. A section titled 'Security Friction' has metrics such as 'Regulatory Compliance-Driven' and 'Office/Desktop Security'.

Business Satisfaction and Importance for Core Services

The core services of IT are important when determining what IT should focus on. The most important services with the lowest satisfaction offer the largest area of improvement for IT to drive business value.

Sample of Info-Tech's CIO Business Vision diagnostic specifically comparing the business satisfaction of 12 core services with their importance. Services listed include 'Service Desk', 'IT Security', 'Requirements Gathering', 'Business Apps', 'Data Quality', and more. There is a short description of the services, a percentage for the business satisfaction with the service, a percentage comparing it to last year, and a numbered ranking of importance for each service. A note reads 'Assess satisfaction and importance across 12 core IT capabilities'.

1.1.1 Conduct the CEO-CIO Alignment diagnostic

2 weeks

Input: IT organization expertise and the CEO-CIO Alignment diagnostic

Output: An understanding of an executive business stakeholder’s perception of IT

Materials: M&A Sell Playbook, CEO-CIO Alignment diagnostic

Participants: IT executive/CIO, Business executive/CEO

  1. The CEO-CIO Alignment diagnostic can be a powerful input. Speak with your Info-Tech account representative to conduct the diagnostic. Use the results to inform current IT capabilities.
  2. You may choose to debrief the results of your diagnostic with an Info-Tech analyst. We recommend this to help your team understand how to interpret and draw conclusions from the results.
  3. Examine the results of the survey and note where there might be specific capabilities that could be improved.
  4. Determine whether there are any areas of significant disagreement between the you and the CEO. Mark down those areas for further conversations. Additionally, take note of areas that could be leveraged to support transactions or support your rationale in recommending transactions.

Download the sample report.

Record the results in the M&A Sell Playbook.

1.1.2 Conduct the CIO Business Vision diagnostic

2 weeks

Input: IT organization expertise, CIO BV diagnostic

Output: An understanding of business stakeholder perception of certain IT capabilities and services

Materials: M&A Buy Playbook, CIO Business Vision diagnostic

Participants: IT executive/CIO, Senior business leaders

  1. The CIO Business Vision (CIO BV) diagnostic can be a powerful tool for identifying IT capability focus areas. Speak with your account representative to conduct the CIO BV diagnostic. Use the results to inform current IT capabilities.
  2. You may choose to debrief the results of your diagnostic with an Info-Tech analyst. We recommend this to help your team understand how to interpret the results and draw conclusions from the diagnostic.
  3. Examine the results of the survey and take note of any IT services that have low scores.
  4. Read through the diagnostic comments and note any common themes. Especially note which stakeholders identified they have a favorable relationship with IT and which stakeholders identified they have an unfavorable relationship. For those who have an unfavorable relationship, identify if they will have a critical role in a growth transaction.

Download the sample report.

Record the results in the M&A Sell Playbook.

Create a stakeholder network map for M&A transactions

Follow the trail of breadcrumbs from your direct stakeholders to their influencers to uncover hidden stakeholders.

Example:

Diagram of stakeholders and their relationships with other stakeholders, such as 'Board Members', 'CFO/Finance', 'Compliance', etc. with 'CIO/IT Leader' highlighted in the middle. There are unidirectional black arrows and bi-directional green arrows indicating each connection.

    Legend
  • Black arrows indicate the direction of professional influence
  • Dashed green arrows indicate bidirectional, informal influence relationships

Info-Tech Insight

Your stakeholder map defines the influence landscape that the M&A transaction will occur within. This will identify who holds various levels of accountability and decision-making authority when a transaction does take place.

Use connectors to determine who may be influencing your direct stakeholders. They may not have any formal authority within the organization, but they may have informal yet substantial relationships with your stakeholders.

1.1.3 Visualize relationships among stakeholders to identify key influencers

1-3 hours

Input: List of M&A stakeholders

Output: Relationships among M&A stakeholders and influencers

Materials: Flip charts, Markers, Sticky notes, M&A Sell Playbook

Participants: IT executive leadership

  1. The purpose of this activity is to list all the stakeholders within your organization that will have a direct or indirect impact on the M&A transaction.
  2. Determine the critical stakeholders, and then determine the stakeholders of your stakeholders and consider adding each of them to the stakeholder list.
  3. Assess who has either formal or informal influence over your stakeholders; add these influencers to your stakeholder list.
  4. Construct a diagram linking stakeholders and their influencers together.
    • Use black arrows to indicate the direction of professional influence.
    • Use dashed green arrows to indicate bidirectional, informal influence relationships.

Record the results in the M&A Sell Playbook.

Categorize your stakeholders with a prioritization map

A stakeholder prioritization map helps IT leaders categorize their stakeholders by their level of influence and ownership in the merger, acquisition, or divestiture process.

A prioritization map of stakeholder categories split into four quadrants. The vertical axis is 'Influence', from low on the bottom to high on top. The horizontal axis is 'Ownership/Interest', from low on the left to high on the right. 'Spectators' are low influence, low ownership/interest. 'Mediators' are high influence, low ownership/interest. 'Noisemakers' are low influence, high ownership/interest. 'Players' are high influence, high ownership/interest.

There are four areas in the map, and the stakeholders within each area should be treated differently.

Players – players have a high interest in the initiative and the influence to effect change over the initiative. Their support is critical, and a lack of support can cause significant impediment to the objectives.

Mediators – mediators have a low interest but significant influence over the initiative. They can help to provide balance and objective opinions to issues that arise.

Noisemakers – noisemakers have low influence but high interest. They tend to be very vocal and engaged, either positively or negatively, but have little ability to enact their wishes.

Spectators – generally, spectators are apathetic and have little influence over or interest in the initiative.

1.1.4 Group stakeholders into categories

30 minutes

Input: Stakeholder map, Stakeholder list

Output: Categorization of stakeholders and influencers

Materials: Flip charts, Markers, Sticky notes, M&A Sell Playbook

Participants: IT executive leadership, Stakeholders

  1. Identify your stakeholders’ interest in and influence on the M&A process as high, medium, or low by rating the attributes below.
  2. Map your results to the model to the right to determine each stakeholder’s category.

Same prioritization map of stakeholder categories as before. This one has specific stakeholders mapped onto it. 'CFO' is mapped as low interest and middling influence, between 'Mediator' and 'Spectator'. 'CIO' is mapped as higher than average interest and high influence, a 'Player'. 'Board Member' is mapped as high interest and high influence, a 'Player'.

Level of Influence
  • Power: Ability of a stakeholder to effect change.
  • Urgency: Degree of immediacy demanded.
  • Legitimacy: Perceived validity of stakeholder’s claim.
  • Volume: How loud their “voice” is or could become.
  • Contribution: What they have that is of value to you.
Level of Interest

How much are the stakeholder’s individual performance and goals directly tied to the success or failure of the product?

Record the results in the M&A Sell Playbook.

Prioritize your stakeholders

There may be too many stakeholders to be able to manage them all. Focus your attention on the stakeholders that matter most.

Level of Support

Supporter

Evangelist

Neutral

Blocker

Stakeholder Category Player Critical High High Critical
Mediator Medium Low Low Medium
Noisemaker High Medium Medium High
Spectator Low Irrelevant Irrelevant Low

Consider the three dimensions for stakeholder prioritization: influence, interest, and support. Support can be determined by answering the following question: How significant is that stakeholder to the M&A or divestiture process?

These parameters are used to prioritize which stakeholders are most important and should receive your focused attention.

1.1.5 Prioritize your stakeholders

30 minutes

Input: Stakeholder matrix

Output: Stakeholder and influencer prioritization

Materials: Flip charts, Markers, Sticky notes, M&A Sell Playbook

Participants: IT executive leadership, M&A/divestiture stakeholders

  1. Identify the level of support of each stakeholder by answering the following question: How significant is that stakeholder to the M&A transaction process?
  2. Prioritize your stakeholders using the prioritization scheme on the previous slide.

Stakeholder

Category

Level of Support

Prioritization

CMO Spectator Neutral Irrelevant
CIO Player Supporter Critical

Record the results in the M&A Sell Playbook.

Define strategies for engaging stakeholders by type

A revisit to the map of stakeholder categories, but with strategies listed for each one, and arrows on the side instead of an axis. The vertical arrow is 'Authority', which increases upward, and the horizontal axis is Ownership/Interest which increases as it moves to the right. The strategy for 'Players' is 'Engage', for 'Mediators' is 'Satisfy', for 'Noisemakers' is 'Inform', and for 'Spectators' is 'Monitor'.

Type

Quadrant

Actions

Players High influence, high interest – actively engage Keep them updated on the progress of the project. Continuously involve Players in the process and maintain their engagement and interest by demonstrating their value to its success.
Mediators High influence, low interest – keep satisfied They can be the game changers in groups of stakeholders. Turn them into supporters by gaining their confidence and trust and including them in important decision-making steps. In turn, they can help you influence other stakeholders.
Noisemakers Low influence, high interest – keep informed Try to increase their influence (or decrease it if they are detractors) by providing them with key information, supporting them in meetings, and using Mediators to help them.
Spectators Low influence, low interest – monitor They are followers. Keep them in the loop by providing clarity on objectives and status updates.

Info-Tech Insight

Each group of stakeholders draws attention and resources away from critical tasks. By properly identifying stakeholder groups, the IT executive leader can develop corresponding actions to manage stakeholders in each group. This can dramatically reduce wasted effort trying to satisfy Spectators and Noisemakers while ensuring the needs of Mediators and Players are met.

1.1.6 Plan to communicate

30 minutes

Input: Stakeholder priority, Stakeholder categorization, Stakeholder influence

Output: Stakeholder communication plan

Materials: Flip charts, Markers, Sticky notes, M&A Sell Playbook

Participants: IT executive leadership, M&A/divestiture stakeholders

The purpose of this activity is to make a communication plan for each of the stakeholders identified in the previous activities, especially those who will have a critical role in the M&A transaction process.

  1. In the M&A Sell Playbook, input the type of influence each stakeholder has on IT, how they would be categorized in the M&A process, and their level of priority. Use this information to create a communication plan.
  2. Determine the methods and frequency of communication to keep the necessary stakeholder satisfied and maintain or enhance IT’s profile within the organization.

Record the results in the M&A Sell Playbook.

Proactive

Step 1.2

Assess IT’s Current Value and Method to Achieve a Future State

Activities

  • 1.2.1 Valuate IT
  • 1.2.2 Assess the IT/digital strategy

This step involves the following participants:

  • IT executive leader
  • IT leadership
  • Critical stakeholders to M&A

Outcomes of Step

Identify critical opportunities to optimize IT and meet strategic business goals through a merger, acquisition, or divestiture.

How to valuate your IT environment

And why it matters so much

  • Valuating your current organization’s IT environment is a critical step that all IT organizations should take, whether involved in an M&A or not, to fully understand what it might be worth.
  • The business investments in IT can be directly translated into a value amount. For every $1 invested in IT, the business might be gaining $100 in value back or possibly even loosing $100.
  • Determining, documenting, and communicating this information ensures that the business takes IT’s suggestions seriously and recognizes why investing in IT is so critical.
  • There are three ways a business or asset can be valuated:
    • Cost Approach: Look at the costs associated with building, purchasing, replacing, and maintaining a given aspect of the business.
    • Market Approach: Look at the relative value of a particular aspect of the business. Relative value can fluctuate and depends on what the markets and consequently society believe that particular element is worth.
    • Discounted Cash Flow Approach: Focus on what the potential value of the business could be or the intrinsic value anticipated due to future profitability.
  • (Source: “Valuation Methods,” Corporate Finance Institute)

Four ways to create value through digital

  1. Reduced costs
  2. Improved customer experience
  3. New revenue sources
  4. Better decision making
  5. (Source: McKinsey & Company)

1.2.1 Valuate IT

1 day

Input: Valuation of data, Valuation of applications, Valuation of infrastructure and operations, Valuation of security and risk

Output: Valuation of IT

Materials: Relevant templates/tools listed on the following slides, Capital budget, Operating budget, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership

The purpose of this activity is to demonstrate that IT is not simply an operational functional area that diminishes business resources. Rather, IT contributes significant value to the business.

  1. Review each of the following slides to valuate IT’s data, applications, infrastructure and operations, and security and risk. These valuations consider several tangible and intangible factors and result in a final dollar amount.
  2. Input the financial amounts identified for each critical area into a summary slide. Use this information to determine where IT is delivering value to the organization.

Info-Tech Insight

Consistency is key when valuating your IT organization as well as other IT organizations throughout the transaction process.

Record the results in the M&A Sell Playbook.

Data valuation

Data valuation identifies how you monetize the information that your organization owns.

Create a data value chain for your organization

When valuating the information and data that exists in an organization, there are many things to consider.

Info-Tech has two tools that can support this process:

  1. Information Asset Audit Tool: Use this tool first to take inventory of the different information assets that exist in your organization.
  2. Data Valuation Tool: Once information assets have been accounted for, valuate the data that exists within those information assets.

Data Collection

Insight Creation

Value Creation

Data Valuation

01 Data Source
02 Data Collection Method
03 Data
04 Data Analysis
05 Insight
06 Insight Delivery
07 Consumer
08 Value in Data
09 Value Dimension
10 Value Metrics Group
11 Value Metrics
Screenshots of Tab 2 of Info-Tech's Data Valuation Tool.

Instructions

  1. Using the Data Valuation Tool, start gathering information based on the eight steps above to understand your organization’s journey from data to value.
  2. Identify the data value spectrum. (For example: customer sales service, citizen licensing service, etc.)
  3. Fill out the columns for data sources, data collection, and data first.
  4. Capture data analysis and related information.
  5. Then capture the value in data.
  6. Add value dimensions such as usage, quality, and economic dimensions.
    • Remember that economic value is not the only dimension, and usage/quality has a significant impact on economic value.
  7. Collect evidence to justify your data valuation calculator (market research, internal metrics, etc.).
  8. Finally, calculate the value that has a direct correlation with underlying value metrics.

Application valuation

Calculate the value of your IT applications

When valuating the applications and their users in an organization, consider using a business process map. This shows how business is transacted in the company by identifying which IT applications support these processes and which business groups have access to them. Info-Tech has a business process mapping tool that can support this process:

  • Enterprise Integration Process Mapping Tool: Complete this tool first to map the different business processes to the supporting applications in your organization.

Instructions

  1. Start by calculating user costs. This is the multiplication of: (# of users) × (% of time spent using IT) × (fully burdened salary).
  2. Identify the revenue per employee and divide that by the average cost per employee to calculate the derived productivity ratio (DPR).
  3. Once you have calculated the user costs and DPR, multiply those total values together to get the application value.
  4. User Costs

    Total User Costs

    Derived Productivity Ratio (DPR)

    Total DPR

    Application Value

    # of users % time spent using IT Fully burdened salary Multiply values from the 3 user costs columns Revenue per employee Average cost per employee (Revenue P.E) ÷ (Average cost P.E) (User costs) X (DPR)

  5. Once the total application value is established, calculate the combined IT and business costs of delivering that value. IT and business costs include inflexibility (application maintenance), unavailability (downtime costs, including disaster exposure), IT costs (common costs statistically allocated to applications), and fully loaded cost of active (full-time equivalent [FTE]) users.
  6. Calculate the net value of applications by subtracting the total IT and business costs from the total application value calculated in step 3.
  7. IT and Business Costs

    Total IT and Business Costs

    Net Value of Applications

    Application maintenance Downtime costs (include disaster exposure) Common costs allocated to applications Fully loaded costs of active (FTE) users Sum of values from the four IT and business costs columns (Application value) – (IT and business costs)

(Source: CSO)

Infrastructure valuation

Assess the foundational elements of the business’ information technology

The purpose of this exercise is to provide a high-level infrastructure valuation that will contribute to valuating your IT environment.

Calculating the value of the infrastructure will require different methods depending on the environment. For example, a fully cloud-hosted organization will have different costs than a fully on-premises IT environment.

Instructions:

  1. Start by listing all of the infrastructure-related items that are relevant to your organization.
  2. Once you have finalized your items column, identify the total costs/value of each item.
    • For example, total software costs would include servers and storage.
  3. Calculate the total cost/value of your IT infrastructure by adding all of values in the right column.

Item

Costs/Value

Hardware Assets Total Value +$3.2 million
Hardware Leased/Service Agreement -$
Software Purchased +$
Software Leased/Service Agreement -$
Operational Tools
Network
Disaster Recovery
Antivirus
Data Centers
Service Desk
Other Licenses
Total:

For additional support, download the M&A Runbook for Infrastructure and Operations.

Risk and security

Assess risk responses and calculate residual risk

The purpose of this exercise is to provide a high-level risk assessment that will contribute to valuating your IT environment. For a more in-depth risk assessment, please refer to the Info-Tech tools below:

  1. Risk Register Tool
  2. Security M&A Due Diligence Tool

Instructions

  1. Review the probability and impact scales below and ensure you have the appropriate criteria that align to your organization before you conduct a risk assessment.
  2. Identify the probability of occurrence and estimated financial impact for each risk category detail and fill out the table on the right. Customize the table as needed so it aligns to your organization.
  3. Probability of Risk Occurrence

    Occurrence Criteria
    (Classification; Probability of Risk Event Within One Year)

    Negligible Very Unlikely; ‹20%
    Very Low Unlikely; 20 to 40%
    Low Possible; 40 to 60%
    Moderately Low Likely; 60 to 80%
    Moderate Almost Certain; ›80%

Note: If needed, you can customize this scale with the severity designations that you prefer. However, make sure you are always consistent with it when conducting a risk assessment.

Financial & Reputational Impact

Budgetary and Reputational Implications
(Financial Impact; Reputational Impact)

Negligible (‹$10,000; Internal IT stakeholders aware of risk event occurrence)
Very Low ($10,000 to $25,000; Business customers aware of risk event occurrence)
Low ($25,000 to $50,000; Board of directors aware of risk event occurrence)
Moderately Low ($50,000 to $100,000; External customers aware of risk event occurrence)
Moderate (›$100,000; Media coverage or regulatory body aware of risk event occurrence)

Risk Category Details

Probability of Occurrence

Estimated Financial Impact

Estimated Severity (Probability X Impact)

Capacity Planning
Enterprise Architecture
Externally Originated Attack
Hardware Configuration Errors
Hardware Performance
Internally Originated Attack
IT Staffing
Project Scoping
Software Implementation Errors
Technology Evaluation and Selection
Physical Threats
Resource Threats
Personnel Threats
Technical Threats
Total:

1.2.2 Assess the IT/digital strategy

4 hours

Input: IT strategy, Digital strategy, Business strategy

Output: An understanding of an executive business stakeholder’s perception of IT, Alignment of IT/digital strategy and overall organization strategy

Materials: Computer, Whiteboard and markers, M&A Sell Playbook

Participants: IT executive/CIO, Business executive/CEO

The purpose of this activity is to review the business and IT strategies that exist to determine if there are critical capabilities that are not being supported.

Ideally, the IT and digital strategies would have been created following development of the business strategy. However, sometimes the business strategy does not directly call out the capabilities it requires IT to support.

  1. On the left half of the corresponding slide in the M&A Sell Playbook, document the business goals, initiatives, and capabilities. Input this information from the business or digital strategies. (If more space for goals, initiatives, or capabilities is needed, duplicate the slide).
  2. On the other half of the slide, document the IT goals, initiatives, and capabilities. Input this information from the IT strategy and digital strategy.

For additional support, see Build a Business-Aligned IT Strategy.

Record the results in the M&A Sell Playbook.

Proactive

Step 1.3

Drive Innovation and Suggest Growth Opportunities

Activities

  • 1.3.1 Determine pain points and opportunities
  • 1.3.2 Align goals with opportunities
  • 1.3.3 Recommend reduction opportunities

This step involves the following participants:

  • IT executive leader
  • IT leadership
  • Critical M&A stakeholders

Outcomes of Step

Establish strong relationships with critical M&A stakeholders and position IT as an innovative business partner that can suggest reduction opportunities.

1.3.1 Determine pain points and opportunities

1-2 hours

Input: CEO-CIO Alignment diagnostic, CIO Business Vision diagnostic, Valuation of IT environment, IT-business goals cascade

Output: List of pain points or opportunities that IT can address

Materials: Computer, Whiteboard and markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Business stakeholders

The purpose of this activity is to determine the pain points and opportunities that exist for the organization. These can be external or internal to the organization.

  1. Identify what opportunities exist for your organization. Opportunities are the potential positives that the organization would want to leverage.
  2. Next, identify pain points, which are the potential negatives that the organization would want to alleviate.
  3. Spend time considering all the options that might exist, and keep in mind what has been identified previously.

Opportunities and pain points can be trends, other departments’ initiatives, business perspectives of IT, etc.

Record the results in the M&A Sell Playbook.

1.3.2 Align goals with opportunities

1-2 hours

Input: CEO-CIO Alignment diagnostic, CIO Business Vision diagnostic, Valuation of IT environment, IT-business goals cascade, List of pain points and opportunities

Output: An understanding of an executive business stakeholder’s perception of IT, Foundations for reduction strategy

Materials: Computer, Whiteboard and markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Business stakeholders

The purpose of this activity is to determine whether a growth or separation strategy might be a good suggestion to the business in order to meet its business objectives.

  1. For the top three to five business goals, consider:
    1. Underlying drivers
    2. Digital opportunities
    3. Whether a growth or reduction strategy is the solution
  2. Just because a growth or reduction strategy is a solution for a business goal does not necessarily indicate M&A is the way to go. However, it is important to consider before you pursue suggesting M&A.

Record the results in the M&A Sell Playbook.

1.3.3 Recommend reduction opportunities

1-2 hours

Input: Growth or separation strategy opportunities to support business goals, Stakeholder communication plan, Rationale for the suggestion

Output: M&A transaction opportunities suggested

Materials: M&A Sell Playbook

Participants: IT executive/CIO, Business executive/CEO

The purpose of this activity is to recommend a merger, acquisition, or divestiture to the business.

  1. Identify which of the business goals the transaction would help solve and why IT is the one to suggest such a goal.
  2. Leverage the stakeholder communication plan identified previously to give insight into stakeholders who would have a significant level of interest, influence, or support in the process.

Info-Tech Insight

With technology and digital driving many transactions, leverage your organizations’ IT environment as an asset and reason why the divestiture or sale should happen, suggesting the opportunity yourself.

Record the results in the M&A Sell Playbook.

By the end of this Proactive phase, you should:

Be prepared to suggest M&A opportunities to support your company’s goals through sale or divestiture transactions

Key outcome from the Proactive phase

Develop progressive relationships and strong communication with key stakeholders to suggest or be aware of transformational opportunities that can be achieved through sale or divestiture strategies.

Key deliverables from the Proactive phase
  • Business perspective of IT examined
  • Key stakeholders identified and relationship to the M&A process outlined
  • Ability to valuate the IT environment and communicate IT’s value to the business
  • Assessment of the business, digital, and IT strategies and how M&As could support those strategies
  • Pain points and opportunities that could be alleviated or supported through an M&A transaction
  • Sale or divestiture recommendations

The Sell Blueprint

Phase 2

Discovery & Strategy

Phase 1

Phase 2

Phase 3Phase 4
  • 1.1 Identify Stakeholders and Their Perspective of IT
  • 1.2 Assess IT’s Current Value and Future State
  • 1.3 Drive Innovation and Suggest Reduction Opportunities
  • 2.1 Establish the M&A Program Plan
  • 2.2 Prepare IT to Engage in the Separation or Sale
  • 3.1 Engage in Due Diligence and Prepare Staff
  • 3.2 Prepare to Separate
  • 4.1 Execute the Transaction
  • 4.2 Reflection and Value Realization

This phase will walk you through the following activities:

  • Create the mission and vision
  • Identify the guiding principles
  • Create the future-state operating model
  • Determine the transition team
  • Document the M&A governance
  • Create program metrics
  • Establish the separation strategy
  • Conduct a RACI
  • Create the communication plan
  • Assess the potential organization(s)

This phase involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Company M&A team

Workshop Overview

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

Pre-Work

Day 1

Day 2

Day 3

Day 4

Day 5

Establish the Transaction FoundationDiscover the Motivation for Divesting or SellingFormalize the Program PlanCreate the Valuation FrameworkStrategize the TransactionNext Steps and Wrap-Up (offsite)

Activities

  • 0.1 Conduct the CIO Business Vision and CEO-CIO Alignment diagnostics
  • 0.2 Identify key stakeholders and outline their relationship to the M&A process
  • 0.3 Identify the rationale for the company's decision to pursue a divestiture or sale
  • 1.1 Review the business rationale for the divestiture/sale
  • 1.2 Assess the IT/digital strategy
  • 1.3 Identify pain points and opportunities tied to the divestiture/sale
  • 1.4 Create the IT vision statement, create the IT mission statement, and identify IT guiding principles
  • 2.1 Create the future-state operating model
  • 2.2 Determine the transition team
  • 2.3 Document the M&A governance
  • 2.4 Establish program metrics
  • 3.1 Valuate your data
  • 3.2 Valuate your applications
  • 3.3 Valuate your infrastructure
  • 3.4 Valuate your risk and security
  • 3.5 Combine individual valuations to make a single framework
  • 4.1 Establish the separation strategy
  • 4.2 Conduct a RACI
  • 4.3 Review best practices for assessing target organizations
  • 4.4 Create the communication plan
  • 5.1 Complete in-progress deliverables from previous four days
  • 5.2 Set up review time for workshop deliverables and to discuss next steps

Deliverables

  1. Business perspectives of IT
  2. Stakeholder network map for M&A transactions
  1. Business context implications for IT
  2. IT’s divestiture/sale strategic direction
  1. Operating model for future state
  2. Transition team
  3. Governance structure
  4. M&A program metrics
  1. IT valuation framework
  1. Separation strategy
  2. RACI
  3. Communication plan
  1. Completed M&A program plan and strategy
  2. Prepared to assess target organization(s)

What is the Discovery & Strategy phase?

Pre-transaction state

The Discovery & Strategy phase during a sale or divestiture is a unique opportunity for many IT organizations. IT organizations that can participate in the transaction at this stage are likely considered a strategic partner of the business.

For one-off sales/divestitures, IT being invited during this stage of the process is rare. However, for organizations that are preparing to engage in many divestitures over the coming years, this type of strategy will greatly benefit from IT involvement. Again, the likelihood of participating in an M&A transaction is increasing, making it a smart IT leadership decision to, at the very least, loosely prepare a program plan that can act as a strategic pillar throughout the transaction.

During this phase of the pre-transaction state, IT may be asked to participate in ensuring that the IT environment is able to quickly and easily carve out components/business lines and deliver on service-level agreements (SLAs).

Goal: To identify a repeatable program plan that IT can leverage when selling or divesting all or parts of the current IT environment, ensuring customer satisfaction and business continuity

Discovery & Strategy Prerequisite Checklist

Before coming into the Discovery & Strategy phase, you should have addressed the following:

  • Understand the business perspective of IT.
  • Know the key stakeholders and have outlined their relationship to the M&A process.
  • Be able to valuate the IT environment and communicate IT's value to the business.
  • Understand the rationale for the company's decision to pursue a sale or divestiture and the opportunities or pain points the sale should address.

Discovery & Strategy

Step 2.1

Establish the M&A Program Plan

Activities

  • 2.1.1 Create the mission and vision
  • 2.1.2 Identify the guiding principles
  • 2.1.3 Create the future-state operating model
  • 2.1.4 Determine the transition team
  • 2.1.5 Document the M&A governance
  • 2.1.6 Create program metrics

This step involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Company M&A team

Outcomes of Step

Establish an M&A program plan that can be repeated across sales/divestitures.

The vision and mission statements clearly articulate IT’s aspirations and purpose

The IT vision statement communicates a desired future state of the IT organization, whereas the IT mission statement portrays the organization’s reason for being. While each serves its own purpose, they should both be derived from the business context implications for IT.

Vision Statements

Mission Statements

Characteristics

  • Describe a desired future
  • Focus on ends, not means
  • Concise
  • Aspirational
  • Memorable
  • Articulate a reason for existence
  • Focus on how to achieve the vision
  • Concise
  • Easy to grasp
  • Sharply focused
  • Inspirational

Samples

To be a trusted advisor and partner in enabling business innovation and growth through an engaged IT workforce. (Source: Business News Daily) IT is a cohesive, proactive, and disciplined team that delivers innovative technology solutions while demonstrating a strong customer-oriented mindset. (Source: Forbes, 2013)

2.1.1 Create the mission and vision statements

2 hours

Input: Business objectives, IT capabilities, Rationale for the transaction

Output: IT’s mission and vision statements for reduction strategies tied to mergers, acquisitions, and divestitures

Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to create mission and vision statements that reflect IT’s intent and method to support the organization as it pursues a reduction strategy.

  1. Review the definitions and characteristics of mission and vision statements.
  2. Brainstorm different versions of the mission and vision statements.
  3. Edit the statements until you get to a single version of each that accurately reflects IT’s role in the reduction process.

Record the results in the M&A Sell Playbook.

Guiding principles provide a sense of direction

IT guiding principles are shared, long-lasting beliefs that guide the use of IT in constructing, transforming, and operating the enterprise by informing and restricting IT investment portfolio management, solution development, and procurement decisions.

A diagram illustrating the place of 'IT guiding principles' in the process of making 'Decisions on the use of IT'. There are four main items, connecting lines naming the type of process in getting from one step to the next, and a line underneath clarifying the questions asked at each step. On the far left, over the question 'What decisions should be made?', is 'Business context and IT implications'. This flows forward to 'IT guiding principles', and they are connected by 'Influence'. Next, over the question 'How should decisions be made?', is the main highlighted section. 'IT guiding principles' flows forward to 'Decisions on the use of IT', and they are connected by 'Guide and inform'. On the far right, over the question 'Who has the accountability and authority to make decisions?', is 'IT policies'. This flows back to 'Decisions on the use of IT', and they are connected by 'Direct and control'.

IT principles must be carefully constructed to make sure they are adhered to and relevant

Info-Tech has identified a set of characteristics that IT principles should possess. These characteristics ensure the IT principles are relevant and followed in the organization.

Approach focused. IT principles should be focused on the approach – how the organization is built, transformed, and operated – as opposed to what needs to be built, which is defined by both functional and non-functional requirements.

Business relevant. Create IT principles that are specific to the organization. Tie IT principles to the organization’s priorities and strategic aspirations.

Long lasting. Build IT principles that will withstand the test of time.

Prescriptive. Inform and direct decision making with actionable IT principles. Avoid truisms, general statements, and observations.

Verifiable. If compliance can’t be verified, people are less likely to follow the principle.

Easily Digestible. IT principles must be clearly understood by everyone in IT and by business stakeholders. IT principles aren’t a secret manuscript of the IT team. IT principles should be succinct; wordy principles are hard to understand and remember.

Followed. Successful IT principles represent a collection of beliefs shared among enterprise stakeholders. IT principles must be continuously communicated to all stakeholders to achieve and maintain buy-in.

In organizations where formal policy enforcement works well, IT principles should be enforced through appropriate governance processes.

Consider the example principles below

IT Principle Name

IT Principle Statement

1. Risk Management We will ensure that the organization’s IT Risk Management Register is properly updated to reflect all potential risks and that a plan of action against those risks has been identified.
2. Transparent Communication We will ensure employees are spoken to with respect and transparency throughout the transaction process.
3. Separation for Success We will create a carve-out strategy that enables the organization and clearly communicates the resources required to succeed.
4. Managed Data We will handle data creation, modification, separation, and use across the enterprise in compliance with our data governance policy.
5.Deliver Better Customer Service We will reduce the number of products offered by IT, enabling a stronger focus on specific products or elements to increase customer service delivery.
6. Compliance With Laws and Regulations We will operate in compliance with all applicable laws and regulations for both our organization and the potentially purchasing organization.
7. Defined Value We will create a plan of action that aligns with the organization’s defined value expectations.
8. Network Readiness We will ensure that employees and customers have immediate access to the network with minimal or no outages.
9. Value Generator We will leverage the current IT people, processes, and technology to turn the IT organization into a value generator by developing and selling our services to purchasing organizations.

2.1.2 Identify the guiding principles

2 hours

Input: Business objectives, IT capabilities, Rationale for the transaction, Mission and vision statements

Output: IT’s guiding principles for reduction strategies tied to mergers, acquisitions, and divestitures

Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to create the guiding principles that will direct the IT organization throughout the reduction strategy process.

  1. Review the role of guiding principles and the examples of guiding principles that organizations have used.
  2. Brainstorm different versions of the guiding principles. Each guiding principle should start with the phrase “We will…”
  3. Edit and consolidate the statements until you have a list of approximately eight to ten statements that accurately reflect IT’s role in the reduction process.
  4. Review the guiding principles every six months to ensure they continue to support the delivery of the business’ reduction strategy goals.

Record the results in the M&A Sell Playbook.

Create two IT teams to support the transaction

IT M&A Transaction Team

  • The IT M&A Transaction Team should consist of the strongest members of the IT team who can be expected to deliver on unusual or additional tasks not asked of them in normal day-to-day operations.
  • The roles selected for this team will have very specific skills sets or deliver on critical separation capabilities, making their involvement in the combination of two or more IT environments paramount.
  • These individuals need to have a history of proving themselves very trustworthy, as they will likely be required to sign an NDA as well.
  • Expect to have to certain duplicate capabilities or roles across the M&A Team and Operational Team.

IT Operational Team

  • This group is responsible for ensuring the business operations continue.
  • These employees might be those who are newer to the organization but can be counted on to deliver consistent IT services and products.
  • The roles of this team should ensure that end users or external customers remain satisfied.

Key capabilities to support M&A

Consider the following capabilities when looking at who should be a part of the IT Transaction Team.

Employees who have a significant role in ensuring that these capabilities are being delivered will be a top priority.

Infrastructure & Operations

  • System Separation
  • Data Management
  • Helpdesk/Desktop Support
  • Cloud/Server Management

Business Focus

  • Service-Level Management
  • Enterprise Architecture
  • Stakeholder Management
  • Project Management

Risk & Security

  • Privacy Management
  • Security Management
  • Risk & Compliance Management

Build a lasting and scalable operating model

An operating model is an abstract visualization, used like an architect’s blueprint, that depicts how structures and resources are aligned and integrated to deliver on the organization’s strategy.

It ensures consistency of all elements in the organizational structure through a clear and coherent blueprint before embarking on detailed organizational design.

The visual should highlight which capabilities are critical to attaining strategic goals and clearly show the flow of work so that key stakeholders can understand where inputs flow in and outputs flow out of the IT organization.

As you assess the current operating model, consider the following:

  • Does the operating model contain all the necessary capabilities your IT organization requires to be successful?
  • What capabilities should be duplicated?
  • Are there individuals with the skill set to support those roles? If not, is there a plan to acquire or develop those skills?
  • A dedicated project team strictly focused on M&A is great. However, is it feasible for your organization? If not, what blockers exist?
A diagram with 'Initiatives' and 'Solutions' on the left and right of an area chart, 'Customer' at the top, the area between them labelled 'Functional Area n', and six horizontal bars labelled 'IT Capability' stacked on top of each other. The 'IT Capability' bars are slightly skewed to the 'Solutions' side of the chart.

Info-Tech Insight

Investing time up-front getting the operating model right is critical. This will give you a framework to rationalize future organizational changes, allowing you to be more iterative and allowing your model to change as the business changes.

2.1.3 Create the future-state operating model

4 hours

Input: Current operating model, IT strategy, IT capabilities, M&A-specific IT capabilities, Business objectives, Rationale for the transaction, Mission and vision statements

Output: Future-state operating model for divesting organizations

Materials: Operating model, Capability overlay, Flip charts/whiteboard, Markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to establish what the future-state operating model will be if your organization needs to adjust to support a divestiture transaction. If your organization plans to sell in its entirety, you may choose to skip this activity.

  1. Ensuring that all the IT capabilities are identified by the business and IT strategy, document your organization’s current operating model.
  2. Identify what core capabilities would be critical to the divesting transaction process and separation. Highlight and make copies of those capabilities in the M&A Sell Playbook. As a result of divesting, there may also be capabilities that will become irrelevant in your future state.
  3. Ensure the capabilities that will be decentralized are clearly identified. Decentralized capabilities do not exist within the central IT organization but rather in specific lines of businesses, products, or locations to better understand needs and deliver on the capability.

An example operating model is included in the M&A Sell Playbook. This process benefits from strong reference architecture and capability mapping ahead of time.

Record the results in the M&A Sell Playbook.

2.1.4 Determine the transition team

3 hours

Input: IT capabilities, Future-state operating model, M&A-specific IT capabilities, Business objectives, Rationale for the transaction, Mission and vision statements

Output: Transition team

Materials: Reference architecture, Organizational structure, Flip charts/whiteboard, Markers

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to create a team that will support your IT organization throughout the transaction. Determining which capabilities and therefore which roles will be required ensures that the business will continue to get the operational support it needs.

  1. Based on the outcome of activity 2.1.3, review the capabilities that your organization will require on the transition team. Group capabilities into functional groups containing capabilities that are aligned well with one another because they have similar responsibilities and functionalities.
  2. Replace the capabilities with roles. For example, stakeholder management, requirements gathering, and project management might be one functional group. Project management and stakeholder management might combine to create a project manager role.
  3. Review the examples in the M&A Sell Playbook and identify which roles will be a part of the transition team.

For more information, see Redesign Your Organizational Structure

What is governance?

And why does it matter so much to IT and the M&A process?

  • Governance is the method in which decisions get made, specifically as they impact various resources (time, money, and people).
  • Because M&A is such a highly governed transaction, it is important to document the governance bodies that exist in your organization.
  • This will give insight into what types of governing bodies there are, what decisions they make, and how that will impact IT.
  • For example, funds to support separation need to be discussed, approved, and supplied to IT from a governing body overseeing the acquisition.
  • A highly mature IT organization will have automated governance, while a seemingly non-existent governance process will be considered ad hoc.
A pyramid with four levels representing the types of governing bodies that are available with differing levels of IT maturity. An arrow beside the pyramid points upward. The bottom of the arrow is labelled 'Traditional (People and document centric)' and the top is labelled 'Adaptive (Data centric)'. Starting at the bottom of the pyramid is level 1 'Ad Hoc Governance', 'Governance that is not well defined or understood within the organization. It occurs out of necessity but often not by the right people'. Level 2 is 'Controlled Governance', 'Governance focused on compliance and decisions driven by hierarchical authority. Levels of authority are defined and often driven by regulatory'. Level 3 is 'Agile Governance', 'Governance that is flexible to support different needs and quick response in the organization. Driven by principles and delegated throughout the company'. At the top of the pyramid is level 4 'Automated Governance', 'Governance that is entrenched and automated into organizational processes and product/service design. Empowered and fully delegated governance to maintain fit and drive organizational success and survival'.

2.1.5 Document M&A governance

1-2 hours

Input: List of governing bodies, Governing body committee profiles, Governance structure

Output: Documented method on how decisions are made as it relates to the M&A transaction

Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to determine the method in which decisions are made throughout the M&A transaction as it relates to IT. This will require understanding both governing bodies internal to IT and those external to IT.

  1. First, determine the other governance structures within the organization that will impact the decisions made about M&A. List out these bodies or committees.
  2. Create a profile for each committee that looks at the membership, purpose of the committee, decision areas (authority), and the process of inputs and outputs. Ensure IT committees that will have a role in this process are also documented. Consider the benefits realized, risks, and resources required for each.
  3. Organize the committees into a structure, identifying the committees that have a role in defining the strategy, designing and building, and running.

Record the results in the M&A Sell Playbook.

Current-state structure map – definitions of tiers

Strategy: These groups will focus on decisions that directly connect to the strategic direction of the organization.

Design & Build: The second tier of groups will oversee prioritization of a certain area of governance as well as design and build decisions that feed into strategic decisions.

Run: The lowest level of governance will be oversight of more-specific initiatives and capabilities within IT.

Expect tier overlap. Some committees will operate in areas that cover two or three of these governance tiers.

Measure the IT program’s success in terms of its ability to support the business’ M&A goals

Upper management will measure IT’s success based on your ability to support the underlying reasons for the M&A. Using business metrics will help assure business stakeholders that IT understands their needs and is working with the business to achieve them.

Business-Specific Metrics

  • Revenue Growth: Increase in the top line as seen by market expansion, product expansion, etc. by percentage/time.
  • Synergy Extraction: Reduction in costs as determined by the ability to identify and eliminate redundancies over time.
  • Profit Margin Growth: Increase in the bottom line as a result of increased revenue growth and/or decreased costs over time.

IT-Specific Metrics

  • IT operational savings and cost reductions due to synergies: Operating expenses, capital expenditures, licenses, contracts, applications, infrastructure over time.
  • Reduction in IT staff expense and headcount: Decreased budget allocated to IT staff, and ability to identify and remove redundancies in staff.
  • Meeting or improving on IT budget estimates: Delivering successful IT separation on a budget that is the same or lower than the budget estimated during due diligence.
  • Meeting or improving on IT time-to-separation estimates: Delivering successful IT carve-out on a timeline that is the same or shorter than the timeline estimated during due diligence.
  • Business capability support: Delivering the end state of IT that supports the expected business capabilities and growth.

Establish your own metrics to gauge the success of IT

Establish SMART M&A Success Metrics

S pecific Make sure the objective is clear and detailed.
M easurable Objectives are measurable if there are specific metrics assigned to measure success. Metrics should be objective.
A ctionable Objectives become actionable when specific initiatives designed to achieve the objective are identified.
R ealistic Objectives must be achievable given your current resources or known available resources.
T ime-Bound An objective without a timeline can be put off indefinitely. Furthermore, measuring success is challenging without a timeline.
  • What should IT consider when looking to identify potential additions, deletions, or modifications that will either add value to the organization or reduce costs/risks?
  • Provide a definition of synergies.
  • IT operational savings and cost reductions due to synergies: Operating expenses, capital expenditures, licenses, contracts, applications, infrastructure.
  • Reduction in IT staff expense and headcount: Decreased budget allocated to IT staff, and ability to identify and remove redundancies in staff.
  • Meeting or improving on IT budget estimates: Delivering successful IT separation on a budget that is the same or lower than the budget estimated during due diligence.
  • Meeting or improving on IT time-to-separation estimates: Delivering successful IT carve-out on a timeline that is the same or shorter than the timeline estimated during due diligence.
  • Revenue growth: Increase in the top line as a result, as seen by market expansion, product expansion, etc., as a result of divesting lines of the business and selling service-level agreements to the purchasing organization.
  • Synergy extraction: Reduction in costs, as determined by the ability to identify and eliminate redundancies.
  • Profit margin growth: Increase in the bottom line as a result of increased revenue growth and/or decreased costs.

Metrics for each phase

1. Proactive

2. Discovery & Strategy

3. Valuation & Due Diligence

4. Execution & Value Realization

  • % Share of business innovation spend from overall IT budget
  • % Critical processes with approved performance goals and metrics
  • % IT initiatives that meet or exceed value expectation defined in business case
  • % IT initiatives aligned with organizational strategic direction
  • % Satisfaction with IT's strategic decision-making abilities
  • $ Estimated business value added through IT-enabled innovation
  • % Overall stakeholder satisfaction with IT
  • % Percent of business leaders that view IT as an Innovator
  • % IT budget as a percent of revenue
  • % Assets that are not allocated
  • % Unallocated software licenses
  • # Obsolete assets
  • % IT spend that can be attributed to the business (chargeback or showback)
  • % Share of CapEx of overall IT budget
  • % Prospective organizations that meet the search criteria
  • $ Total IT cost of ownership (before and after M&A, before and after rationalization)
  • % Business leaders that view IT as a Business Partner
  • % Defects discovered in production
  • $ Cost per user for enterprise applications
  • % In-house-built applications vs. enterprise applications
  • % Owners identified for all data domains
  • # IT staff asked to participate in due diligence
  • Change to due diligence
  • IT budget variance
  • Synergy target
  • % Satisfaction with the effectiveness of IT capabilities
  • % Overall end-customer satisfaction
  • $ Impact of vendor SLA breaches
  • $ Savings through cost-optimization efforts
  • $ Savings through application rationalization and technology standardization
  • # Key positions empty
  • % Frequency of staff turnover
  • % Emergency changes
  • # Hours of unplanned downtime
  • % Releases that cause downtime
  • % Incidents with identified problem record
  • % Problems with identified root cause
  • # Days from problem identification to root cause fix
  • % Projects that consider IT risk
  • % Incidents due to issues not addressed in the security plan
  • # Average vulnerability remediation time
  • % Application budget spent on new build/buy vs. maintenance (deferred feature implementation, enhancements, bug fixes)
  • # Time (days) to value realization
  • % Projects that realized planned benefits
  • $ IT operational savings and cost reductions that are related to synergies/divestitures
  • % IT staff–related expenses/redundancies
  • # Days spent on IT separation
  • $ Accurate IT budget estimates
  • % Revenue growth directly tied to IT delivery
  • % Profit margin growth

2.1.6 Create program metrics

1-2 hours

Input: IT capabilities, Mission, vision, and guiding principles, Rationale for the acquisition

Output: Program metrics to support IT throughout the M&A process

Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to determine how IT’s success throughout a growth transaction will be measured and determined.

  1. Document a list of appropriate metrics on the whiteboard. Remember to include metrics that demonstrate the business impact. You can use the sample metrics listed on the previous slide as a starting point.
  2. Set a target and deadline for each metric. This will help the group determine when it is time to evaluate progression.
  3. Establish a baseline for each metric based on information collected within your organization.
  4. Assign an owner for tracking each metric as well as someone to be accountable for performance.

Record the results in the M&A Sell Playbook.

Discovery & Strategy

Step 2.2

Prepare IT to Engage in the Separation or Sale

Activities

  • 2.2.1 Establish the separation strategy
  • 2.2.2 Conduct a RACI
  • 2.2.3 Create the communication plan
  • 2.2.4 Assess the potential organization(s)

This step involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Company M&A team

Outcomes of Step

Identify IT’s plan of action when it comes to the separation/sale and align IT’s separation/sale strategy with the business’ M&A strategy.

Separation strategies

There are several IT separation strategies that will let you achieve your target technology environment.

IT Separation Strategies
  • Divest. Carve out elements of the IT organization and sell them to a purchasing organization with or without a service-level agreement.
  • Sell. Sell the entire IT environment to a purchasing organization. The purchasing organization takes full responsibility in delivering and running the IT environment.
  • Spin-Off Joint Venture. Carve out elements of the IT organization and combine them with elements of a new or purchasing organization to create a new entity.

The approach IT takes will depend on the business objectives for the M&A.

  • Generally speaking, the separation strategy is well understood and influenced by the frequency of and rationale for selling.
  • Based on the initiatives generated by each business process owner, you need to determine the IT separation strategy that will best support the desired target technology environment, especially if you are still operating or servicing elements of that IT environment.

Key considerations when choosing an IT separation strategy include:

  • What are the main business objectives of the M&A?
  • What are the key synergies expected from the transaction?
  • What IT separation strategy best helps obtain these benefits?
  • What opportunities exist to position the business for sustainable and long-term growth?

Separation strategies in detail

Review highlights and drawbacks of different separation strategies

Divest
    Highlights
  • Recommended for businesses striving to reduce costs and potentially even generate revenue for the business through the delivery of SLAs.
  • Opportunity to reduce or scale back on lines of business or products that are not driving profits.
    Drawbacks
  • May be forced to give up critical staff that have been known to deliver high value.
  • The IT department is left to deliver services to the purchasing organization with little support or consideration from the business.
  • There can be increased risk and security concerns that need to be addressed.
Sell
    Highlights
  • Recommended for businesses looking to gain capital to exit the market profitably or to enter a new market with a large sum of capital.
  • The business will no longer exist, and as a result all operational costs, including IT, will become redundant.
    Drawbacks
  • IT is no longer needed as an operating or capital service for the organization.
  • Lost resources, including highly trained and critical staff.
  • May require packaging employees off and using the profit or capital generated to cover any closing costs.
Spin-Off or Joint Venture
    Highlights
  • Recommended for businesses looking to expand their market presence or acquire new products. Essentially aligning the two organizations in the same market.
  • Each side has a unique offering but complementing capabilities.
    Drawbacks
  • As much as the organization is going through a separation from the original company, it will be going through an integration with the new company.
  • There could be differences in culture.
  • This could require a large amount of investment without a guarantee of profit or success.

2.2.1 Establish the separation strategy

1-2 hours

Input: Business separation strategy, Guiding principles, M&A governance

Output: IT’s separation strategy

Materials: Flip charts/whiteboard, Markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to determine IT’s approach to separating or selling. This approach might differ slightly from transaction to transaction. However, the businesses approach to transactions should give insight into the general separation strategy IT should adopt.

  1. Make sure you have clearly articulated the business objectives for the M&A, the technology end state for IT, and the magnitude of the overall separation.
  2. Review and discuss the highlights and drawbacks of each type of separation.
  3. Use Info-Tech’s Separation Posture Selection Framework on the next slide to select the separation posture that will appropriately enable the business. Consider these questions during your discussion:
    1. What are the main business objectives of the M&A? What key IT capabilities will need to support business objectives?
    2. What key synergies are expected from the transaction? What opportunities exist to position the business for sustainable growth?
    3. What IT separation best helps obtain these benefits?

Record the results in the M&A Sell Playbook.

Separation Posture Selection Framework

Business M&A Strategy

Resultant Technology Strategy

M&A Magnitude (% of Seller Assets, Income, or Market Value)

IT Separation Posture

A. Horizontal Adopt One Model ‹100% Divest
›99% Sell
B. Vertical Create Links Between Critical Systems Any Divest
C. Conglomerate Independent Model Any Joint Venture
Divest
D. Hybrid: Horizontal & Conglomerate Create Links Between Critical Systems Any Divest
Joint Venture

M&A separation strategy

Business M&A Strategy Resultant Technology Strategy M&A Magnitude (% of Seller Assets, Income, or Market Value) IT Separation Posture

You may need a hybrid separation posture to achieve the technology end state.

M&A objectives may not affect all IT domains and business functions in the same way. Therefore, the separation requirements for each business function may differ. Organizations will often choose to select and implement a hybrid separation posture to realize the technology end state.

Each business division may have specific IT domain and capability needs that require an alternative separation strategy.

  • Example: Even when conducting a joint venture by forming a new organization, some partners might view themselves as the dominant partner and want to influence the IT environment to a greater degree.
  • Example: Some purchasing organizations will expect service-level agreements to be available for a significant period of time following the divestiture, while others will be immediately independent.

2.2.2 Conduct a RACI

1-2 hours

Input: IT capabilities, Transition team, Separation strategy

Output: Completed RACI for Transition team

Materials: Reference architecture, Organizational structure, Flip charts/whiteboard, Markers, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to identify the core accountabilities and responsibilities for the roles identified as critical to your transition team. While there might be slight variation from transaction to transaction, ideally each role should be performing certain tasks.

  1. First, identify a list of critical tasks that need to be completed to support the sale or separation. For example:
    • Communicate with the company M&A team.
    • Identify the key IT solutions that can and cannot be carved out.
    • Gather data room artifacts and provide them to acquiring organization.
  2. Next, identify at the activity level which role is accountable or responsible for each activity. Enter an A for accountable, R for responsible, or A/R for both.

Record the results in the M&A Sell Playbook.

Communication and change

Prepare key stakeholders for the potential changes

  • Anytime you are starting a project or program that will depend on users and stakeholders to give up their old way of doing things, change will force people to become novices again, leading to lost productivity and added stress.
  • Change management can improve outcomes for any project where you need people to adopt new tools and procedures, comply with new policies, learn new skills and behaviors, or understand and support new processes.
  • M&As move very quickly, and it can be very difficult to keep track of which stakeholders you need to be communicating with and what you should be communicating.
  • Not all organizations embrace or resist change in the same ways. Base your change communications on your organization’s cultural appetite for change in general.
    • Organizations with a low appetite for change will require more direct, assertive communications.
    • Organizations with a high appetite for change are more suited to more open, participatory approaches.

Three key dimensions determine the appetite for cultural change:

  • Power Distance. Refers to the acceptance that power is distributed unequally throughout the organization.
    In organizations with a high power distance, the unequal power distribution is accepted by the less powerful employees.
  • Individualism. Organizations that score high in individualism have employees who are more independent. Those who score low in individualism fall into the collectivism side, where employees are strongly tied to one another or their groups.
  • Uncertainty Avoidance. Describes the level of acceptance that an organization has toward uncertainty. Those who score high in this area find that their employees do not favor uncertain situations, while those that score low in this area find that their employees are comfortable with change and uncertainty.

2.2.3 Create the communication plan

1-2 hours

Input: IT’s M&A mission, vision, and guiding principles, M&A transition team, IT separation strategy, RACI

Output: IT’s M&A communication plan

Materials: Flip charts/whiteboard, Markers, RACI, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to create a communication plan that IT can leverage throughout the initiative.

  1. Create a structured communication plan that allows for continuous communication with the integration management office, senior management, and the business functional heads.
  2. Outline key topics of communication, with stakeholders, inputs, and outputs for each topic.
  3. Review Info-Tech’s example communication plan in the M&A Sell Playbook and update it with relevant information.
  4. Does this communication plan make sense for your organization? What doesn’t make sense? Adjust the communication guide to suit your organization.

Record the results in the M&A Sell Playbook.

Assessing potential organizations

As soon as you have identified organizations to consider, it’s imperative to assess critical risks. Most IT leaders can attest that they will receive little to no notice when the business is pursuing a sale and IT has to assess the IT organization. As a result, having a standardized template to quickly assess the potential acquiring organization is important.

Ways to Assess

  1. News: Assess what sort of news has been announced in relation to the organization. Have they had any risk incidents? Has a critical vendor announced working with them?
  2. LinkedIn: Scan through the LinkedIn profiles of employees. This will give you a sense of what platforms they have based on employees. It will also give insight into positive or negative employee experiences that could impact retention.
  3. Trends: Some industries will have specific solutions that are relevant and popular. Assess what the key players are (if you don’t already know) to determine the solution.
  4. Business Architecture: While this assessment won’t perfect, try to understand the business’ value streams and the critical business and IT capabilities that would be needed to support them. Will your organization or employee skills be required to support these long term?

Info-Tech Insight

Assessing potential organizations is not just for the purchaser. The seller should also know what the purchasing organization’s history with M&As is and what potential risks could occur if remaining connected through ongoing SLAs.

2.2.4 Assess the potential organization(s)

1-2 hours

Input: Publicized historical risk events, Solutions and vendor contracts likely in the works, Trends

Output: IT’s valuation of the potential organization(s) for selling or divesting

Materials: M&A Sell Playbook

Participants: IT executive/CIO

The purpose of this activity is to assess the organization(s) that your organization is considering selling or divesting to.

  1. Complete the Historical Valuation Worksheet in the M&A Sell Playbook to understand the type of IT organization that your company may support.
    • The business likely isn’t looking for in-depth details at this time. However, as the IT leader, it is your responsibility to ensure critical risks are identified and communicated to the business.
  2. Use the information identified to help the business narrow down which organizations could be the right organizations to sell or divest to.

Record the results in the M&A Sell Playbook.

By the end of this pre-transaction phase you should:

Have a program plan for M&As and a repeatable M&A strategy for IT when engaging in reduction transactions

Key outcomes from the Discovery & Strategy phase
  • Prepare the IT environment to support the potential sale or divestiture by identifying critical program plan elements and establishing a separation or carve-out strategy that will enable the business to reach its goals.
  • Create a M&A strategy that accounts for all the necessary elements of a transaction and ensures sufficient governance, capabilities, and metrics exist.
Key deliverables from the Discovery & Strategy phase
  • Create vision and mission statements
  • Establish guiding principles
  • Create a future-state operating model
  • Identify the key roles for the transaction team
  • Identify and communicate the M&A governance
  • Determine target metrics
  • Identify the M&A operating model
  • Select the separation strategy framework
  • Conduct a RACI for key transaction tasks for the transaction team
  • Document the communication plan

M&A Sell Blueprint

Phase 3

Due Diligence & Preparation

Phase 1Phase 2

Phase 3

Phase 4
  • 1.1 Identify Stakeholders and Their Perspective of IT
  • 1.2 Assess IT’s Current Value and Future State
  • 1.3 Drive Innovation and Suggest Reduction Opportunities
  • 2.1 Establish the M&A Program Plan
  • 2.2 Prepare IT to Engage in the Separation or Sale
  • 3.1 Engage in Due Diligence and Prepare Staff
  • 3.2 Prepare to Separate
  • 4.1 Execute the Transaction
  • 4.2 Reflection and Value Realization

This phase will walk you through the following activities:

  • Drive value with a due diligence charter
  • Gather data room artifacts
  • Measure staff engagement
  • Assess culture
  • Create a carve-out roadmap
  • Prioritize separation tasks
  • Establish the separation roadmap
  • Identify the buyer’s IT expectations
  • Create a service/transaction agreement
  • Estimate separation costs
  • Create an employee transition plan
  • Create functional workplans for employees
  • Align project metrics with identified tasks

This phase involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Company M&A team
  • Business leaders
  • Purchasing organization
  • Transition team

Workshop Overview

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

Pre-Work

Day 1

Day 2

Day 3

Day 4

Day 5

Establish the Transaction FoundationDiscover the Motivation for SeparationIdentify Expectations and Create the Carve-Out RoadmapPrepare and Manage EmployeesPlan the Separation RoadmapNext Steps and Wrap-Up (offsite)

Activities

  • 0.1 Identify the rationale for the company's decision to pursue a divestiture/sale.
  • 0.2 Identify key stakeholders and determine the IT transaction team.
  • 0.3 Gather and evaluate the M&A strategy, future-state operating model, and governance.
  • 1.1 Review the business rationale for the divestiture/sale.
  • 1.2 Identify pain points and opportunities tied to the divestiture/sale.
  • 1.3 Establish the separation strategy.
  • 1.4 Create the due diligence charter.
  • 2.1 Identify the buyer’s IT expectations.
  • 2.2 Create a list of IT artifacts to be reviewed in the data room.
  • 2.3 Create a carve-out roadmap.
  • 2.4 Create a service/technical transaction agreement.
  • 3.1 Measure staff engagement.
  • 3.2 Assess the current culture and identify the goal culture.
  • 3.3 Create an employee transition plan.
  • 3.4 Create functional workplans for employees.
  • 4.1 Prioritize separation tasks.
  • 4.2 Establish the separation roadmap.
  • 4.3 Establish and align project metrics with identified tasks.
  • 4.4 Estimate separation costs.
  • 5.1 Complete in-progress deliverables from previous four days.
  • 5.2 Set up review time for workshop deliverables and to discuss next steps.

Deliverables

  1. IT strategy
  2. IT operating model
  3. IT governance structure
  4. M&A transaction team
  1. Business context implications for IT
  2. Separation strategy
  3. Due diligence charter
  1. Data room artifacts identified
  2. Carve-out roadmap
  3. Service/technical transaction agreement
  1. Engagement assessment
  2. Culture assessment
  3. Employee transition plans and workplans
  1. Separation roadmap and associated resourcing
  1. Divestiture separation strategy for IT

What is the Due Diligence & Preparation phase?

Mid-transaction state

The Due Diligence & Preparation phase during a sale or divestiture is a critical time for IT. If IT fails to proactively participate in this phase, IT will have to merely react to separation expectations set by the business.

If your organization is being sold in its entirety, staff will have major concerns about their future in the new organization. Making this transition as smooth as possible and being transparent could go a long way in ensuring their success in the new organization.

In a divestiture, this is the time to determine where it’s possible for the organization to divide or separate from itself. A lack of IT involvement in these conversations could lead to an overcommitment by the business and under-delivery by IT.

Goal: To ensure that, as the selling or divesting organization, you comply with regulations, prepare staff for potential changes, and identify a separation strategy if necessary

Due Diligence Prerequisite Checklist

Before coming into the Due Diligence & Preparation phase, you must have addressed the following:

  • Understand the rationale for the company's decision to pursue a sale or divestiture and what opportunities or pain points the sale should alleviate.
  • Identify the key roles for the transaction team.
  • Identify the M&A governance.
  • Determine target metrics.
  • Select a separation strategy framework.
  • Conduct a RACI for key transaction tasks for the transaction team.

Before coming into the Due Diligence & Preparation phase, we recommend addressing the following:

  • Create vision and mission statements.
  • Establish guiding principles.
  • Create a future-state operating model.
  • Identify the M&A operating model.
  • Document the communication plan.
  • Examine the business perspective of IT.
  • Identify key stakeholders and outline their relationship to the M&A process.
  • Be able to valuate the IT environment and communicate IT’s value to the business.

The Technology Value Trinity

Delivery of Business Value & Strategic Needs

  • Digital & Technology Strategy
    The identification of objectives and initiatives necessary to achieve business goals.
  • IT Operating Model
    The model for how IT is organized to deliver on business needs and strategies.
  • Information & Technology Governance
    The governance to ensure the organization and its customers get maximum value from the use of information and technology.

All three elements of the Technology Value Trinity work in harmony to deliver business value and achieve strategic needs. As one changes, the others need to change as well.

  • Digital and IT Strategy tells you what you need to achieve to be successful.
  • IT Operating Model and Organizational Design is the alignment of resources to deliver on your strategy and priorities.
  • Information & Technology Governance is the confirmation of IT’s goals and strategy, which ensures the alignment of IT and business strategy. It’s the mechanism by which you continuously prioritize work to ensure that what is delivered is in line with the strategy. This oversight evaluates, directs, and monitors the delivery of outcomes to ensure that the use of resources results in the achieving the organization’s goals.

Too often strategy, operating model and organizational design, and governance are considered separate practices. As a result, “strategic documents” end up being wish lists, and projects continue to be prioritized based on who shouts the loudest – not based on what is in the best interest of the organization.

Due Diligence & Preparation

Step 3.1

Engage in Due Diligence and Prepare Staff

Activities

  • 3.1.1 Drive value with a due diligence charter
  • 3.1.2 Gather data room artifacts
  • 3.1.3 Measure staff engagement
  • 3.1.4 Assess culture

This step involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Company M&A team
  • Business leaders
  • Prospective IT organization
  • Transition team

Outcomes of Step

This step of the process is when IT should prepare and support the business in due diligence and gather the necessary information about staff changes.

3.1.1 Drive value with a due diligence charter

1-2 hours

Input: Key roles for the transaction team, M&A governance, Target metrics, Selected separation strategy framework, RACI of key transaction tasks for the transaction team

Output: IT Due Diligence Charter

Materials: M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to create a charter leveraging the items completed in the previous phase, as listed on the Due Diligence Prerequisite Checklist slide, to gain executive sign-off.

  1. In the IT Due Diligence Charter in the M&A Sell Playbook, complete the aspects of the charter that are relevant for you and your organization.
  2. We recommend including these items in the charter:
    • Communication plan
    • Transition team roles
    • Goals and metrics for the transaction
    • Separation strategy
    • Sale/divestiture RACI
  3. Once the charter has been completed, ensure that business executives agree to the charter and sign off on the plan of action.

Record the results in the M&A Sell Playbook.

3.1.2 Gather data room artifacts

4 hours

Input: Future-state operating model, M&A governance, Target metrics, Selected separation strategy framework, RACI of key transaction tasks for the transaction team

Output: List of items to acquire and verify can be provided to the purchasing organization while in the data room

Materials: Critical domain lists on following slides, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team, Transition team, Legal team, Compliance/privacy officers

The purpose of this activity is to create a list of the key artifacts that you could be asked for during the due diligence process.

  1. Review the lists on the following pages as a starting point. Identify which domains, stakeholders, artifacts, and information should be requested for the data room.
  2. IT leadership may or may not be asked to enter the data room directly. The short notice for having to find these artifacts for the purchasing organization can leave your IT organization scrambling. Identify the critical items worth obtaining ahead of time.
  3. Once you have identified the artifacts, provide the list to the legal team or compliance/privacy officers and ensure they also agree those items can be provided. If changes to the documents need to be made, take the time to do so.
  4. Store all items in a safe and secure file or provide to the M&A team ahead of due diligence.

**Note that if your organization is not leading/initiating the data room, then you can ignore this activity.

Record the results in the M&A Sell Playbook.

Critical domains

Understand the key stakeholders and outputs for each domain

Domain

Stakeholders

Key Artifacts

Key Information to request

Business
  • Enterprise Architecture
  • Business Relationship Manager
  • Business Process Owners
  • Business capability map
  • Capability map (the M&A team should be taking care of this, but make sure it exists)
  • Business satisfaction with various IT systems and services
Leadership/IT Executive
  • CIO
  • CTO
  • CISO
  • IT budgets
  • IT capital and operating budgets (from current year and previous year)
Data & Analytics
  • Chief Data Officer
  • Data Architect
  • Enterprise Architect
  • Master data domains, system of record for each
  • Unstructured data retention requirements
  • Data architecture
  • Master data domains, sources, and storage
  • Data retention requirements
Applications
  • Applications Manager
  • Application Portfolio Manager
  • Application Architect
  • Applications map
  • Applications inventory
  • Applications architecture
  • Copy of all software license agreements
  • Copy of all software maintenance agreements
Infrastructure
  • Head of Infrastructure
  • Enterprise Architect
  • Infrastructure Architect
  • Infrastructure Manager
  • Infrastructure map
  • Infrastructure inventory
  • Network architecture (including which data centers host which infrastructure and applications)
  • Inventory (including separation capabilities of vendors, versions, switches, and routers)
  • Copy of all hardware lease or purchase agreements
  • Copy of all hardware maintenance agreements
  • Copy of all outsourcing/external service provider agreements
  • Copy of all service-level agreements for centrally provided, shared services and systems
Products and Services
  • Product Manager
  • Head of Customer Interactions
  • Product lifecycle
  • Product inventory
  • Customer market strategy

Critical domains (continued)

Understand the key stakeholders and outputs for each domain

Domain

Stakeholders

Key Artifacts

Key Information to request

Operations
  • Head of Operations
  • Service catalog
  • Service overview
  • Service owners
  • Access policies and procedures
  • Availability and service levels
  • Support policies and procedures
  • Costs and approvals (internal and customer costs)
IT Processes
  • CIO
  • IT Management
  • VP of IT Governance
  • VP of IT Strategy
  • IT process flow diagram
  • Processes in place and productivity levels (capacity)
  • Critical processes/processes the organization feels they do particularly well
IT People
  • CIO
  • VP of Human Resources
  • IT organizational chart
  • Competency & capacity assessment
  • IT organizational structure (including resources from external service providers such as contractors) with appropriate job descriptions or roles and responsibilities
  • IT headcount and location
Security
  • CISO
  • Security Architect
  • Security posture
  • Information security staff
  • Information security service providers
  • Information security tools
  • In-flight information security projects
Projects
  • Head of Projects
  • Project portfolio
  • List of all future, ongoing, and recently completed projects
Vendors
  • Head of Vendor Management
  • License inventory
  • Inventory (including what will and will not be transitioning, vendors, versions, number of licenses)

Retain top talent throughout the transition

Focus on retention and engagement

  • People are such a critical component of this process, especially in the selling organization.
  • Retaining employees, especially the critical employees who hold specific skills or knowledge, will ensure the success and longevity of the divesting organization, purchasing organization, or the new company.
  • Giving employees a role in the organization and ensuring they do not see their capabilities as redundant will be critical to the process.
  • It is okay if employees need to change what they were doing temporarily or even long-term. However, being transparent about these changes and highlighting their value to the process and organization(s) will help.
  • The first step to moving forward with retention is to look at the baseline engagement and culture of employees and the organization. This will help determine where to focus and allow you to identify changes in engagement that resulted from the transaction.
  • Job engagement drivers are levers that influence the engagement of employees in their day-to-day roles.
  • Organizational engagement drivers are levers that influence an employee’s engagement with the broader organization.
  • Retention drivers are employment needs. They don’t necessarily drive engagement, but they must be met for engagement to be possible.

3.1.3 Measure staff engagement

3-4 hours

Input: Engagement survey

Output: Baseline engagement scores

Materials: Build an IT Employee Engagement Program

Participants: IT executive/CIO, IT senior leadership, IT employees of current organization

The purpose of this activity is to measure current staff engagement to have a baseline to measure against in the future state. This is a good activity to complete if you will be divesting or selling in entirety.

The results from the survey should act as a baseline to determine what the organization is doing well in terms of employee engagement and what drivers could be improved upon.

  1. Review Info-Tech’s Build an IT Employee Engagement Program research and select a survey that will best meet your needs.
  2. Conduct the survey and note which drivers employees are currently satisfied with. Likewise, note where there are opportunities.
  3. Document actions that should be taken to mitigate the negative engagement drivers throughout the transaction and enhance or maintain the positive engagement drivers.

Record the results in the M&A Sell Playbook.

Assess culture as a part of engagement

Culture should not be overlooked, especially as it relates to the separation of IT environments

  • There are three types of culture that need to be considered.
  • Most importantly, this transition is an opportunity to change the culture that might exist in your organization’s IT environment.
  • Make a decision on which type of culture you’d like IT to have post transition.

Target Organization's Culture. The culture that the target organization is currently embracing. Their established and undefined governance practices will lend insight into this.

Your Organization’s Culture. The culture that your organization is currently embracing. Examine people’s attitudes and behaviors within IT toward their jobs and the organization.

Ideal Culture. What will the future culture of the IT organization be once separation is complete? Are there aspects that your current organization and the target organization embrace that are worth considering?

Culture categories

Map the results of the IT Culture Diagnostic to an existing framework

Competitive
  • Autonomy
  • Confront conflict directly
  • Decisive
  • Competitive
  • Achievement oriented
  • Results oriented
  • High performance expectations
  • Aggressive
  • High pay for good performance
  • Working long hours
  • Having a good reputation
  • Being distinctive/different
Innovative
  • Adaptable
  • Innovative
  • Quick to take advantage of opportunities
  • Risk taking
  • Opportunities for professional growth
  • Not constrained by rules
  • Tolerant
  • Informal
  • Enthusiastic
Traditional
  • Stability
  • Reflective
  • Rule oriented
  • Analytical
  • High attention to detail
  • Organized
  • Clear guiding philosophy
  • Security of employment
  • Emphasis on quality
  • Focus on safety
Cooperative
  • Team oriented
  • Fair
  • Praise for good performance
  • Supportive
  • Calm
  • Developing friends at work
  • Socially responsible

Culture Considerations

  • What culture category was dominant for each IT organization?
  • Do you share the same dominant category?
  • Is your current dominant culture category the most ideal to have post-separation?

3.1.4 Assess Culture

3-4 hours

Input: Cultural assessments for current IT organization, Cultural assessment for target IT organization

Output: Goal for IT culture

Materials: IT Culture Diagnostic

Participants: IT executive/CIO, IT senior leadership, IT employees of current organization, IT employees of target organization, Company M&A team

The purpose of this activity is to assess the different cultures that might exist within the IT environments of the organizations involved. By understanding the culture that exists in the purchasing organization, you can identify the fit and prepare impacted staff for potential changes.

  1. Complete this activity by leveraging the blueprint Fix Your IT Culture, specifically the IT Culture Diagnostic.
  2. Fill out the diagnostic for the IT department in your organization:
    1. Answer the 16 questions in tab 2, Diagnostic.
    2. Find out your dominant culture and review recommendations in tab 3, Results.
  3. Document the results from tab 3, Results, in the M&A Sell Playbook if you are trying to record all artifacts related to the transaction in one place.
  4. Repeat the activity for the purchasing organization.
  5. Leverage the information to determine what the goal for the culture of IT will be post-separation if it will differ from the current culture.

Record the results in the M&A Sell Playbook.

Due Diligence & Preparation

Step 3.2

Prepare to Separate

Activities

  • 3.2.1 Create a carve-out roadmap
  • 3.2.2 Prioritize separation tasks
  • 3.2.3 Establish the separation roadmap
  • 3.2.4 Identify the buyer’s IT expectations
  • 3.2.5 Create a service/transaction agreement
  • 3.2.6 Estimate separation costs
  • 3.2.7 Create an employee transition plan
  • 3.2.8 Create functional workplans for employees
  • 3.2.9 Align project metrics with identified tasks

This step involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Transition team
  • Company M&A team
  • Purchasing organization

Outcomes of Step

Have an established plan of action toward separation across all domains and a strategy toward resources.

Don’t underestimate the importance of separation preparation

Separation involves taking the IT organization and dividing it into two or more separate entities.

Testing the carve capabilities of the IT organization often takes 3 months. (Source: Cognizant, 2014)

Daimler-Benz lost nearly $19 billion following its purchase of Chrysler by failing to recognize the cultural differences that existed between the two car companies. (Source: Deal Room)

Info-Tech Insight

Separating the IT organization requires more time and effort than business leaders will know. Frequently communicate challenges and lost opportunities when carving the IT environment out.

Separation needs

Identify the business objectives of the sale to determine the IT strategy

Set up a meeting with your IT due diligence team to:

  • Ensure there will be no gaps in the delivery of products and services in the future state.
  • Discuss the people and processes necessary to achieve the target technology environment and support M&A business objectives.

Use this opportunity to:

  • Identify data and application complexities between the involved organizations.
  • Identify the IT people and process gaps, initiatives, and levels of support expected.
  • Determine your infrastructure needs to ensure effectiveness and delivery of services:
    • Does IT have the infrastructure to support the applications and business capabilities?
    • Identify any gaps between the current infrastructure in both organizations and the infrastructure required.
    • Identify any redundancies/gaps.
    • Determine the appropriate IT separation strategies.
  • Document your gaps, redundancies, initiatives, and assumptions to help you track and justify the initiatives that must be undertaken and help estimate the cost of separation.

Separation strategies

There are several IT separation strategies that will let you achieve your target technology environment.

IT Separation Strategies
  • Divest. Carve out elements of the IT organization and sell them to a purchasing organization with or without a service-level agreement.
  • Sell. Sell the entire IT environment to a purchasing organization. The purchasing organization takes full responsibility in delivering and running the IT environment.
  • Spin-Off Joint Venture. Carve out elements of the IT organization and combine them with elements of a new or purchasing organization to create a new entity.

The approach IT takes will depend on the business objectives for the M&A.

  • Generally speaking, the separation strategy is well understood and influenced by the frequency of and rationale for selling.
  • Based on the initiatives generated by each business process owner, you need to determine the IT separation strategy that will best support the desired target technology environment, especially if you are still operating or servicing elements of that IT environment.

Key considerations when choosing an IT separation strategy include:

  • What are the main business objectives of the M&A?
  • What are the key synergies expected from the transaction?
  • What IT separation strategy best helps obtain these benefits?
  • What opportunities exist to position the business for sustainable and long-term growth?

Separation strategies in detail

Review highlights and drawbacks of different separation strategies

Divest
    Highlights
  • Recommended for businesses striving to reduce costs and potentially even generate revenue for the business through the delivery of SLAs.
  • Opportunity to reduce or scale back on lines of business or products that are not driving profits.
    Drawbacks
  • May be forced to give up critical staff that have been known to deliver high value.
  • The IT department is left to deliver services to the purchasing organization with little support or consideration from the business.
  • There can be increased risk and security concerns that need to be addressed.
Sell
    Highlights
  • Recommended for businesses looking to gain capital to exit the market profitably or to enter a new market with a large sum of capital.
  • The business will no longer exist, and as a result all operational costs, including IT, will become redundant.
    Drawbacks
  • IT is no longer needed as an operating or capital service for the organization.
  • Lost resources, including highly trained and critical staff.
  • May require packaging employees off and using the profit or capital generated to cover any closing costs.
Spin-Off or Joint Venture
    Highlights
  • Recommended for businesses looking to expand their market presence or acquire new products. Essentially aligning the two organizations in the same market.
  • Each side has a unique offering but complementing capabilities.
    Drawbacks
  • As much as the organization is going through a separation from the original company, it will be going through an integration with the new company.
  • There could be differences in culture.
  • This could require a large amount of investment without a guarantee of profit or success.

Preparing the carve-out roadmap

And why it matters so much

  • When carving out the IT environment in preparation for a divestiture, it’s important to understand the infrastructure, application, and data connections that might exist.
  • Much to the business’ surprise, carving out the IT environment is not easy, especially when considering the services and products that might depend on access to certain applications or data sets.
  • Once the business has indicated which elements they anticipate divesting, be prepared for testing the functionality and ability of this carve-out, either through automation or manually. There are benefits and drawbacks to both methods:
    • Automated requires a solution and a developer to code the tests.
    • Manual requires time to find the errors, possibly more time than automated testing.
  • Identify if there are dependencies that will make the carve-out difficult.
    • For example, the business is trying to divest Product X, but that product is integrated with Product Y, which is not being sold.
    • Consider all the processes and products that specific data might support as well.
    • Moreover, the data migration tool will need to enter the ERP system and identify not just the data but all supporting and historical elements that underlie the data.

Critical components to consider:

  • Selecting manual or automated testing
  • Determining data dependencies
  • Data migration capabilities
  • Auditing approval
  • People and skills that support specific elements being carved out

3.2.1 Create a carve-out roadmap

6 hours

Input: Items included in the carve-out, Dependencies, Whether testing is completed, If the carve-out will pass audit, If the carve-out item is prepared to be separated

Output: Carve-out roadmap

Materials: Business’ divestiture plan, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Business leaders, Transition team

The purpose of this activity is to prepare the IT environment by identifying a carve-out roadmap, specifically looking at data, infrastructure, and applications. Feel free to expand the roadmap to include other categories as your organization sees fit.

  1. In the Carve-Out Roadmap in the M&A Sell Playbook, identify the key elements of the carve-out in the first column.
  2. Note any dependencies the items might have. For example:
    • The business is selling Product X, which is linked to Data X and Data Y. The organization does not want to sell Data Y. Data X would be considered dependent on Data Y.
  3. Once the dependencies have been confirmed, begin automated or manual testing to examine the possibility of separating the data sets (or other dependencies) from one another.
  4. After identifying an acceptable method of separation, inform the auditing individual or body and confirm that there would be no repercussions for the planned process.

Record the results in the M&A Sell Playbook.

3.2.2 Prioritize separation tasks

2 hours

Input: Separation tasks, Transition team, M&A RACI

Output: Prioritized separation list

Materials: Separation task checklist, Separation roadmap

Participants: IT executive/CIO, IT senior leadership, Company M&A team

The purpose of this activity is to prioritize the different separation tasks that your organization has identified as necessary to this transaction. Some tasks might not be relevant for this particular transaction, and others might be critical.

  1. Begin by downloading the SharePoint or Excel version of the M&A Separation Project Management Tool.
  2. Identify which separation tasks you want to have as part of your project plan. Alter or remove any tasks that are irrelevant to your organization. Add in tasks you think are missing.
  3. When deciding criticality of the task, consider the effect on stakeholders, those who are impacted or influenced in the process of the task, and dependencies (e.g. data strategy needs to be addressed first before you can tackle its dependencies, like data quality).
  4. Feel free to edit the way you measure criticality. The standard tool leverages a three-point scale. At the end, you should have a list of tasks in priority order based on criticality.

Record the updates in the M&A Separation Project Management Tool (SharePoint).

Record the updates in the M&A Separation Project Management Tool (Excel).

Separation checklists

Prerequisite Checklist
  • Build the project plan for separation and prioritize activities
    • Plan first day
    • Plan first 30/100 days
    • Plan first year
  • Create an organization-aligned IT strategy
  • Identify critical stakeholders
  • Create a communication strategy
  • Understand the rationale for the sale or divestiture
  • Develop IT's sale/divestiture strategy
    • Determine goal opportunities
    • Create the mission and vision statements
    • Create the guiding principles
    • Create program metrics
  • Consolidate reports from due diligence/data room
  • Conduct culture assessment
  • Create a transaction team
  • Establish a service/technical transaction agreement
  • Plan and communicate culture changes
  • Create an employee transition plan
  • Assess baseline engagement
Business
  • Design an enterprise architecture
  • Document your business architecture
  • Meet compliance and regulatory standards
  • Identify and assess all of IT's risks
Applications
  • Prioritize and address critical applications
    • CRM
    • HRIS
    • Financial
    • Sales
    • Risk
    • Security
    • ERP
    • Email
  • Develop method of separating applications
  • Model critical applications that have dependencies on one another
  • Identify the infrastructure capacity required to support critical applications
  • Prioritize and address critical applications
Leadership/IT Executive
  • Build an IT budget
  • Structure operating budget
  • Structure capital budget
  • Identify the workforce demand vs. capacity
  • Establish and monitor key metrics
  • Communicate value realized/cost savings
Data
  • Confirm data strategy
  • Confirm data governance
  • Build a data architecture roadmap
  • Analyze data sources and domains
  • Evaluate data storage (on-premises vs. cloud)
  • Develop an enterprise content management strategy and roadmap
  • Ensure cleanliness/usability of data sets
  • Identify data sets that can remain operational if reduced/separated
  • Develop reporting and analytics capabilities
  • Confirm data strategy
Operations
  • Manage sales access to customer data
  • Determine locations and hours of operation
  • Separate/terminate phone lists and extensions
  • Split email address books
  • Communicate helpdesk/service desk information

Separation checklists (continued)

Infrastructure
  • Manage organization domains
  • Consolidate data centers
  • Compile inventory of vendors, versions, switches, and routers
  • Review hardware lease or purchase agreements
  • Review outsourcing/service provider agreements
  • Review service-level agreements
  • Assess connectivity linkages between locations
  • Plan to migrate to a single email system if necessary
  • Determine network access concerns
Vendors
  • Establish a sustainable vendor management office
  • Review vendor landscape
  • Identify warranty options
  • Identify the licensing grant
  • Rationalize vendor services and solutions
People
  • Design an IT operating model
  • Design your future IT organizational structure
  • Conduct a RACI for prioritized activities
  • Conduct a culture assessment and identify goal IT culture
  • Build an IT employee engagement program
  • Determine critical roles and systems/process/products they support
  • Define new job descriptions with meaningful roles and responsibilities
  • Create employee transition plans
  • Create functional workplans
Projects
  • Identify projects to be on hold
  • Communicate project intake process
  • Reprioritize projects
Products & Services
  • Redefine service catalog
  • Ensure customer interaction requirements are met
  • Select a solution for product lifecycle management
  • Plan service-level agreements
Security
  • Conduct a security assessment
  • Develop accessibility prioritization and schedule
  • Establish an information security strategy
  • Develop a security awareness and training program
  • Develop and manage security governance, risk, and compliance
  • Identify security budget
  • Build a data privacy and classification program
IT Processes
  • Evaluate current process models
  • Determine productivity/capacity levels of processes
  • Identify processes to be changed/terminated
  • Establish a communication plan
  • Develop a change management process
  • Establish/review IT policies
  • Evaluate current process models

3.2.2 Establish the separation roadmap

2 hours

Input: Prioritized separation tasks, Carve-out roadmap, Employee transition plan, Separation RACI, Costs for activities, Activity owners

Output: Separation roadmap

Materials: M&A Separation Project Plan Tool (SharePoint), M&A Separation Project Plan Tool (Excel), SharePoint Template: Step-by-Step Deployment Guide

Participants: IT executive/CIO, IT senior leadership, Transition team, Company M&A team

The purpose of this activity is to create a roadmap to support IT throughout the separation process. Using the information gathered in previous activities, you can create a roadmap that will ensure a smooth separation.

  1. Use our Separation Project Management Tool to help track critical elements in relation to the separation project. There are a few options available:
    1. Follow the instructions on the next slide if you are looking to upload our SharePoint project template. Additional instructions are available in the SharePoint Template Step-by-Step Deployment Guide.
    2. If you cannot or do not want to use SharePoint as your project management solution, download our Excel version of the tool.
      **Remember that this your tool, so customize to your liking.
  2. Identify who will own or be accountable for each of the separation tasks and establish the time frame for when each project should begin and end. This will confirm which tasks should be prioritized.

Record the updates in the M&A Separation Project Management Tool (SharePoint).

Record the updates in the M&A Separation Project Management Tool (Excel).

Separation Project Management Tool (SharePoint Template)

Follow these instructions to upload our template to your SharePoint environment

  1. Create or use an existing SP site.
  2. Download the M&A Separation Project Management Tool (SharePoint) .wsp file from the Mergers & Acquisitions: The Sell Blueprint landing page.
  3. To import a template into your SharePoint environment, do the following:
    1. Open PowerShell.
    2. Connect-SPO Service (need to install PowerShell module).
    3. Enter in your tenant admin URL.
    4. Enter in your admin credentials.
    5. Set-SPO Site https://YourDomain.sharepoint.com/sites/YourSiteHe... -DenyAddAndCustomizePages 0
    OR
    1. Turn on both custom script features to allow users to run custom
  4. Screenshot of the 'Custom Script' option for importing a template into your SharePoint environment. Feature description reads 'Control whether users can run custom script on personal sites and self-service created sites. Note: changes to this setting might take up to 24 hours to take effect. For more information, see http://go.microsoft.com/fwlink/?LinkIn=397546'. There are options to prevent or allow users from running custom script on personal/self-service created sites.
  5. Enable the SharePoint Server feature.
  6. Upload the .wsp file in Solutions Gallery.
  7. Deploy by creating a subsite and select from custom options.
    • Allow or prevent custom script
    • Security considerations of allowing custom script
    • Save, download, and upload a SharePoint site as a template
  8. Refer to Microsoft documentation to understand security considerations and what is and isn’t supported:

For more information, check out the SharePoint Template: Step-by-Step Deployment Guide.

Supporting the transition and establishing service-level agreements

The purpose of this part of the transition is to ensure both buyer and seller have a full understanding of expectations for after the transaction.

  • Once the organizations have decided to move forward with a deal, all parties need a clear level of agreement.
  • IT, since it is often seen as an operational division of an organization, is often expected to deliver certain services or products once the transaction has officially closed.
  • The purchasing organization or the new company might depend on IT to deliver these services until they are able to provide those services on their own.
  • Having a clear understanding of what the buyer’s expectations are and what your company, as the selling organization, can provide is important.
  • Have a conversation with the buyer and document those expectations in a signed service agreement.

3.2.4 Identify the buyer's IT expectations

3-4 hours

Input: Carve-out roadmap, Separation roadmap, Up-to-date version of the agreement

Output: Buyer’s IT expectations

Materials: Questions for meeting

Participants: IT executive/CIO, IT senior leadership, Company M&A team, Purchasing company M&A team, Purchasing company IT leadership

The purpose of this activity is to determine if the buyer has specific service expectations for your IT organization. By identifying, documenting, and agreeing on what services your IT organization will be responsible for, you can obtain a final agreement to protect you as the selling organization.

  1. Buyers should not assume certain services will be provided. Organize a meeting with IT leaders and the company M&A teams to determine what services will be provided.
  2. The next slide has a series of questions that you can start from. Ensure you get detailed information about each of the services.
  3. Once you fully understand the buyer’s IT expectations, create an SLA in the next activity and obtain sign-off from both organizations.

Questions to ask the buyer

  1. What services would you like my IT organization to provide?
  2. How long do you anticipate those services will be provided to you?
  3. How do you expect your staff/employees to communicate requests or questions to my staff/employees?
  4. Are there certain days or times that you expect these services to be delivered?
  5. How many staff do you expect should be available to support you?
  6. What should be the acceptable response time on given service requests?
  7. When it comes to the services you require, what level of support should we provide?
  8. If a service requires escalation to Level 2 or Level 3 support, are we still expected to support this service? Or are we only Level 1 support?
  9. What preventative security methods does your organization have to protect our environment during this agreement period?

3.2.5 Create a service/ transaction agreement

6 hours

Input: Buyer's expectations, Separation roadmap

Output: SLA for the purchasing organization

Materials: Service Catalog Internal Service Level Agreement Template, M&A Separation Project Plan Tool (SharePoint), M&A Separation Project Plan Tool (Excel)

Participants: IT executive/CIO, IT senior leadership, Company M&A team, Purchasing company M&A team, Purchasing company IT leadership

The purpose of this activity is to determine if the buyer has specific service expectations for your IT organization post-transaction that your IT organization is agreeing to provide.

  1. Document the expected services and the related details in a service-level agreement.
  2. Provide the SLA to the purchasing organization.
  3. Obtain sign-off from both organizations on the level of service that is expected of IT.
  4. Update the M&A Separation Project Management Tool Excel or SharePoint document to reflect any additional items that the purchasing organization identified.

*For organizations being purchased in their entirety, this activity may not be relevant.

Modify the Service Catalog Internal Service Level Agreement with the agreed-upon terms of the SLA.

Importance of estimating separation costs

Change is the key driver of separation costs

Separation costs are dependent on the following:
  • Meeting synergy targets – whether that be cost saving or growth related.
    • Employee-related costs, licensing, and reconfiguration fees play a huge part in meeting synergy targets.
  • Adjustments related to compliance or regulations – especially if there are changes to legal entities, reporting requirements, or risk mitigation standards.
  • Governance or third party–related support required to ensure timelines are met and the separation is a success.
Separation costs vary by industry type.
  • Certain industries may have separation costs made up of mostly one type, differing from other industries, due to the complexity and demands of the transaction. For example:
    • Healthcare separation costs are mostly driven by regulatory, safety, and quality standards, as well as consolidation of the research and development function.
    • Energy and Utilities tend to have the lowest separation costs due to most transactions occurring within the same sector rather than as cross-sector investments. For example, oil and gas transactions tend to be for oil fields and rigs (strategic fixed assets), which can easily be added to the buyer’s portfolio.

Separation costs are more related to the degree of change required than the size of the transaction.

3.2.6 Estimate separation costs

3-4 hours

Input: Separation tasks, Transition team, Valuation of current IT environment, Valuation of target IT environment, Outputs from data room, Technical debt, Employees

Output: List of anticipated costs required to support IT separation

Materials: Separation task checklist, Separation roadmap, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company M&A team, Transition team

The purpose of this activity is to estimate the costs that will be associated with the separation. Identify and communicate a realistic figure to the larger M&A team within your company as early in the process as possible. This ensures that the funding required for the transaction is secured and budgeted for in the overarching transaction.

  1. On the associated slide in the M&A Sell Playbook, input:
    • Task
    • Domain
    • Cost type
    • Total cost amount
    • Level of certainty around the cost
  2. Provide a copy of the estimated costs to the company’s M&A team. Also provide any additional information identified earlier to help them understand the importance of those costs.

Record the results in the M&A Sell Playbook.

Employee transition planning

Considering employee impact will be a huge component to ensure successful separation

  • Meet With Leadership
  • Plan Individual and Department Redeployment
  • Plan Individual and Department Layoffs
  • Monitor and Manage Departmental Effectiveness
  • For employees, the transition could mean:
    • Changing from their current role to a new role to meet requirements and expectations throughout the transition.
    • Being laid off because the role they are currently occupying has been made redundant.
  • It is important to plan for what the M&A separation needs will be and what the IT operational needs will be.
  • A lack of foresight into this long-term plan could lead to undue costs and headaches trying to retain critical staff, rehiring positions that were already let go, and keeping redundant employees longer then necessary.

Info-Tech Insight

Being transparent throughout the process is critical. Do not hesitate to tell employees the likelihood that their job may be made redundant. This will ensure a high level of trust and credibility for those who remain with the organization after the transaction.

3.2.7 Create an employee transition plan

3-4 hours

Input: IT strategy, IT organizational design

Output: Employee transition plans

Materials: M&A Sell Playbook, Whiteboard, Sticky notes, Markers

Participants: IT executive/CIO, IT senior leadership, Company M&A team, Transition team

The purpose of this activity is to create a transition plan for employees.

  1. Transition planning can be done at specific individual levels or more broadly to reflect a single role. Consider these four items in the transition plan:
    • Understand the direction of the employee transitions.
    • Identify employees that will be involved in the transition (moved or laid off).
    • Prepare to meet with employees.
    • Meet with employees.
  2. For each employee that will be facing some sort of change in their regular role, permanent or temporary, create a transition plan.
  3. For additional information on transitioning employees, review the blueprint Streamline Your Workforce During a Pandemic.

**Note that if someone’s future role is a layoff, then there is no need to record anything for skills needed or method for skill development.

Record the results in the M&A Sell Playbook.

3.2.8 Create functional workplans for employees

3-4 hours

Input: Prioritized separation tasks, Employee transition plan, Separation RACI, Costs for activities, Activity owners

Output: Employee functional workplans

Materials: M&A Sell Playbook, Learning and development tools

Participants: IT executive/CIO, IT senior leadership, IT management team, Company M&A team, Transition team

The purpose of this activity is to create a functional workplan for the different employees so that they know what their key role and responsibilities are once the transaction occurs.

  1. First complete the transition plan from the previous activity (3.2.7) and the separation roadmap. Have these documents ready to review throughout this process.
  2. Identify the employees who will be transitioning to a new role permanently or temporarily. Creating a functional workplan is especially important for these employees.
  3. Identify the skills these employees need to have to support the separation. Record this in the corresponding slide in the M&A Sell Playbook.
  4. For each employee, identify someone who will be a point of contact for them throughout the transition.

It is recommended that each employee have a functional workplan. Leverage the IT managers to support this task.

Record the results in the M&A Sell Playbook.

Metrics for separation

Valuation & Due Diligence

  • % Defects discovered in production
  • $ Cost per user for enterprise applications
  • % In-house-built applications vs. enterprise applications
  • % Owners identified for all data domains
  • # IT staff asked to participate in due diligence
  • Change to due diligence
  • IT budget variance
  • Synergy target

Execution & Value Realization

  • % Satisfaction with the effectiveness of IT capabilities
  • % Overall end-customer satisfaction
  • $ Impact of vendor SLA breaches
  • $ Savings through cost-optimization efforts
  • $ Savings through application rationalization and technology standardization
  • # Key positions empty
  • % Frequency of staff turnover
  • % Emergency changes
  • # Hours of unplanned downtime
  • % Releases that cause downtime
  • % Incidents with identified problem record
  • % Problems with identified root cause
  • # Days from problem identification to root cause fix
  • % Projects that consider IT risk
  • % Incidents due to issues not addressed in the security plan
  • # Average vulnerability remediation time
  • % Application budget spent on new build/buy vs. maintenance (deferred feature implementation, enhancements, bug fixes)
  • # Time (days) to value realization
  • % Projects that realized planned benefits
  • $ IT operational savings and cost reductions that are related to synergies/divestitures
  • % IT staff–related expenses/redundancies
  • # Days spent on IT separation
  • $ Accurate IT budget estimates
  • % Revenue growth directly tied to IT delivery
  • % Profit margin growth

3.2.9 Align project metrics with identified tasks

3-4 hours

Input: Prioritized separation tasks, Employee transition plan, Separation RACI, Costs for activities, Activity owners, M&A goals

Output: Separation-specific metrics to measure success

Materials: Separation roadmap, M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Transition team

The purpose of this activity is to understand how to measure the success of the separation project by aligning metrics to each identified task.

  1. Review the M&A goals identified by the business. Your metrics will need to tie back to those business goals.
  2. Identify metrics that align to identified tasks and measure achievement of those goals. For each metric you consider, ask the following questions:
    • What is the main goal or objective that this metric is trying to solve?
    • What does success look like?
    • Does the metric promote the right behavior?
    • Is the metric actionable? What is the story you are trying to tell with this metric?
    • How often will this get measured?
    • Are there any metrics it supports or is supported by?

Record the results in the M&A Sell Playbook.

By the end of this mid-transaction phase you should:

Have successfully evaluated your IT people, processes, and technology to determine a roadmap forward for separating or selling.

Key outcomes from the Due Diligence & Preparation phase
  • Participate in due diligence activities to comply with regulatory and auditing standards and prepare employees for the transition.
  • Create a separation roadmap that considers the tasks that will need to be completed and the resources required to support separation.
Key deliverables from the Due Diligence & Preparation phase
  • Drive value with a due diligence charter
  • Gather data room artifacts
  • Measure staff engagement
  • Assess culture
  • Create a carve-out roadmap
  • Prioritize separation tasks
  • Establish the separation roadmap
  • Identify the buyer’s IT expectations
  • Create a service/transaction agreement
  • Estimate separation costs
  • Create an employee transition plan
  • Create functional workplans for employees
  • Align project metrics with identified tasks

M&A Sell Blueprint

Phase 4

Execution & Value Realization

Phase 1Phase 2Phase 3

Phase 4

  • 1.1 Identify Stakeholders and Their Perspective of IT
  • 1.2 Assess IT’s Current Value and Future State
  • 1.3 Drive Innovation and Suggest Reduction Opportunities
  • 2.1 Establish the M&A Program Plan
  • 2.2 Prepare IT to Engage in the Separation or Sale
  • 3.1 Engage in Due Diligence and Prepare Staff
  • 3.2 Prepare to Separate
  • 4.1 Execute the Transaction
  • 4.2 Reflection and Value Realization

This phase will walk you through the following activities:

  • Monitor service agreements
  • Continually update the project plan
  • Confirm separation costs
  • Review IT’s transaction value
  • Conduct a transaction and separation SWOT
  • Review the playbook and prepare for future transactions

This phase involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Vendor management team
  • IT transaction team
  • Company M&A team

Workshop Overview

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

Pre-Work

Day 1

Day 2

Day 3

Engage in Separation

Day 4

Establish the Transaction FoundationDiscover the Motivation for IntegrationPlan the Separation RoadmapPrepare Employees for the TransitionEngage in SeparationAssess the Transaction Outcomes (Must be within 30 days of transaction date)

Activities

  • 0.1 Identify the rationale for the company's decision to pursue a divestiture/sale.
  • 0.2 Identify key stakeholders and determine the IT transaction team.
  • 0.3 Gather and evaluate the M&A strategy, future-state operating model, and governance.
  • 1.1 Review the business rationale for the divestiture/sale.
  • 1.2 Identify pain points and opportunities tied to the divestiture/sale.
  • 1.3 Establish the separation strategy.
  • 1.4 Create the due diligence charter.
  • 2.1 Prioritize separation tasks.
  • 2.2 Establish the separation roadmap.
  • 2.3 Establish and align project metrics with identified tasks.
  • 2.4 Estimate separation costs.
  • 3.1 Measure staff engagement
  • 3.2 Assess the current culture and identify the goal culture.
  • 3.3 Create an employee transition plan.
  • 3.4 Create functional workplans for employees.
  • S.1 Complete the separation by regularly updating the project plan.
  • S.2 Assess the service/technical transaction agreement.
  • 4.1 Confirm separation costs.
  • 4.2 Review IT’s transaction value.
  • 4.3 Conduct a transaction and separation SWOT.
  • 4.4 Review the playbook and prepare for future transactions.

Deliverables

  1. IT strategy
  2. IT operating model
  3. IT governance structure
  4. M&A transaction team
  1. Business context implications for IT
  2. Separation strategy
  3. Due diligence charter
  1. Separation roadmap and associated resourcing
  1. Engagement assessment
  2. Culture assessment
  3. Employee transition plans and workplans
  1. Evaluate service/technical transaction agreement
  2. Updated separation project plan
  1. SWOT of transaction
  2. M&A Sell Playbook refined for future transactions

What is the Execution & Value Realization phase?

Post-transaction state

Once the transaction comes to a close, it’s time for IT to deliver on the critical separation tasks. As the selling organization in this transaction, you need to ensure you have a roadmap that properly enables the ongoing delivery of your IT environment while simultaneously delivering the necessary services to the purchasing organization.

Throughout the separation transaction, some of the most common obstacles IT should prepare for include difficulty separating the IT environment, loss of key personnel, disengaged employees, and security/compliance issues.

Post-transaction, the business needs to understands the value they received by engaging in the transaction and the ongoing revenue they might obtain as a result of the sale. You also need to ensure that the IT environment is functioning and mitigating any high-risk outcomes.

Goal: To carry out the planned separation activities and deliver the intended value to the business.

Execution Prerequisite Checklist

Before coming into the Execution & Value Realization phase, you must have addressed the following:

  • Understand the rationale for the company's decisions to pursue a sale or divestiture and what opportunities or pain points the sale should alleviate.
  • Identify the key roles for the transaction team.
  • Identify the M&A governance.
  • Determine target metrics.
  • Select a separation strategy framework.
  • Conduct a RACI for key transaction tasks for the transaction team.
  • Create a carve-out roadmap.
  • Prioritize separation tasks.
  • Establish the separation roadmap.
  • Create employee transition plans.

Before coming into the Execution & Value Realization phase, we recommend addressing the following:

  • Create vision and mission statements.
  • Establish guiding principles.
  • Create a future-state operating model.
  • Identify the M&A operating model.
  • Document the communication plan.
  • Examine the business perspective of IT.
  • Identify key stakeholders and outline their relationship to the M&A process.
  • Establish a due diligence charter.
  • Be able to valuate the IT environment and communicate IT’s value to the business.
  • Gather and present due diligence data room artifacts.
  • Measure staff engagement.
  • Assess and plan for culture.
  • Estimate separation costs.
  • Create functional workplans for employees.
  • Identify the buyer’s IT expectations.
  • Create a service/ transaction agreement.

Separation checklists

Prerequisite Checklist
  • Build the project plan for separation and prioritize activities
    • Plan first day
    • Plan first 30/100 days
    • Plan first year
  • Create an organization-aligned IT strategy
  • Identify critical stakeholders
  • Create a communication strategy
  • Understand the rationale for the sale or divestiture
  • Develop IT's sale/divestiture strategy
    • Determine goal opportunities
    • Create the mission and vision statements
    • Create the guiding principles
    • Create program metrics
  • Consolidate reports from due diligence/data room
  • Conduct culture assessment
  • Create a transaction team
  • Establish a service/technical transaction agreement
  • Plan and communicate culture changes
  • Create an employee transition plan
  • Assess baseline engagement
Business
  • Design an enterprise architecture
  • Document your business architecture
  • Meet compliance and regulatory standards
  • Identify and assess all of IT's risks
Applications
  • Prioritize and address critical applications
    • CRM
    • HRIS
    • Financial
    • Sales
    • Risk
    • Security
    • ERP
    • Email
  • Develop method of separating applications
  • Model critical applications that have dependencies on one another
  • Identify the infrastructure capacity required to support critical applications
  • Prioritize and address critical applications
Leadership/IT Executive
  • Build an IT budget
  • Structure operating budget
  • Structure capital budget
  • Identify the workforce demand vs. capacity
  • Establish and monitor key metrics
  • Communicate value realized/cost savings
Data
  • Confirm data strategy
  • Confirm data governance
  • Build a data architecture roadmap
  • Analyze data sources and domains
  • Evaluate data storage (on-premises vs. cloud)
  • Develop an enterprise content management strategy and roadmap
  • Ensure cleanliness/usability of data sets
  • Identify data sets that can remain operational if reduced/separated
  • Develop reporting and analytics capabilities
  • Confirm data strategy
Operations
  • Manage sales access to customer data
  • Determine locations and hours of operation
  • Separate/terminate phone lists and extensions
  • Split email address books
  • Communicate helpdesk/service desk information

Separation checklists (continued)

Infrastructure
  • Manage organization domains
  • Consolidate data centers
  • Compile inventory of vendors, versions, switches, and routers
  • Review hardware lease or purchase agreements
  • Review outsourcing/service provider agreements
  • Review service-level agreements
  • Assess connectivity linkages between locations
  • Plan to migrate to a single email system if necessary
  • Determine network access concerns
Vendors
  • Establish a sustainable vendor management office
  • Review vendor landscape
  • Identify warranty options
  • Identify the licensing grant
  • Rationalize vendor services and solutions
People
  • Design an IT operating model
  • Design your future IT organizational structure
  • Conduct a RACI for prioritized activities
  • Conduct a culture assessment and identify goal IT culture
  • Build an IT employee engagement program
  • Determine critical roles and systems/process/products they support
  • Define new job descriptions with meaningful roles and responsibilities
  • Create employee transition plans
  • Create functional workplans
Projects
  • Identify projects to be on hold
  • Communicate project intake process
  • Reprioritize projects
Products & Services
  • Redefine service catalog
  • Ensure customer interaction requirements are met
  • Select a solution for product lifecycle management
  • Plan service-level agreements
Security
  • Conduct a security assessment
  • Develop accessibility prioritization and schedule
  • Establish an information security strategy
  • Develop a security awareness and training program
  • Develop and manage security governance, risk, and compliance
  • Identify security budget
  • Build a data privacy and classification program
IT Processes
  • Evaluate current process models
  • Determine productivity/capacity levels of processes
  • Identify processes to be changed/terminated
  • Establish a communication plan
  • Develop a change management process
  • Establish/review IT policies
  • Evaluate current process models

Execution & Value Realization

Step 4.1

Execute the Transaction

Activities

  • 4.1.1 Monitor service agreements
  • 4.1.2 Continually update the project plan

This step will walk you through the following activities:

  • Monitor service agreements
  • Continually update the project plan

This step involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Vendor management team
  • IT transaction team
  • Company M&A team

Outcomes of Step

Successfully execute the separation of the IT environments and update the project plan, strategizing against any roadblocks as they come.

Key concerns to monitor during separation

If you are entering the transaction at this point, consider and monitor the following three items above all else.

Your IT environment, reputation as an IT leader, and impact on key staff will depend on monitoring these aspects.

  • Risk & Security. Make sure that the channels of communication between the purchasing organization and your IT environment are properly determined and protected. This might include updating or removing employees’ access to certain programs.
  • Retaining Employees. Employees who do not see a path forward in the organization or who feel that their skills are being underused will be quick to move on. Make sure they are engaged before, during, and after the transaction to avoid losing employees.
  • IT Environment Dependencies. Testing the IT environment several times and obtaining sign-off from auditors that this has been completed correctly should be completed well before the transaction occurs. Have a strong architecture outlining technical dependencies.

For more information, review:

  • Reduce and Manage Your Organization’s Insider Threat Risk
  • Map Technical Skills for a Changing Infrastructure Operations Organization
  • Build a Data Architecture Roadmap

4.1.1 Monitor service agreements

3-6 months

Input: Original service agreement, Risk register

Output: Service agreement confirmed

Materials: Original service agreement

Participants: IT executive/CIO, IT senior leadership, External organization IT senior leadership

The purpose of this activity is to monitor the established service agreements on an ongoing basis. Your organization is most at risk during the initial months following the transaction.

  1. Ensure the right controls exist to prevent the organization from unnecessarily opening itself up to risks.
  2. Meet with the purchasing organization/subsidiary three months after the transaction to ensure that everyone is satisfied with the level of services provided.
  3. This is not a quick and completed activity, but one that requires ongoing monitoring. Repeatedly identify potential risks worth mitigating.

For additional information and support for this activity, see the blueprint Build an IT Risk Management Program.

4.1.2 Continually update the project plan

Reoccurring basis following transition

Input: Prioritized separation tasks, Separation RACI, Activity owners

Output: Updated separation project plan

Materials: M&A Separation Project Plan Tool (SharePoint), M&A Separation Project Plan Tool (Excel)

Participants: IT executive/CIO, IT senior leadership, IT transaction team, Company M&A team

The purpose of this activity is to ensure that the project plan is continuously updated as your transaction team continues to execute on the various components outlined in the project plan.

  1. Set a regular cadence for the transaction team to meet, update the project plan, review the status of the various separation task items, and strategize how to overcome any roadblocks.
  2. Employ governance best practices in these meetings to ensure decisions can be made effectively and resources allocated strategically.

Record the updates in the M&A Separation Project Management Tool (SharePoint).

Record the updates in the M&A Separation Project Management Tool (Excel).

Execution & Value Realization

Step 4.2

Reflection and Value Realization

Activities

  • 4.2.1 Confirm separation costs
  • 4.2.2 Review IT’s transaction value
  • 4.2.3 Conduct a transaction and separation SWOT
  • 4.2.4 Review the playbook and prepare for future transactions

This step involves the following participants:

  • IT executive/CIO
  • IT senior leadership
  • Transition team
  • Company M&A team

Outcomes of Step

Review the value that IT was able to generate around the transaction and strategize about how to improve future selling or separating transactions.

4.2.1 Confirm separation costs

3-4 hours

Input: Separation tasks, Carve-out roadmap, Transition team, Previous RACI, Estimated separation costs

Output: Actual separation costs

Materials: M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Transaction team, Company M&A team

The purpose of this activity is to confirm the associated costs around separation. While the separation costs would have been estimated previously, it’s important to confirm the costs that were associated with the separation in order to provide an accurate and up-to-date report to the company’s M&A team.

  1. Taking all the original items identified previously in activity 3.2.6, identify if there were changes in the estimated costs. This can be an increase or a decrease.
  2. Ensure that each cost has a justification for why the cost changed from the original estimation.

Record the results in the M&A Sell Playbook.

Track cost savings and revenue generation

Throughout the transaction, the business would have communicated its goals, rationales, and expectations for the transaction. Sometimes this is done explicitly, and other times the information is implicit. Either way, IT needs to ensure that metrics have been defined and are measuring the intended value that the business expects. Ensure that the benefits realized to the organization are being communicated regularly and frequently.

  1. Define Metrics: Select metrics to track synergies through the separation.
    1. You can track value by looking at percentages of improvement in process-level metrics depending on the savings or revenue being pursued.
    2. For example, if the value being pursued is decreasing costs, metrics could range from capacity to output, highlighting that the output remains high despite smaller IT environments.
  2. Prioritize Value-Driving Initiatives: Estimate the cost and benefit of each initiative's implementation to compare the amount of business value to the cost. The benefits and costs should be illustrated at a high level. Estimating the exact dollar value of fulfilling a synergy can be difficult and misleading.
      Steps
    • Determine the benefits that each initiative is expected to deliver.
    • Determine the high-level costs of implementation (capacity, time, resources, effort).
  3. Track Cost Savings and Revenue Generation: Develop a detailed workplan to resource the roadmap and track where costs are saved and revenue is generated as the initiatives are undertaken.

4.2.2 Review IT’s transaction value

3-4 hours

Input: Prioritized separation tasks, Separation RACI, Activity owners, M&A company goals

Output: Transaction value

Materials: M&A Sell Playbook

Participants: IT executive/CIO, IT senior leadership, Company's M&A team

The purpose of this activity is to track how your IT organization performed against the originally identified metrics.

  1. If your organization did not have the opportunity to identify metrics, determine from the company M&A what those metrics might be. Review activity 3.2.9 for more information on metrics.
  2. Identify whether the metric (which should support a goal) was at, below, or above the original target metric. This is a very critical task for IT to complete because it allows IT to confirm that they were successful in the transaction and that the business can count on them in future transactions.
  3. Be sure to record accurate and relevant information on why the outcomes (good or bad) are supporting the M&A goals set out by the business.

Record the results in the M&A Sell Playbook.

4.2.3 Conduct a transaction and separation SWOT

2 hours

Input: Separation costs, Retention rates, Value that IT contributed to the transaction

Output: Strengths, weaknesses, opportunities, and threats

Materials: Flip charts, Markers, Sticky notes

Participants: IT executive/CIO, IT senior leadership, Business transaction team

The purpose of this activity is to assess the positive and negative elements of the transaction.

  1. Consider the internal and external elements that could have impacted the outcome of the transaction.
    • Strengths. Internal characteristics that are favorable as they relate to your development environment.
    • Weaknesses Internal characteristics that are unfavorable or need improvement.
    • Opportunities External characteristics that you may use to your advantage.
    • Threats External characteristics that may be potential sources of failure or risk.

Record the results in the M&A Sell Playbook.

M&A Sell Playbook review

With an acquisition complete, your IT organization is now more prepared then ever to support the business through future M&As

  • Now that the transaction is more than 80% complete, take the opportunity to review the key elements that worked well and the opportunities for improvement.
  • Critically examine the M&A Sell Playbook your IT organization created and identify what worked well to help the transaction and where your organization could adjust to do better in future transactions.
  • If your organization were to engage in another sale or divestiture under your IT leadership, how would you go about the transaction to make sure the company meets its goals?

4.2.4 Review the playbook and prepare for future transactions

4 hours

Input: Transaction and separation SWOT

Output: Refined M&A playbook

Materials: M&A Sell Playbook

Participants: IT executive/CIO

The purpose of this activity is to revise the playbook and ensure it is ready to go for future transactions.

  1. Using the outputs from the previous activity, 4.2.3, determine what strengths and opportunities there were that should be leveraged in the next transaction.
  2. Likewise, determine which threats and weaknesses could be avoided in the future transactions.
    Remember, this is your M&A Sell Playbook, and it should reflect the most successful outcome for you in your organization.

Record the results in the M&A Sell Playbook.

By the end of this post-transaction phase you should:

Have completed the separation post-transaction and be fluidly delivering the critical value that the business expected of IT.

Key outcomes from the Execution & Value Realization phase
  • Ensure the separation tasks are being completed and that any blockers related to the transaction are being removed.
  • Determine where IT was able to realize value for the business and demonstrate IT’s involvement in meeting target goals.
Key deliverables from the Execution & Value Realization phase
  • Monitor service agreements
  • Continually update the project plan
  • Confirm separation costs
  • Review IT’s transaction value
  • Conduct a transaction and separation SWOT
  • Review the playbook and prepare for future transactions

Summary of Accomplishment

Problem Solved

Congratulations, you have completed the M&A Sell Blueprint!

Rather than reacting to a transaction, you have been proactive in tackling this initiative. You now have a process to fall back on in which you can be an innovative IT leader by suggesting how and why the business should engage in a separation or sale transaction. You have:

  • Created a standardized approach for how your IT organization should address divestitures or sales.
  • Retained critical staff and complied with any regulations throughout the transaction.
  • Delivered on the separation project plan successfully and communicated IT’s transaction value to the business.

Now that you have done all of this, reflect on what went well and what can be improved if you were to engage in a similar divestiture or sale again.

If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

Contact your account representative for more information
workshops@infotech.com 1-888-670-8899

Research Contributors and Experts

Ibrahim Abdel-Kader
Research Analyst | CIO
Info-Tech Research Group
Brittany Lutes
Senior Research Analyst | CIO
Info-Tech Research Group
John Annand
Principal Research Director | Infrastructure
Info-Tech Research Group
Scott Bickley
Principal Research Director | Vendor Management
Info-Tech Research Group
Cole Cioran
Practice Lead | Applications
Info-Tech Research Group
Dana Daher
Research Analyst | Strategy & Innovation
Info-Tech Research Group
Eric Dolinar
Manager | M&A Consulting
Deloitte Canada
Christoph Egel
Director, Solution Design & Deliver
Cooper Tire & Rubber Company
Nora Fisher
Vice President | Executive Services Advisory
Info-Tech Research Group
Larry Fretz
Vice President | Industry
Info-Tech Research Group

Research Contributors and Experts

David Glazer
Vice President of Analytics
Kroll
Jack Hakimian
Senior Vice President | Workshops and Delivery
Info-Tech Research Group
Gord Harrison
Senior Vice President | Research & Advisory
Info-Tech Research Group
Valence Howden
Principal Research Director | CIO
Info-Tech Research Group
Jennifer Jones
Research Director | Industry
Info-Tech Research Group
Nancy McCuaig
Senior Vice President | Chief Technology and Data Office
IGM Financial Inc.
Carlene McCubbin
Practice Lead | CIO
Info-Tech Research Group
Kenneth McGee
Research Fellow | Strategy & Innovation
Info-Tech Research Group
Nayma Naser
Associate
Deloitte
Andy Neill
Practice Lead | Data & Analytics, Enterprise Architecture
Info-Tech Research Group

Research Contributors and Experts

Rick Pittman
Vice President | Research
Info-Tech Research Group
Rocco Rao
Research Director | Industry
Info-Tech Research Group
Mark Rosa
Senior Vice President & Chief Information Officer
Mohegan Gaming and Entertainment
Tracy-Lynn Reid
Research Lead | People & Leadership
Info-Tech Research Group
Jim Robson
Senior Vice President | Shared Enterprise Services (retired)
Great-West Life
Steven Schmidt
Senior Managing Partner Advisory | Executive Services
Info-Tech Research Group
Nikki Seventikidis
Senior Manager | Finance Initiative & Continuous Improvement
CST Consultants Inc.
Allison Straker
Research Director | CIO
Info-Tech Research Group
Justin Waelz
Senior Network & Systems Administrator
Info-Tech Research Group
Sallie Wright
Executive Counselor
Info-Tech Research Group

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Effectively Manage CxO Relations

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  • Parent Category Name: Manage Business Relationships
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With the exponential pace of technological change, an organization's success will depend largely on how well CIOs can evolve from technology evangelists to strategic business partners. This will require CIOs to effectively broker relationships to improve IT's effectiveness and create business value. A confidential journal can help you stay committed to fostering productive relationships while building trust to expand your sphere of influence.

Our Advice

Critical Insight

Highly effective executives have in common the ability to successfully balance three things: time, personal capabilities, and relationships. Whether you are a new CIO or an experienced leader, the relentless demands on your time and unpredictable shifts in the organization’s strategy require a personal game plan to deliver business value. Rather than managing stakeholders one IT project at a time, you need an action plan that is tailored for unique work styles.

Impact and Result

A personal relationship journal will help you:

  • Understand the context in which key stakeholders operate.
  • Identify the best communication approach to engage with different workstyles.
  • Stay committed to fostering relationships through difficult periods.

Effectively Manage CxO Relations Research & Tools

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

1. Effectively Manage CxO Relations Storyboard – A guide to creating a personal action plan to help effectively manage relationships across key stakeholders.

Use this research to create a personal relationship journal in four steps:

  • Effectively Manage CxO Relations Storyboard

2. Personal Relationship Management Journal Template – An exemplar to help you build your personal relationship journal.

Use this exemplar to build a journal that is readily accessible, flexible, and easy to maintain.

  • Personal Relationship Management Journal Template

Infographic

Further reading

Effectively Manage CxO Relations

Make relationship management a daily habit with a personalized action plan.

Analyst Perspective

"Technology does not run an enterprise, relationships do." – Patricia Fripp

As technology becomes increasingly important, an organization's success depends on the evolution of the modern CIO from a technology evangelist to a strategic business leader. The modern CIO will need to leverage their expansive partnerships to demonstrate the value of technology to the business while safeguarding their time and effort on activities that support their strategic priorities. CIOs struggling to transition risk obsolescence with the emergence of new C-suite roles like the Digital Transformation Officer, Chief Digital Officer, Chief Data Officer, and so on.

CIOs will need to flex new social skills to accommodate diverse styles of work and better predict dynamic situations. This means expanding beyond their comfort level to acquire new social skills. Having a clear understanding of one's own work style (preferences, natural tendencies, motivations, and blind spots) is critical to identify effective communication and engagement tactics.

Building trust is an art. Striking a balance between fulfilling your own goals and supporting others will require a carefully curated approach to navigate the myriad of personalities and work styles. A personal relationship journal will help you stay committed through these peaks and troughs to foster productive partnerships and expand your sphere of influence over the long term.

Photo of Joanne Lee
Joanne Lee
Principal, Research Director, CIO Advisory
Info-Tech Research Group

Executive Summary

Your Challenge

In today's unpredictable markets and rapid pace of technological disruptions, CIOs need to create business value by effectively brokering relationships to improve IT's performance. Challenges they face:

  • Operate in silos to run the IT factory.
  • Lack insights into their stakeholders and the context in which they operate.
  • Competing priorities and limited time to spend on fostering relationships.
  • Relationship management programs are narrowly focused on associated change management in IT project delivery.

Common Obstacles

Limited span of influence.

Mistaking formal roles in organizations for influence.

Understanding what key individuals want and, more importantly, what they don't want.

Lack of situational awareness to adapt communication styles to individual preferences and context.

Leveraging different work styles to create a tangible action plan.

Perceiving relationships as "one and done."

Info-Tech's Approach

A personal relationship journal will help you stay committed to fostering productive relationships while building trust to expand your sphere of influence.

  • Identify your key stakeholders.
  • Understand the context in which they operate to define a profile of their mandate, priorities, commitments, and situation.
  • Choose the most effective engagement and communication strategies for different work styles.
  • Create an action plan to monitor and measure your progress.

Info-Tech Insight

Highly effective executives have in common the ability to balance three things: time, personal capabilities, and relationships. Whether you are a new CIO or an experienced leader, the relentless demand on your time and unpredictable shifts in the organization's strategy will require a personal game plan to deliver business value. This will require more than managing stakeholders one IT project at a time: It requires an action plan that fosters relationships over the long term.

Key Concepts

Stakeholder Management
A common term used in project management to describe the successful delivery of any project, program, or activity that is associated with organizational change management. The goal of stakeholder management is intricately tied to the goals of the project or activity with a finite end. Not the focus of this advisory research.

Relationship Management
A broad term used to describe the relationship between two parties (individuals and/or stakeholder groups) that exists to create connection, inclusion, and influence. The goals are typically associated with the individual's personal objectives and the nature of the interaction is seen as ongoing and long-term.

Continuum of Commitment
Info-Tech's framework that illustrates the different levels of commitment in a relationship. It spans from active resistance to those who are committed to actively supporting your personal priorities and objectives. This can be used to baseline where you are today and where you want the relationship to be in the future.

Work Style
A reference to an individual's natural tendencies and expectations that manifest itself in their communication, motivations, and leadership skills. This is not a behavior assessment nor a commentary on different personalities but observable behaviors that can indicate different ways people communicate, interact, and lead.

Glossary
CDxO: Chief Digital Officer
CDO: Chief Data Officer
CxO: C-Suite Executives

The C-suite is getting crowded, and CIOs need to foster relationships to remain relevant

The span of influence and authority for CIOs is diminishing with the emergence of Chief Digital Officers and Chief Data Officers.

63% of CDxOs report directly to the CEO ("Rise of the Chief Digital Officer," CIO.com)

44% of organizations with a dedicated CDxO in place have a clear digital strategy versus 22% of those without a CDxO (KPMG/Harvey Nash CIO Survey)

The "good news": CIOs tend to have a longer tenure than CDxOs.

A diagram that shows the average tenure of C-Suites in years.
Source: "Age and Tenure of C-Suites," Korn Ferry

The "bad news": The c-suite is getting overcrowded with other roles like Chief Data Officer.

A diagram that shows the number of CDOs hired from 2017 to 2021.
Source: "Chief Data Officer Study," PwC, 2022

An image of 7 lies technology executives tell ourselves.

Info-Tech Insight

The digital evolution has created the emergence of new roles like the Chief Digital Officer and Chief Data Officer. They are a response to bridge the skill gap that exists between the business and technology. CIOs need to focus on building effective partnerships to better communicate the business value generated by technology or they risk becoming obsolete.

Create a relationship journal to effectively manage your stakeholders

A diagram of relationship journal

Info-Tech's approach

From managing relationships with friends to key business partners, your success will come from having the right game plan. Productive relationships are more than managing stakeholders to support IT initiatives. You need to effectively influence those who have the potential to champion or derail your strategic priorities. Understanding differences in work styles is fundamental to adapting your communication approach to various personalities and situations.

A diagram that shows from 1.1 to 4.1

A diagram of business archetypes

Summary of Insights

Insight 1: Expand your sphere of influence
It's not just about gaining a volume of acquaintances. Figure out where you want to spend your limited time, energy, and effort to develop a network of professional allies who will support and help you achieve your strategic priorities.

Insight 2: Know thyself first and foremost
Healthy relationships start with understanding your own working style, preferences, and underlying motivations that drive your behavior and ultimately your expectations of others. A win/win scenario emerges when both parties' needs for inclusion, influence, and connection are met or mutually conceded.

Insight 3: Walk a mile in their shoes
If you want to build successful partnerships, you need to understand the context in which your stakeholder operates: their motivations, desires, priorities, commitments, and challenges. This will help you adapt as their needs shift and, moreover, leverage empathy to identify the best tactics for different working styles.

Insight 4: Nurturing relationships is a daily commitment
Building, fostering, and maintaining professional relationships requires a daily commitment to a plan to get through tough times, competing priorities, and conflicts to build trust, respect, and a shared sense of purpose.

Related Info-Tech Research

Supplement your CIO journey with these related blueprints.

Photo of First 100 Days as CIO

First 100 Days as CIO

Photo of Become a Strategic CIO

Become a Strategic CIO

Photo of Improve IT Team Effectiveness

Improve IT Team Effectiveness

Photo of Become a Transformational CIO

Become a Transformational CIO

Executive Brief Case Study

Logo of Multicap Limited

  • Industry: Community Services
  • Source: Scott Lawry, Head of Digital

Conversation From Down Under

What are the hallmarks of a healthy relationship with your key stakeholders?
"In my view, I work with partners like they are an extension of my team, as we rely on each other to achieve mutual success. Partnerships involve a deeper, more intimate relationship, where both parties are invested in the long-term success of the business."

Why is it important to understand your stakeholder's situation?
"It's crucial to remember that every IT project is a business project, and vice versa. As technology leaders, our role is to demystify technology by focusing on its business value. Empathy is a critical trait in this endeavor, as it allows us to see a stakeholder's situation from a business perspective, align better with the business vision and goals, and ultimately connect with people, rather than just technology."

How do you stay committed during tough times?
"I strive to leave emotions at the door and avoid taking a defensive stance. It's important to remain neutral and not personalize the issue. Instead, stay focused on the bigger picture and goals, and try to find a common purpose. To build credibility, it's also essential to fact-check assumptions regularly. By following these principles, I approach situations with a clear mind and better perspective, which ultimately helps achieve success."

Photo of Scott Lawry, Head Of Digital at Multicap Limited

Key Takeaways

In a recent conversation with a business executive about the evolving role of CIOs, she expressed: "It's the worst time to be perceived as a technology evangelist and even worse to be perceived as an average CIO who can't communicate the business value of technology."

This highlights the immense pressure many CIOs face when evolving beyond just managing the IT factory.

The modern CIO is a business leader who can forge relationships and expand their influence to transform IT into a core driver of business value.

Stakeholder Sentiment

Identify key stakeholders and their perception of IT's effectiveness

1.1 Identify Key Stakeholders

A diagram of Identify Key Stakeholders

Identify and prioritize your key stakeholders. Be diligent with stakeholder identification. Use a broad view to identify stakeholders who are known versus those who are "hidden." If stakeholders are missed, then so are opportunities to expand your sphere of influence.

1.2 Understand Stakeholder's Perception of IT

A diagram that shows Info-Tech's Diagnostic Reports and Hospital Authority XYZ

Assess stakeholder sentiments from Info-Tech's diagnostic reports and/or your organization's satisfaction surveys to help identify individuals who may have the greatest influence to support or detract IT's performance and those who are passive observers that can become your greatest allies. Determine where best to focus your limited time amid competing priorities by focusing on the long-term goals that support the organization's vision.

Info-Tech Insight

Understand which individuals can directly or indirectly influence your ability to achieve your priorities. Look inside and out, as you may find influencers beyond the obvious peers or executives in an organization. Influence can result from expansive connections, power of persuasion, and trust to get things done.

Visit Info-Tech's Diagnostic Programs

Activity: Identify and Prioritize Stakeholders

30-60 minutes

1.1 Identify Key Stakeholders

Start with the key stakeholders that are known to you. Take a 360-degree view of both internal and external connections. Leverage external professional & network platforms (e.g. LinkedIn), alumni connections, professional associations, forums, and others that can help flush out hidden stakeholders.

1.2 Prioritize Key Stakeholders

Use stakeholder satisfaction surveys like Info-Tech's Business Vision diagnostic as a starting point to identify those who are your allies and those who have the potential to derail IT's success, your professional brand, and your strategic priorities. Review the results of the diagnostic reports to flush out those who are:

  • Resisters: Vocal about their dissatisfaction with IT's performance and actively sabotage or disrupt
  • Skeptics: Disengaged, passive observers
  • Ambassadors: Aligned but don't proactively support
  • Champions: Actively engaged and will proactively support your success

Consider the following:

  • Influencers may not have formal authority within an organization but have relationships with your stakeholders.
  • Influencers may be hiding in many places, like the coach of your daughter's soccer team who rows with your CEO.
  • Prioritize, i.e. three degrees of separation due to potential diverse reach of influence.

Key Output: Create a tab for your most critical stakeholders.

A diagram that shows profile tabs

Download the Personal Relationship Management Journal Template.

Understand stakeholders' business

Create a stakeholder profile to understand the context in which stakeholders operate.

2.1 Create individual profile for each stakeholder

A diagram that shows different stakeholder questions

Collect and analyze key information to understand the context in which your stakeholders operate. Use the information to derive insights about their mandate, accountabilities, strategic goals, investment priorities, and performance metrics and challenges they may be facing.

Stakeholder profiles can be used to help design the best approach for personal interactions with individuals as their business context changes.

If you are short on time, use this checklist to gather information:

  • Stakeholder's business unit (BU) strategy goals
  • High-level organizational chart
  • BU operational model or capability map
  • Key performance metrics
  • Projects underway and planned
  • Financial budget (if available)
  • Milestone dates for key commitments and events
  • External platforms like LinkedIn, Facebook, Twitter, Slack, Instagram, Meetup, blogs

Info-Tech Insight

Understanding what stakeholders want (and more importantly, what they don't) requires knowing their business and the personal and social circumstances underlying their priorities and behaviors.

Activity: Create a stakeholder profile

30-60 minutes

2.1.0 Understand stakeholder's business context

Create a profile for each of your priority stakeholders to document their business context. Review all the information collected to understand their mandate, core accountability, and business capabilities. The context in which individuals operate is a window into the motivations, pressures, and vested interests that will influence the intersectionality between their expectations and yours.

2.1.1 Document Observable Challenges as Private Notes

Crushing demands and competing priorities can lead to tension and stress as people jockey to safeguard their time. Identify some observable challenges to create greater situational awareness. Possible underlying factors:

  • Sudden shifts/changes in mandate
  • Performance (operations, projects)
  • Finance
  • Resource and talent gaps
  • Politics
  • Personal circumstances
  • Capability gaps/limitations
  • Capacity challenges

A diagram that shows considerations of this activity.

Analyze Stakeholder's Work Style

Adapt communication styles to the situational context in which your stakeholders operate

2.2 Determine the ideal approach for engaging each stakeholder

Each stakeholder has a preferred modality of working which is further influenced by dynamic situations. Some prefer to meet frequently to collaborate on solutions while others prefer to analyze data in solitude before presenting information to substantiate recommendations. However, fostering trust requires:

  1. Understanding your preferred default when engaging others.
  2. Knowing where you need to expand your skills.
  3. Identifying which skills to activate for different professional scenarios.

Adapting your communication style to create productive interactions will require a diverse arsenal of interpersonal skills that you can draw upon as situations shift. The ability to adapt your work style to dial any specific trait up or down will help to increase your powers of persuasion and influence.

"There are only two ways to influence human behavior: you can manipulate it, or you can inspire it." – Simon Sinek

Activity: Identify Engagement Strategies

30 minutes

2.2.0 Establish work styles

Every individual has a preferred style of working. Determine work styles starting with self-awareness:

  • Express myself - How you communicate and interact with others
  • Expression by others - How you want others to communicate and interact with you

Through observation and situational awareness, we can make inferences about people's work style.

  • Observations - Observable traits of other people's work style
  • Situations - Personal and professional circumstances that influence how we communicate and interact with one another

Where appropriate and when opportunities arise, ask individuals directly about their preferred work styles and method for communication. What is their preferred method of communication? During a normal course of interaction vs. for urgent priorities?

2.2.1 Brainstorm possible engagement strategies

Consider the following when brainstorming engagement strategies for different work styles.

A table of involvement, influence, and connection.

Think engagement strategies in different professional scenarios:

  • Meetings - Where and how you connect
  • Communicating - How and what you communicate to create connection
  • Collaborating - What degree of involved in shared activities
  • Persuading - How you influence or direct others to get things done

Expand New Interpersonal Skills

Use the Business Archetypes to brainstorm possible approaches for engaging with different work styles. Additional communication and engagement tactics may need to be considered based on circumstances and changing situations.

A diagram that shows business archetypes and engagement strategies.

Communicate Effectively

Productive communication is a dialogue that requires active listening, tailoring messages to fluid situations, and seeking feedback to adapt.

A diagram of elements that contributes to better align intention and impact

Be Relevant

  • Understand why you need to communicate
  • Determine what you need to convey
  • Tailor your message to what matters to the audience and their context
  • Identify the most appropriate medium based on the situation

Be Consistent and Accurate

  • Say what you mean and mean what you say to avoid duplicity
  • Information should be accurate and complete
  • Communicate truthfully; do not make false promises or hide bad news
  • Don't gossip

Be Clear and Concise

  • Keep it simple and avoid excessive jargon
  • State asks upfront to set intention and transparency
  • Avoid ambiguity and focus on outcomes over details
  • Be brief and to the point or risk losing stakeholder's attention

Be Attentive and Authentic

  • Stay engaged and listen actively
  • Be curious and inquire for clarification or explanation
  • Be flexible to adapt to both verbal and non-verbal cues
  • Be authentic in your approach to sharing yourself
  • Avoid "canned" approaches

A diagram of listen, observe, reflect.


"Good communication is the bridge between confusion and clarity."– Nat Turner (LinkedIn, 2020)

Exemplar: Engaging With Jane

A diagram that shows Exemplar: Engaging With Jane

Exemplar: Engaging With Ali

A diagram that shows Exemplar: Engaging With Ali

Develop an Action Plan

Moving from intent to action requires a plan to ensure you stay committed through the peaks and troughs.

Create Your 120-Day Plan

An action plan example

Key elements of the action plan:

  • Strategic priorities – Your top focus
  • Objective – Your goals
  • 30-60-90-120 Day Topics – Key agenda items
  • Meeting Progress Notes – Key takeaways from meetings
  • Private Notes – Confidential observations

Investing in relationships is a long-term process. You need to accumulate enough trust to trade or establish coalitions to expand your sphere of influence. Even the strongest of professional ties will have their bouts of discord. To remain committed to building the relationship during difficult periods, use an action plan that helps you stay grounded around:

  • Shared purpose
  • Removing emotion from the situation
  • Continuously learning from every interaction

Photo of Angela Diop
"Make intentional actions to set intentionality. Plans are good to keep you grounded and focused especially when relationship go through ups and down and there are changes: to new people and new relationships."
– Angela Diop, Senior Director, Executive Services, Info-Tech & former VP of Information Services with Unity Health Care

Activity: Design a Tailored Action Plan

30-60 minutes

3.1.0 Determine your personal expectations

Establish your personal goals and expectations around what you are seeking from the relationship. Determine the strength of your current connection and identify where you want to move the relationship across the continuum of commitment.

Use insights from your stakeholder's profile to explore their span of influence and degree of interest in supporting your strategic priorities.

3.1.1 Determine what you want from the relationship

Based on your personal goals, identify where you want to move the relationship across the continuum of commitment: What are you hoping to achieve from the relationship? How will this help create a win/win situation for both you and the key stakeholder?

A diagram of Continuum of Commitment.

3.1.2 Identify your metrics for progress

Fostering relationships take time and commitment. Utilizing metrics or personal success criteria for each of your focus areas will help you stay on track and find opportunities to make each engagement valuable instead of being transactional.

A graph that shows influence vs interest.

Make your action plan impactful

Level of Connection

The strength of the relationship will help inform the level of time and effort needed to achieve your goals.

  • Is this a new or existing relationship?
  • How often do you connect with this individual?
  • Are the connections driven by a shared purpose or transactional as needs arise?

Focus on Relational Value

Cultivate your network and relationship with the goal of building emotional connection, understanding, and trust around your shared purpose and organization's vision through regular dialogue. Be mindful of transactional exchanges ("quid pro quo") to be strategic about its use. Treat every interaction as equally important regardless of agenda, duration, or channel of communication.

Plan and Prepare

Everyone's time is valuable, and you need to come prepared with a clear understanding of why you are engaging. Think about the intentionality of the conversation:

  • Gain buy-in
  • Create transparency
  • Specific ask
  • Build trust and respect
  • Provide information to clarify, clear, or contain a situation

Non-Verbal Communication Matters

Communication is built on both overt expressions and subtext. While verbal communication is the most recognizable form, non-lexical components of verbal communication (i.e. paralanguage) can alter stated vs. intended meaning. Engage with the following in mind:

  • Tone, pitch, speed, and hesitation
  • Facial expressions and gestures
  • Choice of channel for engagement

Exemplar: Action Plan for VP, Digital

A diagram that shows Exemplar: Action Plan for VP, Digital

Make Relationship Management a Daily Habit

Management plans are living documents and need to be flexible to adapt to changes in stakeholder context.

Monitor and Adjust to Communicate Strategically

A diagram that shows Principles for Effective Communication and Key Measures

Building trust takes time and commitment. Treat every conversation with your key stakeholders as an investment in building the social capital to expand your span of influence when and where you need it to go. This requires making relationship management a daily habit. Action plans need to be a living document that is your personal journal to document your observations, feelings, and actions. Such a plan enables you to make constant adjustments along the relationship journey.

"Without involvement, there is no commitment. Mark it down, asterisk it, circle it, underline it."– Stephen Convey (LinkedIn, 2016)

Capture some simple metrics

If you can't measure your actions, you can't manage the relationship.

An example of measures: what, why, how - metrics, and intended outcome.

While a personal relationship journal is not a formal performance management tool, identifying some tangible measures will improve the likelihood of aligning your intent with outcomes. Good measures will help you focus your efforts, time, and resources appropriately.

Keep the following in mind:

  1. WHAT are you trying to measure?
    Specific to the situation or scenario
  2. WHY is this important?
    Relevant to your personal goals
  3. HOW will you measure?
    Achievable and quantifiable
  4. WHAT will the results tell you?
    Intended outcome that is directional

Summary of accomplishments

Knowledge Gained

  • Relationship management is critical to a CIO's success
  • A personal relationship journal will help build:
    • Customized approach to engaging stakeholders
    • New communication skills to adapt to different work styles

New Concepts

  • Work style assessment framework and engagement strategies
  • Effective communication strategies
  • Continuum of commitment to establish personal goals

Approach to Creating a Personal Journal

  • Step-by-step approach to create a personal journal
  • Key elements for inclusion in a journal
  • Exemplar and recommendations

Related Info-Tech Research

Photo of Tech Trends and Priorities Research Centre

Tech Trends and Priorities Research Centre

Access Info-Tech's Tech Trend reports and research center to learn about current industry trends, shifts in markets, and disruptions that are impacting your industry and sector. This is a great starting place to gain insights into how the ecosystem is changing your business and the role of IT within it.

Photo of Embed Business Relationship Management in IT

Embed Business Relationship Management in IT

Create a business relationship management (BRM) function in your program to foster a more effective partnership with the business and drive IT's value to the organization.

Photo of Become a Transformational CIO

Become a Transformational CIO

Collaborate with the business to lead transformation and leave behind a legacy of growth.

Appendix: Framework

Content:

  • Adaptation of DiSC profile assessment
  • DiSC Profile Assessment
  • FIRO-B Framework
  • Experience Cube

Info-Tech's Adaption of DiSC Assessment

A diagram of business archetypes

Info-Tech's Business Archetypes was created based on our analysis of the DiSC Profile and Myers-Briggs FIRO-B personality assessment tools that are focused on assessing interpersonal traits to better understand personalities.

The adaptation is due in part to Info-Tech's focus on not designing a personality assessment tool as this is neither the intent nor the expertise of our services. Instead, the primary purpose of this adaptation is to create a simple framework for our members to base their observations of behavioral cues to identify appropriate communication styles to better interact with key stakeholders.

Cautionary note:
Business archetypes are personas and should not be used to label, make assumptions and/or any other biased judgements about individual personalities. Every individual has all elements and aspects of traits across various spectrums. This must always remain at the forefront when utilizing any type of personality assessments or frameworks.

Click here to learn about DiSC Profile
Click here learn about FIRO-B
Click here learn about Experience Cube

DiSC Profile Assessment

A photo of DiSC Profile Assessment

What is DiSC?

DisC® is a personal assessment tool that was originally developed in 1928 by psychologist William Moulton Marston, who designed it to predict job performance. The tool has evolved and is now widely used by thousands of organizations around the world, from large government agencies and Fortune 500 companies to nonprofit and small businesses, to help improve teamwork, communication, and productivity in the workplace. The tool provides a common language people can use to better understand themselves and those they interact with - and use this knowledge to reduce conflict and improve working relationships.

What does DiSC mean?

DiSC is an acronym that stands for the four main personality profiles described in the Everything DiSC model: (D)ominance, (i)nfluence, (S)teadiness, (C)onscientiousness

People with (D) personalities tend to be confident and emphasize accomplishing bottom-line results.
People with (i) personalities tend to be more open and emphasize relationships and influencing or persuading others.
People with (S) personalities tend to be dependable and emphasize cooperation and sincerity.
People with (C) personalities tend to emphasize quality, accuracy, expertise, and competency.

Go to this link to explore the DiSC styles

FIRO-B® – Interpersonal Assessment

A diagram of FIRO framework

What is FIRO workplace relations?

The Fundamental Interpersonal Relations Orientation Behavior (FIRO-B®) tool has been around for forty years. The tool assesses your interpersonal needs and the impact of your behavior in the workplace. The framework reveals how individuals can shape and adapt their individual behaviors, influence others effectively, and build trust among colleagues. It has been an excellent resource for coaching individuals and teams about the underlying drivers behind their interactions with others to effectively build successful working relationships.

What does the FIRO framework measure?

The FIRO framework addresses five key questions that revolve around three interpersonal needs. Fundamentally, the framework focuses on how you want to express yourself toward others and how you want others to behave toward you. This interaction will ultimately result in the universal needs for (a) inclusion, (b) control, and (c) affection. The insights from the results are intended to help individuals adjust their behavior in relationships to get what they need while also building trust with others. This will allow you to better predict and adapt to different situations in the workplace.

How can FIRO influence individual and team performance in the workplace?

FIRO helps people recognize where they may be giving out mixed messages and prompts them to adapt their exhibited behaviors to build trust in their relationships. It also reveals ways of improving relationships by showing individuals how they are seen by others, and how this external view may differ from how they see themselves. Using this lens empowers people to adjust their behavior, enabling them to effectively influence others to achieve high performance.

In team settings, it is a rich source of information to explore motivations, underlying tensions, inconsistent behaviors, and the mixed messages that can lead to mistrust and derailment. It demonstrates how people may approach teamwork differently and explains the potential for inefficiencies and delays in delivery. Through the concept of behavioral flexibility, it helps defuse cultural stereotypes and streamline cross-cultural teams within organizations.

Go to this link to explore FIRO-B for Business

Experience Cube

A diagram of experience cube model.

What is an experience cube?

The Experience Cube model was developed by Gervase Bushe, a professor of Leadership and Organization at the Simon Fraser University's school of Business and a thought leader in the field of organizational behavior. The experience cube is intended as a tool to plan and manage conversations to communicate more effectively in the moment. It does this by promoting self-awareness to better reduce anxiety and adapt to evolving and uncertain situations.

How does the experience cube work?

Using the four elements of the experience cube (Observations, Thoughts, Feelings, and Wants) helps you to separate your experience with the situation from your potential judgements about the situation. This approach removes blame and minimizes defensiveness, facilitating a positive discussion. The goal is to engage in a continuous internal feedback loop that allows you to walk through all four quadrants in the moment to help promote self-awareness. With heightened self-awareness, you may (1) remain curious and ask questions, (2) check-in for understanding and clarification, and (3) build consensus through agreement on shared purpose and next steps.

Observations: Sensory data (information you take in through your senses), primarily what you see and hear. What a video camera would record.

Thoughts: The meaning you add to your observations (i.e. the way you make sense of them, including your beliefs, expectations, assumptions, judgments, values, and principles). We call this the "story you make up."

Feelings: Your emotional or physiological response to the thoughts and observations. Feelings words such as sad, mad, glad, scared, or a description of what is happening in your body.

Wants: Clear description of the outcome you seek. Wants go deeper than a simple request for action. Once you clearly state what you want, there may be different ways to achieve it.

Go to this link to explore more: Experience Cube

Research Contributors and Experts

Photo of Joanne Lee
Joanne Lee
Principal, Research Director, CIO Advisory
Info-Tech Research Group

Joanne is a professional executive with over twenty-five years of experience in digital technology and management consulting spanning healthcare, government, municipal, and commercial sectors across Canada and globally. She has successfully led several large, complex digital and business transformation programs. A consummate strategist, her expertise spans digital and technology strategy, organizational redesign, large complex digital and business transformation, governance, process redesign, and PPM. Prior to joining Info-Tech Research Group, Joanne was a Director with KPMG's CIO Advisory management consulting services and the Digital Health practice lead for Western Canada. She brings a practical and evidence-based approach to complex problems enabled by technology.

Joanne holds a Master's degree in Business and Health Policy from the University of Toronto and a Bachelor of Science (Nursing) from the University of British Columbia.



Photo of Gord Harrison
Gord Harrison
Senior Vice President, Research and Advisory
Info-Tech Research Group

Gord Harrison, SVP, Research and Consulting, has been with Info-Tech Research Group since 2002. In that time, Gord leveraged his experience as the company's CIO, VP Research Operations, and SVP Research to bring the consulting and research teams together under his current role, and to further develop Info-Tech's practical, tactical, and value-oriented research product to the benefit of both organizations.

Prior to Info-Tech, Gord was an IT consultant for many years with a focus on business analysis, software development, technical architecture, and project management. His background of educational game software development, and later, insurance industry application development gave him a well-rounded foundation in many IT topics. Gord prides himself on bringing order out of chaos and his customer-first, early value agile philosophy keeps him focused on delivering exceptional experiences to our customers.



Photo of Angela Diop
Angela Diop
Senior Director, Executive Services
Info-Tech Research Group

Angela has over twenty-five years of experience in healthcare, as both a healthcare provider and IT professional. She has spent over fifteen years leading technology departments and implementing, integrating, managing, and optimizing patient-facing and clinical information systems. She believes that a key to a healthcare organization's ability to optimize health information systems and infrastructure is to break the silos that exist in healthcare organizations.

Prior to joining Info-Tech, Angela was the Vice President of Information Services with Unity Health Care. She has demonstrated leadership and success in this area by fostering environments where business and IT collaborate to create systems and governance that are critical to providing patient care and sustaining organizational health.

Angela has a Bachelor of Science in Systems Engineering and Design from the University of Illinois and a Doctorate of Naturopathic Medicine from Bastyr University. She is a Certified CIO with the College of Healthcare Information Management Executives. She is a two-time Health Information Systems Society (HIMSS) Davies winner.



Photo of Edison Barreto
Edison Barreto
Senior Director, Executive Services
Info-Tech Research Group

Edison is a dynamic technology leader with experience growing different enterprises and changing IT through creating fast-paced organizations with cultural, modernization, and digital transformation initiatives. He is well versed in creating IT and business cross-functional leadership teams to align business goals with IT modernization and revenue growth. Over twenty-five years of Gaming, Hospitality, Retail, and F&B experience has given him a unique perspective on guiding and coaching the creation of IT department roadmaps to focus on business needs and execute successful changes.

Edison has broad business sector experience, including:
Hospitality, Gaming, Sports and Entertainment, IT policy and oversight, IT modernization, Cloud first programs, R&D, PCI, GRDP, Regulatory oversight, Mergers acquisitions and divestitures.



Photo of Mike Tweedie
Mike Tweedie
Practice Lead, CIO Strategy
Info-Tech Research Group

Michael Tweedie is the Practice Lead, CIO – IT Strategy at Info-Tech Research Group, specializing in creating and delivering client-driven, project-based, practical research, and advisory. He brings more than twenty-five years of experience in technology and IT services as well as success in large enterprise digital transformations.

Prior to joining Info-Tech, Mike was responsible for technology at ADP Canada. In that role, Mike led several large transformation projects that covered core infrastructure, applications, and services and worked closely with and aligned vendors and partners. The results were seamless and transparent migrations to current services, like public cloud, and a completely revamped end-user landscape that allowed for and supported a fully remote workforce.

Prior to ADP, Mike was the North American Head of Engineering and Service Offerings for a large French IT services firm, with a focus on cloud adoption and complex ERP deployment and management; he managed large, diverse global teams and had responsibilities for end-to-end P&L management.

Mike holds a Bachelor's degree in Architecture from Ryerson University.



Photo of Carlene McCubbin
Carlene McCubbin
Practice Lead, People and Leadership
Info-Tech Research Group

Carlene McCubbin is a Research Lead for the CIO Advisory Practice at Info-Tech Research Group covering key topics in operating models & design, governance, and human capital development.

During her tenure at Info-Tech, Carlene has led the development of Info-Tech's Organization and Leadership practice and worked with multiple clients to leverage the methodologies by creating custom programs to fit each organization's needs.

Before joining Info-Tech, Carlene received her Master of Communications Management from McGill University, where she studied development of internal and external communications, government relations, and change management. Her education honed her abilities in rigorous research, data analysis, writing, and understanding the organization holistically, which has served her well in the business IT world.



Photo of Anubhav Sharma
Anubhav Sharma
Research Director, CIO Strategy
Info-Tech Research Group

Anubhav is a digital strategy and execution professional with extensive experience in leading large-scale transformation mandates for organizations both in North America and globally, including defining digital strategies for leading banks and spearheading a large-scale transformation project for a global logistics pioneer across ten countries. Prior to joining Info-Tech Research Group, he held several industry and consulting positions in Fortune 500 companies driving their business and technology strategies. In 2023, he was recognized as a "Top 50 Digital Innovator in Banking" by industry peers.

Anubhav holds an MBA in Strategy from HEC Paris, a Master's degree in Finance from IIT-Delhi, and a Bachelor's degree in Engineering.



Photo of Kim Osborne-Rodriguez
Kim Osborne-Rodriguez
Research Director, CIO Strategy
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 to digital transformation, with a track record of supporting successful implementations.

Kim holds a Bachelor's degree in Mechatronics Engineering from University of Waterloo.



Photo of Amanda Mathieson
Amanda Mathieson
Research Director, People and Leadership
Info-Tech Research Group

Amanda joined Info-Tech Research Group in 2019 and brings twenty years of expertise working in Canada, the US, and globally. Her expertise in leadership development, organizational change management, and performance and talent management comes from her experience in various industries spanning pharmaceutical, retail insurance, and financial services. She takes a practical, experiential approach to people and leadership development that is grounded in adult learning methodologies and leadership theory. She is passionate about identifying and developing potential talent, as well as ensuring the success of leaders as they transition into more senior roles.

Amanda has a Bachelor of Commerce degree and Master of Arts in Organization and Leadership Development from Fielding Graduate University, as well as a post-graduate diploma in Adult Learning Methodologies from St. Francis Xavier University. She also has certifications in Emotional Intelligence – EQ-i 2.0 & 360, Prosci ADKAR® Change Management, and Myers-Briggs Type Indicator Step I and II.

Bibliography

Bacey, Christopher. "KPMG/Harvey Nash CIO Survey finds most organizations lack enterprise-wide digital strategy." Harvey Nash/KPMG CIO Survey. Accessed Jan. 6, 2023. KPMG News Perspective - KPMG.us.com

Calvert, Wu-Pong Susanna. "The Importance of Rapport. Five tips for creating conversational reciprocity." Psychology Today Magazine. June 30, 2022. Accessed Feb. 10, 2023. psychologytoday.com/blog

Coaches Council. "14 Ways to Build More Meaningful Professional Relationships." Forbes Magazine. September 16, 2020. Accessed Feb. 20, 2023. forbes.com/forbescoachescouncil

Council members. "How to Build Authentic Business Relationships." Forbes Magazine. June 15, 2021. Accessed Jan. 15, 2023. Forbes.com/business council

Deloitte. "Chief Information Officer (CIO) Labs. Transform and advance the role of the CIO." The CIO program. Accessed Feb. 5, 2021.

Dharsarathy, Anusha et al. "The CIO challenge: Modern business needs a new kind of tech leader." McKinsey and Company. January 27, 2020. Accessed Feb 2023. Mckinsey.com

DiSC profile. "What is DiSC?" DiSC Profile Website. Accessed Feb. 5, 2023. discprofile.com

FIRO Assessment. "Better working relationships". Myers Brigg Website. Resource document downloaded Feb. 10, 2023. myersbriggs.com/article

Fripp, Patricia. "Frippicisms." Website. Accessed Feb. 25, 2023. fripp.com

Grossman, Rhys. "The Rise of the Chief Digital Officer." Russell Reynolds Insights, January 1, 2012. Accessed Jan. 5, 2023. Rise of the Chief Digital Officer - russellreynolds.com

Kambil, Ajit. "Influencing stakeholders: Persuade, trade, or compel." Deloitte Article. August 9, 2017. Accessed Feb. 19, 2023. www2.deloitte.com/insights

Kambil, Ajit. "Navigating the C-suite: Managing Stakeholder Relationships." Deloitte Article. March 8, 2017. Accessed Feb. 19, 2023. www2.deloitte.com/insights

Korn Ferry. "Age and tenure in the C-suite." Kornferry.com. Accessed Jan. 6, 2023. Korn Ferry Study Reveals Trends by Title and Industry

Kumthekar, Uday. "Communication Channels in Project". Linkedin.com, 3 March 2020. Accessed April 27, 2023. Linkedin.com/Pulse/Communication Channels

McWilliams, Allison. "Why You Need Effective Relationships at Work." Psychology Today Magazine. May 5, 2022. Accessed Feb. 11, 2023. psychologytoday.com/blog

McKinsey & Company. "Why do most transformations fail? A conversation with Harry Robinson." Transformation Practice. July 2019. Accessed Jan. 10, 2023. Mckinsey.com

Mind Tools Content Team. "Building Good Work Relationships." MindTools Article. Accessed Feb. 11, 2023. mindtools.com/building good work relationships

Pratt, Mary. "Why the CIO-CFO relationship is key to digital success." TechTarget Magazine. November 11, 2021. Accessed Feb. 2023. Techtarget.com

LaMountain, Dennis. "Quote of the Week: No Involvement, No Commitment". Linkedin.com, 3 April 2016. Accessed April 27, 2023. Linkedin.com/pulse/quote-week-involvement

PwC Pulse Survey. "Managing Business Risks". PwC Library. 2022. Accessed Jan. 30, 2023. pwc.com/pulse-survey

Rowell, Darin. "3 Traits of a Strong Professional Relationship." Harvard Business Review. August 8, 2019. Accessed Feb. 20, 2023. hbr.org/2019/Traits of a strong professional relationship

Sinek, Simon. "The Optimism Company from Simon Sinek." Website. Image Source. Accessed, Feb. 21, 2023. simonsinek.com

Sinek, Simon. "There are only two ways to influence human behavior: you can manipulate it or you can inspire it." Twitter. Dec 9, 2022. Accessed Feb. 20, 2023. twitter.com/simonsinek

Whitbourne, Susan Krauss. "10 Ways to Measure the Health of Relationship." Psychology Today Magazine. Aug. 7, 2021. Accessed Jan. 30, 2023. psychologytoday.com/blog

Deliver on Your Digital Product Vision

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  • Parent Category Name: Development
  • Parent Category Link: /development
  • Product organizations are under pressure to align the value they provide to the organization’s goals and overall company vision.
  • You need to clearly convey your direction, strategy, and tactics to gain alignment, support, and funding from your organization.
  • Products require continuous additions and enhancements to sustain their value. This requires detailed, yet simple communication to a variety of stakeholders.

Our Advice

Critical Insight

  • A vision without tactics is an unsubstantiated dream, while tactics without a vision is working without a purpose. You need to have a handle on both to achieve outcomes that are aligned with the needs of your organization.

Impact and Result

  • Recognize that a vision is only as good as the data that backs it up – lay out a comprehensive backlog with quality built-in that can be effectively communicated and understood through roadmaps.
  • Your intent is only a dream if it cannot be implemented – define what goes into a release plan via the release canvas.
  • Define a communication approach that lets everyone know where you are heading.

Deliver on Your Digital Product Vision Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should build a digital product vision that you can stand behind. Review Info-Tech’s methodology and understand the four ways we can support you in completing this project.

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

1. Define a digital product vision

Define a digital product vision that takes into account your objectives, business value, stakeholders, customers, and metrics.

  • Deliver on Your Digital Product Vision – Phase 1: Define a Digital Product Vision
  • Digital Product Strategy Template
  • Digital Product Strategy Supporting Workbook

2. Build a better backlog

Build a structure for your backlog that supports your product vision.

  • Deliver on Your Digital Product Vision – Phase 2: Build a Better Backlog
  • Product Backlog Item Prioritization Tool

3. Build a product roadmap

Define standards, ownership for your backlog to effectively communicate your strategy in support of your digital product vision.

  • Deliver on Your Digital Product Vision – Phase 3: Build a Product Roadmap
  • Product Roadmap Tool

4. Release and deliver value

Understand what to consider when planning your next release.

  • Deliver on Your Digital Product Vision – Phase 4: Release and Deliver Value

5. Communicate the strategy – make it happen

Build a plan for communicating and updating your strategy and where to go next.

  • Deliver on Your Digital Product Vision – Phase 5: Communicate the Strategy – Make It Happen!

Infographic

Workshop: Deliver on Your Digital Product Vision

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

1 Define a Digital Product Vision

The Purpose

Understand the elements of a good product vision and the pieces that back it up.

Key Benefits Achieved

Provide a great foundation for an actionable vision and goals people can align to.

Activities

1.1 Build out the elements of an effective digital product vision

Outputs

Completed product vision definition for a familiar product via the product canvas

2 Build a Better Backlog

The Purpose

Define the standards and approaches to populate your product backlog that support your vision and overall strategy.

Key Benefits Achieved

A prioritized backlog with quality throughout that enables alignment and the operationalization of the overall strategy.

Activities

2.1 Introduction to key activities required to support your digital product vision

2.2 What do we mean by a quality backlog?

2.3 Explore backlog structure and standards

2.4 Define backlog data, content, and quality filters

Outputs

Articulate the activities required to support the population and validation of your backlog

An understanding of what it means to create a quality backlog (quality filters)

Defining the structural elements of your backlog that need to be considered

Defining the content of your backlog and quality standards

3 Build a Product Roadmap

The Purpose

Define standards and procedures for creating and updating your roadmap.

Key Benefits Achieved

Enable your team to create a product roadmap to communicate your product strategy in support of your digital product vision.

Activities

3.1 Disambiguating backlogs vs. roadmaps

3.2 Defining audiences, accountability, and roadmap communications

3.3 Exploring roadmap visualizations

Outputs

Understand the difference between a roadmap and a backlog

Roadmap standards and agreed-to accountability for roadmaps

Understand the different ways to visualize your roadmap and select what is relevant to your context

4 Define Your Release, Communication, and Next Steps

The Purpose

Build a release plan aligned to your roadmap.

Key Benefits Achieved

Understand what goes into defining a release via the release canvas.

Considerations in communication of your strategy.

Understand how to frame your vision to enable the communication of your strategy (via an executive summary).

Activities

4.1 Lay out your release plan

4.2 How to introduce your product vision

4.3 Communicate changes to your strategy

4.4 Where do we get started?

Outputs

Release canvas

An executive summary used to introduce other parties to your product vision

Specifics on communication of the changes to your roadmap

Your first step to getting started

Map Your Business Architecture to Define Your Strategy

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  • Parent Category Name: Strategy & Operating Model
  • Parent Category Link: /strategy-and-operating-model
  • Organizations need to innovate rapidly to respond to the changing forces in their industry, but their IT initiatives often fail to deliver meaningful outcomes.
  • Planners face challenges in understanding the relationships between the important customer-focused innovations they’re trying to introduce and the resources (capabilities) that make them possible, including applications, human resources, information, and processes. For example, are we risking the success of a new service offering by underpinning it with a legacy or manual solution?

Our Advice

Critical Insight

Successful execution of business strategy requires planning that:

  1. Accurately reflects organizational capabilities.
  2. Is traceable so all levels can understand how decisions are made.
  3. Makes efficient use of organizational resources.

To accomplish this, the business architect must engage stakeholders, model the business, and drive planning with business architecture.

  • Business architecture is often regarded as an IT function when its role and tools should be fixtures within the business planning and innovation practice.
  • Any size of organization – from start-ups to global enterprises -- can benefit from using a common language and modeling rigor to identify the opportunities that will produce the greatest impact and value.
  • You don’t need sophisticated modeling software to build an effective business architecture knowledgebase. In fact, the best format for engaging business stakeholders is intuitive visuals using business language.

Impact and Result

  • Execute more quickly on innovation and transformation initiatives.
  • More effectively target investments in resources and IT according to what goals and requirements are most important.
  • Identify problematic areas (e.g. legacy applications, manual processes) that hinder the business strategy and create inefficiencies in our information technology operation.

Map Your Business Architecture to Define Your Strategy Research & Tools

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

1. Map Your Business Architecture Deck – A step-by-step document that walks you through how to properly engage business and IT in applying a common language and process rigor to build key capabilities required to achieve innovation and growth goals.

Build a structured, repeatable framework for both IT and business stakeholders to appraise the activities that deliver value to consumers; and assess the readiness of their capabilities to enable them.

  • Map Your Business Architecture to Define Your Strategy – Phases 1-3

2. Stakeholder Engagement Strategy Template – A best-of-breed template to help you build a clear, concise, and compelling strategy document for identifying and engaging stakeholders.

This template helps you ensure that your business architecture practice receives the resources, visibility, and support it needs to be successful, by helping you develop a strategy to engage the key stakeholders involved.

  • Stakeholder Engagement Strategy Template

3. Value Stream Map Template – A template to walk through the value streams that are tied to your strategic goals.

Record the complete value stream and decompose it into stages. Add a description of the expected outcome of the value stream and metrics for each stage.

  • Value Stream Map Template

4. Value Stream Capability Mapping Template – A template to define capabilities and align them to selected value streams.

Build a business capability model for the organization and map capabilities to the selected value stream.

  • Value Stream – Capability Mapping Template
[infographic]

Workshop: Map Your Business Architecture to Define Your 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 Discover the Business Context

The Purpose

Identify and consult stakeholders to discover the business goals and value proposition for the customer.

Key Benefits Achieved

Engage stakeholders and SMEs in describing the business and its priorities and culture.

Identify focus for the areas we will analyze and work on.

Activities

1.1 Select key stakeholders

1.2 Plan for engaging stakeholders

1.3 Gather business goals and priorities

Outputs

Stakeholder roles

Engagement plan

Business strategy, value proposition

2 Define Value Streams

The Purpose

Describe the main value-adding activities of the business from the consumer’s point of view, e.g. provide product or service.

Key Benefits Achieved

Shared understanding of why we build resources and do what we do.

Starting point for analyzing resources and investing in innovation.

Activities

2.1 Define or update value streams

2.2 Decompose selected value stream(s) into value stages and identify problematic areas and opportunities

Outputs

Value streams for the enterprise

Value stages breakdown for selected value stream(s)

3 Build Business Capability Map

The Purpose

Describe all the capabilities that make up an organization and enable the important customer-facing activities in the value streams.

Key Benefits Achieved

Basis for understanding what resources the organization has and their ability to support its growth and success.

Activities

3.1 Define and describe all business capabilities (Level 1)

3.2 Decompose and analyze capabilities for a selected priority value stream.

Outputs

Business Capability Map (Level 1)

Business Capabilities Level 2 for selected value stream

4 Develop a Roadmap

The Purpose

Use the Business Capability Map to identify key capabilities (e.g. cost advantage creator), and look more closely at what applications or information or business processes are doing to support or hinder that critical capability.

Key Benefits Achieved

Basis for developing a roadmap of IT initiatives, focused on key business capabilities and business priorities.

Activities

4.1 Identify key capabilities (cost advantage creators, competitive advantage creators)

4.2 Assess capabilities with the perspective of how well applications, business processes, or information support the capability and identify gaps

4.3 Apply analysis tool to rank initiatives

Outputs

Business Capability Map with key capabilities: cost advantage creators and competitive advantage creators

Assessment of applications or business processes or information for key capabilities

Roadmap of IT initiatives

Further reading

Map Your Business Architecture to Define Your Strategy

Plan your organization’s capabilities for best impact and value.

Info-Tech Research Group

Info-Tech is a provider of best-practice IT research advisory services that make every IT leader’s job easier.

35,000 members sharing best practices you can leverage Millions spent developing tools and templates annually Leverage direct access to over 100 analysts as an extension of your team Use our massive database of benchmarks and vendor assessments Get up to speed in a fraction of the time

Analyst perspective

Know your organization’s capabilities to build a digital and customer-driven culture.

Business architecture provides a holistic and unified view of:

  • All the organization’s activities that provide value to their clients (value streams).
  • The resources that make them possible and effective (capabilities, i.e. its employees, software, processes, information).
  • How they inter-relate, i.e. depend on and impact each other to help deliver value.

Without a business architecture it is difficult to see the connections between the business’s activities for the customer and the IT resources supporting them – to demonstrate that what we do in IT is customer-driven.

As a map of your business, the business architecture is an essential input to the digital strategy:

  • Develop a plan to transform the business by investing in the most important capabilities.
  • Ensure project initiatives are aligned with business goals as they evolve.
  • Respond more quickly to customer requirements and to disruptions in the industry by streamlining operations and information sharing across the enterprise.

Crystal Singh, Research Director, Data and Analytics

Crystal Singh
Research Director, Data and Analytics
Info-Tech Research Group

Andrea Malick, Research Director, Data and Analytics

Andrea Malick
Research Director, Data and Analytics
Info-Tech Research Group

Executive summary

Your Challenge Common Obstacles Info-Tech’s Approach

Organizations need to innovate rapidly to respond to ever-changing forces and demands in their industry. But they often fail to deliver meaningful outcomes from their IT initiatives within a reasonable time.

Successful companies are transforming, i.e. adopting fluid strategies that direct their resources to customer-driven initiatives and execute more quickly on those initiatives. In a responsive and digital organization, strategies, capabilities, information, people, and technology are all aligned, so work and investment are consistently allocated to deliver maximum value.

You don’t have a complete reference map of your organization’s capabilities on which to base strategic decisions.

You don’t know how to prioritize and identify the capabilities that are essential for achieving the organization’s customer-driven objectives.

You don’t have a shared enterprise vision, where everyone understands how the organization delivers value and to whom.

Begin important business decisions with a map of your organization – a business reference architecture. Model the business in the form of architectural blueprints.

Engage your stakeholders. Recognize the opportunity for mapping work, and identify and engage the right stakeholders.

Drive business architecture forward to promote real value to the organization. Assess your current projects to determine if you are investing in the right capabilities. Conduct business capability assessments to identify opportunities and prioritize projects.

Info-Tech Insight
Business architecture is the set of strategic planning techniques that connects organization strategy to execution in a manner that is accurate and traceable and promotes the efficient use of organizational resources.

Blueprint activities summary

Phase Purpose Activity Outcome
1. Business context:
Identify organization goals, industry drivers, and regulatory requirements in consultation with business stakeholders.
Identify forces within and outside the organization to consider when planning the focus and timing of digital growth, through conducting interviews and surveys and reviewing existing strategies. Business value canvas, business strategy on a page, customer journey
2. Customer activities (value stream):
What is the customer doing? What is our reason for being as a company? What products and services are we trying to deliver?
Define or update value streams, e.g. purchase product from supplier, customer order, and deliver product to customer. Value streams enterprise-wide (there may be more than one set of value streams, e.g. a medical school and community clinic)
Prioritize value streams:
Select key value streams for deeper analysis and focus.
Assess value streams. Priority value streams
Value stages:
Break down the selected value stream into its stages.
Define stages for selected value streams. Selected value stream stages
3. Business capability map, level 1 enterprise:
What resources and capabilities at a high level do we have to support the value streams?
Define or update the business capabilities that align with and support the value streams. Business capability map, enterprise-wide capabilities level 1
Business capability map, level 2 for selected area:
List resources and capabilities that we have at a more detailed level.
Define or update business capabilities for selected value stream to level 2. Business capability map, selected value stream, capability level 2
Heatmap Business Capability Map: Flag focus areas in supporting technology, applications, data and information.

Info-Tech’s workshop methodology

Day 1: Discover Business Context Day 2: Define Value Streams Day 3: Build Business Capability Map Day 4: Roadmap Business Architecture
Phase Steps

1.1 Collect corporate goals and strategies

1.2 Identify stakeholders

2.1 Build or update value streams

2.2 Decompose selected value stream into value stages and analyze for opportunities

3.1 Update business capabilities to level 1 for enterprise

3.2 For selected value streams, break down level 1 to level 2

3.3 Use business architecture to heatmap focus areas: technology, information, and processes

3.4 Build roadmap of future business architecture initiatives

Phase Outcomes
  • Organizational context and goals
  • Business strategy on a page, customer journey map, business model canvas
  • Roles and responsibilities
  • Value stream map and definitions
  • Selected value stream(s) decomposed into value stages
  • Enterprise business capabilities map to level 1
  • Business architecture to level 2 for prioritized value stream
  • Heatmap business architecture
  • Business architecture roadmap, select additional initiatives

Key concepts for this blueprint

INDUSTRY VALUE CHAIN DIGITAL TRANSFORMATION BUSINESS ARCHITECTURE
A high-level analysis of how the industry creates value for the consumer as an overall end-to-end process. The adoption of digital technologies to innovate and re-invent existing business, talent ,and operating models to drive growth, business value, and improved customer experience. A holistic, multidimensional business view of capabilities, end-to-end value, and operating model in relation to the business strategy.
INDUSTRY VALUE STREAM STRATEGIC OBJECTIVES CAPABILITY ASSESSMENTS
A set of activities, tasks, and processes undertaken by a business or a business unit across the entire end-to-end business function to realize value. A set of standard objectives that most industry players will feature in their corporate plans. A heat-mapping effort to analyze the maturity and priority of each capability relative to the strategic priorities that they serve.

Info-Tech’s approach

1 Understand the business context and drivers
Deepen your understanding of the organization’s priorities by gathering business strategies and goals. Talking to key stakeholders will allow you to get a holistic view of the business strategy and forces shaping the strategy, e.g. economy, workforce, and compliance.
2 Define value streams; understand the value you provide
Work with senior leadership to understand your customers’ experience with you and the ways your industry provides value to them.
Assess the value streams for areas to explore and focus on.
3 Customize the industry business architecture; develop business capability map
Work with business architects and enterprise architects to customize Info-Tech’s business architecture for your industry as an enterprise-wide map of the organization and its capabilities.
Extend the business capability map to more detail (Level 2) for the value stream stages you select to focus on.

Business architecture is a planning function that connects strategy to execution

Business architecture provides a framework that connects business strategy and IT strategy to project execution through a set of models that provide clarity and actionable insights. How well do you know your business?

Business architecture is:

  • Inter-disciplinary: Business architecture is a core planning activity that supports all important decisions in the organization, for example, organizational resources planning. It’s not just about IT.
  • Foundational: The best way to answer the question, “Where do we start?” or “Where is our investment best directed?”, comes from knowing your organization, what its core functions and capabilities are (i.e. what’s important to us as an organization), and where there is work to do.
  • Connecting: Digital transformation and modernization cannot work with siloes. Connecting siloes means first knowing the organization and its functions and recognizing where the siloes are not communicating.

Business architecture must be branded as a front-end planning function to be appropriately embedded in the organization’s planning process.

Brand business architecture as an early planning pre-requisite on the basis of maintaining clarity of communication and spreading an accurate awareness of how strategic decisions are being made.

As an organization moves from strategy toward execution, it is often unclear as to exactly how decisions pertaining to execution are being made, why priority is given to certain areas, and how the planning function operates.

The business architect’s primary role is to model this process and document it.

In doing so, the business architect creates a unified view as to how strategy connects to execution so it is clearly understood by all levels of the organization.

Business architecture is part of the enterprise architecture framework

Business Architecture
Business strategy map Business model canvas Value streams
Business capability map Business process flows Service portfolio
Data Architecture Application Architecture Infrastructure Architecture
Conceptual data model Application portfolio catalog Technology standards catalog
Logical data model Application capability map Technology landscape
Physical data model Application communication model Environments location model
Data flow diagram Interface catalog Platform decomposition diagram
Data lifecycle diagram Application use-case diagram Network computing / hardware diagram
Security Architecture
Enterprise security model Data security model Application security model

Business architecture is a set of shared and practical views of the enterprise

The key characteristic of the business architecture is that it represents real-world aspects of a business, along with how they interact.

Many different views of an organization are typically developed. Each view is a diagram that illustrates a way of understanding the enterprise by highlighting specific information about it:

  • Business strategy view captures the tactical and strategic goals that drive an organization forward.
  • Business capabilities view describes the primary business functions of an enterprise and the pieces of the organization that perform those functions.
  • Value stream view defines the end-to-end set of activities that deliver value to external and internal stakeholders.
  • Business knowledge view establishes the shared semantics (e.g. customer, order, and supplier) within an organization and relationships between those semantics (e.g. customer name, order date, supplier name) – an information map.
  • Organizational view captures the relationships among roles, capabilities, and business units, the decomposition of those business units into subunits, and the internal or external management of those units.

Business architect connects all the pieces

The business owns the strategy and operating model; the business architect connects all the pieces together.

R Business Architect (Responsible)
A Business Unit Leads (Accountable)
C Subject Matter Experts (Consulted)
– Business Lines, Operations, Data, Technology Systems & Infrastructure Leads
I Business Operators (Informed)
– Process, Data, Technology Systems & Infrastructure

Choose a key business challenge to address with business architecture

 Choose a key business challenge to address with business architecture

Picking the right project is critical to setting the tone for business architecture work in the organization.

Best practices for business architecture success

Consider these best practices to maintain a high level of engagement from key stakeholders throughout the process of establishing or applying business architecture.

Balance short-term cost savings with long-term benefits

Participate in project governance to facilitate compliance

Create a center of excellence to foster dialogue

Identify strategic business objectives

Value streams: Understand how you deliver value today

It is important to understand the different value-generating activities that deliver an outcome for and from your customers.

We do this by looking at value streams, which refer to the specific set of activities an industry player undertakes to create and capture value for and from the end consumer (and so the question to ask is, how do you make money as an organization?).

Our approach helps you to strengthen and transform those value streams that generate the most value for your organization.

Understand how you deliver value today

An organization can have more than one set of streams.
For example, an enterprise can provide both retail shopping and financial services, such as credit cards.

Define the organization’s value streams

  • Value streams connect business goals to the organization’s value realization activities. They enable an organization to create and capture value in the market place by engaging in a set of interconnected activities. Those activities are dependent on the specific industry segment an organization operates within. Value streams can extend beyond the organization into the supporting ecosystem, whereas business processes are contained within and the organization has complete control over them.
  • There are two types of value streams: core value streams and support value streams. Core value streams are mostly externally facing: they deliver value to either an external or internal customer and they tie to the customer perspective of the strategy map. Support value streams are internally facing and provide the foundational support for an organization to operate.
  • An effective method for ensuring all value streams have been considered is to understand that there can be different end-value receivers. Info-Tech recommends identifying and organizing the value streams with customers and partners as end-value receivers.

Example: Value stream descriptions for the retail industry

Value Streams Create or Purchase the Product Manage Inventory Distribute Product Sell Product, Make Product Available to Customers
  • Product is developed before company sells it.
  • Make these products by obtaining raw materials from external suppliers or using their own resources.
  • Retailers purchase the products they are going to sell to customers from manufacturers or wholesale distributors.
  • Retailer success depends on its ability to source products that customers want and are willing to buy.
  • Inventory products are tracked as they arrive in the warehouse, counted, stored, and prepared for delivery.
  • Estimate the value of your inventory using retail inventory management software.
  • Optimizing distribution activities is an important capability for retailers. The right inventory needs to be at a particular store in the right quantities exactly when it is needed. This helps to maximize sales and minimize how much cash is held up in inventory.
  • Proper supply chain management can not only reduce costs for retailers but drive revenues by enhancing shopping experiences.
  • Once produced, retailers need to sell the products. This is done through many channels including physical stores, online, the mail, or catalogs.
  • After the sale, retailers typically have to deliver the product, provide customer care, and manage complaints.
  • Retailers can use loyalty programs, pricing, and promotions to foster repeat business.

Value streams describe your core business

Value streams describe your core business

Value streams – the activities we do to provide value to customers – require business capabilities.

Value streams are broken down further into value stages, for example, the Sell Product value stream has value stages Evaluate Options, Place Order, and Make Payment.

Think of value streams as the core operations: the reason for your organization’s being. A professional consulting organization may have a legal team but it does not brand itself as a law firm. A core value stream is providing research products and services; a business capability that supports it is legal counsel.

Decompose the value stream into stages

The stages of a value stream are usually action-oriented statements or verbs that make up the individual steps involved throughout the scope of the value stream, e.g. Place Order or Make Payment.

Each value stream should have a trigger or starting point and an end result for a client or receiver.

Decompose the value stream into stages

There should be measurable value or benefits at each stage. These are key performance indicators (KPIs). Spot problem areas in the stream.

Value streams usually fall into one of these categories:

  1. Fulfillment of products and services
  2. Manufacturing
  3. Software products
  4. Supporting value streams (procurement of supplies, product planning)

Value streams need capabilities

  • Value streams connect business goals to the organization’s value realization activities. They enable an organization to create and capture value in the market place by engaging in a set of interconnected activities.
  • There are two types of value streams: core value streams and support value streams. Core value streams are mostly externally facing: they deliver value to either an external or internal customer and they tie to the customer perspective of the strategy map. Support value streams are internally facing and provide the foundational support for an organization to operate.
  • There can be different end-value receivers. Info-Tech recommends identifying and organizing the value streams with customers and partners as end-value receivers.

Value streams need business capabilities

Business capabilities are built up to allow the business to perform the activities that bring value to customers. Map capabilities to the value-add activities in the value stream. Business capabilities lie at the top layer of the business architecture:

  • They are the most stable reference for planning organizations.
  • They make strategy more tangible.
  • If properly defined, they can help overcome organizational silos.

Value streams need business capabilities

Example business capability map – Higher Education

A business capability map can be thought of as a visual representation of your organization’s business capabilities and represents a view of what your data program must support.

Validate your business capability map with the right stakeholders, including your executive team, business unit leaders, and/or other key stakeholders.

Example business capability map for: Higher Education

Example business capability map for Higher Education

Example business capability map – Local Government

Validate your business capability map with the right stakeholders, including your executive team, business unit leaders, and/or other key stakeholders.

A business capability map can be thought of as a visual representation of your organization’s business capabilities and represents a view of what your data program must support.

Example business capability map for: Local Government

Example business capability map for Local Government

Value streams need business capabilities

Value streams – the activities we do to provide value to customers – require business capabilities. Value streams are broken down further into value stages.

Business capabilities are built up to allow the business to perform the activities that bring value to customers. Map capabilities to the activities in the value stage to spot opportunities and problems in delivering services and value.

Business processes fulfill capabilities. They are a step-by-step description of who is performing what to achieve a goal. Capabilities consist of networks of processes and the resources – people, technology, materials – to execute them.

Capability = Processes + Software, Infrastructure + People

Prioritize a value stream and identify its supporting capabilities

Prioritize your improvement objectives and business goals and identify a value stream to transform.

Align the business objectives of your organization to your value streams (the critical actions that take place within your organization to add value to a customer).

Prioritize a value stream to transform based on the number of priorities aligned to a value stream, and/or the business value (e.g. revenue, EBITDA earnings, competitive differentiation, or cost efficiency).

Decompose the selected value stream into value stages.

Align capabilities level 1 and 2 to value stages. One capability may support several value stages in the stream.

Build a business architecture for the prioritized value stream with a map of business capabilities up to level 2.

NOTE: We can’t map all capabilities all at once: business architecture is an ongoing practice; select key mapping initiatives each year based on business goals.

Prioritize a value stream and identify its supporting capabilities

Map business capabilities to Level 2

 Map business capabilities to Level 2

Map capabilities to value stage

Map capabilities to value stage

Business value realization

Business value defines the success criteria of an organization as manifested through organizational goals and outcomes, and it is interpreted from four perspectives:

  • Profit generation: The revenue generated from a business capability with a product that is enabled with modern technologies.
  • Cost reduction: The cost reduction when performing business capabilities with a product that is enabled with modern technologies.
  • Service enablement: The productivity and efficiency gains of internal business operations from products and capabilities enhanced with modern technologies.
  • Customer and market reach: The improved reach and insights of the business in existing or new markets.

Business Value Matrix

Value, goals, and outcomes cannot be achieved without business capabilities

Break down your business goals into strategic and achievable initiatives focused on specific value streams and business capabilities.

Business goals and outcomes

Accelerate the process with an industry business architecture

It’s never a good idea to start with a blank page.

The business capability map available from Info-Tech and with industry standard models can be used as an accelerator. Assemble the relevant stakeholders – business unit leads and product/service owners – and modify the business capability map to suit your organization’s context.

Acceleration path: Customize generic capability maps with the assistance of our industry analysts.

Accelerate the process with an industry business architecture

Identify goals and drivers

Consider organizational goals and industry forces when planning.

Business context Define value streams Build business capability map
1.1 Select key stakeholders
1.2 Collect and understand corporate goals
2.1 Update or define value streams
2.2 Decompose and analyze selected value stream
3.1 Build level 1 capability map
3.2 Build level 2 capability map
3.3 Heatmap capability map
3.4 Roadmap

Use inputs from business goals and strategies to understand priorities.

It is not necessary to have a comprehensive business strategy document to start – with key stakeholders, the business architect should be able to gather a one-page business value canvas or customer journey.

Determine how the organization creates value

Begin the process by identifying and locating the business mission and vision statements.

What is business context?

“The business context encompasses an understanding of the factors impacting the business from various perspectives, including how decisions are made and what the business is ultimately trying to achieve. The business context is used by IT to identify key implications for the execution of its strategic initiatives.”

Source: Businesswire, 2018

Identify the key stakeholders who can help you promote the value of business architecture

First, as the CIO, you must engage executive stakeholders and secure their support.
Focus on key players who have high power and high interest in business architecture.

Engage the stakeholders who are impacted the most and have the power to impede the success of business architecture.

For example, if the CFO – who has the power to block funding – is disengaged, business architecture will be put at risk.

Use Info-Tech’s Stakeholder Power Map Template to help prioritize time spent with stakeholders.

Sample power map

Identify the key stakeholders concerned with the business architecture project

A business architecture project may involve the following stakeholders:

Business architecture project stakeholders

You must identify who the stakeholders are for your business architecture work.

Think about:

  • Who are the decision makers and key influencers?
  • Who will impact the business architecture work? Who will the work impact?
  • Who has vested interest in the success or failure of the practice?
  • Who has the skills and competencies necessary to help us be successful?

Avoid these common mistakes:

  • Don’t focus on the organizational structure and hierarchy. Often stakeholder groups don’t fit the traditional structure.
  • Don’t ignore subject-matter experts on either the business or IT side. You will need to consider both.

1.1 Identify and assemble key stakeholders

1-3 hours

Build an accurate depiction of the business.

  1. It is important to make sure the right stakeholders participate in this exercise. The exercise of identifying capabilities for an organization is very introspective and requires deep analysis.
  2. Consider:
    1. Who are the decision makers and key influencers?
    2. Who will impact the business capability work? Who has a vested interest in the success or failure of the outcome?
    3. Who has the skills and competencies necessary to help you be successful?
  3. Avoid:
    1. Don’t focus on the organizational structure and hierarchy. Often stakeholder groups don’t fit the traditional structure.
    2. Don’t ignore subject matter experts on either the business or IT side. You will need to consider both.
Input Output
  • List of who is accountable for key business areas and decisions
  • Organizational chart
  • List of who has decision-making authority
  • A list of the key stakeholders
Materials Participants
  • Whiteboard/Flip Charts
  • Modeling software (e.g. Visio, ArchiMate)
  • Business capability map industry models
  • CIO
  • Enterprise/Business Architect
  • Business Analysts
  • Business Unit Leads
  • Departmental Executives & Senior Managers

Conduct interviews with the business to gather intelligence for strategy

Talking to key stakeholders will allow you to get a holistic view of the business strategy.

Stakeholder interviews provide holistic view of business strategy

Build a strategy on a page through executive interviews and document reviews

Understanding the business mandate and priorities ensures alignment across the enterprise.

A business strategy must articulate the long-term destination the business is moving into. This illustration shapes all the strategies and activities in every other part of the business, including what IT capabilities and resources are required to support business goals. Ultimately, the benefits of a well-defined business strategy increase as the organization scales and as business units or functions are better equipped to align the strategic planning process in a manner that reflects the complexity of the organization.

Using the Business Strategy on a Page canvas, consider the questions in each bucket to elicit the overall strategic context of the organization and uncover the right information to build your digital strategy. Interview key executives including your CEO, CIO, CMO, COO, CFO, and CRO, and review documents from your board or overall organizational strategy to uncover insights.

Info-Tech Insight
A well-articulated and clear business strategy helps different functional and business units work together and ensures that individual decisions support the overall direction of the business.

Focus on business value and establish a common goal

Business architecture is a strategic planning function and the focus must be on delivering business value.

Examples business objectives:

  • Digitally transform the business, redefining its customer interactions.
  • Identify the root cause for escalating customer complaints and eroding satisfaction.
  • Identify reuse opportunities to increase operational efficiency.
  • Identify capabilities to efficiently leverage suppliers to handle demand fluctuations.

Info-Tech Insight
CIOs are ideally positioned to be the sponsors of business architecture given that their current top priorities are digital transformation, innovation catalyzation, and business alignment.

1.2 Collect and understand business objectives

1-3 hours

Having a clear understanding of the business is crucial to executing on the strategic IT initiatives.

  1. Discover the strategic CIO initiatives your organization will pursue:
  • Schedule interviews.
  • Use the CIO Business Vision diagnostic or Business Context Discovery Tool.
  • Document the business goals.
  • Update and finalize business goals.
  • InputOutput
    • Existing business goals and strategies
    • Existing IT strategies
    • Interview findings
    • Diagnostic results
    • List of business goals
    • Strategy on a page
    • Business model canvas
    • Customer journey
    MaterialsParticipants
    • CIO Business Vision diagnostic
    • Interview questionnaire
    • CIO
    • Enterprise/Business Architect
    • Business Analysts
    • Business Unit Leads
    • Departmental Executives & Senior Managers

    CIO Business Vision Diagnostic

    CEO

    Vision

    Where do you want to go?
    What is the problem your organization is addressing?

    Mission/Mandate

    What do you do?
    How do you do?
    Whom do you do it for?

    Value Streams

    Why are you in business? What do you do?
    What products and services do you provide?
    Where has your business seen persistent demand?

    Key Products & Services

    What are your top three to five products and services?

    Key Customer Segments

    Who are you trying to serve or target?
    What are the customer segments that decide your value proposition?

    Value Proposition

    What is the value you deliver to your customers?

    Future Value Proposition

    What is your value proposition in three to five years’ time?

    Digital Experience Aspirations

    How can you create a more effective value stream?
    For example, greater value to customers or better supplier relationships.

    Business Resilience Aspirations

    How can you reduce business risks?
    For example, compliance, operational, security, or reputational.

    Sustainability (or ESG) Aspirations

    How can you deliver ESG and sustainability goals?

    Interview the following executives for each business goal area.

    CEO
    CRO
    COO

    Core Business Goals

    What are the core business goals to meet business objectives?

    Top Priorities & Initiatives

    What are the top initiatives and priorities over the planning horizon?

    Performance Insights/Metrics

    What do we need to achieve?
    How can the success be measured?

    CMO
    COO
    CFO

    Shared Business Goals

    What are the shared (operational) business goals to meet business objectives?

    Top Priorities & Initiatives

    What are the top initiatives and priorities over the planning horizon?

    Performance Insights/Metrics

    What do we need to achieve?
    How can the success be measured?

    CFO
    CIO
    COO
    CHRO

    Enabling Business Goals

    What are the enabling (supporting/enterprise) business goals to meet business objectives?

    Top Priorities & Initiatives

    What are the top initiatives and priorities over the planning horizon?

    Performance Insights/Metrics

    What do we need to achieve?
    How can the success be measured?

    Craft a strategy to increase stakeholder support and participation

    The BA practice’s supporters are potential champions who will help you market the value of BA; engage with them first to create positive momentum. Map out the concerns of each group of stakeholders so you can develop marketing tactics and communications vehicles to address them.

    Example Communication Strategy

    Stakeholder Concerns Tactics to Address Concerns Communication Vehicles Frequency
    Supporters
    (High Priority)
    • Build ability to execute BA techniques
    • Build executive support
    • Build understanding of how they can contribute to the success of the BA practice
    • Communicate the secured executive support
    • Help them apply BA techniques in their projects
    • Show examples of BA work (case studies)
    • Personalized meetings and interviews
    • Department/functional meetings
    • Communities of practice or centers of excellent (education and case studies)
    Bi-Monthly
    Indifferent
    (Medium Priority)
    • Build awareness and/or confidence
    • Feel like BA has nothing to do with them
    • Show quick wins and case studies
    • Centers of excellence (education and case studies
    • Use the support of the champions
    Quarterly
    Resistors
    (Medium Priority)
    • BA will cause delays
    • BA will step in their territory
    • BA’s scope is too broad
    • Lack of understanding
    • Prove the value of BA – case studies and metrics
    • Educate how BA complements their work
    • Educate them on the changes resulting from the BA practice’s work, and involve them in crafting the process
    • Individual meetings and interviews
    • Political jockeying
    • Use the support of the champions
    Tailored to individual groups

    1.3 Craft a strategy to increase stakeholder support and participation

    1-2 hours

    Now that you have organized and categorized your stakeholders based on their power, influence, interest, and knowledge of business architecture, it is time to brainstorm how you are going to gain their support and participation.

    Think about the following:

    • What are your stakeholders’ concerns?
    • How can you address them?
    • How will you deliver the message?
    • How often will you deliver the message?

    Avoid these common mistakes:

    • Your communication strategy development should be an iterative process. Do not assume to know the absolute best way to get through to every resistor right away. Instead, engage with your supporters for their input on how to communicate to resistors and repeat the process for indifferent stakeholders as well.
    Input Output
  • Stakeholder Engagement Map
    • Stakeholder Communications Strategy
    Materials Participants
    • Stakeholder Engagement Strategy Template
    • A computer
    • A whiteboard and markers CIO
    • Business Architect
    • IT Department Leads

    Download the Stakeholder Engagement Strategy Template for this project.

    Engaging the right stakeholders

    CASE STUDY

    Industry
    Financial - Banking

    Source
    Anonymous

    Situation Complication Result

    To achieve success with the business architecture initiative, the bank’s CIO needed to put together a plan to engage the right stakeholders in the process.

    Without the right stakeholders, the initiative would suffer from inadequate information and thus would run the risk of delivering an ineffective solution.

    The bank’s culture was resistant to change and each business unit had its own understanding of the business strategy. This was a big part of the problem that led to decreasing customer satisfaction.

    The CIO needed a unified vision for the business architecture practice involving people, process, and technology that all stakeholders could support.

    Starting with enlisting executive support in the form of a business sponsor, the CIO identified the rest of the key stakeholders, in this case, the business unit heads, who were necessary to engage for the initiative.

    Once identified, the CIO promoted the benefits of business architecture to each of the business unit heads while taking stock of their individual needs.

    1.4 Develop a plan to engage key stakeholders

    1 hour

    Using your stakeholder power map as a starting point, focus on the three most important quadrants: those that contain stakeholders you must keep informed, those to keep satisfied, and the key players.

    Plot the stakeholders from those quadrants on a stakeholder engagement map.

    Think about the following:

    • Who are your resistors? These individuals will actively detract from project’s success if you don’t address their concerns.
    • Who is indifferent? These individuals need to be educated more on the benefits of business architecture to have an opinion either way.
    • Who are your supporters? These individuals will support you and spread your message if you equip them to do so.

    Avoid these common mistakes:

    • Do not jump to addressing resistor concerns first. Instead, equip your supporters with the info they need to help your cause and gain positive momentum before approaching resistors.
    InputOutput
    • Stakeholder Engagement Map
    • Stakeholder Communications Strategy
    MaterialsParticipants
    • Stakeholder Engagement Strategy Template
    • A computer
    • A whiteboard and markers
    • CIO
    • Business Architect
    • IT Department Leads

    Download the Stakeholder Engagement Strategy Template for this project.

    1.5 Craft a strategy to increase stakeholder support and participation

    1-2 hours

    Now that you have organized and categorized your stakeholders based on their power, influence, interest, and knowledge of business architecture, it is time to brainstorm how you are going to gain their support and participation.

    Think about the following:

    • What are your stakeholders’ concerns?
    • How can you address them?
    • How will you deliver the message?
    • How often will you deliver the message?

    Avoid these common mistakes:

    • Your communication strategy development should be an iterative process. Do not assume to know the absolute best way to get through to every resistor right away. Instead, engage with your supporters for their input on how to communicate to resistors and repeat the process for indifferent stakeholders as well.
    InputOutput
    • Stakeholder Engagement Map
    • Stakeholder Communications Strategy
    MaterialsParticipants
    • Stakeholder Engagement Strategy Template
    • A computer
    • A whiteboard and markers
    • CIO
    • Business Architect
    • IT Department Leads

    Download the Stakeholder Engagement Strategy Template for this project.

    Define value streams

    Identify the core activities your organization does to provide value to your customers.

    Business context Define value streams Build business capability map

    1.1 Select key stakeholders
    1.2 Collect and understand corporate goals

    2.1 Update or define value streams
    2.2 Decompose and analyze selected value stream

    3.1 Build Level 1 capability map
    3.2 Build Level 2 capability map
    3.3 Heatmap capability map
    3.4 Roadmap

    This phase will walk you through the following activities:

    • Note: It is recommended that you gather and leverage relevant industry standard business architecture models you may have available to you. Example: Info-Tech Industry Business Architecture, BIZBOK, APQC.
    • Defining or updating the organization’s value streams.
    • Selecting priority value streams for deeper analysis.

    This phase involves the following participants:

    • Business Architect, Enterprise Architect
    • Relevant Business Stakeholder(s): Business Unit Leads, Departmental Executives, Senior Mangers, Business Analysts

    Define the organization’s value streams

    • Value streams connect business goals to the organization’s value realization activities. They enable an organization to create and capture value in the marketplace by engaging in a set of interconnected activities. Those activities are dependent on the specific industry segment an organization operates within. Value streams can extend beyond the organization into the supporting ecosystem, whereas business processes are contained within and the organization has complete control over them.
    • There are two types of value streams: core value streams and support value streams. Core value streams are mostly externally facing: they deliver value to either an external or internal customer and they tie to the customer perspective of the strategy map. Support value streams are internally facing and provide the foundational support for an organization to operate.
    • An effective method for ensuring all value streams have been considered is to understand that there can be different end-value receivers. Info-Tech recommends identifying and organizing the value streams with customers and partners as end-value receivers.

    Connect business goals to value streams

    Example strategy map and value stream

    Identifying value streams

    Value streams connect business goals to organization’s value realization activities. They enable an organization to create and capture value in the market place by engaging in a set of interconnected activities.

    There are several key questions to ask when endeavoring to identify value streams.

    Key Questions
    • Who are your customers?
    • What are the benefits we deliver to them?
    • How do we deliver those benefits?
    • How does the customer receive the benefits?

    Example: Value stream descriptions for the retail industry

    Value StreamsCreate or Purchase ProductManage InventoryDistribute ProductSell Product
    • Retailers need to purchase the products they are going to sell to customers from manufacturers or wholesale distributors.
    • A retailer’s success depends on its ability to source products that customers want and are willing to buy.
    • In addition, they need to purchase the right amount and assortment of products based on anticipated demand.
    • The right inventory needs to be at a particular store in the right quantities exactly when it is needed. This helps to maximize sales and minimize how much cash is held up in inventory.
    • Inventory management includes tracking, ordering, and stocking products, e.g. raw materials, finished products, buffer inventory.
    • Optimizing distribution activities is important for retailers.
    • Proper supply chain management can not only reduce costs for retailers but also drive revenues by enhancing shopping experiences.
    • Distribution includes transportation, packaging and delivery.
    • As business becomes global, it is important to ensure the whole distribution channel is effective.
    • Once produced, retailers need to sell the products. This is done through many channels including physical stores, online, the mail, or catalogs.
    • After the sale, retailers typically have to deliver the product, provide customer care, and manage complaints.
    • Retailers can use loyalty programs, pricing, and promotions to foster repeat business.

    Value streams describe your core business

    Value streams – the activities we do to provide value to customers – require business capabilities.

    Value streams are broken down further into value stages, for example, Sell Product value stream has value stages Evaluate Options, Place Order, and Make Payment.

    Think of value streams as the core operations, the reason for our organization’s being. A professional consulting organization may have a legal team but it does not brand itself as a law firm. A core value stream is providing research products and services – a business capability that supports it is legal counsel.

    2.1 Define value streams

    1-3 hours

    Unify the organization’s perspective on how it creates value.

    1. Write a short description of the value stream that includes a statement about the value provided and a clear start and end for the value stream. Validate the accuracy of the descriptions with your key stakeholders.
    2. Consider:
      1. How does the organization deliver those benefits?
      2. How does the customer receive the benefits?
      3. What is the scope of your value stream? What will trigger the stream to start and what will the final value be?
    3. Avoid: Don’t start with a blank page. Use Info-Tech’s business architecture models for sample value streams.
    Input Output
    • Business strategy or goals
    • Financial statements
    • Info-Tech’s industry-specific business architecture
    • List of organizational specific value streams
    • Detailed value stream definition(s)
    Materials Participants
    • Whiteboard / Kanban Board
    • Reference Architecture Template – See your Account Representative for details
    • Other industry standard reference architecture models: BIZBOK, APQC, etc.
    • Info-Tech Archi Models
    • Enterprise/Business Architect
    • Business Analysts
    • Business Unit Leads
    • CIO
    • Departmental Executives & Senior Managers

    See your Info-Tech Account Representative for access to the Reference Architecture Template

    Decompose the value stream into stages

    The stages of a value stream are usually action-oriented statements or verbs that make up the individual steps involved throughout the scope of the value stream, e.g. Place Order or Make Payment.

    Each value stream should have a trigger or starting point and an end result for a client or receiver.

    Decompose the value stream into stages

    There should be measurable value or benefits at each stage.
    These are key performance indicators (KPIs).
    Spot problem areas in the stream.

    Value streams usually fall into one of these categories:

    1. Fulfillment of products and services
    2. Manufacturing
    3. Software products
    4. Supporting value streams (procurement of supplies, product planning)

    Value stream and value stages examples

    Customer Acquisitions
    Identify Prospects > Contact Prospects > Verify Interests

    Sell Product
    Identify Options > Evaluate Options > Negotiate Price and Delivery Date > Place Order > Get Invoice > Make Payment

    Product Delivery
    Confirm Order > Plan Load > Receive Warehouse > Fill Order > Ship Order > Deliver Order > Invoice Customer

    Product Financing
    Initiate Loan Application > Decide on Application > Submit Documents > Review & Satisfy T&C > Finalize Documents > Conduct Funding > Conduct Funding Audits

    Product Release
    Ideate > Design > Build > Release

    Sell Product is a value stream, made up of value stages Identify options, Evaluate options, and so on.

    2.2 Decompose selected value streams

    1-3 hours

    Once we have a good understanding of our value streams, we need to decide which ones to focus on for deeper analysis and modeling, e.g. extend the business architecture to more detailed level 2 capabilities.

    Organization has goals and delivers products or services.

    1. Identify which value propositions are most important, e.g. be more productive or manage money more simply.
    2. Identify the value stream(s) that create the value proposition.
    3. Break the selected value stream into value stages.
    4. Analyze value stages for opportunities.

    Practical Guide to Agile Strategy Execution

    InputOutput
    • Value stream maps and definitions
    • Business goals, business model canvas, customer journey (value proposition) Selected value streams decomposed into value stages
    • Analysis of selected value streams for opportunities
    • Value stream map
    MaterialsParticipants
    • Whiteboard / Kanban Board
    • Reference Architecture Template – See your Account Representative for details
    • Other industry standard reference architecture models: BIZBOK, APQC, etc.
    • Enterprise/Business Architect
    • Business Analysts
    • Business Unit Leads
    • CIO
    • Departmental Executives & Senior Managers

    Build your value stream one layer at a time to ensure clarity and comprehensiveness

    The first step of creating a value stream is defining it.

    • In this step, you create the parameters around the value stream and document them in a list format.
    • This allows you to know where each value stream starts and ends and the unique value it provides.

    The second step is the value stream mapping.

    • The majority of the mapping is done here where you break down your value stream into each of its component stages.
    • Analysis of these stages allows for a deeper understanding of the value stream.
    • The mapping layer connects the value stream to organizational capabilities.

    Define the value streams that are tied to your strategic goals and document them in a list

    Title

    • Create a title for your value stream that indicates the value it achieves.
    • Ensure your title is clear and will be understood the same way across the organization.
    • The common naming convention for value streams is to use nouns, e.g. product purchase.

    Scope

    • Determine the scope of your value stream by defining the trigger to start the value stream and final value delivered to end the value stream.
    • Be precise with your trigger to ensure you do not mistakenly include actions that would not trigger your value stream.
    • A useful tip is creating a decision tree and outlining the path that results in your trigger.

    Objectives

    • Determine the objectives of the value stream by highlighting the outcome it delivers.
    • Identify the desired outcomes of the value stream from the perspective of your organization.

    Example Value Streams List

    Title Scope Objectives
    Sell Product From option identification to payment Revenue Growth

    Create a value stream map

    A Decompose the Value Stream Into Stages B Add the Customer Perspective
    • Determine the different stages that comprise the value stream.
    • Place the stages in the correct order.
    • Outline the likely sentiment and meaningful needs of the customer at each value stage.
    C Add the Expected Outcome D Define the Entry and Exit Criteria
    • Define the desired outcome of each stage from the perspective of the organization.
    • Define both the entry and exit criteria for each stage.
    • Note that the entry criteria of the first stage is what triggers the value stream.
    E Outline the Metrics F Assess the Stages
    • For each stage of the value stream, outline the metrics the organization can use to identify its ability to attain the desired outcome.
    • Assess how well each stage of the value stream is performing against its target metrics and use this as the basis to drill down into how/where improvements can be made.

    Decompose the value stream into its value stages

    The first step in creating a value stream map is breaking it up into its component stages.

    The stages of a value stream are usually action-oriented statements or verbs that make up the individual steps involved throughout the scope of the value stream.

    Illustration of decomposing value stream into its value stages

    The Benefit
    Segmenting your value stream into individual stages will give you a better understanding of the steps involved in creating value.

    Connect the stages of the value stream to a specific customer perspective

    Example of a sell product value stream

    The Benefit
    Adding the customer’s perspective will inform you of their priorities at each stage of the value stream.

    Connect the stages of the value stream to a desired outcome

    Example of a sell product value stream

    The Benefit
    Understanding the organization’s desired outcome at each stage of the value stream will help set objectives and establish metrics.

    Define the entry and exit criteria of each stage

    Example of entry and exit criteria for each stage

    The Benefit
    Establishing the entry and exit criteria for each stage will help you understand how the customer experience flows from one end of the stream to the other.

    Outline the key metric(s) for each stage

    Outline the key metrics for each stage

    The Benefit
    Setting metrics for each stage will facilitate the tracking of success and inform the business architecture practitioner of where investments should be made.

    Example value stream map: Sell Product

    Assess the stages of your value stream map to determine which capabilities to examine further

    To determine which specific business capabilities you should seek to assess and potentially refine, you must review performance toward target metrics at each stage of the value stream.

    Stages that are not performing to their targets should be examined further by assessing the capabilities that enable them.

    Value Stage Metric Description Metric Target Current Measure Meets Objective?
    Evaluate Options Number of Product Demonstrations 12,000/month 9,000/month No
    Identify Options Google Searches 100K/month 100K/month Yes
    Identify Options Product Mentions 1M/month 1M/month Yes
    Website Traffic (Hits)
    Average Deal Size
    Number of Deals
    Time to Complete an Order
    Percentage of Invoices Without Error
    Average Time to Acquire Payment in Full

    Determine the business capabilities that support the value stage corresponding with the failing metric

    Sell Product

    Identify Options > Evaluate Options > Negotiate Price and Delivery Date > Place Order > Get Invoice > Make Payment

    The value stage(s) that doesn’t meet its objective metrics should be examined further.

    • This is done through business capability mapping and assessment.
    • Starting at the highest level (level 0) view of a business, the business architecture practitioner must drill down into the lower level capabilities that support the specific value stage to diagnose/improve an issue.

    Info-Tech Insight
    In the absence of tangible metrics, you will have to make a qualitative judgement about which stage(s) of the value stream warrant further examination for problems and opportunities.

    Build business capability map

    Align supporting capabilities to priority activities.

    Business context Define value streams Build business capability map
    1.1 Select key stakeholders
    1.2 Collect and understand corporate goals
    2.1 Update or define value streams
    2.2 Decompose and analyze selected value stream
    3.1 Build Level 1 capability map
    3.2 Build Level 2 capability map
    3.3 Heatmap capability map
    3.4 Roadmap

    This step will walk you through the following activities:

    • Determine which business capabilities support value streams
    • Accelerate the process with an industry reference architecture
    • Validate the business capability map
    • Establish level 2 capability

    This step involves the following participants:

    • Enterprise/Business Architect
    • Business Analysts
    • Business Unit Leads
    • CIO
    • Departmental Executives & Senior Managers

    Outcomes of this step

  • A validated level 1 business capability map
  • Level 2 capabilities for selected value stream(s)
  • Heatmapped business capability map
  • Business architecture initiatives roadmap
  • Develop a business capability map – level 1

    • Business architecture consists of a set of techniques to create multiple views of an organization; the primary view is known as a business capability map.
    • A business capability defines what a business does to enable value creation and achieve outcomes, rather than how. Business capabilities are business terms defined using descriptive nouns such as “Marketing” or “Research and Development.” They represent stable business functions, are unique and independent of each other, and typically will have a defined business outcome. Business capabilities should not be defined as organizational units and are typically longer lasting than organizational structures.
    • A business capability mapping process should begin at the highest-level view of an organization, the level 1, which presents the entire business on a page.
    • An effective method of organizing business capabilities is to split them into logical groupings or categories. At the highest level, capabilities are either “core” (customer-facing functions) or “enabling” (supporting functions).
    • As a best practice, Info-Tech recommends dividing business capabilities into the categories illustrated to the right.

    The Business Capability Map is the primary visual representation of the organization’s key abilities or services that are delivered to stakeholders. This model forms the basis of strategic planning discussions.

    Example of a business capability map

    Example business capability map – Higher Education

    A business capability map can be thought of as a visual representation of your organization’s business capabilities and represents a view of what your data program must support.

    Validate your business capability map with the right stakeholders, including your executive team, business unit leaders, and/or other key stakeholders.

    Example business capability map for: Higher Education

    Example business capability map for higher education

    Example business capability map – Local Government

    A business capability map can be thought of as a visual representation of your organization’s business capabilities and represents a view of what your data program must support.

    Validate your business capability map with the right stakeholders, including your executive team, business unit leaders, and/or other key stakeholders.

    Example business capability map for: Local Government

    Example business capability map for local government

    Map capabilities to value stage

    Example of a value stage

    Source: Lambert, “Practical Guide to Agile Strategy Execution”

    3.1 Build level 1 business capability map

    1-3 hours

    1. Analyze the value streams to identify and describe the organization’s capabilities that support them. This stage requires a good understanding of the business and will be a critical foundation for the business capability map. Use the reference business architecture’s business capability map for your industry for examples of level 1 and 2 business capabilities and the capability map template to work in.
    2. Avoid:
      1. Don’t repeat capabilities. Capabilities are typically mutually exclusive activities.
      2. Don’t include temporary initiatives. Capabilities should be stable over time. The people, processes, and technologies that support capabilities will change continuously.

    Ensure you engage with the right stakeholders:

    Don’t waste your efforts building an inaccurate depiction of the business: The exercise of identifying capabilities for an organization is very introspective and requires deep analysis.

    It is challenging to develop a common language that everyone will understand and be able to apply. Invest in the time to ensure the right stakeholders are brought into the fold and bring their business area expertise and understanding to the table.

    InputOutput
    • Existing business capability maps
    • Value stream map
    • Info-Tech’s industry-specific business architecture
    • Level 1 business capability map for enterprise
    MaterialsParticipants
    • Whiteboard
    • Reference Architecture Template – See your Account Representative for details
    • Other industry standard reference architecture models: BIZBOK, APQC, etc.
    • Archi Models
    • Enterprise/Business Architect
    • Business Analysts
    • Business Unit Leads
    • CIO
    • Departmental Executives & Senior Managers

    Prioritize one value stream and build a business architecture to level 2 capabilities

    Prioritize your innovation objectives and business goals, and identify a value stream to transform.

    Align the innovation goals and business objectives of your organization to your value streams (the critical actions that take place within your organization to add value to a customer).
    Prioritize a value stream to transform based on the number of priorities aligned to a value stream and/or the business value (e.g. revenue, EBITDA earnings, competitive differentiation, or cost efficiency).
    Working alongside a business or enterprise architect, build a reference architecture for the prioritized value stream up to level 2.

    Example of a value stream to business architecture level 2 capabilities

    Info-Tech Insight
    To produce maximum impact, focus on value streams that provide two-thirds of your enterprise value (EBITDA earnings).

    From level 1 to level 2 business capabilities

    Example moving from level 1 to level 2 business capabilities

    3.2 Build level 2 business capability map

    1-3 hours

    It is only at level 2 and further that we can pinpoint the business capabilities – the exact resources, whether applications or data or processes – that we need to focus on to realize improvements in the organization’s performance and customer experience.

    1. Gather industry reference models and any existing business capability maps.
    2. For the selected value stream, further break down its level 1 business capabilities into level 2 capabilities.
    3. You can often represent the business capabilities on a single page, providing a holistic visual for decision makers.
    4. Use meaningful names for business capabilities so that planners, stakeholders, and subject matter experts can easily search the map.
    InputOutput
    • Existing business capability maps
    • Value stream map
    • Info-Tech’s industry-specific business architecture
    • Level 1 business capability map
    • Level 2 Business Capability Map for selected Value Stream
    MaterialsParticipants
    • Whiteboard
    • Reference Architecture Template – See your Account Representative for details.
    • Other industry standard reference architecture models: BIZBOK, APQC, etc.
    • Archi Models
    • Enterprise/Business Architect
    • Business Analysts
    • Business Unit Leads
    • CIO
    • Departmental Executives & Senior Managers

    Download: See your Account Representative for access to Info-Tech’s Reference Architecture Template

    3.3 Heatmap business capability map

    1-3 hours

    Determine the organization’s key capabilities.

    1. Determine cost advantage creators. If your organization has a cost advantage over competitors, the capabilities that enable it should be identified and prioritized. Highlight these capabilities and prioritize the programs that support them.
    2. Determine competitive advantage creators. If your organization does not have a cost advantage over competitors, determine if it can deliver differentiated end-customer experiences. Once you have identified the competitive advantages, understand which capabilities enable them. These capabilities are critical to the success of the organization and should be highly supported.
    3. Define key future state capabilities. In addition to the current and competitive advantage creators, the organization may have the intention to enhance new capabilities. Discuss and select the capabilities that will help drive the attainment of future goals.
    4. Assess how well information, applications, and processes support capabilities.
    InputOutput
    • Business capability map
    • Cost advantage creators
    • Competitive advantage creators
    • IT and business assessments
    • Key business capabilities
    • Business process review
    • Information assessment
    • Application assessment
    • List of IT implications
    MaterialsParticipants
    • Whiteboard
    • Reference Architecture Template – See your Account Representative for details.
    • Other industry standard reference architecture models: BIZBOK, APQC, etc.
    • Archi Models
    • Enterprise/Business Architect
    • Business Analysts
    • Business Unit Leads
    • CIO
    • Departmental Executives & Senior Managers

    Download: See your Account Representative for access to Info-Tech’s Reference Architecture Template

    Business capability map: Education

    Illustrative example of a business capability map for education

    Define key capabilities

    Illustrative example of Define key capabilities

    Note: Illustrative Example

    Business process review

    Illustrative example of a business process review

    Note: Illustrative Example

    Information assessment

     Illustrative example of an Information assessment

    Note: Illustrative Example

    Application assessment

     Illustrative example of an Application assessment

    Note: Illustrative Example

    MoSCoW analysis for business capabilities

     Illustrative example of a MoSCoW analysis for business capabilities

    Note: Illustrative Example

    Ranked list of IT implications

    MoSCoW Rank IT Implication Value Stream Impacted Comments/Actions
    M [Implication] [Value Stream]
    M [Implication] [Value Stream]
    M [Implication] [Value Stream]
    S [Implication] [Value Stream]
    S [Implication] [Value Stream]
    S [Implication] [Value Stream]
    C [Implication] [Value Stream]
    C [Implication] [Value Stream]
    C [Implication] [Value Stream]
    W [Implication] [Value Stream]
    W [Implication] [Value Stream]
    W [Implication] [Value Stream]

    3.4 Roadmap business architecture initiatives

    1-3 hours

    Unify the organization’s perspective on how it creates value.

    1. Write a short description of the value stream that includes a statement about the value provided and a clear start and end for the value stream. Validate the accuracy of the descriptions with your key stakeholders.
    2. Consider:
      1. How does the organization deliver those benefits?
      2. How does the customer receive the benefits?
      3. What is the scope of your value stream? What will trigger the stream to start and what will the final value be?
    3. Don’t start with a blank page. Use Info-Tech’s business architecture models for sample value streams.
    InputOutput
    • Existing business capability maps
    • Value stream map
    • Info-Tech’s industry-specific business architecture
    • Level 1 business capability map
    • Heatmapped business capability map
    MaterialsParticipants
    • Whiteboard
    • Reference Architecture Template – See your Account Representative for details.
    • Other industry standard reference architecture models: BIZBOK, APQC, etc.
    • Archi Models
    • Enterprise/Business Architect
    • Business Analysts
    • Business Unit Leads
    • CIO
    • Departmental Executives & Senior Managers

    Download: See your Account Representative for access to Info-Tech’s Reference Architecture Template

    Example: Business architecture deliverables

    Enterprise Architecture Domain Architectural View Selection
    Business Architecture Business strategy map Required
    Business Architecture Business model canvas Optional
    Business Architecture Value streams Required
    Business Architecture Business capability map Not Used
    Business Architecture Business process flows
    Business Architecture Service portfolio
    Data Architecture Conceptual data model
    Data Architecture Logical data model
    Data Architecture Physical data model
    Data Architecture Data flow diagram
    Data Architecture Data lineage diagram

    Tools and templates to compile and communicate your business architecture work

    The Industry Business Reference Architecture Template for your industry is a place for you to collect all of the activity outputs and outcomes you’ve completed for use in next-steps.

    Download the Industry Business Reference Architecture Template for your industry

    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

    Research Contributors and Experts

    Name Role Organization
    Ibrahim Abdel-Kader Research Analyst, Data & Analytics Info-Tech Research Group
    Ben Abrishami-Shirazi Technical Counselor, Enterprise Architecture Info-Tech Research Group
    Andrew Bailey Consulting, Manager Info-Tech Research Group
    Dana Dahar Research & Advisory Director, CIO / Digital Business Strategy Info-Tech Research Group
    Larry Fretz VP Info-Tech Research Group
    Shibly Hamidur Enterprise Architect Toronto Transit Commission (TTC)
    Rahul Jaiswal Principal Research Director, Industry Info-Tech Research Group
    John Kemp Executive Counselor, Executive Services Info-Tech Research Group
    Gerald Khoury Senior Executive Advisor Info-Tech Research Group
    Igor Ikonnikov Principal Advisory Director, Data & Analytics Info-Tech Research Group
    Daniel Lambert VP Benchmark Consulting
    Milena Litoiu Principal Research Director, Enterprise Architecture Info-Tech Research Group
    Andy Neill AVP Data & Analytics, Chief Enterprise Architect Info-Tech Research Group
    Rajesh Parab Research Director, Data & Analytics Info-Tech Research Group
    Rick Pittman VP, Research Info-Tech Research Group
    Irina Sedenko Research Director, Data & Analytics Info-Tech Research Group

    Bibliography

    Andriole, Steve. “Why No One Understands Enterprise Architecture & Why Technology Abstractions Always Fail.” Forbes, 18 September 2020. Web.

    “APQC Process Classification Framework (PCF) – Retail.” American Productivity & Quality Center, 9 January 2019. Web.

    Brose, Cari. “Who’s on First? Architecture Roles and Responsibilities in SAFe.” Business Architecture Guild, 9 March 2017. Web.

    Burlton, Roger, Jim Ryne, and Daniel St. George. “Value Streams and Business Processes: The Business Architecture Perspective.” Business Architecture Guild, December 2019. Web.

    “Business Architecture: An overview of the business architecture professional.” Capstera, 5 January 2022. Web.

    Business Architecture Guild. “What is Business Architecture?” Business Analyst Mentor, 18 November 2022. Web.

    “Business Architecture Overview.” The Business Architecture Working Group of the Object Management Group (OMG), n.d. Web.

    “Delivering on your strategic vision.” The Business Architecture Guild, n.d. Web.

    Ecker, Grant. “Deploying business architecture.” LinkedIn, 11 November 2021. (Presentation)

    IRIS. “Retail Business Architecture Framework and Examples.” IRIS Business Architect, n.d. Web.

    IRIS. “What Is Business Architecture?” IRIS Business Architect, 8 May 2014. Web.

    IRIS. “Your Enterprise Architecture Practice Maturity 2021 Assessment.” IRIS Business Architect, 17 May 2021. Web.

    Khuen, Whynde. “How Business Architecture Breaks Down and Bridges Silos.” Biz Arch Mastery, January 2020. Web.

    Lambert, Daniel. “Practical Guide to Agile Strategy Execution.” 18 February 2020.

    Lankhorst, Marc, and Bernd Ihnen. “Mapping the BIZBOK Metamodel to the ArchiMate Language.” Bizzdesign, 2 September 2021. Web.

    Ramias, Alan, and Andrew Spanyi, “Demystifying the Relationship Between Processes and Capabilities: A Modest Proposal.” BPTrends, 2 February 2015. Web.

    Newman, Daniel. “NRF 2022: 4 Key Trends From This Year’s Big Show.” Forbes, 20 January 2022. Web.

    Research and Markets. “Define the Business Context Needed to Complete Strategic IT Initiatives: 2018 Blueprint.” Business Wire, 1 February 2018. Web.

    Sabanoglu, Tugba. “Retail market worldwide - Statistics & Facts.” Statista, 21 April 2022. Web.

    Spacey, John. “Capability vs Process.” Simplicable, 18 November 2016. Web.

    “The Definitive Guide to Business Capabilities.” LeanIX, n.d. Web.

    TOGAF 9. Version 9.1. The Open Group, 2011. Web.

    “What is Business Architecture?” STA Group, 2017. PDF.

    Whittie, Ralph. “The Business Architecture, Value Streams and Value Chains.” BA Institute, n.d. Web.

    Build Your Enterprise Application Implementation Playbook

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    • Parent Category Name: Selection & Implementation
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    • Given the increasing complexity of software implementations, you are continually challenged with staying above water with your current team.
    • In addition, rapid changes in the business make maintaining project sponsors’ engagement challenging.
    • Project sprawl across the organization has created a situation where each project lead tracks progress in their own way. This makes it difficult for leadership to identify what was successful – and what wasn’t.

    Our Advice

    Critical Insight

    An effective enterprise application implementation playbook is not just a list of steps, but a comprehensive view of what is necessary to support your implementation. This starts with a people-first approach. Start by asking about sponsors, stakeholders, and goals. Without asking these questions first, the implementation will be set up for failure, regardless of the technology, processes, and tools available.

    Impact and Result

    Follow these steps to build your enterprise application playbook:

    • Define your sponsor, map out your stakeholders, and lay out the vision, goals and objectives for your project.
    • Detail the scope, metrics, and the team that will make it happen.
    • Outline the steps and processes that will carry you through the implementation.

    Build Your Enterprise Application Implementation Playbook Research & Tools

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

    1. Build Your Enterprise Application Implementation Playbook Deck - Your implementation doesn’t start with technology, but with an effective plan that the team can align on.

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

    • Build Your Enterprise Application Implementation Playbook – Phases 1-3

    2. Your Enterprise Application Implementation Playbook – The key output from leveraging this research is a completed implementation playbook.

    This is the main playbook that you build through the exercises defined in the blueprint.

    • Your Enterprise Application Implementation Playbook

    3. Your Enterprise Application Implementation Playbook - Timeline Tool – Supporting tool that captures the project timeline information, issue log, and follow-up dashboard.

    This tool provides input into the playbook around project timelines and planning.

    • Your Enterprise Application Implementation Playbook - Timeline Tool

    4. Light Project Change Request Form Template – This tool will help you record the requested change, allow assess the impact of the change and proceed the approval process.

    This provides input into the playbook around managing change requests

    • Light Project Change Request Form Template

    Infographic

    Workshop: Build Your Enterprise Application Implementation Playbook

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

    1 Understand the Project

    The Purpose

    Lay out the overall objectives, stakeholders, and governance structure for the project.

    Key Benefits Achieved

    Align everyone on the sponsor, key stakeholders, vision, and goals for your project

    Activities

    1.1 Select the project sponsor.

    1.2 Identify your stakeholders.

    1.3 Align on a project vision.

    1.4 List your guiding principles.

    1.5 Confirm your goals and objectives for the implementation project.

    1.6 Define the project governance structure.

    Outputs

    Project sponsor has been selected.

    Project stakeholders have been identified and mapped with their roles and responsibilities.

    Vision has been defined.

    Guiding principles have been defined.

    Articulated goals and objectives.

    Detailed governance structure.

    2 Set up for Success

    The Purpose

    Define the elements of the playbook that provide scope and boundaries for the implementation.

    Key Benefits Achieved

    Align the implementation team on the scope for the project and how the team should operate during the implementation.

    Activities

    2.1 Gather and review requirements, with an agreed to scope.

    2.2 Define metrics for your project.

    2.3 Define and document the risks that can impact the project.

    2.4 Establish team composition and identify the team.

    2.5 Detail your OCM structure, resources, roles, and responsibilities.

    2.6 Define requirements for training.

    2.7 Create a communications plan for stakeholder groups and delivery teams.

    Outputs

    Requirements for enterprise application implementation with an agreed-to scope.

    Metrics to help measure what success looks like for the implementation.

    Articulated list of possible risks during the implementation.

    The team responsible and accountable for implementation is identified.

    Details of your organization’s change management process.

    Outline of training required.

    An agreed-to plan for communication of project status.

    3 Document Your Plan

    The Purpose

    With the structure and boundaries in place, we can now lay out the details on the implementation plan.

    Key Benefits Achieved

    A high-level plan is in place, including next steps and a process on running retrospectives.

    Activities

    3.1 Define your implementation steps.

    3.2 Create templates to enable follow-up throughout the project.

    3.3 Decide on the tracking tools to help during your implementation.

    3.4 Define the follow-up processes.

    3.5 Define project progress communication.

    3.6 Create a Change request process.

    3.7 Define your retrospective process for continuous improvement.

    3.8 Prepare a closure document for sign-off.

    Outputs

    An agreed to high-level implementation plan.

    Follow-up templates to enable more effective follow-ups.

    Shortlist of tracking tools to leverage during the implementation.

    Defined processes to enable follow-up.

    Defined project progress communication.

    A process for managing change requests.

    A process and template for running retrospectives.

    A technique and template for closure and sign-off.

    Further reading

    Build Your Enterprise Application Implementation Playbook

    Your implementation doesn’t start with technology, but with an effective plan that the team can align on.

    Analyst Perspective

    Your implementation is not just about technology, but about careful planning, collaboration, and control.

    Recardo de Oliveira

    A successful enterprise application implementation requires more than great software; it requires a clear line of sight to the people, processes, metrics, and tools that can help make this happen.

    Additionally, every implementation is unique with its own set of challenges. Working through these challenges requires a tailored approach taking many factors into account. Building out your playbook for your implementation is an important initial step before diving head-first into technology.

    Regardless of whether you use an implementation partner, a playbook ensures that you don’t lose your enterprise application investment before you even get started!

    Ricardo de Oliveira

    Research Director,
    Application Delivery and Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Given the increasing complexity of software implementations, you are continually challenged with staying above water with your current team.
    • Rapid changes in the business make maintaining project sponsors’ engagement challenging.
    • Project sprawl across the organization has created a situation where project leads track progress in their own way. This makes it difficult for leadership to identify what was successful (and what wasn’t).

    Common Obstacles

    • Your best process experts are the same people you need to keep the business running. The business cannot afford to have its best people pulled into the implementation for long periods of time.
    • Enterprise application implementations generate huge organizational changes and the adoption of the new systems and processes resulting from these projects are quite difficult.
    • People are generally resistant to change, especially large, transformational changes that will impact the day-to-day way of doing things.

    Info-Tech's Approach

    • Build your enterprise application implementation playbook. Follow these steps to build your enterprise application playbook:
      • Define your sponsor, map out your stakeholders, and lay out the vision, goals, and objectives for your project.
      • Detail the scope, metrics, and the team that will make it happen.
      • Detail the steps and processes that will carry you through the implementation

    Info-Tech Insight

    An effective enterprise application implementation playbook is not just a list of steps; it is a comprehensive view of what is necessary to support your implementation. This starts with a people-first approach. Start by asking about sponsors, stakeholders, and goals. Without asking these questions first, the implementation will be set up for failure, regardless of the technology, processes, and tools available.

    Enterprise Applications Lifescycle Advisory Services. Strategy, selection, implementation, optimization and operations.

    Insight summary

    Building an effective playbook starts with asking the right questions, not jumping straight into the technical details.

    • This blueprint provides the steps required to lay out an implementation playbook to align the team on what is necessary to support the implementation.
    • Build your Enterprise Application Implementation Playbook by:
      • Aligning and confirming project’s goals, stakeholders, governance and team.
      • Clearly defining what is in and out of scope for the project and the risks involved.
      • Building up a strong change management process.
      • Providing the tools and processes to keep track of the project.
      • Pulling it all together into an actionable playbook.

    Grapsh showing 39%

    Lack of planning is the reason that 39% of projects fail. Poor project planning can be disastrous: The consequences are usually high costs and time overruns.

    Graph showing 20%

    Almost 20% of IT projects can fail so badly that they can become a threat to a company’s existence. Lack of proper planning, poor communication, and poorly defined goals all contribute to the failure of projects.

    Graph showig 2.5%

    A PwC study of over 10,640 projects found that a tiny portion of companies – 2.5% – completed 100% of their projects successfully. These failures extract a heavy cost – failed IT projects alone cost the United States $50-$150B in lost revenue and productivity.

    Source: Forbes, 2020

    Planning and control are key to enterprise project success

    An estimated 70% of large-scale corporate projects fail largely due to a lack of change management infrastructure, proper oversight, and regular performance check-ins to track progress (McKinsey, 2015).

    Table showing that 88% of projects completed on time, 90% completed within budget and 92% meet original goals. 68% of projects have scope creep, 24% deemed failures and 46% experience budget lose when project fails

    “A survey published in HBR found that the average IT project overran its budget by 27%. Moreover, at least one in six IT projects turns into a ‘black swan’ with a cost overrun of 200% and a schedule overrun of 70%. Kmart’s massive $1.2B failed IT modernization project, for instance, was a big contributor to its bankruptcy.”

    Source: Forbes, 2020

    Sponsor commitment directly improves project success.

    Having the right sponsor significantly improves your chances of success across many different dimensions:

    1. On-time delivery
    2. Delivering within budget
    3. Delivered within an agreed-to scope
    4. Delivered with sufficient quality.
    Graph that shows Project success scores versus sponsor involvement in change communication. Shows increase for projects on time, projects on budget, within scope and overall quality.

    Source: Info-Tech, PPM Current State Scorecard Diagnostic

    Executive Brief Case Study

    Chocolate manufacturer implementing a new ERP

    INDUSTRY

    Consumer Products

    SOURCE

    Carlton, 2021

    Challenge

    Not every ERP ends in success. This case study reviews the failure of Hershey, a 147-year-old confectioner, headquartered in Hershey Pennsylvania. The enterprise saw the implementation of an ERP platform as being central to its future growth.

    Solution

    Consequently, rather than approaching its business challenge on the basis of an iterative approach, it decided to execute a holistic plan, involving every operating center in the company. Subsequently, SAP was engaged to implement a $10 million systems upgrade; however, management problems emerged immediately.

    Results

    The impact of this decision was significant, and the company was unable to conduct business because virtually every process, policy, and operating mechanism was in flux simultaneously. The consequence was the loss of $150 million in revenue, a 19% reduction in share price, and the loss of 12% in international market share.

    Remember: Poor management can scupper implementation, even when you have selected the perfect system.

    A successful software implementation provides more than simply immediate business value…

    It can build competitive advantage.

    • When software projects fail, it can jeopardize an organization’s financial standing and reputation, and in some severe cases, it can bring the company down altogether.
    • Rarely do projects fail for a single reason, but by understanding the pitfalls, developing a risk mitigation plan, closely monitoring risks, and self-evaluating during critical milestones, you can increase the probability of delivering on time, on budget, and with the intended benefits.

    Benefits are not limited to just delivering on time. Some others include:

    • Building organizational delivery competence and overall agility.
    • The opportunity to start an inventory of best practices, eventually building them into a center of excellence.
    • Developing a competitive advantage by maximizing software value and continuously transforming the business.
    • An opportunity to develop a competent pool of staff capable of executing on projects and managing organizational change.

    Blueprint deliverables

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

    Your Enterprise Application Implementation Playbook – Timeline Tool

    Supporting template that captures the project timeline information, issue log, and follow-up dashboard.

    Info-Tech: Project Planning and Monitoring Tool.
    Light Project Change Request Form Template

    This tool will help you record the requested change, and allow you to assess the impact of the change and proceed with the approval process.

    Info-Tech: Light change request form template.

    Key deliverable:

    Your Enterprise Application Implementation Playbook

    Record the results from the exercises to define the steps for a successful implementation.

    Build your enterprise application implementation playbook.

    Info-Tech’s methodology for Your Enterprise Application Implementation Playbook

    Phase Steps

    1. Understand the Project

    1. Identify the project sponsor
    2. Define project stakeholders
    3. Review project vision and guiding principles
    4. Review project objectives
    5. Establish project governance

    2. Set up for success

    1. Review project scope
    2. Define project metrics
    3. Prepare for project risks
    4. Identify the project team
    5. Define your change management process

    3. Document your plan

    1. Develop a master project plan
    2. Define a follow-up plan
    3. Define the follow-up process
    4. Understand what’s next
    Phase Outcomes
    • Project sponsor has been selected
    • Project stakeholders have been identified and mapped with their roles and responsibilities.
    • Vision, guiding principles, goals objectives, and governance have been defined
    • Project scope has been confirmed
    • Project metrics to identify successful implementation has been defined
    • Risks have been assessed and articulated.
    • Identified project team
    • An agreed-to change management process
    • Project plan covering the overall implementation is in place, including next steps and retrospectives

    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."

    Diagnostic and consistent frameworks are used throughout all four options.

    Guided Implementation

    What does a typical GI on this topic look like?

    The three phases of 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 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 Activities and deliverables for each module of the workshop. Module 1: understanding the project, Module 2: Set up for success, Modeule 3: Document your plan, and Post Workshop: Next steps and Wrap-up(offsite).

    Phase 1

    Understand the project

    3 phases, phase 1 is highlighted.

    This phase will walk you through the following activities:

    1.1 Identify the project sponsor

    1.2 Identify project stakeholders

    1.3 Review project vision and guiding principles

    1.4 Review project objectives

    1.5 Establish project governance

    This phase involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Step 1.1

    Identify the project sponsor

    Activities

    1.1.1 Define the project sponsor's responsibilities

    1.1.2 Shortlist potential sponsors

    1.1.3 Select the project sponsor

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Selected sponsor.

    Sponsor commitment directly improves project success.

    Having the right sponsor significantly improves your chances of success across many different dimensions:

    1. On-time delivery
    2. Delivering within budget
    3. Delivered within an agreed-to scope
    4. Delivered with sufficient quality.

    Graph that shows Project success scores versus sponsor involvement in change communication. Shows increase for projects on time, projects on budget, within scope and overall quality.

    Source: Info-Tech, PPM Current State Scorecard Diagnostic

    Typical project sponsor responsibilities

    • Help define the business goals of their projects before they start.
    • Provide guidance and support to the project manager and the project team throughout the project management lifecycle.
    • Ensure that sufficient financial resources are available for their projects.
    • Resolve problems and issues that require authority beyond that of the project manager.
    • Ensure that the business objectives of their projects are achieved and communicated.

    For further discussion on sponsor responsibilities, use Info-Tech’s blueprint, Drive Business Value With a Right-Sized Project Gating Process

    Portrait of head with multiple layers representing the responsibilities of a sponsor. From top down: Define business goals, provide guidance, ensure human ad financial resources, resolve problems and issues.

    1.1.1 Define the project sponsor’s responsibilities

    0.5-1 hour

    1. Discuss the minimum requirements for a sponsor at your organization.
    2. As a group, brainstorm the criteria necessary for an individual to be a project sponsor:
      1. Is there a limit to the number of projects they can sponsor at one time?
      2. Is there a minimum number of hours they must be available to the project team?
      3. Do they have to be at a certain seniority level in the organization?
      4. What is their role at each stage of the project lifecycle?
    3. Document these criteria on a whiteboard.
    4. Record the sponsor’s responsibilities in section 1.1 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • Requirements for a sponsor
    • Your responsibilities as a sponsor

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    1.1.1 Define the project sponsor’s responsibilities (Continued)

    Example

    Project sponsor responsibilities.

    1.1.2 Shortlist potential sponsors

    0.5-1 hour

    1. Based on the responsibilities defined in Exercise 1.1.1, produce a list of the potential sponsors.
    2. Record the sponsor’s shortlist in section 1.2 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • Characteristics of a sponsor
    • Your list of candidates

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    1.1.2 Shortlist potential sponsors (Continued)

    Example

    Shortlist of potential sponsors. 6 names listed with checkmarks on criteria ranking.

    Don’t forget, the project team is there to support the sponsor

    Given the burden of the sponsor role, the project team is committed to doing their best to facilitate a successful outcome.

    Project Success: Follow best practices, escalate issues, stay focused, communicate, adapt to change.

    • Follow the framework set out by the governance group at the organization to drive efficiency on the project.
    • Ensure stakeholders with proper authority are notified of issues that occur during the project.
    • Stay focused on the project tasks to drive quality on the deliverables and avoid rework after the project.
    • Communicate within the project team to drive coordination of tasks, complete deliverables, and avoid resource waste.
    • Changes are more common than not; the team must be prepared to adjust plans and stay agile to adapt to changes for the project.

    Seek the key characteristics of a sponsor

    Man walking up stairs denoting characteristics of a good sponsor. First step: Leader, second step: Strong Communicator, third step: knowledgeable, fourth step: problem solver, fifth step: delegator, final step: dedicated.

    1.1.3 Select the project sponsor

    0.5-1 hour

    1. Review the characteristics and the list of potential candidates.
    2. Assess availability, suitability, and desire of the selected sponsor.
    3. Record the selected sponsor in section 1.3 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • List of candidates
    • Characteristics of a sponsor
    • Your selected sponsor

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    1.1.3 Select the project sponsor (Continued)

    Example

    Name of example sponsor with their key traits listed.

    Step 1.2

    Identify the project stakeholders

    Activities

    1.2.1 Identify your stakeholders

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Stakeholders’ management plan

    How to find the right stakeholders

    Start with the obvious candidates, but keep an open mind.

    How to find stakeholders

    • Talk to your stakeholders and ask who else you should be talking to, to discover additional stakeholders and ensure you don’t miss anyone.
    • Less obvious stakeholders can be found by conducting various types of trace analysis, i.e. following various paths flowing from your initiative through to the path’s logical conclusion.

    Create a stakeholder network map for your application implementation

    Follow the trail of breadcrumbs from your direct stakeholders to their influencers to uncover hidden stakeholders.

    Stakeholder network map showing direction of professional influence as well as bidirectional, informal influence relationships.

    Info-Tech Insight

    Your stakeholder map defines the influence landscape your enterprise application operates in. It is every bit as important as the teams who enhance, support, and operate your applications 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 substantial informal relationships with your stakeholders.

    Understand how to navigate the complex web of stakeholders

    Identify which stakeholders to include and what their level of involvement should be during requirements elicitation based on relevant topic expertise.

    Graph showing influence vs. interest, divided into 4 quadrants. Low influence and intersest is labeled: Monitor, low influence and high interest is labeled: Keep informed, High influence and low interest is labeled: Keep satisfied, and high influence and high interest is labeled: Involve closely

    Large-scale projects require the involvement of many stakeholders from all corners and levels of the organization, including project sponsors, IT, end users, and business stakeholders. Consider the influence and interest of stakeholders in contributing to the requirements elicitation process and involve them accordingly.

    Map the organization’s stakeholders

    List of various stakeholder titles. As well as a graph showing the influence vs involvement of each stakeholder title. Influence and interest is divided into 4 quadrants: Monitor, Keep informed, keep satisfied, and involve closely.

    1.2.1 Identify your stakeholders

    1-2 hours

    1. As a group, identify all the project stakeholders. A stakeholder may be an individual such as the CEO or CFO, or it may be a group such as front-line employees.
    2. Map each stakeholder on the quadrant based on their expected influence and involvement in the project
    3. Identify stakeholders and add them to the list.
    4. Record the stakeholders list in section 1.4 of Info-Tech’s Your Enterprise Application Implementation Playbook.
    5. Download Your Enterprise Application Implementation Playbook

      Input

      Output

      • Types of stakeholders
      • Your stakeholders initial list

      Materials

      Participants

      • Whiteboard/flip charts
      • Your Enterprise Application Implementation Playbook
      • Project team
      • Operations
      • SMEs
      • Team lead and facilitators
      • IT leaders

    1.2.1 Identify your stakeholders(Continued)

    Example

    Table with rows of stakeholders: Customer, End Users, IT, Vendor and other listed. Columns provide: description, examples, value and involvement level of each stakeholder.

    Step 1.3

    Review project vision and guiding principles

    Activities

    1.3.1 Align on a project vision

    1.3.2 List your guiding principles

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Project vision and guiding principles

    Vision and guiding principles

    GUIDING PRINCIPLES

    Guiding principles are high-level rules of engagement that help to align stakeholders from the outset. Determine guiding principles to shape the scope and ensure stakeholders have the same vision.

    Creating Guiding Principles

    Guiding principles should be constructed as full sentences. These statements should be able to guide decisions.

    EXAMPLES
    • [Organization] is implementing an ERP system to streamline processes and reduce redundancies, saving time and money.
    • [Organization] is implementing an ERP to integrate disparate systems and rationalize the application portfolio.
    • [Organization] is aiming at taking advantage of industry best practices and strives to minimize the level of customization required in solution.

    Questions to Ask

    1. What is a strong statement that will help guide decision making throughout the life of the ERP project?
    2. What are your overarching requirements for business processes?
    3. What do you ultimately want to achieve?
    4. What is a statement that will ensure all stakeholders are on the same page for the project?

    1.3.1 Align on a project vision

    1-2 hours

    1. As a group, discuss whether you want to create a separate project vision statement or restate your corporate vision and/or goals.
      1. A project vision statement will provide project-guiding principles, encompass the project objectives, and give a rationale for the project.
      2. Using the corporate vision/goals will remind the business and IT that the project is to implement an enterprise application that supports and enhances the organizational objectives.
    2. Record the project vision in section 1.5 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • Project vision statement defined during strategy building
    • Your project vision

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    1.3.1 Align on a project vision (Continued)

    Example

    Project Vision

    We, [Organization], will select and implement an integrated software suite that enhances the growth and profitability of the organization through streamlined global business processes, real-time data-driven decisions, increased employee productivity, and IT investment protection.

    Guiding principles examples

    The guiding principles will help guide your decision-making process. These can be adjusted to align with your internal language.

    • Support business agility: A flexible and adaptable integrated business system providing a seamless user experience.
    • Use best practices: Do not recreate or replicate what we have today; focus on modernization. Exercise customization governance by focusing on those customizations that are strategically differentiating.
    • Automate: Take manual work out where we can, empowering staff and improving productivity through automation and process efficiencies.
    • Stay focused: Focus on scope around core business capabilities. Maintain scope control. Prioritize demand in line with the strategy.
    • Strive for "one source of truth": Unify data model and integrate processes where possible. Assess integration needs carefully.

    1.3.2 List your guiding principles

    1-2 hours

    1. Start with the guiding principles defined during the strategy building.
    2. Review each of the sample guiding principles provided and ask the following questions:
      1. Do we agree with the statement?
      2. Is this statement framed in the language we use internally? Does everyone agree on the meaning of the statement?
      3. Will this statement help guide our decision-making process?
    3. Record the guiding principles in section 1.6 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • Guiding principles defined during strategy building
    • Your guiding principles

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    1.3.2 List your guiding principles (Continued)

    Example

    Guiding principals: Support business agility, use best practices, automate, stay focused, strive for `one source truth`.

    Step 1.4

    Review project objectives

    Activities

    1.4.1 Confirm your goals and objectives for the implementation project

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    The objectives of the implementation project

    Review the elements of the project charter

    Leverage completed deliverables to get project managers started down the path of success.

    Deliverables of project chaters for PMs. Project purpose, scope, logistics and sign-off.

    1.4.1 List your guiding principles

    1-2 hours

    1. Articulate the high-level objectives of the project. (What are the goals of the project?)
    2. Elicit the business benefits the sponsor is committed to achieving. (What are the business benefits of the project?)
    3. Record Project goals and objectives in section 1.7 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • Your BizDevOps objectives and metrics
    • Understanding of various collaboration methods, such as Scrum, Kanban, and Scrumban
    • Your chosen collaboration method

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    1.4.1 Confirm your goals and objectives for the implementation project (Continued)

    Example:

    Project Objectives: End-user visibility, New business development, employee experience. Business Benefits for each objective listed.

    Step 1.5

    Establish project governance

    Activities

    1.5.1 Define the project governance structure

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Approach to build an effective project governance

    1.5.1 List your guiding principles

    0.5-1 hour

    1. Identify the IT governance structure in place today and document the high-level function of each body (councils, steering committees, review boards, centers of excellence, etc.).
    2. Identify and document the existing enterprise applications governance structure, roles, and responsibilities (if any exist).
    3. Identify gaps and document the desired enterprise applications governance structure, roles, and responsibilities.
    4. Record the project governance structure in section 1.8 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • IT governance structure
    • Your project governance structure

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Governance is NOT management

    Three levels of governance: Team Level, Steering Committee Level, and Executive Governance Level.

    Info-Tech Insight

    You won’t get engagement unless there is a sense of accountability. Do not leave this vague. Accountability needs to be assigned to specific individuals in your organization to ensure the system development achieves what was intended by your organization and not what your system integrator (SI) intended.

    Who is accountable?

    Too many assumptions are made that the SI is accountable for all implementation activities and deliverables – this is simply untrue. All activities can be better planned for, and misunderstandings can be avoided, with a clear line of sight on roles and responsibilities and the documentation that will support these assumptions.

    Discuss, define, and document roles and responsibilities:
    • For each role (e.g. executive sponsor, delivery manager, test lead, conversion lead), clearly articulate the responsibilities of the role, who is accountable for fulfillment, and whether it’s a client role, SI role, or both.
    • Articulate the purpose of each deliverable clearly, define which individual or team has responsibility for it, and document who is expected to contribute.
    • Empower the team by granting them the authority to make decisions. Ease their reluctance to think outside the box for fear of stakeholder or user backlash.
    • The implementation cannot and will not be transformative if the wrong people are involved or if the right people have not been given the tools required to succeed in their role.

    1.5.2 List your guiding principles

    0.5-1 hour

    1. Assess the skills necessary for an enterprise implementation. Inventory the competencies required for an enterprise implementation team. Map your internal resources to each competency as applicable.
    2. Select your internal implementation team. Determine who needs to be involved closely with the implementation. Key stakeholders should also be considered as members of your implementation team.
    3. Identify the number of external consultants/support required for implementation. Consider your in-house skills, timeline, integration environment complexity, and cost constraints as you make your resourcing plan.
    4. Record governance team roles and responsibilities in 1.9 section of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • Available resources (internal, external, contract)
    • Your governance structure roles and responsibilities

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    1.5.2 Define governance team roles and responsibilities (Continued)

    Example

    Governance team roles and their responsibilities.

    Phase 2

    Set up for success

    3 phases, phase 2 is highlighted.

    This phase will walk you through the following activities:

    2.1. Review project scope

    2.2. Define project metrics

    2.3. Prepare for project risks

    2.4. Identify the project team

    2.5. Define your change management process

    This phase involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Step 2.1

    Review project scope

    Activities

    2.1.1 Gather and review requirements

    2.1.2 Confirm your scope for implementation

    2.1.3 Formulate a scope statement

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    The project scope

    Requirements are key to defining scope

    Project scope management includes the processes required to ensure that the project includes all and only the work required to complete the project successfully. Therefore, managing project scope is about defining and controlling what is and is not included in the project.

    PMBOK defines requirements as “conditions or capabilities that are to be met by the project or present in the product, service, or result to satisfy an agreement or other formally imposed specification.” Detailed requirements should be gathered and elicited in order to provide the basis for defining the project scope.

    70% of projects fail due to poor requirements, organizations using poor practices spent 62% more, 4th highest correlation to high IT performance is requirements gathering.

    Well-executed requirements gathering results in:

    • Consistent approach from project to project, resulting in more predictable outcomes.
    • Solutions that meet the business need on the surface and under the hood.
    • Reduce risk for fast-tracked projects by establishing a right-sized approach.
    • Requirements team that can drive process improvement and improved execution.
    • Confidence when exploring solution alternatives.

    Poorly executed requirements gathering results in:

    • IT receiving the blame for any project shortcomings or failures.
    • Business needs getting lost in the translation between the initial request and final output.
    • Inadequate solutions or cost overruns and dissatisfaction with IT.
    • IT losing its credibility as stakeholders do not see the value and work around the process.
    • Late projects that tie up IT resources longer than planned, and cost overruns that come out of the IT budget.
    • Inconsistent project execution, leading to inconsistent outcomes.

    Strong stakeholder satisfaction with requirements results in higher satisfaction in other areas

    High stakeholder satisfaction with requirements results in higher satisfaction in other areas.

    Note: “High satisfaction” was classified as a score greater or equal to eight, and “low satisfaction” was every organization that scored below eight on the same questions.

    2.1.1 Gather and review requirements

    1-2 hours

    1. Once existing documentation has been gathered, evaluate the effectiveness of the documentation and decide whether you need additional information to proceed to current-state mapping.
    2. The initiative team should avoid spending too much time on the discovery phase, as the goal of discovery is to obtain enough information to produce a level-one current-state map.
    3. Consider reviewing capabilities, business processes, current applications, integration, and data migration.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • Your requirements, capabilities, business processes, current applications, integration, and/or data migration
    • Your requirements, capabilities, business processes, current applications, integration, and/or data migration revisited

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.1.1 Requirements list

    Example

    Requirements with description, category and priority.

    2.1.2 Confirm your scope for implementation

    1-2 hours

    1. Based on the requirements, write down features of the product or services, as well as dependencies with other interfaces.
    2. Write down exclusions to guard against scope creep.
    3. Validate the scope by asking these questions:
      1. Will this scope provide a common understanding for all stakeholders, including those outside of IT, as to what the project will accomplish and what it excludes?
      2. Should any detail be added to prevent scope creep later?
    4. Record the project scope in section 2.1 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook

    Input

    Output

    • What’s in scope
    • What’s out of scope
    • What needs to integrate
    • Your scope areas

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.1.2 Scope detail

    Example

    Example of scope detail. Table with scope levels: In scope, out of scope and existing scope. Each scope level has details about it listed.

    Distill your requirements into a scope statement

    Requirements are about the what and the how.
    Scope specifies the features of the product or service – what is in and what is out
    Table showing Requirement document vs. Scope statement. It lists the audience, content, inputs and outputs for each.

    The Build Your Enterprise Application Implementation Playbook 2.2 Project Scope Statement includes:

    • Scope description (features, how it interfaces with other solution components, dependencies).
    • Exclusions (what is not part of scope).
    • Deliverables (product outputs, documentation).
    • Acceptance criteria (what metrics must be satisfied for the deliverable to be accepted).
    • Final sign-off (owner).
    • Project exclusions (scope item, details).

    The scope statement should communicate the breadth of the project

    To assist in forming your scope statement, answer the following questions:
    • What are the major coverage points?
    • Who will be using the systems?
    • How will different users interact with the systems?
    • What are the objectives that need to be addressed?
    • Where do we start?
    • Where do we draw the line?

    2.1.3 Formulate a scope statement

    1-2 hours

    1. Lay out the scope description (features, how it interfaces with other solution components, dependencies).
    2. Record the exclusions (what is not part of scope).
    3. Fill out the scope statement.
    4. Record the scope statement in section 2.2 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your scope areas
    • Your scope statement

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Scope statement template
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.1.3 Scope statement

    Example

    Examples of scope statements showing the following: Product or service in scope, project deliverables and acceptance criteria, and project exclusions.

    Step 2.2

    Review project scope

    Activities

    2.2.1 Define metrics for your project

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    The project metrics

    Building leading indicators

    Lagging KPIs are relatively simple to identify, whereas leading KPIs can be more elusive.

    For example, take the lagging KPI “Customer Satisfaction.” How do you turn that into a leading KPI? One method is to look at sources of customer complaints. In a retail sales system, backordered items will negatively impact customer satisfaction. As a leading indicator, track the number of orders with backordered lines and the percentage of the total order that was backordered.

    Performance Metrics

    Use leading and lagging metrics, as well as benchmarks, to track the progress of your system.

    Leading KPIs: Input-oriented measures:

    • Number of active users in the system.
    • Time-to-completion for processes that previously experienced efficiency pain points.

    Lagging KPIs: Output-oriented measures:

    • Faster production times.
    • Increased customer satisfaction scores

    Benchmarks: A standard to measure performance against:

    • Number of days to ramp up new users.

    Info-Tech Insight

    Leading indicators make the news; lagging indicators report on the news. Focusing on leading indicators allows you to address challenges before they become large problems with only expensive solutions.

    2.2.1 Define metrics for your project

    1-2 hours

    1. Examine outputs from any feedback mechanisms you have (satisfaction surveys, emails, existing SLAs, burndown charts, resourcing costs, licensing costs per sprint, etc.).
    2. Look at historical trends and figures when available. However, be careful of frequent anomalies, as these may indicate a root cause that needs to be addressed.
    3. Explore the definition of specific metrics across different functional teams to ensure consistency of measurement and reporting.
    4. Record the Project Metrics in section 2.3 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Outputs of any feedback mechanism
    • Historical trends
    • Your project tracking metrics

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.2.1 Metrics

    In addition to delivery metrics and system performance metrics, equip the business with process-based metrics to continuously prove the value of the enterprise software. Review the examples below as a starting point.

    Table showing metrics and desciption. Metrics listed are: Percent of requirements complete, issues found, issues resolved, and percent of processess complete.

    Step 2.3

    Prepare for project risks

    Activities

    2.3.1 Build a risk event menu

    2.3.2 Determine contextual risks

    2.3.3 Determine process risks

    2.3.4 Determine business risks

    2.3.5 Determine change risks

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Steps to create your product canvas and product vision statement

    All risks are not created equal

    Project Risk consists of: Contextual risk, process risk, change risk and business risk.

    For more information on Info-Tech’s Four-Pillar Risk Framework, please see Right-Size Your Project Risk Investment.

    Info-Tech’s Four-Pillar Risk Framework

    Unusual risks should be detected by finding out how each project is different from the norm. Use this framework to start this process by confronting the risks that are more easily anticipated.

    2.3.1 Build a risk event menu

    0.5-1 hour

    1. Build and maintain an active menu of potential risk events across the four risk categories.
    2. Record the risk event menu in section 2.4 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Risk events
    • Your risk events menu

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.3.1 Risk event menu

    Example

    Risk event menu example. A table with: Contextual Risk, process risk, business risk, change risk events with examples for each.

    2.3.2 Determine contextual risks

    0.5-1 hour

    1. Contextual risk factors are those that operate within the context of your department, organization, and/or community.
    2. Fill out contextual risks.
    3. Record the contextual risks in section 2.5 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your risk events menu
    • Your list of people involved in risk management
    • Your contextual risks

    Materials

    Participants

    • Project Risk Management Workbook
    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.3.2 Contextual risks

    Example

    two tables for Contextual risks. Table 1: Risk identification with event name, risk cause, impact and risk owner. Table 2: shows probability of risk, impact, rating, recommended action, and any mitigations.

    2.3.3 Determine process risks

    0.5-1 hour

    1. Process risks are those that involve project sponsorship, project management, business and functional requirements, work assignment, communication, and/or visibility.
    2. Fill out process risks.
    3. Record the process risks in section 2.6 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your risk events menu
    • Your list of people involved in risk management
    • Your process risks

    Materials

    Participants

    • Project Risk Management Workbook
    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.3.3 Process risks

    Example

    two tables for Process risks. Table 1: Risk identification with event name, risk cause, impact and risk owner. Table 2: shows probability of risk, impact, rating, recommended action, and any mitigations.

    2.3.4 Determine business risks

    0.5-1 hour

    1. Business risks are those that affect the bottom line of the organization. They usually have implications on revenue, costs, and/or image.
    2. Fill out business risks.
    3. Record the business risks in section 2.7 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your risk events menu
    • Your list of people involved in risk management
    • Your business risks

    Materials

    Participants

    • Project Risk Management Workbook
    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.3.4 Business risks

    Example

    two tables for Business risks. Table 1: Risk identification with event name, risk cause, impact and risk owner. Table 2: shows probability of risk, impact, rating, recommended action, and any mitigations.

    2.3.5 Determine change risks

    0.5-1 hour

    1. Change risks are those that result from imposing changes on the people and customers of the organization and their daily routines.
    2. Fill change risks.
    3. Record the change risks in section 2.7 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your risk events menu
    • Your list of people involved in risk management
    • Your business risks

    Materials

    Participants

    • Project Risk Management Workbook
    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.3.5 Change risks

    Example

    two tables for Change risks. Table 1: Risk identification with event name, risk cause, impact and risk owner. Table 2: shows probability of risk, impact, rating, recommended action, and any mitigations.

    Step 2.4

    Identify the project team

    Activities

    2.4.1 Establish team composition

    2.4.2 Identify the team

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Steps to get your project team ready

    Understand the unique external resource considerations for the implementation

    Organizations rarely have sufficient internal staffing to resource an enterprise software implementation project entirely on their own. Consider the options for closing the gap in internal resource availability.

    The most common project resourcing structures for enterprise projects are:

    1. Management consultant
    2. Vendor consultant
    3. System integrator

    When contemplating a resourcing structure, consider:

    • Availability of in-house implementation competencies and resources.
    • Timeline and cost constraints.
    • Integration environment complexity.

    CONSIDER THE FOLLOWING

    Internal Vs. External Roles and Responsibilities

    Clearly delineate between internal and external team responsibilities and accountabilities and communicate this to your technology partner upfront.

    Internal Vs. External Accountabilities

    Accountability is different than responsibility. Your vendor or SI partner may be responsible for completing certain tasks, but be careful not to outsource accountability for the implementation – ultimately, the internal team will be accountable.

    Partner Implementation Methodologies

    Often vendors and/or SIs will have their own preferred implementation methodology. Consider the use of your partner’s implementation methodology; however, you know what will work for your organization.

    Info-Tech Insight

    Selecting a partner is not just about capabilities, it’s about compatibility! Ensure you select a partner that has a culture compatible with your own.

    2.4.1 Establish team composition

    0.5-1 hour

    1. Assess the skills necessary for an enterprise implementation.
    2. Select your internal implementation team.
    3. Identify the number of external consultants/support required for implementation.
    4. Document the roles and responsibilities, accountabilities, and other expectations as they relate to each step of the implementation.
    5. Record the team composition in section 2.9 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • List of project team skills
    • Your team composition
    • Your business risks

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.4.1 Team composition

    Example

    Team composition: Role of each team member, and their skills.

    2.4.2 Identify the team

    0.5-1 hour

    1. Identify a candidate for each role and determine their responsibility in the project and their expected time commitment.
    2. The project will require a cross-functional team within IT and business units. Make sure the responsibilities are clearly communicated to the selected project sponsor.
    3. Create a RACI matrix for the project.
    4. Record the team list in section 2.10 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your team composition
    • Your team with responsibilities and commitment

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.4.2 Team list

    Example

    Team list: Role of each team member, candidate, responsibilities, and their commitment in hours per week.

    RACI example

    RACI example. Responsibilities and team member roles that are tasked with each responsibility.

    Step 2.5

    Define your change management process

    Activities

    2.5.1 Define OCM structure and resources

    2.5.2 Define OCM team’s roles and responsibilities

    2.5.3 Define requirements for training

    2.5.4 Create a communications plan for stakeholder groups, and delivery teams

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    A structure and procedures for an effective organizational change management

    Define your change management process to improve quality and adoption

    Organizational change management is the practice through which the PMO can improve user adoption rates and maximize project benefits.

    Correlation of change management effectiveness with meeting results.

    “It’s one thing to provide a new technology tool to your end users.

    It’s quite another to get them to use the tool, and still different for them to use the new tool proficiently.

    When your end users fully use a new technology and make it part of their daily work habits, they have ‘adopted’ the new tool.”

    – “End-User Adoption and Change Management Process” (2022)

    Large projects require organizational change management

    Organizational change management (OCM) governs the introduction of new business processes and technologies to ensure stakeholder adoption. The purpose of OCM is to prepare the business to accept the change.

    OCM is a separate body of knowledge. However, as a practice, it is inseparable from project management.

    In IT, project planning tends to fixate on technology, and it underestimates the behavioral and cultural factors that inhibit user adoption. Whether change is project-specific or continuous, it’s more important to instill the desire to change than to apply specific tools and techniques.

    Accountability for instilling this desire should start with the project sponsor. The project manager should support this with effective stakeholder and communication management plans.

    16% of projects with poor change management met or exceeded objectives. 71% of projects with excellent change management finish on or ahead of schedule. 67% of organizations include project change management in their initiatives.

    For further discussion on organizational change, use Info-Tech’s blueprint, Master Organizational Change Management Practices

    Your application implementation will be best served by centralizing OCM

    A centralized approach to OCM is most effective, and the PMO is already a centralized project office and is already accountable for project outcomes.

    What’s more, in organizations where accountabilities for OCM are not explicitly defined, the PMO will likely already be assumed to be the default change leader by the wider organization.

    It makes sense for the PMO to accept this accountability – in the short term at least – and claim the benefits that will come from coordinating and consistently driving successful project outcomes.

    In the long term, OCM leadership will help the PMO become a strategic partner with the executive layer and the business side.

    Short-term gains made by the PMO can be used to spark dialogues with those who authorize project spending and have the implicit fiduciary obligation to drive project benefits.

    Ultimately, it’s their job to explicitly transfer that obligation along with the commensurate resourcing and authority for OCM activities.

    Organizational resistance to change is cited as the #1 challenge to project success that PMOs face. Companies with mature PMOs that effectively manage change meet expectations 90% of the time.

    For further discussion on organizational change, use Info-Tech’s blueprint, Master Organizational Change Management Practices

    2.5.1 Define OCM structure and resources

    0.5-1 hour

    1. Assess the roles and resources that might be needed to help support these OCM efforts.
    2. Record the OCM structure in section 2.11 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your project objectives
    • Your OCM structure and resources

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.5.1 OCM structure and resources

    Example

    OCM structure example. Table showing OCM activity and resources available to support.

    2.5.2 Define OCM team’s roles and responsibilities

    0.5-1 hour

    1. Assess the tasks required for the team.
    2. Determine roles and responsibilities.
    3. Record the results in the RACI matrix in section 2.13 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your communications timeline
    • Your OCM structure and resources
    • Your OCM plan and RACI matrix

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    OCM team’s roles and responsibilities

    Example

    Responsibilities for OCM team members.

    2.5.3 Define requirements for training

    0.5-1 hour

    1. Analyze HR requirements to ensure efficient use of HR and project stakeholder time.
    2. Outline appropriate HR and training activities.
    3. Define training content and make key logistical decisions concerning training delivery for staff and users.
    4. Record training requirements in section 2.14 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your OCM Plan and RACI matrix
    • Your HR training needs

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    2.5.3 Training requirements

    Example

    Training requirements example: Project milestones, milestone time frame, hr/training activities, activity timing, and notes.

    Project communication plans must address creation, flow, deposition, and security of project information

    A good communication management plan is like the oil that keeps moving parts going. Ensuring smooth information flow is a fundamental aspect of project management.

    Project communication management is more than keeping track of stakeholder requirements. A communication management plan must address timely and appropriate creation, flow, and deposition of information about the project – as well as the security of the information.

    Create:

    • In addition to standardized status reporting elements discussed for level 1 projects, level 2 and 3 projects may require additional information to be disseminated among key stakeholders and the PMO.

    Flow:

    • The plan must address the methods of communication. Distributed project teams require more careful planning, as they pose additional communication challenges.

    Deposit:

    • As the volume of information continues to grow exponentially, retrieving information becomes a challenge. The plan for depositing project information must be consistent with your organization’s content management policies.

    Security:

    • Preventing unauthorized access and information leaks is important for projectsthat are intended to provide the organization with a competitive edge or for projects that deal with confidential data.
    45% of organizations had established mature communications and engagement processes.

    2.5.4 Create a communications timeline

    0.5-1 hour

    1. Base your change communications on your organization’s cultural appetite for change in general.
    2. Document communications plan requirements.
    3. Create a high-level communications timeline.
    4. Tailor a communications strategy for each stakeholder group.
    5. Record the communications timeline in section 2.12 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your OCM structure and resources
    • Your project objectives
    • Your project scope
    • Your stakeholders’ management plan
    • Your communications timeline

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Example of communications timeline

    Project sponsors are the most compelling storytellers to communicate the change

    Example of project communications timeline. Planning, requirements, design, development, QA, deployment, warranty, and benefits/closure.

    Info-Tech Insight

    Communication with stakeholders and sponsors is not a single event, but a continual process throughout the lifecycle of the project implementation – and beyond!

    Phase 3

    Document your plan

    3 phases, phase 3 is highlighted.

    This phase will walk you through the following activities:

    3.1 Develop a master project plan

    3.2. Define a follow-up plan

    3.3. Define the follow-up process

    3.4. Understand what’s next

    This phase involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Step 3.1

    Develop a master project plan

    Activities

    3.1.1 Define your implementation steps

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Steps to create your resourcing and master plans

    Resources Vs. Demand

    Organizations rarely have sufficient internal staffing to resource an enterprise software implementation project entirely on their own. Consider the options for closing the gap in internal resource availability.

    Project demand: Data classification, cloud strategy, application rationalization, recovery planning etc. must be weighted against the organizations internal staffing resources.

    Competing priorities

    Example

    Table for competing priorities: List of projects, their timeline, priority notes, and their implications.

    3.1.1 Define your implementation steps

    0.5-1 hour

    1. Write each phase of the project on a separate sticky note and add it to the whiteboard. Determine what steps make up each phase. Write each step of the phase on a separate sticky note and add it to the whiteboard.
    2. Determine what tasks make up each step. Write each task of the step on a separate sticky note and add it to the whiteboard.
    3. Record the tasks in the Your Enterprise Application Implementation Playbook – Timeline tool. This tool has an example of a typical list of tasks, to help you start your master plan. Use the timeline for project planning and progress tracking.
    4. Record your project’s basic data and work schedule.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Project's work breakdown structure
    • Your project master plan

    Materials

    Participants

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Implementation plan – basic data

    Record your project name, project manager, and stakeholders from previous exercises.

    Example project information form: Project name, estimated start date, estimated end date, project manager, stakeholders, and time off of project.

    Implementation plan – work schedule

    Use this template to keep track of all project tasks, dates, owners, dependencies, etc.

    Use this template to keep track of all project tasks, dates, owners, dependencies, etc.

    “Actual Start Date” and “Actual Completion Date” columns must be updated to be reflected in the Gantt chart.

    This information will also be captured as the source for session 3.2.1 dashboards.

    Step 3.2

    Define a follow up plan

    Activities

    3.2.1 Create templates to enable follow-up throughout the project

    3.2.2 Decide on the tracking tools to help during your implementation

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Steps to create the processes and define the tools to track progress

    Leveraging dashboards

    Build a dashboard that reflects the leading metrics you have identified. Call out requirements that represent key milestones in the implementation.

    For further information on monitoring the project, use Info-Tech’s blueprint, Governance and Management of Enterprise Software Implementation

    Build a dashboard that reflects the leading metrics you have identified. Call out requirements that represent key milestones in the implementation.

    3.2.1 Create templates to enable follow-up throughout the project

    0.5-1 hour

    1. Create status report, dashboards/charts, budget control, risk/issues/gaps templates, and change request forms.
    2. Build a dashboard that reflects the leading metrics you have identified.
    3. Call out requirements that represent key milestones in the implementation.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your projects master plan
    • Your project follow-up kit

    Materials

    Participants

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Dashboards

    Based on the inputs in session 3.1.1 Define Your Implementation Steps, once the “Actual Start Date” and “Actual Completion Date” columns have been updated, this dashboard will present the project status and progress

    Based on the inputs in session 3.1.1 Define Your Implementation Steps, once the “Actual Start Date” and “Actual Completion Date” columns have been updated, this dashboard will present the project status and progress.

    This executive overview of the project's progress is meant to be used during the status meeting.

    Select the right tools

    Use SoftwareReviews to explore product features, vendor experience, and capability satisfaction.

    SoftwareReviews, Requirements Management, 2023

    SoftwareReviews, Project Management, 2023

    SoftwareReviews, Business Intelligence & Analytics, 2023

    3.2.2 Decide on the tracking tools to help during your implementation

    0.5-1 hour

    1. Based on the standards within your organization, select the appropriate project tracking tools to help you track the implementation project.
    2. If you do not have any tools or wish to change them, please see leverage Info-Tech’s SoftwareReviews to help you in making your decision.
    3. Consider tooling across a number of different categories:
      1. Requirements Management
      2. Project Management
      3. Reporting and Analytics
    4. Record the project tracking tools in section 3.3 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your project follow-up kit
    • Your project follow-up kit tools

    Materials

    Participants

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Example: project tools

    Table listing project tools by type, use, and products available.

    Step 3.3

    Define a follow-up process

    Activities

    3.3.1 Define project progress communication

    3.3.2 Create a change request process

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Steps to create your follow-up process

    Project status updates should occur throughout the implementation

    Project status updates can be both formal and informal. Formal status updates provide a standardized means of disseminating information on project progress. It is the lifeblood of project management: Accurate and up-to-date status reporting enables your project manager to ensure that your project can continue to use the resources needed.

    Informal status updates are done over coffee with key stakeholders to address their concerns and discuss key outcomes they want to see. Informal status updates help to build a more personal relationship.

    Ask for feedback during the status update meetings. Use the meeting as an opportunity to align values, goals, and incentives.

    Codify the following considerations:

    • Minimum requirement for a formal status update:
      • Frequency of reporting, as required by the project portfolio
      • Parties to be consulted and informed
      • Recording, producing, and archiving meeting minutes, both formal and informal
    • Procedure for follow-up on feedback generated from status updates:
      • Filing change requests
      • Keeping the change requester/relevant stakeholders in the loop

    3.3.1 Define project progress communication

    0.5-1 hour

    1. Provide a standardized means of disseminating information on project progress.
    2. Create an accurate and up-to-date status report to help keep team engaged and leadership supporting the project.
    3. Record the project progress communication in section 3.5 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your project follow-up process
    • Your project progress communication

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Project progress communication

    Example

    Example table of project progress communication. Audience, purpose, delivery/format, communicator, delivery date, and status/notes.

    Manage project scope changes

    1. Change in project scope is unpredictable and almost inevitable regardless of project size. If changes are not properly managed, the project runs the risk of scope creep and loss of progress. Therefore, changes need to be monitored and controlled.
    2. Scope change can be initiated voluntarily by the project sponsor or other stakeholders, or it could be a mandatory reaction to changing project process.
    3. Scope change may also take place due to internal factors such as a stakeholder requiring more extensive insights or external factors such as changing market conditions.
    4. Scope changes have the potential to affect project outcomes either positively or negatively, depending on how the change is managed and implemented. The project manager should take care to maintain focus on the project’s ultimate objectives; consideration needs to be given as to what to do and what to give up.
    5. If changes arise, project managers should ensure that adequate resources and actions are provided so the project can be completed on time and on budget.
    • The project manager needs to use both hard and soft skills: analytical skills for evaluating and quantifying the impact of potential changes and communication skills for communicating and negotiating with stakeholders.
    • Build trust and credibility by taking an evidence-based approach when presenting changes. This gives you room to respectfully push back on certain changes.
    • Assess changes before crossing them off the list, but don’t be afraid to say no. Greater care must be taken when there is very limited budgetary freedom or when scope changes will interfere with the critical path.
    • All change requests must be received by the project manager first so they can make sure that IT project resources are not approached with multiple ad hoc change requests.

    Document your process to manage project change requests

    1 Initial assessment

    Using the scope statement as the reference point:

    • Why do we need the change?
    • Is the change necessary?
    • What is the business value that the change brings to the project?

    Recommend alternative solutions that are easier to implement while consulting the requester.

    2 Minor change

    If the change has been classified as minor, the project manager and the project team can tackle it directly, since it doesn’t affect project budget or schedule in a significant way. Ensure that the change is documented.

    3 conduct an in-depth assessment

    The project manager should bring major changes to the attention of the project sponsor and carry out a detailed assessment of the change and its impact.

    Additional time and resources are required to do the in-depth assessment because the impact on the project can be complex and affect requirements, resources, budget, and schedule.

    4 Obtain approval from the governing body

    Present the results to the governing body. Since a major change significantly affects the project baseline beyond the authorized contingency, it is the responsibility of the governing body to either approve the change with allocation of additional resources or reject the change and maintain course.

    Flow chart to document your process to manage project change requests.

    For further discussion on change requests, use Info-Tech’s blueprint, Begin Your Projects With the End in Mind

    3.3.2 Create a change request process

    0.5-1 hour

    1. Identify any existing processes that you have for addressing changes for projects.
    2. Discuss whether or not the current change request process will suit the project at hand.
    3. Define the agreed-to change request process that fits your organization’s culture.
    4. For a change request template, you can leverage, refer to section 3.6 of Info-Tech’s Your Enterprise Application Implementation Playbook.
    5. Make any changes to the template as necessary.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your project scope
    • Your change request

    Materials

    Participants

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    3.3.2 Create a change request process (Continued)

    Example of a change request process form.

    Step 3.4

    Understand what's next

    Activities

    3.4.1 Run a “lessons learned” session for continuous improvement

    3.4.2 Prepare a closure document for sign-off

    3.4.3 Document optimization and future release opportunities

    This step involves the following participants:

    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Outcomes of this step

    Lessons learned throughout the project-guiding

    Good project planning is key to smooth project closing

    Begin with the end in mind. Without a clear scope statement and criteria for acceptance, it’s anyone’s guess when or how a project will end.

    During the closing process, the project manager should use planning and execution documents, such as the project charter and the scope statement, to assess project completeness and obtain sign-off based on the acceptance criteria.

    Project completion criteria should be clearly defined. For example, the project is defined as finished when costs are in, vendor receipts are received, financials are reviewed and approved, etc.

    However, there are other steps to be taken after completing the project deliverables. These activities include:

    • Transferring project knowledge and operations to support
    • Completing user training
    • Obtaining business sign-off and acceptance
    • Releasing resources
    • Conducting post-mortem meeting
    • Archiving project assets

    The project manager needs to complete all project management processes, including:

    • Risk management (close out risk assessment and action plan)
    • Quality management (test the final deliverables against acceptance criteria)
    • Stakeholder management (decision log, close out issues, plan and assign owners for resolutions of open issues)
    • Project team management (performance evaluation for team members as well as the project manager)

    3.4.1 Define the process for lessons learned

    0.5-1 hour

    1. Determine the reporting frequency for lessons learned.
    2. Consider attributing lessons learned to project phases.
    3. Coordinate lessons learned check-ins with project milestones to review and reflect.
    4. At each reporting session, the project team should identify challenges and successes informally.
    5. The PM and the PMO should transform the reports from each team member into formalized lessons.
    6. Record lessons learned for each project in section 3.7 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your project's lessons learned

    Materials

    Participants

    • Project Lessons Learned Template
    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Lessons learned

    Example

    Form: Project successes, notes, areas of imporvement, impact, solution.

    Watch for these potential problems with project closure

    Don’t leave the door open for stakeholder dissatisfaction. Properly close out your projects.

    Potential problems with project closure.

    For further information on project closure issues, use Info-Tech’s blueprint, Get Started With Project Management Excellence.

    3.4.2 Prepare a closure document for sign-off

    0.5-1 hour

    1. Create a realistic closure and transition process that gains sign-off from the sponsor.
    2. Prepare a project closure checklist.
    3. Transfer accountability to operations, release project resources, and avoid disrupting other projects that are trying to get started.
    4. Record the project closure document in section 3.8 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your project objectives
    • Your project scope
    • Your project's closure checklist

    Materials

    Participants

    • Project closure checklist Template
    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Closure checklist

    Project closure checklist. project management checklist, deliverables, goals, benefits, outstanding action items and issues, handover of technical documents, knowledge transfer, sign-off.

    For further information on closure procedures, use Info-Tech’s blueprint, Begin Your Projects With the End in Mind.

    3.4.3 Document optimization and future release opportunities

    0.5-1 hour

    Consider the future opportunities for improvement post-release:

    1. Product and vendor satisfaction opportunities
    2. Capability and feature optimization opportunities
    3. Process optimization opportunities
    4. Integration optimization opportunities
    5. Data optimization opportunities
    6. Cost-saving opportunities
    7. Record optimization and future release opportunities in section 3.9 of Info-Tech’s Your Enterprise Application Implementation Playbook.

    Download

    Your Enterprise Application Implementation Playbook.

    Input

    Output

    • Your project objectives
    • Your project scope
    • Your optimization opportunities list

    Materials

    Participants

    • Whiteboard/flip charts
    • Your Enterprise Application Implementation Playbook.
    • Project team
    • Operations
    • SMEs
    • Team lead and facilitators
    • IT leaders

    Optimization opportunities

    Example

    Optimization types and opportunities.

    Related Info-Tech Research

    Build upon your foundations

    Build an ERP Strategy and Roadmap

    • A business-led, top-management-supported initiative partnered with IT has the greatest chance of success. This blueprint provides business and IT the methodology for getting the right level of detail for the business processes that the ERP supports thus avoiding getting lost in the details.

    Governance and Management of Enterprise Software Implementation

    • Implementing enterprise software is hard. You need a framework that will greatly improve your chance of success. Traditional Waterfall project implementations have a demonstrated a low success rate for on-time, on-budget delivery.

    Select and Implement a Human Resource Information System

    • Your organization is in the midst of a selection and implementation process for a human resource information system (HRIS), and there is a need to disambiguate the market and arrive at a shortlist of vendors.

    Select and Implement an ERP Solution

    • Selecting and implementing an ERP is one of the most expensive and time-consuming technology transformations an organization can undertake. ERP projects are notorious for time and budget overruns, with only a margin of the anticipated benefits being realized.

    Right-Size Your Project Risk Investment

    • Avoid the all-or-nothing mindset; even modest investments in risk will provide a return. Learn from and record current and historical risk events so lessons learned can easily be embedded into future projects. Assign someone to own the risk topic and make it their job to keep a relevant menu of risks.

    Related Info-Tech Research

    Build upon your foundations

    Drive Business Value With a Right-Sized Project Gating Process

    • Many organizations have implemented gating as part of their project management process. So, what separates those who are successful from those who are not? For starters, successful gating requires that each gate is treated as an essential audit. That means there need to be clear roles and responsibilities in the framework.

    Master Organizational Change Management Practices

    • Organizational change management (OCM) is often an Achilles’ heel for IT departments and business units, putting projects and programs at risk – especially large, complex, transformational projects.

    Get Started With Project Management Excellence

    • Lack of proper scoping at the beginning of the project leads to constant rescoping, rescheduling, and budget overruns.

    ERP Requirements Picklist Tool

    • Use this tool to collect ERP requirements in alignment with the major functional areas of ERP. Review the existing set of ERP requirements as a starting point to compiling your organization's requirements.

    Begin Your Projects With the End in Mind

    • Stakeholders are dissatisfied with IT’s inability to meet or even provide consistent, accurate estimates. The business’ trust in IT erodes every time a project is late, lost, or unable to start.

    Get Started With IT Project Portfolio Management

    • Most companies are struggling to get their project work done. This is due in part to the fact that many prescribed remedies are confusing, disruptive, costly, or ineffective.

    Bibliography

    7 Shocking Project Management Statistics and Lessons We Should Learn.” TeamGantt, Jan. 2017.

    Akrong, Godwin Banafo, et al. "Overcoming the Challenges of Enterprise Resource Planning (ERP): A Systematic Review Approach." IJEIS vol.18, no.1 2022: pp.1-41.

    Andriole, S. “Why No One Can Manage Projects, Especially Technology Projects.” Forbes, 1 Dec. 2020.

    Andriole, Steve. “Why No One Can Manage Projects, Especially Technology Projects.” Forbes, 1 Dec. 2020.

    Beeson, K. “ERP Implementation Plan (ERP Implementation Process Guide).” ERP Focus, 8 Aug. 2022.

    Biel, Justin. “60 Critical ERP Statistics: 2022 Market Trends, Data and Analysis.” Oracle Netsuite, 12 July 2022.

    Bloch, Michael, et al. “Delivering Large-Scale IT Projects on Time, on Budget, and on Value.” McKinsey & Company, 2012.

    Buverud, Heidi. ERP System Implementation: How Top Managers' Involvement in a Change Project Matters. 2019. Norwegian School of Economics, Ph.D. thesis.

    Carlton, R. “Four ERP Implementation Case Studies You Can Learn From.” ERP Focus, 15 July 2015.

    Gopinath, S. Project Management in the Emerging World of Disruption. PMI India Research and Academic Conference 2019. Kozhikode Publishers.

    Grabis, J. “On-Premise or Cloud Enterprise Application Deployment: Fit-Gap Perspective.” Enterprise Information Systems. Edited by Filipe, J., Śmiałek, M., Brodsky, A., Hammoudi, S. ICEIS, 2019.

    Harrin, E. The Definitive Guide to Project Sponsors. RGPM, 13 Dec. 2022.

    Jacobs-Long, Ann. “EPMO’s Can Make A Difference In Your Organization.” 9 May 2012.

    Kotadia, C. “Challenges Involved in Adapting and Implementing an Enterprise Resource Planning (ERP) Systems.” International Journal of Research and Review vol. 7 no. 12 December 2020: 538-548.

    Panorama Consulting Group. "2018 ERP Report." Panorama Consulting Group, 2018. Accessed 12 Oct. 2021.

    Panorama Consulting Group. "2021 ERP Report." Panorama Consulting Group, 2021. Accessed 12 Oct. 2021.

    PM Solutions. (2014). The State of the PMO 2014.

    PMI. Pulse of the Profession. 2017.

    Podeswa, H. “The Business Case for Agile Business Analysis.” Requirements Engineering Magazine, 21 Feb. 2017.

    Project Delivery Performance in Australia. AIPM and KPMG, 2020.

    Prosci. (2020). Prosci 2020 Benchmarking Data from 2007, 2009, 2011, 2013, 2015, 2017, 2019.

    Swartz, M. “End User Adoption and Change Management Process.” Swartz Consulting LLC, 11 July 2022.

    Trammell, H. “28 Important Project Management KPIs (& How To Track Them).” ClearPoint Strategy, 2022.

    “What are Business Requirements?" Requirements.com, 18 Oct. 2018.

    “What Is the Role of a Project Sponsor?” Six Sigma Daily, 18 May 2022.

    “When Will You Think Differently About Programme Delivery?” 4th Global Portfolio and Programme Management Survey. PricewaterhouseCoopers, Sept. 2014.

    Govern Office 365

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    • Parent Category Name: End-User Computing Applications
    • Parent Category Link: /end-user-computing-applications

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

    Our Advice

    Critical Insight

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

    Impact and Result

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

    Govern Office 365 Research & Tools

    Start here – read the Executive Brief

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

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

    1. Define your organizational goals

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

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

    2. Control your Office 365 environment

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

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

    3. Communicate your results

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

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

    Infographic

    Workshop: Govern Office 365

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

    1 Define Goals

    The Purpose

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

    Key Benefits Achieved

    Office 365 capability assessment (right-size licensing)

    Acceptable Use Policies

    Mapped Office 365 controls

    Activities

    1.1 Review organizational goals.

    1.2 Evaluate Office 365 capabilities.

    1.3 Conduct the Office 365 capability assessment.

    1.4 Define user groups.

    1.5 Finalize licensing.

    Outputs

    List of organizational goals

    Targeted licensing decision

    2 Build Refined Governance Priorities

    The Purpose

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

    Build a SharePoint acceptable use policy and define SharePoint controls.

    Key Benefits Achieved

    Refined governance priorities

    List of SharePoint controls

    SharePoint acceptable use policy

    Activities

    2.1 Explore the Office 365 Framework.

    2.2 Conduct governance priorities refinement exercise.

    2.3 Populate the Office 365 control map (SharePoint).

    2.4 Build acceptable use policy (SharePoint).

    Outputs

    Refined governance priorities

    SharePoint control map

    Sharepoint acceptable use policy

    3 Control Office 365

    The Purpose

    Implement governance priorities for OneDrive and Teams.

    Key Benefits Achieved

    Clearly defined acceptable use policies for OneDrive and Teams

    List of OneDrive and Teams controls

    Activities

    3.1 Populate the Office 365 Control Map (OneDrive).

    3.2 Build acceptable use policy (OneDrive).

    3.3 Populate the Office 365 Control Map (Teams).

    3.4 Build acceptable use policy (Teams).

    Outputs

    OneDrive controls

    OneDrive acceptable use policy

    Teams controls

    Teams acceptable use policy

    4 SOW Walkthrough

    The Purpose

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

    Key Benefits Achieved

    Communication plan covering SharePoint, Teams, and OneDrive

    Activities

    4.1 Build SharePoint one pager.

    4.2 Build OneDrive one pager.

    4.3 Build Teams one pager.

    4.4 Finalize communication plan.

    Outputs

    SharePoint one pager

    OneDrive one pager

    Teams one pager

    Overall finalized communication plan

    5 Communicate and Implement

    The Purpose

    Finalize deliverables and plan post-workshop communications.

    Key Benefits Achieved

    Completed Office 365 governance plan

    Finalized deliverables

    Activities

    5.1 Completed in-progress deliverables from previous four days.

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

    5.3 Validate governance with stakeholders.

    Outputs

    Completed acceptable use policies

    Completed control map

    Completed communication plan

    Completed licensing decision

    Data and Analytics Trends 2023

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    • Parent Category Name: Business Intelligence Strategy
    • Parent Category Link: /business-intelligence-strategy

    Data is a unique resource that keeps growing, presenting opportunities along the way. CIOs and IT leaders can use rapidly evolving technologies and capabilities to harness this data and its value for the organization.

    IT leaders must prepare their teams and operations with the right knowledge, capabilities, and strategies to make sure they remain competitive in 2023 and beyond. Nine trends that expand on the three common Vs of data – volume, velocity, and variety – can help guide the way.

    Focus on trends that align with your opportunities and challenges

    The path to becoming more competitive in a data-driven economy differs from one company to the next. IT leaders should use the data and analytics trends that align most with their organizational goals and can lead to positive business outcomes.

    1. Prioritize your investments: Conduct market analysis and prioritize the data and analytics investments that will be critical to your business.
    2. Build a robust strategy: Identify a clear path between your data vision and business outcomes to build a strategy that’s a good fit for your organization.
    3. Inspire practical innovation: Follow a pragmatic approach to implementing trends that range from data gravity and democratization to data monetization and augmented analytics.

    Data and Analytics Trends 2023 Research & Tools

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

    1. Data and Analytics Trends Report 2023 – A report that explores nine data use cases for emerging technologies that can improve on capabilities needed to compete in the data-driven economy.

    Data technologies are rapidly evolving. Understanding data's art of the possible is critical. However, to adapt to these upcoming data trends, a solid data management foundation is required. This report explores nine data trends based on the proven framework of data V's: Volume, Velocity, Variety, Veracity, Value, Virtue, Visualization, Virality, and Viscosity.

    • Data and Analytics Trends Report 2023
    [infographic]

    Further reading

    Data and Analytics Trends Report 2023

    SOONER OR LATER, YOU WILL BE IN THE DATA BUSINESS!

    Nine Data Trends for 2023

    In this report, we explore nine data use cases for emerging technologies that can improve on capabilities needed to compete in the data-driven economy. Use cases combine emerging data trends and modernization of existing capabilities.

    1. VOLUME
      • Data Gravity
    2. VELOCITY
    • Democratizing Real-Time Data
  • VARIETY
    • Augmented Data Management
  • VERACITY
    • Identity Authenticity
  • VALUE
    • Data Monetization
  • VIRTUE
    • Adaptive Data Governance
  • VISUALIZATION
    • AI-Driven Storytelling & Augmented Analytics
  • VIRALITY
    • Data Marketplace
  • VISCOSITY
    • DevOps – DataOps – XOps

    VOLUME

    Data Gravity

    Trend 01 Demand for storage and bandwidth continues to grow

    When organizations begin to prioritize data, they first consider the sheer volume of data, which will influence data system design. Your data systems must consider the existing and growing volume of data by assessing industry initiatives such as digital transformation, Industry 4.0, IoT, consumer digital footprint, etc.

    The largest data center in the world is a citadel in Reno, Nevada, that stretches over 7.2 million square feet!

    Source: Cloudwards, 2022

    IoT devices will generate 79.4 zettabytes of data
    by 2025.

    Source: IDC, 2019

    There were about 97
    zettabytes of data generated worldwide in 2022.

    Source: “Volume of Data,” Statista, 2022

    VOLUME

    Data Gravity

    Data attracts more data and an ecosystem of applications and services

    SharePoint, OneDrive, Google Drive, and Dropbox offer APIs and integration opportunities for developers to enhance their products.

    Social media platforms thought about this early by allowing for an ecosystem of filters, apps, games, and effects that engage their users with little to no additional effort from internal resources.

    The image contains four logos. SharePoint, OneDrive, Google Drive, and Dropbox.

    VOLUME

    Data Gravity

    Focus on data gravity and avoid cloud repatriation

    Data gravity is the tendency of data to attract applications, services, and other data. A growing number of cloud migration decisions will be made based on the data gravity concept. It will become increasingly important in data strategies, with failure potentially resulting in costly cloud repatriations.

    Emerging technologies and capabilities:

    Data Lakehouse, Data Mesh, Data Fabric, Hybrid Data, Cloud Data, Edge Computing

    47%

    Centralized cloud storage going down in 2 years

    22%
    25%

    Hybrid storage (centralized + edge) going up in 2 years

    47%

    Source: CIO, 2022

    VOLUME

    Data Gravity

    What worked for terabytes is ineffective for petabytes

    When compared to on-premises infrastructure, cloud computing is less expensive and easier to implement. However, poor data replication and data gravity can significantly increase cloud costs to the point of failure. Data gravity will help organizations make better cloud migration decisions.

    It is also critical to recognize changes in the industry landscape. The goal of data processing and analytics is to generate the right data for users to act on. In most cases, the user is a human being, but in the case of autonomous driving (AD), the car takes on the role of the user (DXC Technology).

    To avoid cloud repatriation, it will become prudent for all organizations to consider data gravity and the timing of cloud migration.

    The image contains a diagram on data gravity.

    VELOCITY

    Democratizing Real-Time Data

    Trend 02 Real-time analytics presents an important differentiator

    The velocity element of data can be assessed from two standpoints: the speed at which data is being generated and how fast the organization needs to respond to the incoming information through capture, analysis, and use. Traditionally data was processed in a batch format (all at once or in incremental nightly data loads). There is a growing demand to process data continuously using streaming data-processing techniques.

    Emerging technologies and capabilities:

    Edge Computing

    Google announced it has a quantum computer that is 100 million times faster than any classical computer in its lab.

    Source: Science Alert, 2015

    The number of qubits in quantum computers has been increasing dramatically, from 2 qubits in 1998 to 128 qubits in 2019.

    Source: Statista, 2019

    IBM released a 433-qubit quantum chip named Osprey in 2022 and expects to surpass 1,000 qubits with its next chip, Condor, in 2023.

    Source: Nature, 2023

    VELOCITY

    Democratizing Real-Time Data

    Make data accessible to everyone in real time

    • 90% of an organization’s data is replicated or redundant.
    • Build API and web services that allow for live access to data.
    • Most social media platforms, like Twitter and Facebook, have APIs that offer access to incredible amounts of data and insights.

    VELOCITY

    Democratizing Real-Time Data

    Trend in Data Velocity

    Data democratization means data is widely accessible to all stakeholders without bottlenecks or barriers. Success in data democratization comes with ubiquitous real-time analytics. Google highlights a need to address democratization in two different frames:

    1. Democratizing stream analytics for all businesses to ensure real-time data at the company level.
    2. Democratizing stream analytics for all personas and the ability of all users to generate real-time insights.

    Emerging technologies and capabilities:

    Data Lakehouse, Streaming API Ecosystem, Industry 4.0, Zero-Copy Cloning

    Nearly 70% of all new vehicles globally will be connected to the internet by 2023.

    Source: “Connected light-duty vehicles,” Statista, 2022

    VELOCITY

    Democratizing Real-Time Data

    Enable real-time processing with API

    In the past, data democratization has largely translated into a free data set and open data portals. This has allowed the government to freely share data with the public. Also, the data science community has embraced the availability of large data sets such as weather data, stock data, etc. In the future, more focus will be on the combination of IoT and steaming analytics, which will provide better responsiveness and agility.

    Many researchers, media companies, and organizations now have easy access to the Twitter/Facebook API platform to study various aspects of human behavior and sentiments. Large technology companies have already democratized their data using real-time APIs.

    Thousands of sources for open data are available at your local municipalities alone.

    6G will push Wi-Fi connectivity to 1 terabyte per second! This is expected to become commercially available by 2030.

    VARIETY

    Augmented Data Management

    Trend 03 Need to manage unstructured data

    The variety of data types is increasingly diverse. Structured data often comes from relational databases, while unstructured data comes from several sources such as photos, video, text documents, cell phones, etc. The variety of data is where technology can drive business value. However, unstructured data also poses a risk, especially for external data.

    The number of IoT devices could rise to 30.9 billion by 2025.

    Source: “IoT and Non-IoT Connections Worldwide,” Statista, 2022

    The global edge computing market is expected to reach $250.6 billion by 2024.

    Source: “Edge Computing,” Statista, 2022

    Genomics research is expected to generate between 2 and 40 exabytes of data within the next decade.

    Source: NIH, 2022

    VARIETY

    Augmented Data Management

    Employ AI to automate data management

    New tools will enhance many aspects of data management:

    • Data preparation, integration, cataloging, and quality
    • Metadata management
    • Master data management

    Enabling AI-assisted decision-making tools

    The image contains logos of the AI-assisted decision-making tools. Informatica, collibra, OCTOPAI.

    VARIETY

    Augmented Data Management

    Trend in Data Variety

    Augmented data management will enhance or automate data management capabilities by leveraging AI and related advanced techniques. It is quite possible to leverage existing data management tools and techniques, but most experts have recognized that more work and advanced patterns are needed to solve many complex data problems.

    Emerging technologies and capabilities:

    Data Factory, Data Mesh, Data Fabric, Artificial Intelligence, Machine Learning

    VARIETY

    Augmented Data Management

    Data Fabric vs. Data Mesh: The Data Journey continues at an accelerated pace

    Data Fabric

    Data Mesh

    Data fabric is an architecture that facilitates the end-to-end integration of various data pipelines and cloud environments using intelligent and automated systems. It’s a data integration pattern to unify disparate data systems, embed governance, strengthen security and privacy measures, and provide more data accessibility to workers and particularly to business users.

    The data mesh architecture is an approach that aligns data sources by business domains, or functions, with data owners. With data ownership decentralization, data owners can create data products for their respective domains, meaning data consumers, both data scientists and business users, can use a combination of these data products for data analytics and data science.

    More Unstructured Data

    95% of businesses cite the need to manage unstructured data as a problem for their business.

    VERACITY

    Identity Authenticity

    Trend 04 Veracity of data is a true test of your data capabilities

    Data veracity is defined as the accuracy or truthfulness of a data set. More and more data is created in semi-structured and unstructured formats and originates from largely uncontrolled sources (e.g. social media platforms, external sources). The reliability and quality of the data being integrated should be a top concern. The veracity of data is imperative when looking to use data for predictive purposes. For example, energy companies rely heavily on weather patterns to optimize their service outputs, but weather patterns have an element of unpredictability.

    Data quality affects overall labor productivity by as much as 20%, and 30% of operating expenses are due to insufficient data.

    Source: Pragmatic Works, 2017

    Bad data costs up to
    15% to 25% of revenue.

    Source: MIT Sloan Management Review, 2017

    VERACITY

    Identity Authenticity

    Veracity of data is a true test of your data capabilities

    • Stop creating your own identity architectures and instead integrate a tried-and-true platform.
    • Aim for a single source of truth for digital identity.
    • Establish data governance that can withstand scrutiny.
    • Imagine a day in the future where verified accounts on social media platforms are available.
    • Zero-trust architecture should be used.

    VERACITY

    Identity Authenticity

    Trend in Data Veracity

    Veracity is a concept deeply linked to identity. As the value of the data increases, a greater degree of veracity is required: We must provide more proof to open a bank account than to make friends on Facebook. As a result, there is more trust in bank data than in Facebook data. There is also a growing need to protect marginalized communities.

    Emerging technologies and capabilities:

    Zero Trust, Blockchain, Data Governance, IoT, Cybersecurity

    The image contains a screenshot of Info-Tech's blueprint slide on Zero Trust.

    VERACITY

    Identity Authenticity

    The identity discussion is no longer limited to people or organizations. The development of new technologies, such as the IoT phenomenon, will lead to an explosion of objects, from refrigerators to shipping containers, coming online as well. If all these entities start communicating with each other, standards will be needed to establish who or what they are.

    IDENTITY
    IS

    Age

    Gender

    Address

    Fingerprint

    Face

    Voice

    Irises

    IDENTITY
    KNOWS

    Password

    Passphrase

    PIN

    Sequence

    IDENTITY
    HAS

    Access badge

    Smartcard

    Security token

    Mobile phone

    ID document

    IDENTITY
    DOES

    Motor skills

    Handwriting

    Gestures

    Keystrokes

    Applications use

    The IoT market is expected to grow 18% to 14.4 billion in 2022 and 27 billion by 2025.

    Source: IoT Analytics, 2022

    VALUE

    Data Monetization

    Trend 05 Not Many organization know the true value of their data

    Data can be valuable if used effectively or dangerous if mishandled. The rise of the data economy has created significant opportunities but also has its challenges. It has become urgent to understand the value of data, which may vary for stakeholders based on their business model and strategy. Organizations first need to understand ownership of their data by establishing a data strategy, then they must improve data maturity by developing a deeper understanding of data value.

    94% of enterprises say data is essential to business growth.

    Source: Find stack, 2021

    VALUE

    Data Monetization

    Start developing your data business

    • Blockbuster ran its business well, but Netflix transformed the video rental industry overnight!
    • Big players with data are catching up fast.
    • You don’t have to be a giant to monetize data.
    • Data monetization is probably closer than you think.
    • You simply need to find it, catalog it, and deliver it.

    The image contains logos of companies related to data monetization as described in the text above. The companies are Amazon Prime, Netflix, Disney Plus, Blockbuster, and Apple TV.

    VALUE

    Data Monetization

    Trend in Data Value

    Data monetization is the transformation of data into financial value. However, this does not imply selling data alone. Monetary value is produced by using data to improve and upgrade existing and new products and services. Data monetization demands an organization-wide strategy for value development.

    Emerging technologies and capabilities:

    Data Strategy, Data Monetization Strategy, Data Products

    Netflix uses big data to save $1 billion per year on customer retention.

    Source: Logidots, 2021

    VALUE

    Data Monetization

    Data is a strategic asset

    Data is beyond currency, assets, or commodities and needs to be a category
    of its own.

    • Data always outlives people, processes, and technology. They all come and go while data remains.
    • Oil is a limited resource. Data is not. Unlike 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 monetization is currently in the speculative territory, which is unacceptable. It should instead be guided by sound data management theory.

    VIRTUE

    Adaptive Data Governance

    Trend 06 Five Core Virtues: Resilience, Humility, Grit, Liberal Education, Empathy (Forbes, 2020)

    We have become more and more dependent on data, analytics, and organizational protection policies. Data virtue is about leveraging data securely and ethically. This topic has become more critical with the advent of GDPR, the right to be forgotten, and related regulations. Data governance, which seeks to establish an oversight framework that manages the creation, acquisition, integrity, security, compliance, and quality of data, is essential for any organization that makes decisions about data.

    Cultural obstacles are the greatest barrier to becoming data-driven, according to 91.9% of executives.

    Source: Harvard Business Review, 2022

    Fifty million Facebook profiles were harvested for Cambridge Analytica in a major data breach.

    Source: The Guardian, 2018

    VIRTUE

    Adaptive Data Governance

    Encourage noninvasive and automated data governance

    • Data governance affects the entire organization, not just data.
    • The old model for data governance was slow and clumsy.
    • Adaptive data governance encourages faster decision making and a more collaborative approach to governance.
    • Agile data governance allows for faster and more flexible decision making.
    • Automated data governance will simplify execution across the organization.
    • It is great for compliance, quality, impact tracking, and cross-referencing and offers independence to data users.

    VIRTUE

    Adaptive Data Governance

    Trend in Data Virtue

    Adaptive data governance encourages a flexible approach that allows an organization to employ multiple data governance strategies depending on changing business situations. The other aspect of adaptive data governance is moving away from manual (and often slow) data governance and toward aggressive automation.

    Emerging technologies and capabilities:

    AI-Powered Data Catalog and Metadata Management,
    Automated Data Policy Enforcement

    “To effectively meet the needs and velocity of digital organizations and modern practices, IT governance must be embedded and automated where possible to drive success and value.”

    Source: Valence Howden, Info-Tech Research Group

    “Research reveals that the combination of AI and big data technologies can automate almost 80% of all physical work, 70% of data processing, and 64% of data collection tasks.”

    Source: Forbes, 2021

    VIRTUE

    Data Governance Automation

    Simple and easy Data Governance

    Tools are not the ultimate answer to implementing data governance. You will still need to secure stakeholders' buy-in and engagement in the data process. Data governance automation should be about simplifying the execution of roles and responsibilities.

    “When you can see where your data governance strategy can be improved, it’s time to put in place automation that help to streamline processes.”

    Source: Nintex, 2021

    VISUALIZATION

    AI-Driven Storytelling & Augmented Analytics

    Trend 07 Automated and augmented data storytelling is not that far away

    Today, data storytelling is led by the user. It’s the manual practice of combining narrative with data to deliver insights in a compelling form to assist decision makers in engaging with data and analytics. A story backed by data is more easily consumed and understood than a dashboard, which can be overwhelming. However, manual data storytelling has some major shortcomings.

    Problem # 1: Telling stories on more than just the insights noticed by people

    Problem # 2: Poor data literacy and the limitations of manual self-service

    Problem # 3: Scaling data storytelling across the business

    VISUALIZATION

    AI-Driven Storytelling & Augmented Analytics

    Use AI to enhance data storytelling

    • Tableau, Power BI, and many other applications already use
      AI-driven analytics.
    • Power BI and SharePoint can use AI to generate visuals for any SharePoint list in a matter of seconds.

    VISUALIZATION

    AI-Driven Storytelling & Augmented Analytics

    Trend in Data Visualization

    AI and natural language processing will drive future visualization and data storytelling. These tools and techniques are improving rapidly and are now designed in a streamlined way to guide people in understanding what their data means and how to act on it instead of expecting them to do self-service analysis with dashboards and charts and know what to do next. Ultimately, being able to understand how to translate emotion, tropes, personal interpretation, and experience and how to tell what’s most relevant to each user is the next frontier for augmented and automated analytics

    Emerging technologies and capabilities:

    AI-Powered Data Catalog and Metadata Management,
    Automated Data Policy Enforcement

    VISUALIZATION

    Data Storytelling

    Augmented data storytelling is not that far away

    Emotions are a cornerstone of human intelligence and decision making. Mastering the art of storytelling is not easy.

    Industry experts predict the combination of data storytelling with augmented and automated techniques; these capabilities are more than capable of generating and automating parts of a data story’s creation for end users.

    The next challenge for AI is translating emotion, tropes, personal interpretation, and experience into what is most essential to end users.

    Source: Yellowfin, 2021

    VIRALITY

    Data Marketplace

    Trend 08 Missing data marketplace

    Data virality measures data spread and popularity. However, for data virality to occur, an ecosystem comparable to that of traditional or modern digital marketplaces is required. Organizations must reevaluate their data strategies to ensure investment in appropriate data domains by understanding data virality. Data virality is the exact opposite of dark data.

    Dark data is “all the information companies collect in their regular business processes, don’t use, have no plans to use, but will never throw out.”

    Source: Forbes, 2019

    VIRALITY

    Data Marketplace

    Make data easily accessible

    • Making data accessible to a broader audience is the key to successful virality.
    • Data marketplaces provide a location for you to make your data public.
    • Why do this? Contributing to public data marketplaces builds credibility, just like contributing to public GitHub projects.
    • Big players like Microsoft, Amazon, and Snowflake already do this!
    • Snowflake introduced zero-copy cloning, which allows users to interact with source data without compromising the integrity of the original source.

    The image contains the logos of Microsoft, Amazon, and Snowflake.

    VIRALITY

    Data Marketplace

    Trend in Data Virality

    The data marketplace can be defined as a dynamic marketplace where users decide what has the most value. Companies can gauge which data is most popular based on usage and decide where to invest. Users can shop for data products within the marketplace and then join these products with other ones they’ve created to launch truly powerful data-driven projects.

    Emerging technologies and capabilities:

    AI-Powered Data Catalog and Metadata Management,
    Automated Data Policy Enforcement

    The image contains a screenshot of Info-Tech's Data-as-a-Service (DaaS) Framework.

    “Data is like garbage. You’d better know what you are going to do with it before you collect it.”

    – Mark Twain

    VIRALITY

    Data Marketplace

    Journey from siloed data platforms to dynamic data marketplaces

    Data remains a complex topic due to many missing foundational components and infrastructure. Interoperability, security, quality, discoverability, speed, and ease are some of those missing foundational components that most organizations face daily.

    Data lacks an ecosystem that is comparable to those of traditional assets or commodities. Data must be available in open or closed data marketplaces to measure its value. These data marketplaces are still in their infancy.

    “Data markets are an important component of the data economy that could unleash the full potential of data generated by the digital economy and human activity in general.”

    Source: ITU Journal, 2018

    VISCOSITY

    DevOps – DataOps – XOps

    Trend 09 Increase efficiency by removing bottlenecks

    Compared to water, a fluid with a high viscosity flows more slowly, like honey. Data viscosity measures the resistance to flow in a volume of data. The data resistance may come from other Vs (variety, velocity, etc.).

    VISCOSITY

    DevOps – DataOps – XOps

    Increase efficiency by removing bottlenecks

    Consider XOps for a second. It makes no difference what X is. What's important is matching operational requirements to enterprise capabilities.

    • For example, Operations must meet the demands of Sales – hence SalesOps
      or S&Op.
    • Development resources must meet the demands of Operations – hence DevOps.
    • Finally, Data must also meet the demand of Operations.

    These Operations guys are demanding!!

    VISCOSITY

    DevOps – DataOps – XOps

    Trend in Data Viscosity

    The merger of development (Dev) and IT Operations (Ops) started in software development with the concept of DevOps. Since then, new Ops terms have formed rapidly (AIOps, MLOps, ModelOps, PlatformOps, SalesOps, SecOps, etc.). All these methodologies come from Lean manufacturing principles, which seek to identify waste by focusing on eliminating errors, cycle time, collaboration, and measurement. Buzzwords are distractions, and the focus must be on the underlying goals and principles. XOps goals should include the elimination of errors and improving efficiencies.

    Emerging technologies and capabilities:

    Collaborative Data Management, Automation Tools

    VISCOSITY

    DataOps → Data Observability

    Data observability, a subcomponent of DataOps, is a set of technical practices, cultural norms, and architecture that enables low error rates. Data observability focuses on error rates instead of only measuring data quality at a single point in time.

    Data Quality Dimensions

    • Uniqueness
    • Timeliness
    • Validity
    • Accuracy
    • Consistency

    ERROR RATES

    Lateness: Missing Your SLA

    System Processing Issues

    Code Change That Broke Something

    Data Quality

    What’s next? Go beyond the buzzwords.

    Avoid following trends solely for the sake of following them. It is critical to comprehend the concept and apply it to your industry. Every industry has its own set of problems and opportunities.

    Highlight the data trends (or lack thereof) that have been most beneficial to you in your organizations. Follow Info-Tech’s approach to building a data practice and platform to develop your data capabilities through the establishment of data goals.

    The image contains a screenshot of Info-Tech's Build Your Data Pracrice and Platform.

    Research Authors

    Rajesh Parab Chris Dyck

    Rajesh Parab

    Director, Research & Advisory

    Data and Analytics

    Chris Dyck

    Research Lead

    Data and Analytics

    “Data technologies are rapidly evolving. Understanding what’s possible is critical. Adapting to these upcoming data trends requires a solid data management foundation.”

    – Rajesh Parab

    Contributing Experts

    Carlos Thomas John Walsh

    Carlos Thomas

    Executive Counselor

    Info-Tech Research Group

    John Walsh

    Executive Counselor

    Info-Tech Research Group

    Bibliography

    Bean, Randy. “Why Becoming a Data-Driven Organization Is So Hard.” Harvard Business Review, 24 Feb. 2022. Accessed Oct. 2022.
    Brown, Annie. “Utilizing AI And Big Data To Reduce Costs And Increase Profits In Departments Across An Organization.” Forbes, 13 April 2021.
    Accessed Oct. 2022.
    Burciaga, Aaron. “Five Core Virtues For Data Science And Artificial Intelligence.” Forbes, 27 Feb. 2020. Accessed Aug. 2022.
    Cadwalladr, Carole, and Emma Graham-Harrison. “Revealed: 50 million Facebook profiles harvested for Cambridge Analytica in major data breach.”
    The Guardian, 17 March 2018. Accessed Aug. 2022.
    Carlier, Mathilde. “Connected light-duty vehicles as a share of total vehicles in 2023.” Statista, 31 Mar. 2021. Accessed Oct. 2022.
    Carter, Rebekah. “The Ultimate List of Big Data Statistics for 2022.” Findstack, 22 May 2021. Accessed Oct. 2022.
    Castelvecchi, Davide. “Underdog technologies gain ground in quantum-computing race.” Nature, 6 Nov. 2023. Accessed Feb. 2023.
    Clark-Jones, Anthony, et al. “Digital Identity:” UBS, 2016. Accessed Aug 2022.
    “The Cost of Bad Data Infographic.” Pragmatic Works, 25 May 2017. Accessed Oct. 2022.
    Demchenko, Yuri, et al. “Data as Economic Goods: Definitions, Properties, Challenges, Enabling Technologies for Future Data Markets.“ ITU Journal: ICT Discoveries, Special Issue, no. 2, vol. 23, Nov. 2018. Accessed Aug 2022.
    Feldman, Sarah. ”20 Years of Quantum Computing Growth.” Statista, 6 May 2019. Accessed Oct. 2022.
    “Genomic Data Science.” NIH, National Human Genome Research Institute, 5 April 2022. Accessed Oct. 2022.

    Bibliography

    Hasbe, Sudhir, and Ryan Lippert. “The democratization of data and insights: making real-time analytics ubiquitous.” Google Cloud, 15 Jan. 2021.
    Accessed Aug. 2022.
    Helmenstine, Anne. “Viscosity Definition and Examples.” Science Notes, 3 Aug. 2021. Accessed Aug. 2022.
    “How data storytelling and augmented analytics are shaping the future of BI together.” Yellowfin, 19 Aug. 2021. Accessed Aug. 2022.
    “How Netflix Saves $1B Annually using AI?” Logidots, 24 Sept. 2021. Accessed Oct. 2022
    Hui, Kenneth. “The AWS Love/Hate Relationship with Data Gravity.” Cloud Architect Musings, 30 Jan. 2017. Accessed Aug 2022.
    ICD. “The Growth in Connected IoT Devices Is Expected to Generate 79.4ZB of Data in 2025, According to a New IDC Forecast.” Business Wire, 18 June 2019. Accessed Oct 2022.
    Internet of Things (IoT) and non-IoT active device connections worldwide from 2010 to 2025” Statista, 27 Nov. 2022. Accessed Nov. 2022.
    Koch, Gunter. “The critical role of data management for autonomous driving development.” DXC Technology, 2021. Accessed Aug. 2022.
    Morris, John. “The Pull of Data Gravity.” CIO, 23 Feb. 2022. Accessed Aug. 2022.
    Nield, David. “Google's Quantum Computer Is 100 Million Times Faster Than Your Laptop.” ScienceAlert, 9 Dec. 2015. Accessed Oct. 2022.
    Redman, Thomas C. “Seizing Opportunity in Data Quality.” MIT Sloan Management Review, 27 Nov. 2017. Accessed Oct. 2022.
    Segovia Domingo, Ana I., and Álvaro Martín Enríquez. “Digital Identity: the current state of affairs.” BBVA Research, 2018. Accessed Aug. 2022.

    Bibliography

    “State of IoT 2022: Number of connected IoT devices growing 18% to 14.4 billion globally.” IOT Analytics, 18 May 2022. Accessed. 14 Nov. 2022.
    Strod, Eran. “Data Observability and Monitoring with DataOps.” DataKitchen, 10 May 2021. Accessed Aug. 2022.
    Sujay Vailshery, Lionel. “Edge computing market value worldwide 2019-2025.” Statista, 25 Feb. 2022. Accessed Oct 2022.
    Sujay Vailshery, Lionel. “IoT and non-IoT connections worldwide 2010-2025.” Statista, 6 Sept. 2022. Accessed Oct. 2022.
    Sumina, Vladimir. “26 Cloud Computing Statistics, Facts & Trends for 2022.” Cloudwards, 7 June 2022. Accessed Oct. 2022.
    Taulli, Tom. “What You Need To Know About Dark Data.” Forbes, 27 Oct. 2019. Accessed Oct. 2022.
    Taylor, Linnet. “What is data justice? The case for connecting digital rights and freedoms globally.“ Big Data & Society, July-Dec 2017. Accessed Aug 2022.
    “Twitter: Data Collection With API Research Paper.” IvyPanda, 28 April 2022. Accessed Aug. 2022.
    “Using governance automation to reduce data risk.” Nintex, 15 Nov. 2021. Accessed Oct. 2022
    “Volume of data/information created, captured, copied, and consumed worldwide from 2010 to 2020, with forecasts from 2021 to 2025.” Statista, 8 Sept. 2022. Accessed Oct 2022.
    Wang, R. “Monday's Musings: Beyond The Three V's of Big Data – Viscosity and Virality.” Forbes, 27 Feb. 2012. Accessed Aug 2022.
    “What is a data fabric?” IBM, n.d. Accessed Aug 2022.
    Yego, Kip. “Augmented data management: Data fabric versus data mesh.” IBM, 27 April 2022. Accessed Aug 2022.

    Don't try this at home

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    Brilliant little and very amusing way to deal with a scammer.

    But do not copy this method as it will actually reveal quite a bit and confirm that your email is valid and active.

    Click to watch Joe Lycett

     

    Design Your Cloud Operations

    • Buy Link or Shortcode: {j2store}462|cart{/j2store}
    • member rating overall impact: 10.0/10 Overall Impact
    • member rating average dollars saved: 20 Average Days Saved
    • member rating average days saved: After each Info-Tech experience, we ask our members to quantify the real-time savings, monetary impact, and project improvements our research helped them achieve.
    • Parent Category Name: Operations Management
    • Parent Category Link: /i-and-o-process-management
    • Traditional IT capabilities, activities, organizational structures, and culture need to adjust to leverage the value of cloud, optimize spend, and manage risk.
    • Different stakeholders across previously separate teams rely on one another more than ever, but rules of engagement do not yet exist.

    Our Advice

    Critical Insight

    Define your target cloud operations state first, then plan how to get there. If you begin by trying to reconstruct on-prem operations in the cloud, you will build an operations model that is the worst of both worlds.

    Impact and Result

    • Assess your key workflows’ maturity for life in the cloud and evaluate your readiness and need for new ways of working
    • Identify the work that must be done to deliver value in cloud services
    • Design your cloud operations framework and communicate it clearly and succinctly to secure buy-in

    Design Your Cloud Operations Research & Tools

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

    1. Design Your Cloud Operations Deck – A step-by-step storyboard to help guide you through the activities and tools in this project.

    This storyboard will help you assess your cloud maturity, understand relevant ways of working, and create a meaningful design of your cloud operations that helps align team members and stakeholders.

    • Design Your Cloud Operations – Storyboard
    • Cloud Operations Design Sketchbook
    • Roadmap Tool

    2. Planning and design tools.

    Use these templates and tools to assess your current state, design the cloud operations organizing framework, and create a roadmap.

    • Cloud Maturity Assessment

    3. Communication tools.

    Use these templates and tools to plan how you will communicate changes to key stakeholders and communicate the new cloud operations organizing framework in an executive presentation.

    • Cloud Operations Communication Plan
    • Cloud Operations Organizing Framework: Executive Brief

    Infographic

    Workshop: Design Your Cloud Operations

    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 Day 1

    The Purpose

    Establish Context

    Key Benefits Achieved

    Alignment on target state

    Activities

    1.1 Assess current cloud maturity and areas in need of improvement

    1.2 Identify the drivers for organizational redesign

    1.3 Review cloud objectives and obstacles

    1.4 Develop organization design principles

    Outputs

    Cloud maturity assessment

    Project drivers

    Cloud challenges and objectives

    Organization design principles

    2 Day 2

    The Purpose

    Establish Context

    Key Benefits Achieved

    Understanding of cloud workstreams

    Activities

    2.1 Evaluate new ways of working

    2.2 Develop a workstream target statement

    2.3 Identify cloud work

    Outputs

    Workstream target statement

    Cloud operations workflow diagrams

    3 Day 3

    The Purpose

    Design the Organization

    Key Benefits Achieved

    Visualization of the cloud operations future state

    Activities

    3.1 Design a future-state cloud operations diagram

    3.2 Create a current-state cloud operations diagram

    3.3 Define success indicators

    Outputs

    Future-state cloud operations diagram

    Current-state cloud operations diagram

    Success indicators

    4 Day 4

    The Purpose

    Communicate the Changes

    Key Benefits Achieved

    Alignment and buy-in from stakeholders

    Activities

    4.1 Create a roadmap

    4.2 Create a communication plan

    Outputs

    Roadmap

    Communication plan

    Further reading

    It’s “day two” in the cloud. Now what?

    EXECUTIVE BRIEF

    Analysts’ Perspective

    The image contains a picture of Andrew Sharp.

    Andrew Sharp

    Research Director

    Infrastructure & Operations Practice

    It’s “day two” in the cloud. Now what?

    Just because you’re in the cloud doesn’t mean everyone is on the same page about how cloud operations work – or should work.

    You have an opportunity to implement new ways of working. But if people can’t see the bigger picture – the organizing framework of your cloud operations – it will be harder to get buy-in to realize value from your cloud services.

    Use Info-Tech’s methodology to build out and visualize a cloud operations organizing framework that defines cloud work and aligns it to the right areas.

    The image contains a picture of Nabeel Sherif.

    Nabeel Sherif

    Principal Research Director

    Infrastructure & Operations Practice

    The image contains a picture of Emily Sugerman.

    Emily Sugerman

    Research Analyst

    Infrastructure & Operations Practice

    Scott Young

    Principal Research Director

    Infrastructure & Operations Practice

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    Widespread cloud adoption has created new opportunities and challenges:

    • Traditional IT capabilities, activities, organizational structures, and culture need to adjust to leverage the value of cloud, optimize spend, and manage risk.
    • Different stakeholders across previously separate teams rely on one another more than ever, but rules of engagement do not yet exist, leading to a lack of direction, employee frustration, missed work, inefficiency, and unacceptable risk.
    • Many organizations have bought their way into a SaaS portfolio. Now, as key applications leave their network, I&O leaders still have accountability for these apps, but little visibility and control over them.
    • Few organizations are, or will ever be, cloud only. Your operations will be both on-prem and in-cloud for the foreseeable future and you must be able to accommodate both.
    • Traditional infrastructure siloes no longer work for cloud operations, but key stakeholders are wary of significant change.

    Clearly communicate the need for operations changes:

    • Identify current challenges with cloud operations. Assess your readiness and fit for new ways of working involved in cloud operations: DevOps, SRE, Platform Engineering, and more.
    • Use Info-Tech’s templates to design a cloud operations organizing framework. Define cloud work, and align work to the right work areas.
    • Communicate the design. Gain buy-in from your key stakeholders for the considerable organizational change management required to achieve durable change.

    Info-Tech Insight

    Define your target cloud operations state first, then plan how to get there. If you begin by trying to reconstruct on-prem operations in the cloud, you will build an operations model that is the worst of both worlds.

    Your Challenge

    Traditional IT capabilities, activities, organizational structures, and culture need to adjust to leverage the value of cloud, optimize spend, and manage risk.

    • As key applications leave for the cloud, I&O teams are still expected to manage access, spend, and security but may have little or no visibility or control over the applications themselves.
    • The automation and self-service capabilities of cloud aren’t delivering the speed the business expected because teams don’t work together effectively.
    • Business leaders purchase their own cloud solutions because, from their point of view, IT’s processes are cumbersome and ineffective.
    • Accounting practices and governance mechanisms haven’t adjusted to enable new development practices and technologies.
    • Security and cost management requirements may not be accounted for by teams acquiring or developing solutions.
    • All of this contributes to frustration, missed work, wasteful spending, and unacceptable risk.

    Obstacles, by the numbers:

    85% of respondents reported security in the cloud was a serious concern.

    73% reported balancing responsibilities between a central cloud team and business units was a top concern.

    The average organization spent 13% more than they’d budgeted on cloud – even when budgets were expected to increase by 29% in the next year.

    32% of all cloud spend was estimated to be wasted spend.

    56% of operations professionals said their primary focus is cloud services.

    81% of security professionals thought it was difficult to get developers to prioritize bug fixes.

    42% of security professionals felt bugs were being caught too late in the development process.

    1. Flexera 2022 State of the Cloud Report. 2. GitLab DevSecOps 2021 Survey

    Cloud operations are different, but IT departments struggle to change

    • There’s no sense of urgency in the organization that change is needed, particularly from teams that aren’t directly involved in operations. It can be challenging to make the case that change is needed.
    • Beware “analysis paralysis”! With so many options, philosophies, approaches, and methodologies, it’s easy to be overwhelmed by choice and fail to make needed changes.
    • The solution to the problem requires organizational changes beyond the operations team, but you don’t have the authority to make those changes directly. Operations can influence the solution, but they likely can’t direct it.
    • Behavior, culture, and organizations take time and work to change. Progress is usually evolutionary – but this can also mean it feels like it’s happening too slowly.
    • It’s not just cloud, and it probably never will be. You’ll need to account for operating both on-premises and cloud technologies for the foreseeable future.

    Follow Info-Tech’s Methodology

    1. Ensure alignment with the risks and drivers of the business and understand your organization’s strengths and gaps for a cloud operations world.

    2. Understand the balance of different types of deliveries you’re responsible for in the cloud.

    3. Reduce risk by reinforcing the key operational pillars of cloud operations to your workstreams.

    4. Identify “work areas,” decide which area is responsible for what tasks and how work areas should interact in order to best facilitate desired business outcomes.

    The image contains a screenshot of a diagram demonstrating Info-Tech's Methodology, as described in the text above.

    Info-Tech Insight

    Start by designing operations around the main workflow you have for cloud services; i.e. If you mostly build or host in cloud, build the diagram to maximize value for that workflow.

    Operating Framework Elements

    Proper design of roles and responsibilities for each cloud workflow category will help reduce risk by reinforcing the key operational pillars of cloud operations.

    We base this on a composite of the well-architected frameworks established by the top global cloud providers today.

    Workflow Categories

    • Build
    • Host
    • Consume

    Key Pillars

    • Performance
    • Reliability
    • Cost Effectiveness
    • Security
    • Operational Excellence

    Risks to Mitigate

    • Changes to Support Model
    • Changes to Security & Governance
    • Changes to Skills & Roles
    • Replicating Old Habits
    • Misaligned Stakeholders

    Cloud Operations Design

    Info-Tech’s Methodology

    Assess Maturity and Ways of Working

    Define Cloud Work

    Design Cloud Operations

    Communicate and Secure Buy-in

    Assess your key workflows’ maturity for “life in the cloud,” related to Key Operational Pillars. Evaluate your readiness and need for new ways of working.

    Identify the work that must be done to deliver value in cloud services.

    Define key cloud work areas, the work they do, and how they should share information and interact.

    Outline the change you recommend to a range of stakeholders. Gain buy-in for the plan.

    Blueprint deliverables

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

    Cloud Maturity Assessment

    Assess the intensity and cloud maturity of your IT operations for each of the key cloud workstreams: Consume, Host, and Build

    The image contains screenshots of the Cloud Maturity Assessment.

    Communication Plan

    Identify stakeholders, what’s in it for them, what the impact will be, and how you will communicate over the course of the change.

    The image contains a screenshot of the Communcation Plan.

    Cloud Operations Design Sketchbook

    Capture the diagram as you build it.

    The image contains a screenshot of the Cloud Operations Design Sketchbook.

    Roadmap Tool

    Build a roadmap to put the design into action.

    The image contains a screenshot of the Roadmap Tool.

    Key deliverable:

    Cloud Operations Organizing Framework

    The Cloud Operations Organizing Framework is a communication tool that introduces the cloud operations diagram and establishes its context and justification.

    The image contains a screenshot of the Cloud Operations Organizing Framework.

    Project Outline

    Phase 1: Establish Context

    1.1: Identify challenges, opportunities, and cloud maturity

    1.2: Evaluate new ways of working

    1.3: Define cloud work

    Phase 2: Design the organization and communicate changes

    2.1: Design a draft cloud operations diagram

    2.2: Communicate changes

    Outputs

    Cloud Services Objectives and Obstacles

    Cloud Operations Workflow Diagrams

    Cloud Maturity Assessment

    Draft Cloud Operations Diagram

    Communication Plan

    Roadmap Tool

    Cloud Operations Organizing Framework

    Project benefits

    Benefits for IT

    Benefits for the business

    • Define the work required to effectively deliver cloud services to deliver business value.
    • Define key roles for operating cloud services.
    • Outline an operations diagram that visually communicates what key work areas do and how they interact.
    • Communicate needed changes to key stakeholders.
    • Receive more value from cloud services when the organization is structured to deliver value including:
      • Avoiding cost overruns
      • Securing services
      • Providing faster, more effective delivery
      • Increasing predictability
      • Reducing error rates

    Calculate the value of Info-Tech’s Methodology

    The value of the project is the delivery of organizational change that improves the way you manage cloud services

    Example Goal

    How this blueprint can help

    How you might measure success/value

    Streamline Responsibilities

    The operations team is spending too much time fighting applications fires, which is distracting it from needed platform improvements.

    • Identify shared and separate responsibilities for development and platform operations teams.
    • Focus the operations team on securing and automating cloud platform(s).
    • Reduce time wasted on back and forth between development and operations teams (20 hrs. per employee per year x 50 staff = 1000 hrs.).
    • Deliver automation features that reduces development lead time by one hour per sprint (40 devs x 20 sprints per yr. x 1 hr. = 800 hrs.).

    Improve Cost Visibility

    The teams responsible for cost management today don’t have the authority, visibility, or time to effectively find wasted spend.

    The teams responsible for cost management today don’t have the authority, visibility, or time to effectively find wasted spend.

    • Ensure operations contributes to visibility and execution of cost governance.
    • $1,000,000 annual spend on cloud services.
    • Of this, assume 32% is wasted spend ($320k).1
    • New cost management function has a target to cut waste by half next year saving ~$160k.
    • Cost visibility and capture metrics (e.g. accurate tagging metrics, right-sizing execution).
    1. Average wasted cloud spend across all organizations, from the 2022 Flexera State of the Cloud Report

    Understand your cloud vision and strategy before you redesign operations

    Guide your operations redesign with an overarching cloud vision and strategy that aligns to and enables the business’s goals.

    Cloud Vision

    The image contains a screenshot of the Define Your Cloud Vision.

    Cloud Strategy

    It is difficult to get or maintain buy-in for changes to operations without everyone on the same page about the basic value proposition cloud offers your organization.

    Do the workload and risk analysis to create a defensible cloud vision statement that boils down into a single statement: “This is how we want to use the cloud.”

    Once you have your basic cloud vision, take the next step by documenting a cloud strategy.

    Establish your steering committee with stakeholders from IT, business, and leadership to work through the essential decisions around vision and alignment, people, governance, and technology.

    Your cloud operations design should align to a cloud strategy document that provides guidelines on establishing a cloud council, preparing staff for changing skills, mitigating risks through proper governance, and setting a direction for migration, provisioning, and monitoring decisions.

    Key Insights

    Focus on the future, not the present

    Define your target cloud operations state first, then plan how to get there. If you begin by trying to reconstruct on-prem operations in the cloud, you will build an operations model that is the worst of both worlds.

    Responsibilities change in the cloud

    Understand what you mean by cloud work

    Focus where it matters

    Cloud is a different way of consuming IT resources and applications and it requires a different operational approach than traditional IT.

    In most cases, cloud operations involves less direct execution and more service validation and monitoring

    Work that is invisible to the customer can still be essential to delivering customer value. A lot of operations work is invisible to your organization’s customers but is required to deliver stability, security, efficiency, and more.

    Cloud work is not just applications that have been approved by IT. Consider how unsanctioned software purchased by the business will be integrated and managed.

    Start by designing operations around the main workflow you have for cloud services. If you mostly build or host in the cloud, build the diagram to maximize value for that workflow.

    Design principles will often change over time as the organization’s strategy evolves.

    Identify skills requirements and gaps as early as possible to avoid skills gaps later. Whether you plan to acquire skills via training or cross-training, hiring, contracting, or outsourcing, effectively building skills takes time.

    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

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

    Calls #2&3: Assess cloud maturity and drivers for org. redesign

    Call #4: Review cloud objectives and obstacles

    Call #5: Evaluate new ways of working and identify cloud work

    Calls #6&7: Create your Cloud Operations diagram

    Call #8: Create your communication plan and build roadmap

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

    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

    Establish Context

    Design the Organization and Communicate Changes

    Next Steps and
    Wrap-Up (offsite)

    Activities

    1.1 Assess current cloud maturity and areas in need of improvement

    1.2 Identify the drivers for organizational redesign

    1.3 Review cloud objectives and obstacles

    1.4 Develop organization design principles

    2.1 Evaluate new ways of working

    2.2 Develop a workstream target statement

    2.3 Identify cloud work

    3.1 Design a future-state cloud operations diagram

    3.2 Create a current state cloud operations diagram

    3.3 Define success indicators

    4.1 Create a roadmap

    4.2 Create a 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. Cloud Maturity Assessment
    2. Cloud Challenges and Objectives
    1. Workstream target statement
    2. Cloud Operations Workflow Diagrams
    1. Future and current state cloud operations diagrams
    1. Roadmap
    2. Communication Plan

    Cloud Operations Organizing Framework.

    Phase 1:

    Establish context

    Phase 1

    Phase 2

    1.1 Establish operating model design principals by identifying goals & challenges, workstreams, and cloud maturity

    1.2 Evaluate new ways of working

    1.3 Identify cloud work

    2.1 Draft an operating model

    2.2 Communicate proposed changes

    Phase Outcomes:

    Define current maturity and which workstreams are important to your organization.

    Understand new operating approaches and which apply to your workstream balance.

    Identify a new target state for IT operations.

    Before you get started

    Set yourself up for success with these three steps:

    • This methodology and the related slides are intended to be executed via intensive, collaborative working sessions using the rest of this slide deck.
    • Ensure the working sessions are successful by working through these steps before you start work on defining your cloud operations.

    1. Identify an operations design working group

    2. Review cloud vision and strategy

    3. Create a working folder

    This should be a group with insight into current cloud challenges, and with the authority to drive change. This group is the main audience for the activities in this blueprint.

    Review your established planning work and documentation.

    Create a repository to house your notes and any work in progress.

    Create a working folder

    15 minutes

    Create a central repository to support transparency and collaboration. It’s an obvious step, but one that’s often forgotten.

    1. Download all the documents associated with this blueprint to a shared repository accessible to all participants. Keep separate folders for templates and work-in-progress.
    2. Share the link to the repository with all attendees. Include links to the repository in any meeting invites you set up as working sessions for the project.
    3. Use the repository for all the work you do in the activities listed in this blueprint.

    Step 1.1: Identify goals and challenges, workstreams, and cloud maturity

    Participants

    • Operations Design Working Group, which may include:
      • Cloud owners
      • Platform/Applications Team leads
      • Infra & Ops managers

    Outcomes

    • Identify your current cloud maturity and areas in need of improvement.
    • Define the advantages you expect to realize from cloud services and any obstacles you have to overcome to meet those objectives.
    • Identify the reasons why redesigning cloud operations is necessary.
    • Develop organization design principles.

    “Start small: Begin with a couple services. Then, based on the feedback you receive from Operations and the business, modify your approach and keep increasing your footprint.” – Nenad Begovic

    Cloud changes operational activities, tactics, and goals

    As you adopt cloud services, the operations core mission remains . . .

    • IT operations are expected to deliver stable, efficient, and secure IT services.

    . . . but operational activities are evolving.

    • Core IT operational processes remain relevant, such as incident or capacity management, but opportunities to automate or outsource operations tasks will change how that work is done.
    • As you rely more on automation and outsourcing, the team may see less direct execution in its day-to-day work and more solution design and validation.
    • Outsourcing frees the team from operational toil but reduces the direct control over your end-to-end solution and increases your reliance on your vendor.
    • Pay-as-you-go pricing models present opportunities for streamlined delivery and cost rationalization but require you to rethink how you do cost and asset management.
    • It’s very easy for the business to buy a SaaS solution without consulting IT, which can lead to duplicated functionality, integration challenges, security threats, and more.

    Design a model for cloud operations that helps you achieve value from your cloud environment.

    “As operating models shift to the cloud, you still need the same people and processes. However, the shift is focused on a higher level of operations. If your people no longer focus on server uptime, then their success metrics will change. When security is no longer protected by the four walls of a datacenter, your threat profile changes.

    (Microsoft, “Understand Cloud Operating Models,” 2022)

    Operational responsibilities are shared with a range of stakeholders

    When using a vendor-operated public cloud, IT exists in a shared responsibility model with the cloud service provider, one that is further differentiated by the type of cloud service model in use: broadly, software-as a service (SaaS), platform-as-a-service (PaaS), or infrastructure-as-a-service (IaaS).

    Your IT operations organization may still reflect a structure where IT retains control over the entire infrastructure stack from facilities to application and defines their operational roles and processes accordingly.

    If the organization chooses a co-location facility, they outsource facility responsibility to a third-party provider, but much of the rest of the traditional IT operating model remains the same. The operations model that worked for an entirely premises-based environment is very different from one that is made up of, for instance, a portfolio of SaaS applications, where your control is limited to the top of the infrastructure stack at the application layer.

    Once an organization migrates workloads to the cloud, IT gives up an increasing amount of control to the vendor, and its traditional operational roles & responsibilities necessarily change.

    The image contains a screenshot that demonstrates what the cloud service models are.

    Align operations with customer value

    • Decisions about operational design should be made with customer value in mind. Remember that cloud adoption should be an enabler of adaptability in the face of changing business needs!
    • Think about how the operations team is indispensable to the value received by your customer. Think about the types of changes that can add to the value your customers receive.
    • A focus on value will help you establish and explain the rationale and urgency required to deliver on needed changes. If you can’t explain how the changes you propose will help deliver value, your proposal will come across as change for the sake of change.
    The image contains a screenshot of a diagram to demonstrate how operational design decisions need to be made with customer value in mind.

    Info-Tech Insight

    Work that is invisible to the customer can still be essential to delivering customer value. A lot of operations work is invisible to your organization’s customers but required to deliver stability, security, efficiency, and more.

    A new consumption model means a different mix of activities

    Evolving to cloud-optimal operations also means re-assessing and adapting your team’s approach to achieving cloud maturity, especially with respect to how automation and standardization can be leveraged to best achieve optimization in cloud.

    Traditional ITDesignExecuteValidateSupportMonitor
    CloudDesignExecuteValidateSupportMonitor

    Info-Tech Insight

    Cloud is a different way of consuming IT resources and applications and requires a different operational approach than traditional IT.

    In most cases, cloud operations involves less direct execution and more service validation and monitoring.

    The Service Models in cloud correspond to the way your organization delivers IT

    Service Model

    Example

    Function

    Software-as-a-Service (SaaS)

    Salesforce.com

    Office 365

    Workday

    Consume

    Platform-as-a-Service (PaaS)

    Azure Stack

    AWS SageMaker

    WordPress

    Build

    Infrastructure-as-a-Service (IaaS)

    Microsoft Azure

    Amazon EC2

    Google Cloud Platform

    Host

    Define how you plan to use cloud services

    Your cloud operations will include different tasks, teams, and workflows, depending on whether you consume cloud services, build them, or host on them.

    Function

    Business Need

    Service Model

    Example Tasks

    Consume

    “I need a commodity, off-the-shelf service that we can configure to our organization’s needs.

    Software-as-a-Service (SaaS)

    Onboard and add users to a new SaaS offering. Vendor management of SaaS providers. Configure/integrate the SaaS offering to meet business needs.

    Build

    “I need to create significantly customized or net-new products and services.”

    Platform-as-a-Service (PaaS) & Infrastructure as-a-Service (IaaS)

    Create custom applications. Build and maintain a container platform. Manage CI/CD pipelines and tools. Share infrastructure and applications patterns.

    Host

    “I need compute, storage, and networking components that reflect key cloud characteristics (on-demand self-service, metered usage, etc.).”

    Infrastructure-as-a-Service (IaaS)

    Stand up compute, networking, and storage resources to host a COTS application. Plan to increase storage capacity to support future demand.

    Align to the well-architected framework

    • Each cloud provider has defined a well-architected framework (WAF) that defines effective deployment and operations for their services.
    • WAFs embody a set of best practices and design principles to leverage the cloud in a more efficient, secure, and cost-effective manner.
    • While each vendor’s WAF has its own definitions and nuances, they collectively share a set of key principles, or “pillars,” that define the desired outcome of any cloud deployment.
    • These pillars address the key areas of risk when migrating to a public cloud platform.

    “In order to accelerate public cloud adoption, you need to focus on infrastructure-as-code and script everything you can. Unlike traditional operations, CloudOps focuses on creating scripts: a script for task A, a script for task B, etc.”

    – Nenad Begovic

    Pillars

    • Reliability
    • Security
    • Cost Optimization
    • Operational Excellence
    • Performance Efficiency

    General Best Practice Capability Areas

    • Host
    • Network
    • Data
    • Identity Management
    • Cost/Subscription Management

    Assess cloud maturity

    2 hours

    1. Download a copy of the Cloud Maturity Assessment Tool.
    2. As a group, work through:
      • The balance of your operations activities from a Host/Build/Consume perspective. What are you responsible for delivering now? How do you expect things will change in the future?
      • Which workstreams to focus on. Are there activity categories that are critical or non-critical or that don’t represent a significant portion of overall work? Conversely, are there workstreams that you feel are subject to particular risk when moving to cloud?
    3. Fill out the Maturity Quiz tab in the Cloud Maturity Assessment Tool for the workstreams you have chosen to focus on.
    InputOutput
    • Insight into and experience with your current cloud environment.
    • Maturity scoring for key workload streams as they align to the pillars of a general well-architected cloud framework
    MaterialsParticipants
    • Whiteboard/Flip chart
    • Operating model template
    • Cloud platform SMEs

    Download theCloud Maturity Assessment Tool

    Identify the drivers for organizational redesign

    Whiteboard Activity

    An absolute must-have in any successful redesign is a shared understanding and commitment to changing the status quo.

    Without a clear and urgent call to action, the design changes will be seen as change for the sake of change and therefore entirely safe to ignore.

    Take up the following questions as a group:

    1. What kind of organizational change is needed?
    2. Why do we think the need for this change is urgent?
    3. What do we think will happen if no change occurs? What’s the worst-case scenario?

    Record your answers so you can reference and use them in the communication materials you’ll create in Phase 2.

    InputOutput
    • Cloud maturity assessment
    • Objectives and obstacles
    • Insight into existing challenges stemming from organizational design challenges
    • A list of reasons that form a compelling argument for organizational change
    MaterialsParticipants
    • Whiteboard/Flip chart
    • Cloud Operations Design Working Group

    “We know, for example, that 70 percent of change programs fail to achieve their goals, largely due to employee resistance and lack of management support. We also know that when people are truly invested in change it is 30 percent more likely to stick.”

    – Ewenstein, Smith, Sologar

    McKinsey (2015)

    Consider the value of change from advantage and obstacle perspectives

    Consider what you intend to achieve and the obstacles to overcome to help identify the changes required to achieve your desired future state.

    Advantage Perspective

    Ideas for Change

    Obstacle Perspective

    What advantages do cloud services offer us as an organization?

    For example:

    • Enhance service features.
    • Enhance user experience.
    • Provide ubiquitous access.
    • Scalability to align with demand.
    • Automate or outsource routine tasks.

    What obstacles prevent us from realizing value in cloud services?

    For example:

    • Inadequate stability and reliability
    • Difficult to observe or monitor workloads
    • Challenges ensuring cloud security
    • Insufficient access to relevant skills

    Review risks and challenges

    Changes to Support Model

    • Have we identified who is on the cloud ops team?
    • Do we know where we are procuring skills (internal IT vs. third party) and for how long?
    • Do we know where we are in the migration process?

    Changes to security & governance

    • Have we identified how our attack surface changes in the cloud?
    • Do we have guardrails in place to govern self-provisioning users?
    • Are we managing cost overage risks?

    Replicating old habits

    • Have we made concrete plans to leverage cloud capabilities to standardize and automate outputs?
    • Are we simply reproducing existing systems in the cloud?

    Changes to Skills & Roles

    • Is our staff excited to learn new skills and technologies? Are our specialists prepared to acquire generalist skills to support cloud services?
    • Do we have training plans created and aligned to our technology roadmap?
    • Do we know what head count we need?

    Misaligned stakeholders

    • Have we identified our key stakeholders and teams? Have we considered what changes will impact them and how?
    • Are we meeting regularly and collaborating effectively with our peers, or are we siloed?

    Review cloud objectives and obstacles

    Whiteboard Activity

    1 hour

    1. With your working group, review why you’re using cloud in the first place. What advantages do you expect to realize by adopting cloud services? If we achieve what we’ve set out to do, what should that look and feel like to us, our organization, and our organization’s customers?
      • You should have identified cloud drivers and objectives in your cloud vision and strategy – leverage and validate what you already have!
    2. Next, identify obstacles that are preventing you from fully realizing the value of cloud services.
    3. Finally, brainstorm initial ideas for change. What could we start doing that could help us better use cloud in the future? Are there changes to how we need to organize ourselves to collaborate more effectively?
    InputOutput
    • Insight into and experience with your current cloud environment
    • Identified key business outcomes you expect to realize by adopting cloud services
    • Identified challenges and obstacles that are preventing you from realizing key outcomes
    MaterialsParticipants
    • Whiteboard/Flip chart
    • Cloud operations design working group.

    Commonly cited advantages and obstacles

    Cloud Advantages/Objectives

    • Deliver faster on commitments to the business by removing infrastructure provisioning as a bottleneck.
    • Simplify capacity management on flexible cloud-based infrastructure.
    • Reduce capital spending on IT infrastructure.
    • Create sandboxes/innovation practices to experiment with and develop new functionality on cloud platforms.
    • Easily enable ubiquitous access to key corporate services.
    • Minimize the expense and effort required to maintain a data center – power & cooling, cabling, or physical hardware.
    • Leverage existing automation tools from cloud vendors to speed up integration and deployment.
    • Direct costs for specific services can improve transparency and cost allocation, allowing IT to directly “show-back” or charge-back cloud costs to specific cost centers.

    Obstacles

    Need to speed up provisioning of PaaS/IaaS/data resources to development and project teams.

    No time to develop and improve platform services and standards due to other responsibilities.

    We constantly run up unexpected cloud costs.

    Not enough time for continuous learning and development.

    The business will buy SaaS apps and only let us know after they’ve been purchased, leading to overlapping functionality; gaps in compliance, security, or data protection requirements; integration challenges; cost inefficiencies; and more.

    Role descriptions haven’t kept up with tech changes.

    Obvious opportunities to rationalize costs aren’t surfaced (e.g. failing to make use of existing volume licensing agreements).

    Skills needed to properly operate cloud solutions aren’t identified until breakdowns happen.

    Establish organization design principles

    You’ve established a need for organizational change. What will that change look like?

    Design principles are concise, direct statements that describe how you will design your organization to achieve key objectives and address key challenges.

    This is a critically important step for several reasons:

    • A set of clear, concise statements that describe what the design should achieve provides parameters that will help you create and evaluate different design options.
    • A focused, facilitated discussion to create those statements will help uncover conflicting assumptions between key stakeholders.
    • A comprehensive description of the various ways the organization should change makes it easier to identify misaligned or incompatible objectives.
    • A description of what your organization should look like in the future will help you identify where changes will be required .

    Examples of design principles:

    1. We will create a path to review and publish effective application/platform patterns.
    2. A single governing body should have oversight into all cloud costs.
    3. Development must happen only on approved cloud platforms.
    4. Application teams must address operational issues that derive from the applications they’ve created.
    5. Security practices should be embedded into approved cloud platforms and be automatically applied wherever possible.
    6. Focus is on improving developer experience on cloud platforms.

    Info-Tech Insight

    Design principles will often change as the organization’s strategy evolves.

    Align design principles to your objectives

    Developing design principles starts with your key objectives. What do we absolutely have to get right to deliver value through cloud services?

    Once you have your direction set, work through the points in the star model to establish how you will meet your objectives and deliver value. Each point in the star is an important element in your design – taken together, it paints a holistic picture of your future-state organization.

    The changes you choose to implement that affect capabilities, structure, processes, rewards, and people should be self-reinforcing. Each point in the star is connected to, and should support, the other points.

    “There is no one-size-fits-all organization design that all companies – regardless of their particular strategy needs – should subscribe to.”

    – Jay Galbraith, “The Star Model”

    The image contains a screenshot of a modified versio of Jay Galbraith's Star Model of Organizational Design.

    Establish design principles

    Track your findings in the table on the next slide.

    1. Review the cloud objectives and challenges from the previous activity. As a group, decide from that list: what are the key objectives you are trying to achieve? What are the things you absolutely must get right to get value from cloud services?
    2. Work through the following questions as a group:
      • What capabilities or technologies do we need to adopt or leverage differently?
      • How must our structure change? How will power shift in the new structure?
      • Will our new structure require changes to processes or information sharing?
      • How must we change how we motivate or reward employees?
      • What new skills or knowledge is required? How will we acquire those skills or knowledge?
    InputOutput
    • Cloud objectives and challenges
    • Different viewpoints into how your organization must change to realize objectives and overcome challenges
    • Organizational design principles for cloud operations
    MaterialsParticipants
    • Whiteboard/Flip charts
    • Cloud operations design working group

    Design principles (example)

    What is our key objective?

    • Rapidly develop innovative cloud services aligned to business value.

    What capabilities or technologies do we need to adopt or leverage differently?

    • We will adopt more agile development techniques to make smaller changes, faster.
    • We will standardize and automate tasks that are routine and repeatable.

    How must our structure change? How will power shift in the new structure?

    • Embed development teams within business units to better align to business unit needs.
    • Create a focused cloud platform team to develop infrastructure services.

    Will our new structure require changes to processes or information sharing?

    • Development teams will take on responsibility for application support.
    • Platform teams will be deeply embedded with development teams on new projects to build new infrastructure functionality.

    How must we change how we motivate or reward employees?

    • We will highlight innovative work across the company.
    • We will encourage experimentation and risk-taking.

    What new skills or knowledge is required, and how will we acquire it?

    • We will focus on acquiring skills most closely aligned to our technology roadmap.
    • We will ensure budget is available for training employees who ask for it.
    • We will contract to find skills we cannot develop in-house and use engagements as an opportunity to learn internally.

    Step 1.2: Evaluate new ways of working

    Participants

    Cloud Operations Design Working Group

    Outcomes

    Shared understanding of the horizon of work possibilities:

    • Ways to work
    • Ways to govern and learn

    Consider the different approaches on the following slides, how they change operational work, and decide which approaches are the right fit for you.

    Evaluate new ways of working

    Cut through the hype

    • There are new approaches/ways of working that deal head on with the persistent breakdowns and headaches that come with operations management – work thrown over the wall from development, manual and repetitive work, siloed teams, and more.
    • Many of these approaches emphasize an operations-aware approach to solutions development and apply techniques traditionally associated with AppDev to Operations.
    • Cloud services present opportunities to outsource/automate away routine tasks.

    “DevOps is a set of practices, tools, and a cultural philosophy that automates and integrates the processes between software development and IT teams. It emphasizes team empowerment, cross-team communication and collaboration, and technology automation.”

    – Atlassian, “DevOps”

    “ITIL 4 brings ITIL up to date by…embracing new ways of working, such as Lean, Agile, and DevOps.”

    – ITIL Foundation: ITIL 4 Edition

    “Over time, left to their own devices, the SRE team should end up with very little operational load and almost entirely engage in development tasks, because the service basically runs and repairs itself.”

    – Ben Treynor Sloss, “Site Reliability Engineering”

    The more things change, the more they stay the same:

    • Core processes remain, but they may be done differently, and new technologies and services create new challenges.
    • Not all approaches are right for all organizations, and what’s right for you depends on how you use cloud services.
    • The best solution draws from these management ideas to build an approach to operations that is right for you.

    Leverage patterns to think about new ways of approaching operations work

    Patterns are strategies, approaches, and philosophies that can help you imagine new ways of working in your own organization.

    • The following slides provide an overview of organizing patterns that are applicable to cloud operations.
    • These are strategies that have been applied successfully elsewhere. Review what they can and cannot do and decide whether they are something you can use in your own organizational design.
    • Not every pattern will apply to every organization. For example, an organization which typically consumes SaaS applications will likely have very little need for SRE approaches and techniques.

    Ways to work

    • What work do we do? What skills do we need?
    • How do we create and support systems?

    Ways to govern and learn

    • How do we set and enforce rules?
    • How do we create and share knowledge?

    Explore Applicable Patterns

    Ways to work

    Ways to govern and learn

    1. DevOps

    2. Site Reliability Engineering

    3. Platform Engineering

    4. Cloud Centre of Excellence

    5. Cloud Community of Practice

    What is DevOps?

    “Look for obstacles constantly and treat them as opportunities to experiment and learn.” – Jez Humble, et al. Lean Enterprise: How High Performance Organizations Innovate at Scale

    What it is NOT

    What it IS

    Why Use It

    • Another word for automation or CI/CD tools.
    • A specific role.
    • A fix-all to address friction between existing siloed application and development teams.
    • An approach that will be successful without getting the basics right first.
    • The right fit for every IT organization or every team.

    An operational philosophy that seeks to:

    • Converge accountability for development and operations to align all teams to the goal of delivering customer value.
    • Improve the relationship between Development and Operations teams.
    • Increase the rate of deployment of valuable functionality into production.
    • “A cultural shift giving development teams more control over shipping code to production.” 1
    • You’re doing a lot of custom development.
    • There are opportunities for operations and development teams to work more closely.
    • You want to improve coding quality and throughput.
    • You want to shift the culture of the team to focus on customer value rather than exclusively uptime or new features.
    1 DevOps, SRE, and Platform Engineering

    What is Site Reliability Engineering (SRE)?

    “Hope is not a strategy” – Benjamin Treynor Sloss, Site Reliability Engineering: How Google Runs Production Systems

    What it is NOT

    What it IS

    Why Use It

    • Deeply focussed on a specific technical domain; SRE work “does not discriminate between infrastructure, software, networking, or platforms.” 2
    • A different name for a team of sysadmins.
    • A programming framework or a specific set of technologies.
    • A way to manage COTS software. SRE is less useful when you’re using applications out-of-the-box with minimal customization, integration, or development.
    • An application of skills and approaches from software engineering to improve system reliability.
    • A team responsible for “availability, latency, performance, efficiency, change management, monitoring, emergency response, and capacity planning.”3
    • A team responsible for building systems that become “a platform and workflow that encompasses monitoring, incident management, eliminating single points of failure, [and] failure mitigation.”1
    • You are building services and providing them at scale.
    • You want to improve reliability and reduce “the frequency and impact of failures that can impact the overall reliability of a cloud application.”1
    • You need to define related service metrics and SLOs.
    • To increase the use of automation in operations to avoid mistakes and minimize toil. 3
    1 SRE vs Platform Engineering
    2. Lakhani, Usman. “ISite Reliability Engineering: What Is It? Why Is It Important for Online Businesses?,” 2020.
    3. Sloss, “Introduction,” 2017

    What4 is Platform Engineering?

    “Platform engineers can act as a shield between developers and the infrastructure”

    – Carlos Schults, “What is Platform Engineering? The Concept Behind the Term”

    What it is NOT

    What it IS

    Why Use It

    • A team that manages every aspect of each application on a particular platform.
    • Focussed solely on platform reliability and availability.
    • A different name for a team of sysadmins.
    • Needed for all cloud service deployments. Platform engineers are most useful when you’re building extensively on a particular platform (e.g. AWS, Azure, or your internal cloud).
    • Platform engineers design, build, and manage the infrastructure that supports and hosts work done by developers.
    • The work done by platform engineering allows developers to avoid the repetitive work of setting everything up anew each time.
    • Requires engineers with a deep understanding of cloud services and other platform technologies (e.g. Kubernetes).
    • The big public cloud platforms are built for everyone. You need platform engineering when you need to extensively adapt or manage standard cloud services to support your own requirements.
    • Platform engineers are responsible for creating a secure, stable, maintainable environment that enables developers to do their work faster and without having to manage the underlying technology infrastructure.
    1 DevOps, SRE, and Platform Engineering

    What is a Cloud Center of Excellence?

    You need a strong core to grow a cloud culture.

    What it is NOT

    What it IS

    Why Use It

    • A project management office (PMO) for cloud services.
    • An easy, quick, or temporary fix to cloud governance problems. The CCoE requires champions who provide ongoing support to realize value over time.
    • An approach that’s only for enterprise-sized IT organizations.
    • A standing meeting – members of the CCoE may meet regularly to review progress on their mandate, but work and collaboration need to happen outside of meetings.
    • A cross-functional team responsible for oversight of all cloud initiatives, including architectural, technical, security, financial, contractual, and operational aspects of planned and deployed solutions.
    • The CCoE’s responsibilities typically include governance and continuous improvement; alignment between technical and accounting practices; documentation, training, best practices and standards development; and vendor management.
    • CCoE duties are often part of an existing role rather than a full-time responsibility.
    • You want to enable a core group of cloud experts to promote collaboration and accelerate adoption of cloud services, including members from infrastructure, applications, and security.
    • You need to manage cloud risks, set guidelines and policies, and govern costs across cloud environments.
    • There is an unmet need for training, knowledge sharing, and best practice development across the organization.

    What is a Cloud Community of Practice?

    “We have to stop optimizing for programmers and start optimizing for users”

    – Jeff Atwood

    What it is NOT

    What it IS

    Why Use It

    • A replacement for effective oversight and governance practices, though they may help users navigate and understand governance requirements.
    • A way to advertise cloud to potential new practitioners – engaged members of a CoP are typically already using a particular service.
    • Always exclusively composed of internal staff; in certain cases, a CoP could have external members as well.
    • A network of engaged users and experts who share knowledge and best practices for related technologies, crowdsource solutions to problems, and suggest improvements.
    • Often supported by communication and collaboration tools (e.g. chat channels, knowledge base, forums). May use a range of techniques (e.g. drop-ins, vendor-led training, lunch and learns).
    • Communities of practice may be deliberately created by the organization or develop organically.
    • Communities of practice are an effective way for practitioners to support one another and share ideas and solutions.
    • A CoP can help “shift left” work and help practitioners help themselves.
    • An engaged CoP can help IT to identify improvement opportunities and can also be a channel to communicate updates or changes to practitioners.

    Reinforce what we mean by patterns

    Patterns are . . .

    Ways of Working

    • Sets of habits, processes, and methodologies you want to adopt as part of your operational guidelines and commonly agreed upon definitions.

    Patterns are also . . .

    Ways to Govern and Learn

    • The formal and informal practices and groups that focus on enabling governance, risk management, and adoption.

    Review the implications of each pattern for organizational design

    Ways of Working

    DevOps

    Development teams take on operational work to support the services they create after they are launched to production.

    Some DevOps teams may be aligned around a particular function or product rather than a technology – there are individuals with skills on a number of technologies that are part of the same team.

    Site Reliability Engineering (SRE)

    In the beginning, you can start to adopt SRE practices within existing teams. As demand grows for SRE skills and services, you may decide to create focused SRE roles or teams.

    SRE teams may work across applications or be aligned to just infrastructure services or a particular application, or they may focus on tools that help developers manage reliability. SREs may also be embedded long-term with other teams or take on an internal consulting roles with multiple teams.1

    Platform Engineering

    Platform engineering will often, though not always, be the responsibility of a dedicated team. This team must work very closely with, and tuned into the needs of, its internal customers. There is a constant need to find ways to add value that aren’t already part and parcel of the platform – or its external roadmap.

    This team will take on responsibility for the platform, in terms of feature development, automation, availability and reliability, security, and more. They may also be internal consultants or advisors on the platform to developers.

    1. Gustavo Franco and Matt Brown, “How SRE teams are organized and how to get started.”

    Review the implications of each pattern for organizational design

    Ways to Govern and Learn

    Cloud Center of Excellence

    • A CCoE is a cross-functional group with technical experts from security, infrastructure, applications, and more.
    • There should, ideally, be someone focused on leading the CCoE full-time – often someone with an architecture background. Team members may work on the CCoE part-time alongside their main role, and dedicate more of their time to the CCoE as needed.
    • As the CCoE is a governance function, it will typically bridge and sit above teams working on cloud services, reporting to the CIO, CTO, or to an architecture function.

    Cloud Community of Practice

    • Participation in a community of practice is often above and beyond a core role – it’s a leadership activity taken on by technologically adept experts with a drive to help others.
    • Some organizations will create a role to foster community collaboration, run events, raise opportunities and issues identified by the community with product or technology teams, manage collaboration tools, and more.

    Evolve your organization to meet the needs of increased adoption

    Your operating model should evolve as you increase adoption of cloud services.

    Least Adoption Greatest Adoption

    Initial Adoption

    Early Centralization

    Scaling Up

    Full Steam Ahead

    • One or more small agile teams design, build, manage, and operate individual solutions on cloud resources. Solutions provide early value, and identify new opportunities using small, safe-to-fail experiments.
    • Governance is likely done locally to each team. Knowledge sharing, guidelines, and standards are likely informal.
    • Early experience with cloud services help the organization identify where to invest in cloud services to best meet business demands.
    • Accountability and governance over the platform are more clearly defined, possibly still separate from core IT governance processes. Best practices may be shared across teams through a Community of Practice.
    • Operations may be centralized, where valuable, to support monitoring and incident response.
    • Additional product/service-aligned development teams are created to keep up with demand.
    • There is a focused effort to consolidate best practices and platform knowledge, which can be supported through a culture of learning, effective automation, and appropriate tools.
    • The CCoE takes on additional roles in cloud governance, security, operations, and administration.
    • The organization has reached a relatively steady-state for cloud adoption. Innovation and new service development takes place on a stable platform.
    • A Cloud Center of Excellence is accountable for cloud governance across the organization.
    Adapted from Microsoft, “Get Started: Align your organization,” 2021

    Choose new ways of working that make sense for your team

    1 hour

    Consider if, and how, the approaches to management and governance you’ve just reviewed can offer value to your organization.

    1. List the organizing/managing ideas listed in the previous slides in the table below.
    2. Define why it’s for you. What benefits do you expect to realize? What challenges do you expect this will help you overcome? How does this align with your key benefits and drivers for moving to cloud?
    3. List risks or challenges to adoption. Why will it be hard to do? What could get in the way of adoption? Why might it not be a good fit?
    4. Identify next steps to adopt proposed practices.

    Why it’s for us (drivers)

    Risks or challenges to adoption

    Next steps to build/adopt it

    CCoE

    DevOps

    InputOutput
    • Related Info-Tech slides on new ways of working.
    • Opportunities and challenges in your own cloud deployment that may be addressed through new ways of working.
    • Identify new ways of working aligned to your goals.
    MaterialsParticipants
    • Whiteboard/Flip chart
    • Cloud Operations Design Working Group

    Step 1.3: Identify cloud work

    Participants

    • Operations Design Working Group

    Outcomes

    • Identify core work required to deliver value in key cloud workstreams.

    “At first, for many people, the cloud seems vast. But what you actually do is carve out space.”

    –DevOps Manager

    Identify work

    Before you can identify roles and responsibilities, you have to confirm what work you do as an organization and how that work enables you to meet your goals.

    • A comprehensive approach that connects the work you do to your organizational goals will help you identify work that’s falling through the cracks.
    • Identifying work is an opportunity to look at the tasks you regularly execute and ensure they actually drive value.
    • Working through the exercise as a group will help you develop a common language around the work you do.
    • To make the evident obvious: you can’t decide who should be responsible for something if you don’t know about it in the first place.

    Defining work can be a lot of … work! We recommend you start by identifying work for the workstream you do most – Build, Consume, or Host – to focus your efforts. You can repeat the exercise as needed.

    Map work in workstream diagrams

    The image contains a screenshot of the map work in workstream diagrams.

    The five Well-Architected Framework pillars. These are principles/directions/guideposts that should inform all cloud work.

    The work being done to achieve the workstream target. These are roughly aligned with the three streams on the right.

    Workstream Target: A concise statement of the value you aim to achieve through this workstream. All work should help deliver value (directly or indirectly).

    Define the scope of the exercise

    Whiteboard Activity

    20 minutes

    Over the next few exercises, you’ll do a deep dive into the work you do in one specific workstream. In this exercise, we’ll decide on a workstream to focus on first.

    1. Are you primarily building, hosting on, or consuming cloud services? Start with the workstream where you’re doing the most work.
    2. If this isn’t sufficient to narrow your focus, look at the workstream that is most closely tied to mission critical applications, or that is most in need of review in terms of what work is done and who does it.
    3. You can narrow the scope further if there’s a very specific sub-area that differs from the rest (e.g. managing your O365 environment vs. managing all SaaS applications).
    InputOutput
    • Insight into and experience with your current cloud environment.
    • Your completed cloud maturity assessment.
    • Identify one workstream where you’ll define work first.
    MaterialsParticipants
    • None
    • Cloud Operations Design Working Group

    Create a workstream target statement

    Whiteboard Activity

    30 minutes

    In this activity, come up with a short sentence to describe what all this work you do is building toward. The target statement helps align participants on why work is being done and helps focus the activity on work that is most important to achieving the target statement.

    Start with this common workstream target statement:

    “Deliver valuable, secure, available, reliable, and efficient cloud services.”

    Now, review and adjust the target statement by working through the questions below:

    1. Return to the earlier exercises in Phase 1.1 where you reviewed your key objectives for cloud services. Does the target statement align with what you’d identified previously?
    2. Who is the customer for the work you do? Would they see the target differently than you’ve described it?
    3. Can you be more specific? Are there value drivers that are more specific to your industry, organization, business functions, or products that are key to the value your customers receive from this workstream?
    InputOutput
    • Previous exercises.
    • Workstream target statement.
    MaterialsParticipants
    • Whiteboard/Flip chart
    • Cloud Operations Design Sketchbook
    • Cloud Operations Design Working Group

    Identify cloud work

    1-2 hours

    1. Use the workstream diagram template in the Cloud Operations Design Sketchbook, or draw the template out on a whiteboard and use sticky notes to identify work.
    2. Identify the workstream at the top of the slide. Update the template value statement on the right with the value statement you created in the previous exercise.
    3. Review one or more of the examples in the Cloud Operations Design Sketchbook to get a sense of the level of detail required for this exercise.

    Activity instructions continue on the next slide.

    Some notes to the facilitator:

    • Working directly from the Cloud Operations Design Sketchbook will save you time with transcription. Sharing the document with participants (e.g. via OneDrive) will allow you to collaborate and edit the document together in real-time.
    • Don’t worry about being too tidy for the moment, just get the information written down and you can clean up the diagram later.
    InputOutput
    • Previously identified design principles.
    • An understanding of the work done, and that needs to be done, in your cloud environment.
    • Identify the work that needs to be done to support your key cloud services workstream in the future.
    MaterialsParticipants
    • Cloud Operations Design Sketchbook
    • Whiteboard and sticky notes (optional)
    • Cloud Operations Design Working Group

    Identify cloud work (cont’d)

    4. Work together to identify work, documenting one work item per box. This should focus on future state, so record work whether it’s actually done today or not. Your space is limited on the sheet, so focus on work that is indispensable to delivering the value statement. Use the lists on the right as a reminder of key IT practice areas.

    5. As much as possible, align the work items to the appropriate row (Govern & Align, Design & Execute, or Validate, Support & Monitor). You can overlap boxes between rows if needed.

    Have you captured work related to:

    ITIL practices, such as:

    • Request management
    • Incident & problem management
    • Service catalog
    • Service level management
    • Configuration management

    Security-aligned practices, such as:

    • Identity & access management
    • Vulnerability management
    • Security incident management

    Financial practices, such as:

    • IT asset management
    • Cost management & budgeting
    • Vendor management
    • Portfolio management

    Data-aligned practices, such as:

    • Data integrations
    • Data governance

    Technology-specific tasks, such as:

    • Network, Server & Storage
    • Structured/unstructured DBs
    • Composite services
    • IDEs and compilers

    Other key practices:

    • Monitoring & observability
    • Continuous improvement
    • Testing & quality assurance
    • Training and knowledge management
    • Manage shadow IT

    Info-Tech Insight

    Cloud work is not just applications that have been approved by IT. Consider how unsanctioned software purchased by the business will be integrated and managed.

    Identify cloud work (cont’d)

    6. If you have decided to adopt any of the new ways of working outlined in Step 1.2 (e.g. DevOps, SRE, etc.) review the next slide for examples of the type of work that frequently needs to be done in each of those work models. Add any additional work items as needed.

    7. Consolidate boxes and clean up the diagram (e.g. remove duplicate work items, align boxes, clarify language).

    8. Do a final review. Is all the work in the diagram truly aligned with the value statement? Is the work identified aligned with the design principles from Step 1.1?

    If you used a whiteboard for this exercise, transcribe the output to a copy of the Cloud Operations Design Sketchbook, and repeat the exercise for other key workstreams. You will use this diagram in Phase 2.

    Examples of work

    Examples of work in the "Host" workstream:

    • Bulk patch servers
    • Add a server
    • Add capacity
    • Develop a new server template
    • Incident management

    Examples of work in the "Build" workstream:

    • Provision a production server
    • Provision a test environment
    • Test recovery procedures
    • Add capacity for a service
    • Publish a new pattern
    • Manage capacity/performance for a service
    • Identify wasted spend across services
    • Identify performance bottlenecks
    • Review and shut down idle/unneeded services

    Examples of work in the "Consume" workstream:

    • Conduct vendor risk assessments
    • Develop a standard evaluation matrix to compare solutions to existing or potential in-house offerings
    • Onboard a solution
    • Offboard a solution
    • Conduct a renewal
    • Review and negotiate a contract
    • Rationalize software titles

    Phase 2:

    Design the organization and communicate changes

    Phase 1

    Phase 2

    1.1 Establish operating model design principals by identifying goals & challenges, workstreams, and cloud maturity

    1.2 Evaluate new ways of working

    1.3 Identify cloud work

    2.1 Draft an operating model

    2.2 Communicate proposed changes

    Phase Outcomes:

    Draft your cloud operations diagram, identify key messages and impacts to communicate to your stakeholders, and build out the Cloud Operations Organizing Framework communication deck.

    Step 2.1: Identify groups and responsibilities

    Participants

    • Operations Design Working Group

    Outcomes

    • Cloud Operations Diagram
    • Success Indicators
    • Roadmap

    “No-one ever solved a problem by restructuring.”

    – Anonymous

    Visualize your cloud operations

    Create a visual to help you abstract, analyze, and clarify your vision for the future state of your organization in order to align and instruct stakeholders.

    Create a visual, high-level view of your organization to help you answer questions such as:

    • “What work do we do? What are the roles and responsibilities of different teams?”
    • “How do we interact between work areas?”
    • “How has our organization changed already, and what additional changes may be needed?”
    • “How do we make technology decisions?”
    • “How do we provide services?”
    • “How might this change be received by people on the ground?”
    The image contains a screenshot of the Cloud Operations Diagram Example.

    Decide whether to centralize or decentralize

    Specialization & Focus: A group or work unit developing a focused concentration of skills, expertise, and activities aligned with an area of focus (such as the ones at right).

    Decentralization: Operational teams that report to a decentralized IT or business function, either directly or via a “dotted line” relationship.

    Decentralization and Specialization can:

    • Duplicate work.
    • Localize decision-making authority, which can increase agility and responsiveness.
    • Transfer authority and accountability to local and typically smaller teams, clarifying responsibilities and encouraging staff to take ownership for service delivery.
    • Enable the team to focus on complex and rapidly changing technologies or processes.
    • Create islands of expertise, which can get in the way of collaboration, innovation, and decision making across groups and work units and make oversight difficult.
    • Complicate the transfer of resources and knowledge between groups.

    Examples: Areas of Focus

    Business unit

    • Manufacturing
    • R&D
    • Sales & Marketing

    Region

    • Americas
    • EMEA
    • APAC

    Service

    • ERP
    • Commercial website

    Technology

    • On-premises servers/storage
    • Network
    • Cloud services

    Operational process focus

    • Capacity management & planning
    • Incident management
    • Problem management

    “The concept of organization design is simple in theory but highly complex in practice. Like any strategic decision, it involves making multiple trade-offs before choosing what is best suited to a business context.”

    – Nitin Razdan & Arvind Pandit

    Identify key work areas

    Balance specialization with effective collaboration

    • Much is said about breaking down organizational silos. But at some level, silos are inevitable – any company with more than one employee will have to divide work up somehow.
    • Dividing up work is a delicate balancing act – ensuring individuals and groups are able to do work that is related, meaningful, and that allows autonomy while allowing for effective collaboration between groups that need to work together to achieve business goals.

    Why “work areas”?

    Why don’t we just use teams, groups, squads, or departments, or some other more common term for groups of people working together?

    • We are not yet at the point of deciding who in the organization should be aligned to which areas in the design.
    • Describing work areas as teams can shift the conversation to the organizational chart – to who does the work, rather than what needs to be done.

    That’s not the goal of this exercise. If the conversation gets stuck on what you do today, it can get in the way of thinking about what you need to do in the future.

    Create a future-state cloud operations diagram

    1-3 hours

    1. Review the example cloud operations diagram example in your copy of the Cloud Operations Design Sketchbook.
    2. Identify key work areas (e.g. applications, infrastructure, platform engineering, DevOps, security). Add the name of each work area in one of the larger boxes.
      • Go back to your design principles. Did you define any work areas in your design principles that should be represented here?
      • If you have several groups or teams with similar responsibilities, consider lumping them together in one box (e.g. applications teams, 3x DevOps teams).
    3. Copy the tasks from any workstream diagrams you’ve created to the same slide as the organization design diagram. Keep the workstream diagram intact, as you’ll want to be able to refer back to it later.

    Activity instructions continue on the next slide.

    InputOutput
    • Insight into and experience with your current cloud environment.
    • Cloud Operations Diagram
    MaterialsParticipants
    • Whiteboard/Flip charts
    • Cloud Operations
    • Cloud Operations Design Working Group

    Cloud operations diagram (cont’d)

    1-3 hours

    4. As a group, move the work boxes from the workstream diagram into the appropriate work area.

    • Don’t worry about being too tidy for the moment – clean up the diagram when the exercise is done.
    • Make adjustments to the wording of the work boxes if needed.

    5. Use the space between work areas to describe how work areas must interact to achieve organizational goals. For example:

    • What information should be shared between groups?
    • What information sharing channels may be used?
    • What processes will be handed-off between groups and how?
    • How often will teams interact?
    • Will interactions be formal or informal?

    Create a current-state operations diagram

    1 -2 hours

    This exercise can be done by one person, then reviewed with the working group at a later time.

    This current state diagram helps clarify the changes that may need to happen to get to your future state.

    1. Color code the work boxes for each work area. For example, if you have a “DevOps” work area, make all the work boxes assigned to “DevOps” the same color.
    2. On a separate slide, sketch your existing organization indicating your current teams.
    3. Copy the tasks from the future-state diagram to this current-state chart. Align the tasks to the appropriate groups.
    4. Review the chart with the working group. Discuss: are there teams that are doing work today that will also be done by different teams? Are there groups that may merge into one team? What types of changes may be required?
    InputOutput
    • Future-state cloud operations diagram
    • Current-state cloud operations diagram
    MaterialsParticipants
    • Cloud Operations Design Sketchbook
    • Projector/screen/virtual meeting
    • Project lead
    • Cloud Operations Design Working Group

    Check for biases to make better choices

    Use the strategies below to spot and address flaws in your team’s thinking about your future-state design.

    Biases

    What’s the risk?

    Mitigation strategies

    Is the team making mistakes due to self-interest, love of a single idea, or groupthink?

    Important information may be ignored or left unspoken.

    Rigorously check for the other biases, below. Tactfully seek dissenting opinions.

    Do recommendations use unreasonable analogies to other successes or failures?

    Opportunities or challenges in the current situation may not be sufficiently understood.

    Ask for other examples, and check whether the analogies are still valid.

    Is the team blinkered by the weight of past decisions?

    Doubling-down on bad decisions (sunk costs) or ignoring new opportunities.

    Ask yourself what you'd do if you were new to the position or organization.

    Does the data support the recommendations?

    Data used to make the case isn't a good fit for the challenge, is based on faulty assumptions, or is incomplete.

    If you had a year to make the decision, what data would you want? How much can you get?

    Are there realistic alternative recommendations?

    Alternatives don't exist or are "strawman" options.

    Ask for additional options.

    Is the recommendation too risk averse or cautious?

    Recommendations that may be too risky are ignored, leading to missed opportunities.

    Review options to accept, transfer, distribute, or mitigate the risk of the decision.

    Framework above adapted from Kahneman, Lovallo, and Sibony (2011)

    Be specific with metrics

    Thinking of ways you could measure success can help uncover what success actually means to you.

    Work collectively to generate success indicators for each key cloud initiative. Success indicators are metrics, with targets, aligned to goals, and if you are able to measure them accurately, they should help you report your progress toward your objectives.

    For example, if your driver is “faster access to resources” you might consider indicators like developer satisfaction, project completion time, average time to provision, etc.

    There are several reasons you may not publicize these metrics. They may be difficult to calculate or misconstrued as targets, warping behavior in unexpected ways. But managed properly, they have value in measuring operational success!

    Examples: Operations redesign project metrics

    Key stakeholder satisfaction scores

    IT staff engagement scores

    Support Delivery of New Functionality

    Double number of accepted releases per cycle

    80% of key cloud initiatives completed on time, on budget, and in scope

    Improve Operational Effectiveness

    <1% of servers have more than two major versions out of date

    No more than one capacity-related incident per Q

    Define success indicators

    Whiteboard Activity

    45 minutes

    1. On a whiteboard, draw a table with key objectives for the design across the top.
      • What cloud objectives should the redesign help you achieve? Refer back to the design principles from Phase 1.
      • Think about the redesign itself. How will you measure whether the project itself is proceeding according to plan? Consider metrics such as employee engagement scores and satisfaction scores from key stakeholders.
    2. Consider whether the metrics are feasible to track. Record your decisions in your copy of the Cloud Operations Organizing Framework deck.
    InputOutput
    • Key design goals
    • Success indicators for your design
    MaterialsParticipants
    • Whiteboard
    • Markers
    • Cloud Operations Design Working Group

    Populate a roadmap

    Tool Activity

    45 minutes

    1. In the Roadmap Tool, populate the data entry tab with the initiatives you will take to support changes toward the new cloud operations organizing framework.
    2. Input each of the tasks in the data entry tab and provide a description and rationale behind the task (as needed).
    3. Assign an effort, priority, and cost level to each task (high, medium, low).
    4. Assign an owner to each task – someone who can take points and shepherd the task to completion.
    5. Identify the timeline for each task based on the priority, effort, and cost (short, medium, and long term).
    6. Highlight risk for each task if it will be deferred.
    7. Track the progress of each task with the status column.
    InputOutput
    • Cloud Operations Organizing Framework
    • Roadmap/ implementation plan
    MaterialsParticipants
    • Roadmap Tool
    • Cloud Operations Design Working Group

    Download the Roadmap Tool

    Step 2.2: Communicate changes

    Participants

    • Operations Design Working Group

    Outcomes

    • Build a communication plan for key stakeholders
    • Complete the communication deck Cloud Operations Organizing Framework
    • Build a roadmap

    “Words, words, words.”

    – Shakespeare

    Communicate changes

    Which stakeholders will be affected by the changes?

    Decision makers: Who do you ultimately need to convince to proceed with any changes you’ve outlined?

    Peers: How will managers of other areas be affected by the changes you’re proposing? If you are you suggesting changes to the way that they, or their teams, do their work, you will have to present a compelling case that there’s value in it for them.

    Staff: Are you dictating changes or looking for feedback on the path forward?

    The image contains a screenshot of the Five Elements of Change that is displayed in a cycle. The five elements are: What is the change? Why are we doing it? How are we going to go about it? How long will it take us? What is the role of each team and individual.

    Source: The Qualities of Leadership: Leading Change

    Follow these guidelines for good communication

    Be relevant

    • Talk about what matters to each stakeholder group.
    • Talk about what matters to the initiative.
    • 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.
    • If you expect objections, create a plan to handle them.

    Be clear

    • Lead with the point you’re trying to make.
    • Don’t use jargon.
    • Avoid idiomatic language and clichés.
    • Have a third party review draft communications and ask them to tell you the key messages in their own words. If they’re missing the main points, there’s a good chance the draft isn’t clear.

    Be consistent

    • Ensure the core message is consistent regardless of audience, channel, or medium.
    • Changing the core message from one group to another can be interpreted as incompetence or an attempt at deception. This will damage your credibility and can lead to a loss of trust.

    Be concise

    • Get to the point.
    • Minimize word count wherever possible.

    “We tend to use a lot of jargon in our discussions, and that is a sure fire way to turn people away. We realized the message wasn’t getting out because the audience wasn’t speaking the same language. You have to take it down to the next level and help them understand where the needs are.”

    – Jeremy Clement, Director of Finance, College of Charleston

    Create a communication plan

    1 hour

    Fill out the table below.

    Stakeholder group: Identify key stakeholders who may be impacted by changes to the operations team. This might include IT leadership, management, and staff.

    Benefits: What’s in it for them?

    Impact: What are we asking in return?

    How: What mechanisms or channels will you use to communicate?

    When: When (and how often) will you get the message out?

    Benefits

    Impact

    How

    When

    IT Mgrs.

    • Improve agility, stability
    • Deliver faster against business goals
    • Respond to identified needs
    • Improve confidence in IT
    • Must support the process
    • Change and engagement issues during restructuring may affect staff engagement and productivity
    • Training budget required
    • Present at leadership meeting
    • Kick-off email
    • Sept. leadership meeting
    • Weekly touchpoints
    • Informally throughout project

    Ops Staff

    • Clearer direction and clear priorities (Operations mission statement and RACI)
    • Higher-value work – address problems, contribute to plans
    • New skills and training
    • More personal accountability
    • Push toward process consistency
    • Must make time and plan for training during work hours
    • Present at operations team’s offsite meeting
    • AMA channel on Slack
    • 1:1 meetings
    • Add RACI, org. sketch to shared folder
    • Operations offsite
    • Sept. all-hands meeting
    • Ongoing coaching and informal conversations
    InputOutput
    • Discussion
    • Communication Plan
    MaterialsParticipants
    • Whiteboard/Flip Chart
    • Cloud Operations Design Working Group

    Download the Communication Plan Template

    Support the transition with a plan to acquire skills

    Identify the preferred way to acquire needed skill sets: contracting, outsourcing, training, or hiring.

    • Some cloud projects will change the demand for some skills in the organization, and not all skills should be cultivated internally. Uncertainty about future skills and jobs will cause anxiety for your team and can lead to employee exit.
    • Use Info-Tech’s research to conduct a demand analysis to identify which new and critical skills should be acquired via training or hiring (rather than outsourcing or contracting).
    • Create a roadmap to clarify when training needs to be completed, a budget plan that accounts for training costs, and role descriptions that paint a picture of future work.
    • Within the confines of a collective agreement, managers may be required to retrain staff into new roles before those staff are required to do work in their new jobs. Failing to plan can be more consequential.
    • Remember that in cloud, a wealth of automation opportunities present a great option for offloading tasks as well!

    Info-Tech Insight

    Identify skills requirements and gaps as early as possible to avoid skills gaps later. Whether you plan to acquire skills via training or cross-training, hiring, contracting, or outsourcing, effectively building skills takes time. Use Info-Tech’s methodology to address skills gaps in a prioritized and rational way.

    Involve HR for implementation

    Your HR team should help you work through:

    • Which staff and managers will move to which roles, and any headcount changes.
    • Job descriptions, performance metrics, career paths, compensation, and succession planning.
    • Organizational change management and implementation plans.

    When do you need to involve HR?

    Role changes will result in job description changes.

    • New or changed job descriptions need to be evaluated for impact on pay, title, exempt status, career pathing, and more.
    • This is especially true in more traditional or unionized organizations that require specific and granular job descriptions of responsibilities.
    • Changed jobs will likely require union review and approval.

    You anticipate changes to the reporting structure.

    • Work with HR to develop a transition plan including communications, training to new managers, and support to new teams.

    You anticipate redundancies.

    • Your HR department can prepare you for difficult discussions, help you navigate labor laws, and support the offboarding process.

    You anticipate new positions.

    • Recruitment and hiring takes time. Give HR advance notice to support recruitment, hiring, and onboarding to ensure you hire the right people, with the right skills, at the right time.

    Training and development budget is required.

    • If training is a critical part of the onboarding process, don’t just assume funding is available. Work with HR to build your case.

    Related Info-Tech Research

    Define Your Cloud Vision

    Define your cloud vision before it defines you.

    Document Your Cloud Strategy

    Drive consensus by outlining how your organization will use the cloud.

    Map Technical Skills for a Changing Infrastructure & Operations Organization

    Be practical and proactive – identify needed technical skills for your future-state environment and the most efficient way to acquire them.

    Bibliography

    “2021 GitLab DevSecOps Survey.” Gitlab, 2021.
    “2022 State of the Cloud Report.” Flexera, 2022.
    “DevOps.” Atlassian, ND. Web. 21 July 2022.
    Atwood, Jeff. “The 2030 Self-Driving Car Bet.” Coding Horror, 4 Mar 2022. Web. 5 Aug 2022.
    Campbell, Andrew. “What is an operating model?” Operational Excellence Society, 12 May 2016. Web. 13 July 2022.
    “DevOps.” Atlassian, ND. Web. 21 July 2022.
    Ewenstein, Boris, Wesley Smith, Ashvin Sologar. “Changing change management” McKinsey, 1 July 2015. Web. 8 April 2022.
    Franco, Gustavo and Matt Brown. “How SRE teams are organized, and how to get started.” Google Cloud Blog, 26 June 2019. Web. July 13 2022.
    “Get started: Build a cloud operations team.” Microsoft, 10 May 2021.
    ITIL Foundation: ITIL 4 Edition. Axelos, 2019.
    Humble, Jez, Joanne Molesky, and Barry O’Reilly. Lean Enterprise: How High Performance Organizations Innovate at Scale. O’Reilly Media, 2015.
    Franco, Gustavo and Matt Brown. “How SRE teams are organized and how to get started.” 26 June 2019. Web. 21 July 2022.
    Galbraith, Jay. “The Star Model”. ND. Web. 21 July 2022.
    Kahnemanm Daniel, Dan Lovallo, and Olivier Sibony. “Before you make that big decision.” Harv Bus Rev. 2011 Jun; 89(6): 50-60, 137. PMID: 21714386.
    Kesler, Greg. “Star Model of Organizational Design.” YouTube, 1 Oct 2018. Web Video. 21 Jul 2022.
    Lakhani, Usman. “Site Reliability Engineering: What Is It? Why Is It Important for Online Businesses?” Info-Tech. Web. 25 May 2020.
    Mansour, Sherif. “Product Management: The role and best practices for beginners.” Atlassian Agile Coach, n.d.
    Murphy, Annie, Jamie Kirwin, Khalid Abdul Razak. “Operating Models: Delivering on strategy and optimizing processes.” EY, 2016.
    Shults, Carlos. “What is Platform Engineering? The Concept Behind the Term.” liatrio, 3 Aug 2021. Web. 5 Aug 2022.
    Sloss, Benjamin Treynor. Site Reliability Engineering Part I: Introduction. O’Reilly Media, 2017.
    “SRE vs. Platform Engineering.” Ambassador Labs, 8 Feb 2021.
    “The Qualities of Leadership: Leading Change.” Cornelius & Associates, n.d. Web.
    “Understand cloud operating models.” Microsoft, 02 Sept. 2022.
    Velichko, Ivan. “DevOps, SRE, and Platform Engineering.” 15 Mar 2022.

    Research Contributors and Experts

    Nenad Begovic

    Executive Director, Head of IT Operations

    MUFG Investor Services

    Desmond Durham

    Manager, ICT Planning & Infrastructure

    Trinidad & Tobago Unit Trust Corporation

    Virginia Roberts

    Director, Enterprise IT

    Denver Water

    Denis Sharp

    IT/LEAN Consultant

    Three anonymous contributors

    Prepare for Post-Quantum Cryptography

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    • Parent Category Name: Security Processes & Operations
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    • Fault-tolerant quantum computers, capable of breaking existing encryption algorithms and cryptographic systems, are widely expected to be available sooner than originally projected.
    • Data considered secure today may already be at risk due to the threat of harvest-now-decrypt-later schemes.
    • Many current security controls will be completely useless, including today's strongest encryption techniques.

    Our Advice

    Critical Insight

    The advent of quantum computing is closer than you think: some nations have already demonstrated capability with the potential to break current asymmetric-key encryption. Traditional encryption methods will no longer provide sufficient protection. You need to act now to begin your transformation to quantum-resistant encryption.

    Impact and Result

    • Developing quantum-resistant cryptography capabilities is crucial to maintaining data security and integrity for critical applications.
    • Organizations need to act now to begin their transformation to quantum-resistant encryption.
    • Data security (especially for sensitive data) should be an organization’s top priority. Organizations with particularly critical information need to be on top of this quantum movement.

    Prepare for Post-Quantum Cryptography Research & Tools

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

    1. Prepare for Post-Quantum Cryptography Storyboard – Research to help organizations to prepare and implement quantum-resistance cryptography solutions.

    Developing quantum-resistant cryptography capabilities is crucial to maintaining data security and integrity for critical applications. Organizations need to act now to begin their transformation to quantum-resistant encryption.

    • Prepare for Post-Quantum Cryptography Storyboard
    [infographic]

    Further reading

    Prepare for Post-Quantum Cryptography

    It is closer than you think, and you need to act now.

    Analyst Perspective

    It is closer than you think, and you need to act now.

    The quantum realm presents itself as a peculiar and captivating domain, shedding light on enigmas within our world while pushing the boundaries of computational capabilities. The widespread availability of quantum computers is expected to occur sooner than anticipated. This emerging technology holds the potential to tackle valuable problems that even the most powerful classical supercomputers will never be able to solve. Quantum computers possess the ability to operate millions of times faster than their current counterparts.

    As we venture further into the era of quantum mechanics, organizations relying on encryption must contemplate a future where these methods no longer suffice as effective safeguards. The astounding speed and power of quantum machines have the potential to render many existing security measures utterly ineffective, including the most robust encryption techniques used today. To illustrate, a task that currently takes ten years to crack through a brute force attack could be accomplished by a quantum computer in under five minutes.

    Amid this transition into a quantum future, the utmost priority for organizations remains data security, particularly safeguarding sensitive information. Organizations must proactively prepare for the development of countermeasures and essential resilience measures to attain a state of being "quantum safe."

    This is a picture of Alan Tang

    Alan Tang
    Principal Research Director, Security and Privacy
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Anticipated advancements in fault-tolerant quantum computers, surpassing existing encryption algorithms and cryptographic systems, are expected to materialize sooner than previously projected. The timeframe for their availability is diminishing daily.
    • Data that is presently deemed secure faces potential vulnerability due to the emergence of harvest-now-decrypt-later strategies.
    • Numerous contemporary security controls, including the most robust encryption techniques, have become obsolete and offer little efficacy.

    Common Obstacles

    • The complexity involved makes it challenging for organizations to incorporate quantum-resistant cryptography into their current IT infrastructure.
    • The endeavor of transitioning to quantum-resilient cryptography demands significant effort and time, with the specific requirements varying for each organization.
    • A lack of comprehensive understanding regarding the cryptographic technologies employed in existing IT systems poses difficulties in identifying and prioritizing systems for upgrading to post-quantum cryptography.

    Info-Tech's Approach

    • The development of quantum-resistant cryptography capabilities is essential for safeguarding the security and integrity of critical applications.
    • Organizations must proactively initiate their transition toward quantum-resistant encryption to ensure data protection.
    • Ensuring the security of corporate data assets should be of utmost importance for organizations, with special emphasis on those possessing highly critical information in light of the advancements in quantum technology.

    Info-Tech Insight

    The advent of quantum computing (QC) is closer than you think: some nations have demonstrated capability with the potential to break current asymmetric-key encryption. Traditional encryption methods will no longer be sufficient as a means of protection. You need to act now to begin your transformation to quantum-resistant encryption.

    Evolvement of QC theory and technologies

    1900-1975

    1976-1997

    1998-2018

    2019-Now

    1. 1900: Max Planck – The energy of a particle is proportional to its frequency: E = hv, where h is a relational constant.
    2. 1926: Erwin Schrödinger – Since electrons can affect each other's states, their energies change in both time and space. The total energy of a particle is expressed as a probability function.
    1. 1976: Physicist Roman Stanisław Ingarden publishes the paper "Quantum Information Theory."
    2. 1980: Paul Benioff describes the first quantum mechanical model of a computer.
    3. 1994: Peter Shor publishes Shor's algorithm.
    1. 1998: A working 2-qubit NMR quantum computer is used to solve Deutsch's problem by Jonathan A. Jones and Michele Mosca at Oxford University.
    2. 2003: DARPA Quantum Network becomes fully operational.
    3. 2011: D-Wave claims to have developed the first commercially available quantum computer, D-Wave One.
    4. 2018: the National Quantum Initiative Act was signed into law by President Donald Trump.
    1. 2019: A paper by Google's quantum computer research team was briefly available, claiming the project has reached quantum supremacy.
    2. 2020: Chinese researchers claim to have achieved quantum supremacy, using a photonic peak 76-qubit system known as Jiuzhang.
    3. 2021: Chinese researchers reported that they have built the world's largest integrated quantum communication network.
    4. 2022: The Quantinuum System Model H1-2 doubled its performance claiming to be the first commercial quantum computer to pass quantum volume 4096.

    Info-Tech Insight

    The advent of QC will significantly change our perception of computing and have a crucial impact on the way we protect our digital economy using encryption. The technology's applicability is no longer a theory but a reality to be understood, strategized about, and planned for.

    Fundamental physical principles and business use cases

    Unlike conventional computers that rely on bits, quantum computers use quantum bits or qubits. QC technology surpasses the limitations of current processing powers. By leveraging the properties of superposition, interference, and entanglement, quantum computers have the capacity to simultaneously process millions of operations, thereby surpassing the capabilities of today's most advanced supercomputers.

    A 2021 Hyperion Research survey of over 400 key decision makers in North America, Europe, South Korea, and Japan showed nearly 70% of companies have some form of in-house QC program.

    Three fundamental QC physical principles

    1. Superposition
    2. Interference
    3. Entanglement

    This is an image of two headings, Optimization; and Simulation. there are five points under each heading, with an arrow above pointing left to right, labeled Qbit Count.

    Info-Tech Insight

    Organizations need to reap the substantial benefits of QC's power, while simultaneously shielding against the same technologies when used by cyber adversaries.

    Percentage of Surveyed Companies That Have QC Programs

    • 31% Have some form of in-house QC program
    • 69% Have no QC program

    Early adopters and business value

    QC early adopters see the promise of QC for a wide range of computational workloads, including machine learning applications, finance-oriented optimization, and logistics/supply chain management.

    This is an image of the Early Adopters, and the business value drivers.

    Info-Tech Insight

    Experienced attackers are likely to be the early adopters of quantum-enabled cryptographic solutions, harnessing the power of QC to exploit vulnerabilities in today's encryption methods. The risks are particularly high for industries that rely on critical infrastructure.

    The need of quantum-safe solution is immediate

    Critical components of classical cryptography will be at risk, potentially leading to the exposure of confidential and sensitive information to the general public. Business, technology, and security leaders are confronted with an immediate imperative to formulate a quantum-safe strategy and establish a roadmap without delay.

    Case Study – Google, 2019

    In 2019, Google claimed that "Our Sycamore processor takes about 200 seconds to sample one instance of a quantum circuit a million times—our benchmarks currently indicate that the equivalent task for a state-of-the-art classical supercomputer would take approximately 10,000 years."
    Source: Nature, 2019

    Why You Should Start Preparation Now

    • The complexity with integrating QC technology into existing IT infrastructure.
    • The effort to upgrade to quantum-resilient cryptography will be significant.
    • The amount of time remaining will decrease every day.

    Case Study – Development in China, 2020

    On December 3, 2020, a team of Chinese researchers claim to have achieved quantum supremacy, using a photonic peak 76-qubit system (43 average) known as Jiuzhang, which performed calculations at 100 trillion times the speed of classical supercomputers.
    Source: science.org, 2020

    Info-Tech Insight

    The emergence of QC brings forth cybersecurity threats. It is an opportunity to regroup, reassess, and revamp our approaches to cybersecurity.

    Security threats posed by QC

    Quantum computers have reached a level of advancement where even highly intricate calculations, such as factoring large numbers into their primes, which serve as the foundation for RSA encryption and other algorithms, can be solved within minutes.

    Threat to data confidentiality

    QC could lead to unauthorized decryption of confidential data in the future. Data confidentiality breaches also impact improperly disposed encrypted storage media.

    Threat to authentication protocols and digital governance

    A recovered private key, which is derived from a public key, can be used through remote control to fraudulently authenticate a critical system.

    Threat to data integrity

    Cybercriminals can use QC technology to recover private keys and manipulate digital documents and their digital signatures.

    Example:

    Consider RSA-2048, a widely used public-key cryptosystem that facilitates secure data transmission. In a 2021 survey, a majority of leading authorities believed that RSA-2048 could be cracked by quantum computers within a mere 24 hours.
    Source: Quantum-Readiness Working Group, 2022

    Info-Tech Insight

    The development of quantum-safe cryptography capabilities is of utmost importance in ensuring the security and integrity of critical applications' data.

    US Quantum Computing Cybersecurity Preparedness Act

    The US Congress considers cryptography essential for the national security of the US and the functioning of the US economy. The Quantum Computing Cybersecurity Preparedness Act was introduced on April 18, 2022, and became a public law (No: 117-260) on December 21, 2022.

    Purpose

    The purpose of this Act is to encourage the migration of Federal Government information technology systems to quantum-resistant cryptography, and for other purposes.

    Scope and Exemption

    • Scope: Systems of government agencies.
    • Exemption: This Act shall not apply to any national security system.

    Main Obligations

    Responsibilities

    Requirements
    Inventory Establishment Not later than 180 days after the date of enactment of this Act, the Director of OMB, shall issue guidance on the migration of information technology to post-quantum cryptography.
    Agency Reports "Not later than 1 year after the date of enactment of this Act, and on an ongoing basis thereafter, the head of each agency shall provide to the Director of OMB, the Director of CISA, and the National Cyber Director— (1) the inventory described in subsection (a)(1); and (2) any other information required to be reported under subsection (a)(1)(C)."
    Migration and Assessment "Not later than 1 year after the date on which the Director of NIST has issued post-quantum cryptography standards, the Director of OMB shall issue guidance requiring each agency to— (1) prioritize information technology described under subsection (a)(2)(A) for migration to post-quantum cryptography; and (2) develop a plan to migrate information technology of the agency to post-quantum cryptography consistent with the prioritization under paragraph (1)."

    "It is the sense of Congress that (1) a strategy for the migration of information technology of the Federal Government to post-quantum cryptography is needed; and (2) the government wide and industry-wide approach to post- quantum cryptography should prioritize developing applications, hardware intellectual property, and software that can be easily updated to support cryptographic agility." – Quantum Computing Cybersecurity Preparedness Act

    The development of post-quantum encryption

    Since 2016, the National Institute of Standards and Technology (NIST) has been actively engaged in the development of post-quantum encryption standards. The objective is to identify and establish standardized cryptographic algorithms that can withstand attacks from quantum computers.

    NIST QC Initiative Key Milestones

    Date Development
    Dec. 20, 2016 Round 1 call for proposals: Announcing request for nominations for public-key post-quantum cryptographic algorithms
    Nov. 30, 2017 Deadline for submissions – 82 submissions received
    Dec. 21, 2017 Round 1 algorithms announced (69 submissions accepted as "complete and proper")
    Jan. 30, 2019 Second round candidates announced (26 algorithms)

    July 22, 2020

    Third round candidates announced (7 finalists and 8 alternates)

    July 5, 2022

    Announcement of candidates to be standardized and fourth round candidates
    2022/2024 (Plan) Draft standards available

    Four Selected Candidates to be Standardized

    CRYSTALS – Kyber

    CRYSTALS – Dilithium

    FALCON

    SPHINCS+

    NIST recommends two primary algorithms to be implemented for most use cases: CRYSTALS-KYBER (key-establishment) and CRYSTALS-Dilithium (digital signatures). In addition, the signature schemes FALCON and SPHINCS+ will also be standardized.

    Info-Tech Insight

    There is no need to wait for formal NIST PQC standards selection to begin your post-quantum mitigation project. It is advisable to undertake the necessary steps and allocate resources in phases that can be accomplished prior to the finalization of the standards.

    Prepare for post-quantum cryptography

    The advent of QC is closer than you think: some nations have demonstrated capability with the potential to break current asymmetric-key encryption. Traditional encryption methods will no longer be sufficient as a means of protection. You need to act now to begin your transformation to quantum-resistant encryption.

    This is an infographic showing the three steps: Threat is Imminent; Risks are Profound; and Take Acton Now.

    Insight summary

    Overarching Insight

    The advent of QC is closer than you think as some nations have demonstrated capability with the potential to break current asymmetric-key encryption. Traditional encryption methods will no longer be sufficient as a means of protection. You need to act now to begin your transformation to quantum-resistant encryption.

    Business Impact Is High

    The advent of QC will significantly change our perception of computing and have a crucial impact on the way we protect our digital economy using encryption. The technology's applicability is no longer a theory but a reality to be understood, strategized about, and planned for.

    It's a Collaborative Effort

    Embedding quantum resistance into systems during the process of modernization requires collaboration beyond the scope of a Chief Information Security Officer (CISO) alone. It is a strategic endeavor shaped by leaders throughout the organization, as well as external partners. This comprehensive approach involves the collective input and collaboration of stakeholders from various areas of expertise within and outside the organization.

    Leverage Industry Standards

    There is no need to wait for formal NIST PQC standards selection to begin your post-quantum mitigation project. It is advisable to undertake the necessary steps and allocate resources in phases that can be accomplished prior to the finalization of the standards.

    Take a Holistic Approach

    The advent of QC poses threats to cybersecurity. It's a time to regroup, reassess, and revamp.

    Blueprint benefits

    IT Benefits

    Business Benefits

    • This blueprint will help organizations to discover and then prioritize the systems to be upgraded to post-quantum cryptography.
    • This blueprint will enable organizations to integrate quantum-resistant cryptography into existing IT infrastructure.
    • Developing quantum-resistant cryptography capabilities is crucial to maintaining data security and integrity for critical applications.
    • This blueprint will help organizations to save effort and time needed upgrade to quantum-resilient cryptography.
    • Organizations will reap the substantial benefits of QC's power, while simultaneously shielding against the same technologies when used by cyber adversaries.
    • Avoid reputation and brand image by preventing data breach and leakage.
    • This blueprint will empower organizations to protect corporate data assets in the post-quantum era.
    • Be compliant with various security and privacy laws and regulations.

    Info-Tech Project Value

    Time, value, and resources saved to obtain buy-in from senior leadership team using our research material:

    1 FTEs*10 days*$100,000/year = $6,000

    Time, value, and resources saved to implement quantum-resistant cryptography using our research guidance:

    2 FTEs* 30 days*$100,000/year = $24,000

    Estimated cost and time savings from this blueprint:

    $6,000 + $24,000 =$30,000

    Get prepared for a post-quantum world

    The advent of sufficiently powerful quantum computers poses a risk of compromising or weakening traditional forms of asymmetric and symmetric cryptography. To safeguard data security and integrity for critical applications, it is imperative to undertake substantial efforts in migrating an organization's cryptographic systems to post-quantum encryption. The development of quantum-safe cryptography capabilities is crucial in this regard.

    Phase 1 - Prepare

    • Obtain buy-in from leadership team.
    • Educate your workforce about the upcoming transition.
    • Create defined projects to reduce risks and improve crypto-agility.

    Phase 2 - Discover

    • Determine the extent of your exposed data, systems, and applications.
    • Establish an inventory of classical cryptographic use cases.

    Phase 3 - Assess

    • Assess the security and data protection risks posed by QC.
    • Assess the readiness of transforming existing classical cryptography to quantum-resilience solutions.

    Phase 4 - Prioritize

    • Prioritize transformation plan based on criteria such as business impact, near-term technical feasibility, and effort, etc.
    • Establish a roadmap.

    Phase 5 - Mitigate

    • Implement post-quantum mitigations.
    • Decommissioning old technology that will become unsupported upon publication of the new standard.
    • Validating and testing products that incorporate the new standard.

    Phase 1 – Prepare: Protect data assets in the post-quantum era

    The rise of sufficiently powerful quantum computers has the potential to compromise or weaken conventional asymmetric and symmetric cryptography methods. In anticipation of a quantum-safe future, it is essential to prioritize crypto-agility. Consequently, organizations should undertake specific tasks both presently and in the future to adequately prepare for forthcoming quantum threats and the accompanying transformations.

    Quantum-resistance preparations must address two different needs:

    Reinforce digital transformation initiatives

    To thrive in the digital landscape, organizations must strengthen their digital transformation initiatives by embracing emerging technologies and novel business practices. The transition to quantum-safe encryption presents a unique opportunity for transformation, allowing the integration of these capabilities to evolve business transactions and relationships in innovative ways.

    Protect data assets in the post-quantum era

    Organizations should prioritize supporting remediation efforts aimed at ensuring the quantum safety of existing data assets and services. The implementation of crypto-agility enables organizations to respond promptly to cryptographic vulnerabilities and adapt to future changes in cryptographic standards. This proactive approach is crucial, as the need for quantum-safe measures existed even before the complexities posed by QC emerged.

    Preparation for the post-quantum world has been recommended by the US government and other national bodies since 2016.

    In 2016, NIST, the National Security Agency (NSA), and Central Security Service stated in their Commercial National Security Algorithm Suite and QC FAQ: "NSA believes the time is now right [to start preparing for the post-quantum world] — consistent with advances in quantum computing."
    Source: Cloud Security Alliance, 2021

    Phase 1 – Prepare: Key tasks

    Preparing for quantum-resistant cryptography goes beyond simply acquiring knowledge and conducting experiments in QC. It is vital for senior management to receive comprehensive guidance on the challenges, risks, and potential mitigations associated with the post-quantum landscape. Quantum and post-quantum education should be tailored to individuals based on their specific roles and the impact of post-quantum mitigations on their responsibilities. This customized approach ensures that individuals are equipped with the necessary knowledge and skills relevant to their respective roles.

    Leadership Buy-In

    • Get senior management commitment to post-quantum project.
    • Determine the extent of exposed data, systems, and applications.
    • Identify near-term, achievable cryptographic maturity goals, creating defined projects to reduce risks and improve crypto-agility.

    Roles and Responsibilities

    • The ownership should be clearly defined regarding the quantum-resistant cryptography program.
    • This should be a cross-functional team within which members represent various business units.

    Awareness and Education

    • Senior management needs to understand the strategic threat to the organization and needs to adequately address the cybersecurity risk in a timely fashion.
    • Educate your workforce about the upcoming transition. All training and education should seek to achieve awareness of the following items with the appropriate stakeholders.

    Info-Tech Insight

    Embedding quantum resistance into systems during the process of modernization requires collaboration beyond the scope of a CISO alone. It is a strategic endeavor shaped by leaders throughout the organization, as well as external partners. This comprehensive approach involves the collective input and collaboration of stakeholders from various areas of expertise within and outside the organization.

    Phase 2 – Discover: Establish a data protection inventory

    During the discovery phase, it is crucial to locate and identify any critical data and devices that may require post-quantum protection. This step enables organizations to understand the algorithms in use and their specific locations. By conducting this thorough assessment, organizations gain valuable insights into their existing infrastructure and cryptographic systems, facilitating the implementation of appropriate post-quantum security measures.

    Inventory Core Components

    1. Description of devices and/or data
    2. Location of all sensitive data and devices
    3. Criticality of the data
    4. How long the data or devices need to be protected
    5. Effective cryptography in use and cryptographic type
    6. Data protection systems currently in place
    7. Current key size and maximum key size
    8. Vendor support timeline
    9. Post-quantum protection readiness

    Key Things to Consider

    • The accuracy and thoroughness of the discovery phase are critical factors that contribute to the success of a post-quantum project.
    • It is advisable to conduct this discovery phase comprehensively across all aspects, not solely limited to public-key algorithms.
    • Performing a data protection inventory can be a time-consuming and challenging phase of the project. Breaking it down into smaller subtasks can help facilitate the process.
    • Identifying all information can be particularly challenging since data is typically scattered throughout an organization. One approach to begin this identification process is by determining the inputs and outputs of data for each department and team within the organization.
    • To ensure accountability and effectiveness, it is recommended to assign a designated individual as the ultimate owner of the data protection inventory task. This person should have the necessary responsibilities and authority to successfully accomplish the task.

    Phase 3 – Assess: The workflow

    Quantum risk assessment entails evaluating the potential consequences of QC on existing security measures and devising strategies to mitigate these risks. This process involves analyzing the susceptibility of current systems to attacks by quantum computers and identifying robust security measures that can withstand QC threats.

    Risk Assessment Workflow

    This is an image of the Risk Assessment Workflow

    By identifying the security gaps that will arise with the advent of QC, organizations can gain insight into the substantial vulnerabilities that core business operations will face when QC becomes a prevalent reality. This proactive understanding enables organizations to prepare and implement appropriate measures to address these vulnerabilities in a timely manner.

    Phase 4 – Prioritize: Balance business value, security risks, and effort

    Organizations need to prioritize the mitigation initiatives based on various factors such as business value, level of security risk, and the effort needed to implement the mitigation controls. In the diagram below, the size of the circle reflects the degree of effort. The bigger the size, the more effort is needed.

    This is an image of a chart where the X axis represents Security Risk level, and the Y axis is Business Value.

    QC Adopters Anticipated Annual Budgets

    This is an image of a bar graph showing the Anticipated Annual Budgets for QC Adopters.
    Source: Hyperion Research, 2022

    Hyperion's survey found that the range of expected budget varies widely.

    • The most selected option, albeit by only 38% of respondents, was US$5 million to US$15 million.
    • About one-third of respondents foresaw annual budgets that exceeded US$15 million, and one-fifth expected budgets to exceed US$25 million.

    Build your risk mitigation roadmap

    2 hours

    1. Review the quantum-resistance initiatives generated in Phase 3 – Assessment.
    2. With input from all stakeholders, prioritize the initiatives based on business value, security risks, and effort using the 2x2 grid.
    3. Review the position of all initiatives and adjust accordingly considering other factors such as dependency, etc.
    4. Place prioritized initiatives to a wave chart.
    5. Assign ownership and target timeline for each initiative.

    This is an image the Security Risk Vs. Business value graph, above an image showing Initiatives Numbered 1-7, divided into Wave 1; Wave 2; and Wave 3.

    Input

    • Data protection inventory created in phase 2
    • Risk assessment produced in phase 3
    • Business unit leaders' and champions' understanding (high-level) of challenges posed by QC

    Output

    • Prioritization of quantum-resistance initiatives

    Materials

    • Whiteboard/flip charts
    • Sticky notes
    • Pen/whiteboard markers

    Participants

    • Quantum-resistance program owner
    • Senior leadership team
    • Business unit heads
    • Chief security officer
    • Chief privacy officer
    • Chief information officer
    • Representatives from legal, risk, and governance

    Phase 5 – Mitigate: Implement quantum-resistant encryption solutions

    To safeguard against cybersecurity risks and threats posed by powerful quantum computers, organizations need to adopt a robust defense-in-depth approach. This entails implementing a combination of well-defined policies, effective technical defenses, and comprehensive education initiatives. Organizations may need to consider implementing new cryptographic algorithms or upgrading existing protocols to incorporate post-quantum encryption methods. The selection and deployment of these measures should be cost-justified and tailored to meet the specific needs and risk profiles of each organization.

    Governance

    Implement solid governance mechanisms to promote visibility and to help ensure consistency

    • Update policies and documents
    • Update existing acceptable cryptography standards
    • Update security and privacy audit programs

    Industry Standards

    • Stay up to date with newly approved standards
    • Leverage industry standards (i.e. NIST's post-quantum cryptography) and test the new quantum-safe cryptographic algorithms

    Technical Mitigations

    Each type of quantum threat can be mitigated using one or more known defenses.

    • Physical isolation
    • Replacing quantum-susceptible cryptography with quantum-resistant cryptography
    • Using QKD
    • Using quantum random number generators
    • Increasing symmetric key sizes
    • Using hybrid solutions
    • Using quantum-enabled defenses

    Vendor Management

    • Work with key vendors on a common approach to quantum-safe governance
    • Assess vendors for possible inclusion in your organization's roadmap
    • Create acquisition policies regarding quantum-safe cryptography

    Research Contributors and Experts

    This is a picture of Adib Ghubril

    Adib Ghubril
    Executive Advisor, Executive Services
    Info-Tech Research Group

    This is a picture of Erik Avakian

    Erik Avakian
    Technical Counselor
    Info-Tech Research Group

    This is a picture of Alaisdar Graham

    Alaisdar Graham
    Executive Counselor
    Info-Tech Research Group

    This is a picture of Carlos Rivera

    Carlos Rivera
    Principal Research Advisor
    Info-Tech Research Group

    This is a picture of Hendra Hendrawan

    Hendra Hendrawan
    Technical Counselor
    Info-Tech Research Group

    This is a picture of Fritz Jean-Louis

    Fritz Jean-Louis
    Principal Cybersecurity Advisor
    Info-Tech Research Group

    Bibliography

    117th Congress (2021-2022). H.R.7535 - Quantum Computing Cybersecurity Preparedness Act. congress.gov, 21 Dec 2022.
    Arute, Frank, et al. Quantum supremacy using a programmable superconducting processor. Nature, 23 Oct 2019.
    Bernhardt, Chris. Quantum Computing for Everyone. The MIT Press, 2019.
    Bob Sorensen. Quantum Computing Early Adopters: Strong Prospects For Future QC Use Case Impact. Hyperion Research, Nov 2022.
    Candelon, François, et al. The U.S., China, and Europe are ramping up a quantum computing arms race. Here's what they'll need to do to win. Fortune, 2 Sept 2022.
    Curioni, Alessandro. How quantum-safe cryptography will ensure a secure computing future. World Economic Forum, 6 July 2022.
    Davis, Mel. Toxic Substance Exposure Requires Record Retention for 30 Years. Alert presented by CalChamber, 18 Feb 2022.
    Eddins, Andrew, et al. Doubling the size of quantum simulators by entanglement forging. arXiv, 22 April 2021.
    Gambetta, Jay. Expanding the IBM Quantum roadmap to anticipate the future of quantum-centric supercomputing. IBM Research Blog, 10 May 2022.
    Golden, Deborah, et al. Solutions for navigating uncertainty and achieving resilience in the quantum era. Deloitte, 2023.
    Grimes, Roger, et al. Practical Preparations for the Post-Quantum World. Cloud Security Alliance, 19 Oct 2021.
    Harishankar, Ray, et al. Security in the quantum computing era. IBM Institute for Business Value, 2023.
    Hayat, Zia. Digital trust: How to unleash the trillion-dollar opportunity for our global economy. World Economic Forum, 17 Aug 2022.
    Mateen, Abdul. What is post-quantum cryptography? Educative, 2023.
    Moody, Dustin. Let's Get Ready to Rumble—The NIST PQC 'Competition.' NIST, 11 Oct 2022.
    Mosca, Michele, Dr. and Dr. Marco Piani. 2021 Quantum Threat Timeline Report. Global Risk Institute, 24 Jan 2022.
    Muppidi, Sridhar and Walid Rjaibi. Transitioning to Quantum-Safe Encryption. Security Intelligence, 8 Dec 2022.
    Payraudeau, Jean-Stéphane, et al. Digital acceleration: Top technologies driving growth in a time of crisis. IBM Institute for Business Value, Nov 2020.
    Quantum-Readiness Working Group (QRWG). Canadian National Quantum-Readiness- Best Practices and Guidelines. Canadian Forum for Digital Infrastructure Resilience (CFDIR), 17 June 2022.
    Rotman, David. We're not prepared for the end of Moore's Law. MIT Technology Review, 24 Feb 2020.
    Saidi, Susan. Calculating a computing revolution. Roland Berger, 2018.
    Shorter., Ted. Why Companies Must Act Now To Prepare For Post-Quantum Cryptography. Forbes.com, 11 Feb 2022.
    Sieger, Lucy, et al. The Quantum Decade, Third edition. IBM, 2022.
    Sorensen, Bob. Broad Interest in Quantum Computing as a Driver of Commercial Success. Hyperion Research, 17 Nov 2021.
    Wise, Jason. How Much Data is Created Every Day in 2022? Earthweb, 22 Sept 2022.
    Wright, Lawrence. The Plague Year. The New Yorker, 28 Dec 2020.
    Yan, Bao, et al. Factoring integers with sublinear resources on a superconducting quantum processor. arXiv, 23 Dec 2022.
    Zhong, Han-Sen, et al. Quantum computational advantage using photons. science.org, 3 Dec 2020.

    The Complete Manual for Layoffs

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    • Parent Category Name: Lead
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    When the economy is negatively influenced by factors beyond any organization’s control, the impact can be felt almost immediately on the bottom line. This decline in revenue as a result of a weakening economy will force organizations to reconsider every dollar they spend.

    Our Advice

    Critical Insight

    • The remote work environment many organizations find themselves in adds a layer of complexity to the already sensitive process of laying off employees.
    • Carrying out layoffs must be done while keeping personal contact as your first priority. That personal contact should be the basis for all subsequent communication with laid-off and remaining staff, even after layoffs have occurred.

    Impact and Result

    By following our process, we can provide your organization with the direction, tools, and best practices to lay off employees. This will need to be done with careful consideration into your organization’s short- and longer-term strategic goals.

    The Complete Manual for Layoffs Research & Tools

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

    1. Prepare for layoffs

    Understand the most effective cost-cutting solutions and set layoff policies and guidelines.

    • The Complete Manual for Layoffs Storyboard
    • Layoffs SWOT Analysis Template
    • Redeployment and Layoff Strategy Workbook
    • Sample Layoffs Policy
    • Cost-Cutting Planning Tool
    • Termination Costing Tool

    2. Objectively identify employees

    Develop an objective layoff selection method and plan for the transfer of essential responsibilities.

    • Workforce Planning Tool
    • Employee Layoff Selection Tool

    3. Prepare to meet with employees

    Plan logistics, training, and a post-layoff plan communication.

    • Termination Logistics Tool
    • IT Knowledge Transfer Risk Assessment Tool
    • IT Knowledge Transfer Plan Template
    • IT Knowledge Identification Interview Guide Template
    • Knowledge Transfer Job Aid
    • Layoffs Communication Package

    4. Meet with employees

    Collaborate with necessary departments and deliver layoffs notices.

    • Employee Departure Checklist Tool

    5. Monitor and manage departmental effectiveness

    Plan communications for affected employee groups and monitor organizational performance.

    • Ten Ways to Connect With Your Employees
    • Creating Connections
    [infographic]

    The challenge of corporate security management

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    • Parent Category Name: Security and Risk
    • Parent Category Link: /security-and-risk

    Corporate security management is a vital aspect in every modern business, regardless of business area or size. At Tymans Group we offer expert security management consulting to help your business set up proper protocols and security programs. More elaborate information about our security management consulting services and solutions can be found below.

    Corporate security management components

    You may be experiencing one or more of the following:

    • The risk goals should support business goals. Your business cannot operate without security, and security is there to conduct business safely. 
    • Security governance supports security strategy and security management. These three components form a protective arch around your business. 
    • Governance and management are like the legislative branch and the executive branch. Governance tells people what to do, and management's job is to verify that they do it.

    Our advice with regards to corporate security management

    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 be much more straightforward.

    Impact and results of our corporate security management approach

    • The approach of our security management consulting company helps to provide a starting point for realistic governance and realistic corporate security management.
    • We help you by implementing security governance and managing it, taking into account your company's priorities, and keeping costs to a minimum.

    The roadmap

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

    Get up to speed

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

    Align your security objectives with your business goals

    Determine the company's risk tolerance.

    • Implement a Security Governance and Management Program – Phase 1: Align Business Goals With Security Objectives (ppt)
    • Information Security Governance and Management Business Case (ppt)
    • Information Security Steering Committee Charter (doc)
    • Information Security Steering Committee RACI Chart (doc)
    • Security Risk Register Tool (xls)

    Build a practical governance framework for your company

    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.

    • Implement a Security Governance and Management Program – Phase 2: Develop an Effective Governance Framework (ppt)
    • Information Security Charter (doc)
    • Security Governance Organizational Structure Template (doc)
    • Security Policy Hierarchy Diagram (ppt)
    • Security Governance Model Facilitation Questions (ppt)
    • Information Security Policy Charter Template (doc)
    • Information Security Governance Model Tool (Visio)
    • Pdf icon 20x20
    • Information Security Governance Model Tool (PDF)

    Now that you have built it, manage your governance framework.

    There are several essential management activities that we as a security management consulting company suggest you employ.

    • Implement a Security Governance and Management Program – Phase 3: Manage Your Governance Framework (ppt)
    • Security Metrics Assessment Tool (xls)
    • Information Security Service Catalog (xls)
    • Policy Exception Tracker (xls)
    • Information Security Policy Exception Request Form (doc)
    • Security Policy Exception Approval Workflow (Visio)
    • Security Policy Exception Approval Workflow (PDF)
    • Business Goal Metrics Tracking Tool (xls)

    Book an online appointment for more advice

    We are happy to tell you more about our corporate security management solutions and help you set up fitting security objectives. As a security management consulting firm we offer solutions and advice, based on our own extensive experience, which are practical and people-orientated. Discover our services, which include data security management and incident management and book an online appointment with CEO Gert Taeymans to discuss any issues you may be facing regarding risk management or IT governance.

    cybersecurity

    Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind

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    • Parent Category Name: DR and Business Continuity
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    • Writing SOPs is the last thing most people want to do, so the work gets pushed down the priority list and the documents become dated.
    • Most organizations know it is good practice to have SOPs as it improves consistency, facilitates process improvement, and contributes to efficient operations.
    • Though the benefits are understood, many organizations don't have SOPs and those that do don't maintain them.

    Our Advice

    Critical Insight

    • Create visual documents, not dense SOP manuals.
    • Start with high-impact SOPs, and identify the most critical undocumented SOPs and address them first.
    • Integrate SOP creation into project requirements and create SOP approval steps to ensure documentation is reviewed and completed in a timely fashion.

    Impact and Result

    • Create visual documents that can be scanned. Flowcharts, checklists, and diagrams are quicker to create, take less time to update, and are ultimately more usable than a dense manual.
    • Use simple but effective document management practices.
    • Make SOPs part of your project deliverables rather than an afterthought. That includes checking documentation status as part of your change management process.

    Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind Research & Tools

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

    1. Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind – Make SOPs work for you with visual documents that are easier to create and more effective for process management and optimization.

    Learn best practices for creating, maintaining, publishing, and managing effective SOP documentation.

    • Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind – Phases 1-3

    2. Standard Operating Procedures Workbook and Document Management Checklist – Prioritize, optimize, and document critical SOPs.

    Identify required documentation and prioritize them according to urgency and impact.

    • Standard Operating Procedures Workbook
    • Document Management Checklist

    3. Process Templates and Examples – Review and assess templates to find samples that are fit for purpose.

    Review the wide variety of samples to see what works best for your needs.

    • Standard Operating Procedures Project Roadmap Tool
    • System Recovery Procedures Template
    • Application Development Process – AppDev Example (Visio)
    • Application Development Process – AppDev Example (PDF)
    • Network Backup for Atlanta Data Center – Backups Example
    • DRP Recovery Workflow Template (PDF)
    • DRP Recovery Workflow Template (Visio)
    • Employee Termination Process Checklist – IT Security Example
    • Sales Process for New Clients – Sales Example (Visio)
    • Sales Process for New Clients – Sales Example (PDF)
    • Incident and Service Management Procedures – Service Desk Example (Visio)
    • Incident and Service Management Procedures – Service Desk Example (PDF)
    [infographic]

    Further reading

    Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind

    Change your focus from satisfying auditors to driving process optimization, consistent IT operations, and effective knowledge transfer.

    Project Outline

    Two flowcharts are depicted. The first is labelled 'Executive Brief' and the second is labelled 'Tools and Templates Roadmap'. Both outline the following project.

    ANALYST PERSPECTIVE

    Do your SOPs drive process optimization?

    "Most organizations struggle to document and maintain SOPs as required, leading to process inconsistencies and inefficiencies. These breakdowns directly impact the performance of IT operations. Effective SOPs streamline training and knowledge transfer, improve transparency and compliance, enable automation, and ultimately decrease costs as processes improve and expensive breakdowns are avoided. Documenting SOPs is not just good practice; it directly impacts IT efficiency and your bottom line."

    Frank Trovato, Senior Manager, Infrastructure Research Info-Tech Research Group

    Our understanding of the problem

    This Research Is Designed For:

    • IT Process Owners
    • IT Infrastructure Managers
    • IT Service Managers
    • System Administrators
    • And more…

    This Research Will Help You:

    • Identify, prioritize, and document SOPs for critical business processes.
    • Discover opportunities for overall process optimization by documenting SOPs.
    • Develop documentation best practices that support ongoing maintenance and review.

    This Research Will Also Assist:

    • CTOs
    • Business unit leaders

    This Research Will Help Them:

    • Understand the need for and value of documenting SOPs in a usable format.
    • Help set expectations around documentation best practices.
    • Extend IT best practices to other parts of the business.

    Executive summary

    Situation

    • Most organizations know it is good practice to have SOPs as it improves consistency, facilitates process improvement, and contributes to efficient operations.
    • Though the benefits are understood, many organizations don't have SOPs and those that do don't maintain them.

    Complication

    • Writing SOPs is the last thing most people want to do, so the work gets pushed down the priority list and the documents become dated.
    • Promoting the use of SOPs can also face staff resistance as the documentation is seen as time consuming to develop and maintain, too convoluted to be useful, and generally out of date.

    Resolution

    • Overcome staff resistance while implementing a sustainable SOP documentation approach by doing the following:
      • Create visual documents that can be scanned. Flowcharts, checklists, and diagrams are quicker to create, take less time to update, and are ultimately more usable than a dense manual.
      • Use simple, but effective document management practices.
      • Make SOPs part of your project deliverables rather than an afterthought. That includes checking documentation status as part of your change management process.
    • Extend these principles to other areas of IT and business processes. The survey data and examples in this report include application development and business processes as well as IT operations.

    Info-Tech Insight

    1. Create visual documents, not dense SOP manuals.
    2. Start with high-impact SOPs. Identify the most critical undocumented SOPs and document them first.
    3. Integrate SOP creation into project requirements and create SOP approval steps to ensure documentation is reviewed and completed in a timely fashion.

    Most organizations struggle to create and maintain SOP documents, especially in North America, despite the benefits

    North American companies are traditionally more technology focused than process focused, and that is reflected in the approach to documenting SOPs.

    • An ad hoc approach to SOPs almost certainly means documents will be out of date and ineffective. The same is also true when updating SOPs as part of periodic concerted efforts to prepare for an audit, annual review, or certification process, and this makes the task more imposing.
    • Incorporating SOP updates as part of regular change management processes ensures documents are up to date and usable. This can also make reviews and audits much more manageable.

    'It isn’t unusual for us to see infrastructure or operations documentation that is wildly out of date. We’re talking months, even years. Often it was produced as one big effort and then not reliably maintained.'

    – Gary Patterson, Consultant, Quorum Resources

    Organizations are most likely to update documents on an ad hoc basis or via periodic formal reviews. Less than 25% keep SOPs updated as needed.

    Graph depicting North America versus Asia and Europe practices of document updates

    Source: Info-Tech Research Group; N=104

    Document SOPs to improve knowledge transfer, optimize processes, and ultimately save money

    Benefits of documented SOPs Impact of undocumented/undefined SOPs
    Improved training and knowledge transfer: Routine tasks can be delegated to junior staff (freeing senior staff to work on higher priority tasks). Without documented SOPs: Tasks will be difficult to delegate, key staff become a bottleneck, knowledge transfer is inconsistent, and there is a longer onboarding process for new staff.
    IT automation, process optimization, and consistent operations: Defining, documenting, and then optimizing processes enables IT automation to be built on sound processes, so consistent positive results can be achieved. Without documented SOPs: IT automation built on poorly defined, unoptimized processes leads to inconsistent results.
    Compliance: Compliance audits are more manageable because the documentation is already in place. Without documented SOPs: Documenting SOPs to prepare for an audit becomes a major time-intensive project.
    Transparency: Visually documented processes answer the common business question of “why does that take so long?” Without documented SOPs: Other areas of the organization may not understand how IT operates, which can lead to confusion and unrealistic expectations.
    Cost savings: Work can be assigned to the lowest level of support cost, IT operations achieve greater efficiency, and expensive breakdowns are avoided. Without documented SOPs: Work may be distributed uneconomically, money may be wasted through inefficient processes, and the organization is vulnerable to costly disruptions.

    COBIT, ISO, and ITIL aren’t a complete solution

    "Being ITIL and ISO compliant hasn’t solved our documentation problem. We’re still struggling."

    – Vendor Relationship Manager, Financial Services Industry

    • Adopting a framework such as ITIL, COBIT, or ISO doesn’t always mean that SOP documents are accurate, effective, or up to date.
    • Although these frameworks emphasize the importance of documenting processes, they tend to focus more on process development and requirements than on actual documentation. In other words, they deal more with what needs to be done than with how to do it.
    • This research will focus more on the documentation process itself – so how to go about creating, updating, optimizing, managing, and distributing SOP documents.

    Inadequate SOPs lead to major data loss and over $99,000 in recovery costs

    CASE STUDY 1

    Company A mid-sized US organization with over 1,000 employees

    Source Info-Tech Interview

    Situation

    • IT supports storage nodes replicated across two data centers. SOPs for backup procedures did not include an escalation procedure for failed backups or a step to communicate successful backups. Management was not aware of the issue and therefore could not address it before a failure occurred.

    Incident

    • Primary storage had a catastrophic failure, and that put pressure on the secondary storage, which then also failed. All active storage failed and the data corrupted. Daily backups were failing due to lack of disk space on the backup device. The organization had to resort to monthly tape backups.

    Impact

    • Lost 1 month of data (had to go back to the last tape backup).
    • Recovery also took much longer because recovery procedures were also not documented.
    • Key steps such as notifying impacted customers were overlooked. Customers were left unhappy not only with the outage and data loss but also the lack of communication.
    Hard dollar recovery costs
    Backup specialist (vendor) to assist with restoring data from tape $12,000
    Temps to re-enter 1 month of data $5,000
    Weekend OT for 4 people (approximately 24 hours per person) $5,538
    Productivity cost for affected employees for 1 day of downtime $76,923
    Total $99,462

    Intangible costs

    High “goodwill” impact for internal staff and customers.

    "The data loss pointed out a glaring hole in our processes – the lack of an escalation procedure. If I knew backups weren’t being completed, I would have done something about that immediately."

    – Senior Division Manager, Information Technology Division

    IT services company optimizes its SOPs using “Lean” approach

    CASE STUDY 2

    Company Atrion

    SourceInfo-Tech Interview

    Lean and SOPs

    • Standardized work is important to Lean’s philosophy of continuous improvement. SOPs allow for replication of the current best practices and become the baseline standard for member collaboration toward further improvements.
    • For more on Lean’s approach to SOPs, see “Lean Six Sigma Quality Transformation Toolkit (LSSQTT) Tool #17.”

    Atrion’s approach

    • Atrion is focused on documenting high-level processes that improve the client and employee experience or which can be used for training.
    • Cross-functional teams collaborate to document a process and find ways to optimize that SOP.
    • Atrion leverages visual documentation as much as possible: flowcharts, illustrations, video screen captures, etc.

    Outcomes

    • Large increase in usable, up-to-date documentation.
    • Process and efficiency improvements realized and made repeatable.
    • Success has been so significant that Atrion is planning to offer SOP optimization training and support as a service for its clients in the future.

    Atrion

    • Atrion provides IT services, solutions, and leadership to clients in the 250+ user range.
    • After adopting the Lean framework for its organization, it has deliberately focussed on optimizing its documentation.

    When we initiated a formal process efficiency program a little over a year ago and began striving towards a culture of continuous improvement, documenting our SOPs became key. We capture how we do things today and how to make that process more efficient. We call it current state and future state mapping of any process.

    – Michelle Pope, COO, Atrion Networking Corp.

    Strategies to overcome common documentation challenges

    Use Info-Tech’s methodology to streamline the SOP documentation process.

    Common documentation challenges Info-Tech’s methodology
    Where to start. For organizations with very few (if any) documented SOPs, the challenge is where to start. Apply a client focus to prioritize SOPs. Start with mission-critical operations, service management, and disaster recovery.
    Lack of time. Writing SOPs is viewed as an onerous task, and IT staff typically do not like to write documentation or lack the time. Use flowcharts, checklists, and diagrams over traditional dense manuals. Flowcharts, checklists, and diagrams take less time to create and maintain, and the output is far more usable than traditional manuals.
    Inconsistent document management. Documents are unorganized, e.g. hard to find documents, or you don’t know if you have the correct, latest version. Keep it simple. You don’t need a full-time SOP librarian if you stick to a simple, but consistent approach to documentation management. Simple is easier to follow (therefore, be consistent).
    Documentation is not maintained. More urgent tasks displace documentation efforts. There is little real motivation for staff to keep documents current. Ensure accountability at the individual and project level. Incorporate documentation requirements into performance evaluations, project planning, and change control procedures.

    Use this blueprint as a building block to complete these other Info-Tech projects

    Improve IT-Business Alignment Through an Internal SLA

    Understand business requirements, clarify capabilities, and close gaps.

    Standardize the Service Desk – Module 2 & 3

    Improve reporting and management of incidents and build service request workflows.

    Create a Right-Sized Disaster Recovery Plan

    Define appropriate objectives for DR, build a roadmap to close gaps, and document your incident response plan.

    Extend the Service Desk to the Enterprise

    Position IT as an innovator.

    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

    Create Visual SOP Documents – project overview

    1. Prioritize, optimize, and document critical SOPs 2. Establish a sustainable documentation process 3. Identify a content management solution
    Best-Practice Toolkit

    1.1 Identify and prioritize undocumented/outdated critical processes

    1.2 Reduce effort and improve usability with visual documentation

    1.3 Optimize and document critical processes

    2.1 Establish guidelines for identifying and organizing SOPs

    2.2 Write an SOP for creating and maintaining SOPs

    2.3 Plan SOP working sessions to put a dent into your documentation backlog

    3.1 Understand the options when it comes to content management solutions

    3.2 Use Info-Tech’s evaluation tool to determine the right approach for you

    Guided Implementations
    • Identify undocumented critical SOPs.
    • Understand the benefits of a visual approach.
    • Work through a tabletop exercise to document two visual SOP documents.
    • Establish documentation information guidelines.
    • Identify opportunities to create a culture that fosters SOP creation.
    • Address outstanding undocumented SOPs by working through process issues together.
    • Review your current approach to content management and discuss possible alternatives.
    • Evaluate options for a content management strategy, in the context of your own environment.
    Onsite Workshop Module 1:

    Identify undocumented critical processes and review the SOP mapping process.

    Module 2:

    Review and improve your documentation process and address your documentation backlog.

    Module 3:

    Evaluate strategies for publishing and managing SOP documentation.

    Phase 1 Outcome:
      Review and implement the process for creating usable SOPs.
    Phase 2 Outcome:
      Optimize your SOP maintenance processes.
    Phase 3 Outcome:
      Choose a content management solution that meets your needs.

    Workshop overview

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

    Workshop Prep Workshop Day 1 Workshop Day 2 Workshop Day 3 Workshop Day 4
    Activities Scope the SOP pilot and secure resources
    • Identify the scope of the pilot project.
    • Develop a list of processes to document.
    • Ensure required resources are available.
    Prioritize SOPs and review methodology

    1.1 Prioritize undocumented SOPs.

    1.2 Review the visual approach to SOP planning.

    1.3 Conduct a tabletop planning exercise.

    Review SOPs and identify process gaps

    2.1 Continue the tabletop planning exercise with other critical processes.

    2.2 Conduct a gap analysis to identify solutions to issues discovered during SOP mapping.

    Identify projects to meet process gaps

    3.1 Develop a prioritized project roadmap to address gaps.

    3.2 Define a process for documenting and maintaining SOPs.

    3.3 Identify and assign actions to improve SOP management and maintenance.

    Set next steps and put a dent in your backlog

    4.1 Run an SOP working session with experts and process owners to put a dent in the documentation backlog.

    4.2 Identify an appropriate content management solution.

    Deliverables
    1. Defined scope for the workshop.
    2. A longlist of key processes.
    1. Undocumented SOPs prioritized according to business criticality and current state.
    2. One or more documented SOPs.
    1. One or more documented SOPs.
    2. Gap analysis.
    1. SOP Project Roadmap.
    2. Publishing and Document Management Solution Evaluation Tool.
    1. Multiple documented SOPs.
    2. Action steps to improve SOP management and maintenance.

    Measured value for Guided Implementations (GIs)

    Engaging in GIs doesn’t just offer valuable project advice, it also results in significant cost savings.

    GI Measured Value
    Phase 1: Prioritize, optimize, and document critical SOPs
    • Time, value, and resources saved using Info-Tech’s methodology to prioritize and document SOPs in the ideal visual format.
    • For example, 4 FTEs*4 days*$80,000/year = $5,120
    Phase 2: Establish a sustainable documentation process
    • Time, value, and resources saved using our tools and methodology to implement a process to ensure SOPs are maintained, accessible, and up to date.
    • For example: 4 FTEs*5 days*$80,000/year = $6,400
    Phase 3: Identify a content management solution
    • Time, value, and resources saved using our best-practice guidance and tools to select an approach and solution to manage your organization’s SOPs.
    • For example: 2 FTEs*5 days*$80,000/year = $3,200
    Total Savings $14,720

    Note: Documenting SOPs provides additional benefits that are more difficult to quantify: reducing the time spent by staff to find or execute processes, improving transparency and accountability, presenting opportunities for automation, etc.

    Phase 1

    Prioritize, Optimize, and Document Critical SOPs

    Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind

    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: Prioritize, optimize, and document critical SOPs

    Proposed Time to Completion (in weeks): 2 weeks

    Step 1.1: Prioritize SOPs

    Start with an analyst kick off call:

    • Apply a client focus to critical IT services.
    • Identify undocumented, critical SOPs.

    Then complete these activities…

    • Rank and prioritize your SOP documentation needs.

    With this template:

    Standard Operating Procedures Workbook

    Step 1.2: Develop visual documentation

    Review findings with analyst:

    • Understand the benefits of a visual approach.
    • Review possibilities for visual documentation.

    Then complete these activities…

    • Identify formats that can improve your SOP documentation.

    With these templates:

    • Example DRP Process Flows
    • Example App Dev Process And more…

    Step 1.3: Optimize and document critical processes

    Finalize phase deliverable:

    • Two visual SOP documents, mapped using a tabletop exercise.

    Then complete these activities…

    • Create the visual SOP.
    • Review and optimize the process.

    With this tool:

    SOP Project Roadmap Tool

    Phase 1 Results & Insights:

    Identify opportunities to deploy visual documentation, and follow Info-Tech’s process to capture steps, gaps, and opportunities to improve IT processes.

    Focus first on client-facing and high-impact SOPs

    IT’s number one obligation to internal and external customers is to keep critical services running – that points to mission-critical operations, service management, and disaster recovery.

    Topic Description
    Mission-critical operations
    • Maintenance processes for mission-critical systems (e.g. upgrade procedures, batch processing, etc.).
    • Client-facing services with either formal or informal SLAs.
    • Change management – especially for mission-critical systems, change management is more about minimizing risk of downtime than expediting change.
    Service management
    • Service desk procedures (e.g. ticket assignment and issue response).
    • Escalation procedures for critical outages.
    • System monitoring.
    Disaster recovery procedures
    • Management-level incident response plans, notification procedures, and high-level failover procedures (e.g. which systems must come up first, second, third).
    • Recovery or failover procedures for individual systems.
    • Backup and restore procedures – to ensure backups are available if needed.

    Understand what makes an application or service mission critical

    When email or a shared drive goes down, it may impact productivity, but may not be a significant impact to the business. Ask these questions when assessing whether an application or service is mission critical.

    Criteria Description
    Is there a hard-dollar impact from downtime?
    • For example, when an online catalog system goes down, it impacts sales and therefore revenue. Without determining the actual financial impact, you can make an immediate assessment that this is a Gold system.
    • By contrast, loss of email may impact productivity but may not affect revenue streams, depending on your business. A classification of Silver is most likely appropriate.
    Impact on goodwill/customer trust?
    • If downtime means delays in service delivery or otherwise impacts goodwill, there is an intangible impact on revenue that may make the associated systems Gold status.
    Is regulatory compliance a factor?
    • If a system requires redundancy and/or high availability due to legal or regulatory compliance requirements, it may need to be classified as a Gold system.
    Is there a health or safety risk?
    • For example, police and medical organizations have systems that are mission critical due to their impact on health and safety rather than revenue or cost, and therefore are classified as Gold systems. Are there similar considerations in your organization?

    "Email and other Windows-based applications are important for our day-to-day operations, but they aren’t critical. We can still manufacture and ship clothing without them. However, our manufacturing systems, those are absolutely critical"

    – Bob James, Technical Architect, Carhartt, Inc.

    Create a high-level risk and benefit scale

    1.1a

    15 minutes

    Define criteria for high, medium, and low risks and benefits, as shown in the example below. These criteria will be used in the upcoming exercises to rank SOPs.

    Note: The goal in this section is to provide high-level indicators of which SOPs should be documented first, so a high-level set of criteria is used. To conduct a detailed business impact analysis, see Info-Tech’s Create a Right-Sized Disaster Recovery Plan.

    Materials

    • Whiteboard

    Participants

    • Process Owners
    • SMEs
    Risk to the business Score
    Low: Affects ad hoc activities or non-critical data. 1
    Moderate: Impacts productivity and internal goodwill. 2
    High: Impacts revenue, safety, and external goodwill. 3
    Benefit (e.g. productivity improvement) Score
    Low: Minimal impact. 1
    Moderate: Items with short-term or occasional applicability, so limited benefit. 2
    High: Save time for common or ongoing processes, and extensive improvement to training/knowledge transfer. 3

    Identify and prioritize undocumented mission-critical operations

    1.1b

    15 minutes

    1. To navigate to this exercise, open Info-Tech’s Standard Operating Procedures Workbook.
    2. List your top three–five mission critical applications or services.
    3. Identify relevant SOPs that support those applications or services.
    4. Indicate SOP status: Green = up to date and complete, Yellow = out-of-date or incomplete, Red = undocumented.
    5. Assign risk and benefit scores (3=high, 1=low) to Yellow and Red SOPs based on potential impact if those processes failed (risk) and opportunity for process improvement (benefit).

    OUTPUT

    • Analysis of SOPs supporting mission-critical operations

    Materials

    • Whiteboard

    Participants

    • Process Owners
    • SMEs
    Application SOPs Status Risk Benefit
    Enterprise Resource Planning (ERP)
    • System administration (user administration, adding projects, etc.).
    Red 1 2
    • System upgrades (including OS upgrades and patches).
    Red 2 2
    • Report generation.
    Green n/a n/a
    Network services
    • Network monitoring (including fault detection).
    Yellow 3 2
    • Network upgrades.
    Red 2 1
    • Backup procedures.
    Yellow 3 1

    Identify and prioritize undocumented service management procedures

    1.1c

    15 minutes

    1. To navigate to this exercise, open Info-Tech’s Standard Operating Procedures Workbook.
    2. Identify service management SOPs.
    3. Indicate SOP status: Green = up to date and complete, Yellow = out-of-date or incomplete, Red = undocumented.
    4. Assign risk and benefit scores (3=high, 1=low) to Yellow and Red SOPs based on potential impact if those processes failed (risk) and opportunity for process improvement (benefit).

    OUTPUT

    • Analysis of SOPs supporting service management

    Materials

    • Whiteboard

    Participants

    • Process Owners
    • SMEs
    Service Type SOPs Status Risk Benefit
    Service Request
    • Software install
    Red 3 1
    • Software update
    Yellow 3 1
    • New hardware
    Green n/a n/a
    Incident Management
    • Ticket entry and triage
    Yellow 3 2
    • Ticket escalation
    Red 2 1
    • Notification for critical issues
    Yellow 3 1

    Identify and prioritize undocumented DR procedures

    1.1d

    20 minutes

    1. To navigate to this exercise, open Info-Tech’s Standard Operating Procedures Workbook.
    2. Identify DR SOPs.
    3. Indicate SOP status: Green = up to date and complete, Yellow = out-of-date or incomplete, Red = undocumented.
    4. Assign risk and benefit scores (3=high, 1=low) to Yellow and Red SOPs based on potential impact if those processes failed (risk) and opportunity for process improvement (benefit).

    OUTPUT

    • Analysis of SOPs supporting DR

    Materials

    • Whiteboard

    Participants

    • Process Owners
    • SMEs
    DR Phase SOPs Status Risk Benefit
    Discovery and Declaration
    • Initial detection and escalation
    Red 3 1
    • Notification procedures to Emergency Response Team (ERT)
    Yellow 3 1
    • Notification procedures to staff
    Green n/a n/a
    Recover Gold Systems
    • ERP recovery procedures
    Red 2 2
    • Corporate website recovery procedures
    Yellow 3 2
    Recover Silver Systems
    • MS Exchange recovery procedures
    Red 2 1

    Select the SOPs to focus on for the first round of documentation

    1.1e

    20 minutes

    1. Identify two significantly different priority 1 SOPs to document during this workshop. It’s important to get a sense of how the Info-Tech templates and methodology can be applied to different types of SOPs.
    2. Rank the remaining SOPs that you still need to address post-workshop by priority level within each topic area.

    INPUT

    • SOP analysis from activities 1.1 and 1.2

    OUTPUT

    • A shortlist of critical, undocumented SOPs to review later in this phase

    Materials

    • Whiteboard

    Participants

    • Process Owners
    • SMEs
    Category Area SOPs Status Risk Benefit
    Disaster Recovery Procedures Discovery and Declaration
    • Initial detection and escalation
    Red 3 1
    • Notification procedures to ERT
    Yellow 3 1
    Mission-Critical Operations Network Services
    • Network monitoring (including fault detection)
    Yellow 3 2
    Service Management Procedures Incident Management
    • Ticket entry and triage
    Yellow 3 2

    Change the format of your documentation

    Which document is more effective? Which is more likely to be used?

    "The end result for most SOPs is a 100-page document that makes anyone but the author want to stab themselves rather than read it. Even worse is when you finally decide to waste an hour of your life reading it only to be told afterwards that it might not be quite right because Bob or Stan needed to make some changes last year but never got around to it."

    – Peter Church, Solutions Architect

    Create visual-based documentation to improve usability and effectiveness

    "Without question, 300-page DRPs are not effective. I mean, auditors love them because of the detail, but give me a 10-page DRP with contact lists, process flows, diagrams, and recovery checklists that are easy to follow."

    – Bernard Jones, MBCI, CBCP, CORP, Manager Disaster Recovery/BCP, ActiveHealth Management

    SOPs, including those that support your disaster recovery plan (DRP), are often created to meet certification requirements. However, this often leads to lengthy overly detailed documentation that is geared to auditors and business leaders, not IT staff trying to execute a procedure in a high-pressure, time-sensitive scenario.

    Staff don’t have time to flip through a 300-page manual, let alone read lengthy instructions, so organizations are transforming monster manuals into shorter, visual-based documentation. Benefits include:

    • Quicker to create than lengthy manuals.
    • Easier to be absorb, so they are more usable.
    • More likely to stay up to date because they are easier to maintain.

    Example: DRPs that include visual SOPs are easier to use — that leads to shorter recovery times and fewer mistakes.

    Chart is depicted showing the success rates of traditional manuals versus visual documentation.

    Use flowcharts for process flows or a high-level view of more detailed procedures

    • Flowcharts depict who does what and when; they provide an at-a-glance view that is easy to follow and makes task ownership clear.
    • Use swim lanes, as in this example, to indicate process stages and task ownership.
    • For experienced staff, a high-level reminder of process flows or key steps is sufficient.
    • Where more detail is required, include links to supporting documentation (which could include checklists, vendor documentation, other flowcharts, etc.).

    See Info-Tech’s Incident and Service Management Procedures – Service Desk Example.

    "Flowcharts are more effective when you have to explain status and next steps to upper management."

    – Assistant Director-IT Operations, Healthcare Industry

    Example: SOP in flowchart format

    A flowchart is depicted as an example flowchart. This one is an SOP flowchart labelled 'Triage Process - Incidents'

    Review your options for diagramming software

    Many organizations look for an option that easily integrates with the MS Office suite. The default option is often Microsoft Visio.

    Pros:

    • Easy to learn and use.
    • Has a wide range of features and capabilities.
    • Comes equipped with a large collection of stencils and templates.
    • Offers the convenience of fluid integration with the MS Office Suite.

    Cons:

    • Isn’t included in any version of the MS Office Suite and can be quite expensive to license.
    • Not available for Mac or Linux environments.

    Consider the options below if you’re looking for an alternative to Microsoft Visio:

    Desktop Solutions

    • Dia Diagram Editor
    • Diagram Designer
    • LibreOffice Draw
    • Pencil Project
    • yEd Graph Editor

    • Draw.io
    • Creately
    • Gliffy
    • LucidChart

    Note: No preference or recommendation is implied from the ordering of the options above.

    This list is not intended to be comprehensive.

    Evaluate different solutions to identify one that works for you

    Use the criteria below to identify a flowchart software that fits your needs.

    Criteria Description
    Platform What platform(s) can run the software?
    Description What use cases are identified by the vendor – and do these cover your needs for documenting your SOPs? Is the software open source?
    Features What are the noteworthy features and characteristics?
    Usability How easy is the program to use? What’s the learning curve like? How intuitive is the design?
    Templates and Stencils Availability of templates and stencils.
    Portability Can the solution integrate with other pieces of software? Consider whether other tools can view, open, and/or edit documents; what file formats can be published, etc.
    Cost Cost of the software to purchase or license.

    Use checklists to streamline step-by-step procedures

    • Checklists are ideal when staff just need a reminder of what to do, not how to do it.
    • Remember your audience. You aren’t pulling in a novice to run a complex procedure, so all you really need here are a series of reminders.
    • Where more detail is required, include links to supporting documentation.
    • Note that a flowchart can often be used instead of a checklist, depending on preference.

    For two different examples of a checklist template, see:

    Image depicting an example checklist. This checklist depicts an employee termination checklist

    Use topology diagrams to capture network layout, integrations, and system information

    • Organizations commonly have network topology diagrams for reference purposes, so this is just a re-use of existing resources.
    • Physically label real world equipment to correspond to topology diagrams. While these labels will be redundant for most IT employees, they help give clarity and confidence when changes are being made.
    • If your topology diagrams are housed in a tool such as a systems management product, then export the diagrams so they can be included in your SOP documentation suite.

    "Our network engineers came to me and said our standard SOP template didn't work for them. They're now using a lot of diagrams and flowcharts, and that has worked out better for them."

    The image shows a topology organization diagram as an example network layout

    Use screen captures and tutorials to facilitate training for applications and SOPs

    • Screen capture tutorials or videos are effective for training staff on applications. For example, create a screen capture tutorial to train staff on the use of a help desk application and your company’s specific process for using that tool.
    • Similarly, create tutorials to train end users on straightforward “technical” tasks (e.g. setting up their VPN connection) to reduce the demand on IT staff.
    • Tutorials can be created quickly and easily with affordable software such as Snag-It, ScreenHunter Pro, HyperSnap, PicPick, FastStone, Ashampoo Snap 6, and many others.

    "When contractors come onboard, they usually don't have a lot of time to learn about the organization, and we have a lot of unique requirements. Creating SOP documents with screenshots has made the process quicker and more accurate."

    – Susan Bellamore, Business Analyst, Public Guardian and Trustee of British Columbia

    The image is an example of a screen caption tutorial, depicting desktop icons and a password login

    Example: Disaster recovery notification and declaration procedure

    1. Swim lanes indicate task ownership and process stages.
    2. Links to supporting documentation (which could include checklists, vendor documentation, other flowcharts, etc.) are included where necessary.
    3. Additional DR SOPs are captured within the same spreadsheet for convenient, centralized access.

    Review Info-Tech’s Incident Response and Recovery Process Flows – DRP Example.

    Example: DRP flowchart with links to supporting documents

    The image is an example of an DRP flowchart labelled 'Initial Discovery/Notification and Declaration Procedures'

    Establish flowcharting standards

    If you don’t have existing flowchart standards, then keep it simple and stick to basic flowcharting conventions as described below.

    Start, End, and Connector. Traditional flowcharting standards reserve this shape for connectors to other flowcharts or other points in the existing flowchart. Unified Modeling Language (UML) also uses the circle for start and end points.

    Start, End. Traditional flowcharting standards use this for start and end. However, Info-Tech recommends using the circle shape to reduce the number of shapes and avoid confusion with other similar shapes.

    Process Step. Individual process steps or activities (e.g. create ticket or escalate ticket). If it’s a series of steps, then use the sub-process symbol and flowchart the sub-process separately.

    Sub-Process. A series of steps. For example, a critical incident SOP might reference a recovery process as one of the possible actions. Marking it as a sub-process, rather than listing each step within the critical incident SOP, streamlines the flowchart and avoids overlap with other flowcharts (e.g. the recovery process).

    Decision. Represents decision points, typically with Yes/No branches, but you could have other branches depending on the question (e.g. a “Priority?” question could branch into separate streams for Priority 1, 2, 3, 4, and 5 issues).

    Document/Report Output. For example, the output from a backup process might include an error log.

    Conduct a tabletop planning exercise to build an SOP

    1.3a

    20 minutes

    Tabletop planning is a paper-based exercise where your team walks through a particular process and maps out what happens at each stage.

    1. For this exercise, choose one particular process to document.
    2. Document each step of the process using cue cards, which can be arranged on the table in sequence.
    3. Be sure to include task ownership in your steps.
    4. Map out the process as it currently happens – we’ll think about how to improve it later.
    5. Keep focused. Stay on task and on time.

    OUTPUT

    • Steps in the current process for one SOP

    Materials

    • Tabletop, pen, and cue cards

    Participants

    • Process Owners
    • SMEs

    Info-Tech Insight

    Don’t get weighed down by tools. Relying on software or other technological tools can detract from the exercise. Use simple tools such as cue cards to record steps so that you can easily rearrange steps or insert steps based on input from the group.

    The image depicts three cue cards labelled steps 3 to 5. The cue cards are examples of the tabletop planning exercise.

    Collaborate to optimize the SOP

    1.3b

    20 minutes

    Review the tabletop exercise. What gaps exist in current processes?

    How can the process be made better? What are the outputs and checkpoints?

    The image depicts five cue cards, two of which are examples on how to improve the process. This is an example of the tabletop exercise.

    OUTPUT

    • Identify steps to optimize the SOP

    Materials

    • Tabletop, pen, and cue cards

    Participants

    • Process Owners
    • SMEs

    A note on colors: Use white cards to record steps. Record gaps on yellow cards (e.g. a process step not documented) and risks on red cards (e.g. only one person knows how to execute a step) to highlight your gaps/to-dos and risks to be mitigated or accepted.

    If it’s necessary to clarify complex process flows during the exercise, also use green cards for decision diamonds, purple for document/report outputs, and blue for sub-processes.

    Capture opportunities to improve processes in the Standard Operating Procedures Project Roadmap Tool

    1.3

    Rank and track projects to close gaps you discover in your processes.

    1. As a group, identify potential solutions to close the gaps in your processes that you’ve uncovered through the tabletop mapping exercise.
    2. Add these project names to the Standard Operating Procedures Project Roadmap Tool on the “Project Scoring” tab.
    3. Review and adjust the criteria for evaluating the benefits and costs of different projects on the “Scoring Criteria” tab.
    4. Return to the “Project Scoring” tab, and assign weights at the top of each scoring column. Use the drop-down menus to adjust the scores for each project category. The tool will automatically rank the projects based on your input, but you can adjust the ranks as needed.
    5. Assign dates and descriptions to the projects on the “Implementation Schedule” tab, below.
    The image depicts a graph showing an example of ranked and tracked projects.

    Identify gaps to improve process performance and make SOP documentation a priority

    CASE STUDY

    Industry Government (700+ FTEs)
    Source Info-Tech Workshop

    Challenge

    • Tabletop planning revealed a 77-hour gap between current and desired RTO for critical systems.
    • Similarly, the current achievable RPO gap was up to one week, but the desired RPO was one hour.
    • A DR site was available but not yet set up with the necessary equipment.
    • Lack of documented standard operating procedures (SOPs) was identified as a risk since that increased the dependence on two or three key SMEs.

    Solution

    • Potential projects to close RTO/RPO gaps were identified, including:
      • Deploy servers that were decommissioned (as a result of a server refresh) to the DR site as warm standby servers.
      • Implement site-to-site data replication.
      • Document SOPs to enable tasks to be delegated and minimize resourcing risks.

    Results

    • A DR project implementation schedule was defined.
    • Many of the projects required no further investment, but rather deployment of existing equipment that could function as standby equipment at the DR site.
    • The DR risk from a lack of SOPs enabled SOPs to be made a priority. An expected side benefit is the ability to review and optimize processes and improve consistency in IT operations.

    Document the SOPs from the tabletop exercise

    1.3c

    20 minutes

    Document the results from the tabletop exercise in the appropriate format.

    1. Identify an appropriate visual format for the high-level SOP as well as for any sub-processes or supporting documentation.
    2. Break into groups of two or three.
    3. Each group will be responsible for creating part of the SOP. Include both the high-level SOP itself and any supporting documentation such as checklists, sign-off forms, sub-processes, etc.
    4. Once your document is complete, exchange it with that of another group. Review each other’s documents to check for clarity and completeness.

    OUTPUT

    • Output from activities 1.4 and 1.5

    Materials

    • Flowcharting software, laptops

    Participants

    • Process Owners
    • SMEs

    This image has four cue cards, and an arrow pointing to a flowchart, depicting the transfer of the information on the cue cards into a flowchart software

    Repeat the tabletop exercise for the second process

    Come back together as a large group. Choose a process that is significantly different from the one you’ve just documented, and repeat the tabletop exercise.

    As a reminder, the steps are:

    1. Use the tabletop exercise to map out a current SOP.
    2. Collaborate to optimize the SOP.
    3. Decide on appropriate formats for the SOP and its supporting documents.
    4. Divide into small groups to create the SOP and its supporting documents.
    5. Repeat the steps above as needed for your initial review of critical processes.

    Info-Tech Insight

    If you plan to document more than two or three SOPs at once, consider making it an SOP “party” to add momentum and levity to an otherwise dry process. Review section 2.3 to find out how.

    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:

    1.1a-e

    Get started by prioritizing SOPs

    Ensure the SOP project remains business focused, and kick off the project by analyzing critical business services. Identify key IT services that support the relevant business services. Conduct a benefit/risk analysis to prioritize which SOPs should become the focus of the workshop.

    1.3a-c

    Document the SOPs from the tabletop exercise

    Leverage a tabletop planning exercise to walk the team through the SOP. During the exercise, focus on identifying timelines, current gaps, and potential risks. Document the steps via que cards first and transpose the hard copies to an electronic version.

    Phase 2

    Establish a Sustainable Documentation Process

    Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind

    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: Establish a sustainable SOP documentation process

    Proposed Time to Completion (in weeks): 4 weeks

    Step 2.1: Establish guidelines for identifying and organizing SOPs

    Start with an analyst call:

    • Establish documentation information guidelines.
    • Review version control best practices.

    Then complete these activities…

    • Implement best practices to identify and organize your SOPs.

    With these tools & templates:

    • SOP Workbook

    Step 2.2: Define a process to document and maintain SOPs

    Review findings with analyst:

    • Identify opportunities to create a culture that fosters SOP creation.

    Then complete these activities…

    • Create a plan to address SOP documentation gaps.

    With these tools & templates:

    • Document Management Checklist

    Step 2.3: Plan time with experts to put a dent in your documentation backlog

    Finalize phase deliverable:

    • Address outstanding undocumented SOPs by working through process issues together.

    Then complete these activities…

    • Organize and run a working session to document and optimize processes.

    With these tools & templates:

    • SOP Workbook
    • SOP Project Roadmap Tool

    Phase 2 Results & Insights:

    Improve the process for documenting and maintaining your SOPs, while putting a dent in your documentation backlog and gaining buy-in with staff.

    Identify current content management practices and opportunities for improvement

    DISCUSS

    What is the current state of your content management practices?

    Are you using a content management system? If not, where are documents kept?

    Are your organizational or departmental SOPs easy to find?

    Is version control a problem? What about file naming standards?

    Get everyone on the same page on the current state of your SOP document management system, using the questions above as the starting point.

    Keep document management simple for better adoption and consistency

    If there is too much complexity and staff can’t easily find what they need, you won’t get buy-in and you won’t get consistency.

    Whether you store SOPs in a sophisticated content management system (CMS) or on a shared network drive, keep it simple and focus on these primary goals:

    • Enable staff to find the right document.
    • Know if a document is the latest, approved version.
    • Minimize document management effort to encourage buy-in and consistency.

    If users can’t easily find what they need, it leads to bad practices. For example:

    • Users maintain their own local copies of commonly used documents to avoid searching for them. The risk is that local copies will not be automatically updated when the SOP changes.
    • Separate teams will implement their own document management system and repository. Now you have duplication of effort and company resources, multiple copies of documents (where each group needs their own version), and no centralized control over potentially sensitive documents.
    • Users will ignore documented SOPs or ask a colleague who might also be following the above bad practices.

    Insert a document information block on the first page of every document to identify key attributes

    Include a document information block on the first page of every document to identify key attributes. This strategy is as much about minimizing resistance as it is ensuring key attributes are captured.

    • A consistent document information block saves time (e.g. vs. customized approaches per document). If some fields don’t apply, enter “n/a.”
    • It provides key information about the document without having to check soft copy metadata, especially if you work with hard copies.
    • It’s a built-in reminder of what to capture and easier than updating document properties or header/footer information or entering metadata into a CMS.

    Note: The Info-Tech templates in this blueprint include a copy of the document information block shown in this example. Add more fields if necessary for your organization’s needs.

    For an example of a completed document information block, see Network Backup for Atlanta Data Center – Backups Example

    Info-Tech Insight

    For organizations with more advanced document management requirements, consider more sophisticated strategies (e.g. using metadata) as described in Info-Tech’s Use SharePoint for Enterprise Content Management and Reintroduce the Information Lifecycle to the Content Management Strategy. However, the basic concepts above still apply: establish standard attributes you need to capture and do so in a consistent manner.

    Modify the Info-Tech document information block to meet your requirements

    2.1a

    15 minutes

    1. Review “Guidelines and Template for the Document Information Block” in the Standard Operating Procedures Workbook. Determine if any changes are required, such as additional fields.
    2. Identify which fields you want to standardize and then establish standard terms. Balance the needs for simplicity and consistency – don’t force consistency where it isn’t a good fit.
    3. Pre-fill the document information block with standard terms and examples and add it to an SOP template that’s stored in your content management system.

    Educate staff by pre-filling the document

    • Providing examples built into the templates provides in-context, just-in-time training which is far more effective and easier than formal education efforts.
    • Focus your training on communicating when the template or standard terms change so that staff know to obtain the new version. Otherwise, the tendency for many staff will be to use one of their existing documents as their template.

    OUTPUT

    • Completed document information block

    Materials

    • Laptop
    • Projector

    Participants

    • Process Owners
    • SMEs

    Leverage the document information block to create consistent filenames that facilitate searching

    Use the following filename format to create consistent, searchable, and descriptive filenames:

    Topic – Document Title – Document Type – Version Date

    Filename Component Purpose
    Topic
    • Functions as a filename prefix to group related documents but is also a probable search term. For project work, use a project name/number.
    Document Title
    • The title should be fairly descriptive of the content (if it isn’t, it’s not a good title) so it will help make the file easily identifiable and will include more probable search terms.
    Document Type Further distinguishes similar files (e.g. Maintenance SOP vs. a Maintenance Checklist).
    Version Date (for local files or if not using a CMS)
    • If it’s necessary to work on a file locally, include the version date at the end of the filename. The date is a more recognizable indicator of whether it’s the latest version or an old copy.
    • Establish a standard date format. Although MM-DD-YY is common in the US, the format YYYY-MM-DD reduces confusion between the month and day.

    For example:

    • ERP – System Administration Monthly Maintenance Tasks – Checklist – 2016-01-15.docx
    • ERP – System Administration Monthly Maintenance Tasks – SOP – 2017-01-10.docx
    • Backups – Network Backup Procedure for Atlanta Data Center – SOP – 2017-03-06.docx
    • PROJ437 – CRM Business Requirements – BRD – 2017-02-01.xlsx
    • DRP – Notification Procedures – SOP – 2016-09-14.docx
    • DRP – Emergency Response Team Roles and Responsibilities – Reference – 2018-03-10.xlsx

    Apply filename and document information block guidelines to existing SOPs

    2.1b

    15 minutes

    1. Review the SOPs created during the earlier exercises.
    2. Update the filenames and document information block based on guidelines in this section.
    3. Apply these guidelines to other select existing SOPs to see if additional modifications are required (e.g. additional standard terms).

    INPUT

    • Document Information Block

    OUTPUT

    • Updated filenames and document information blocks

    Materials

    • Laptop and projector

    Participants

    • Process Owners
    • SMEs

    Implement version control policies for local files as well as those in your content management system (CMS)

    1. Version Control in Your CMS

    2. Always keep one master version of a document:

    • When uploading a new copy of an existing SOP (or any other document), ensure the filenames are identical so that you are just adding a new version rather than a separate new file.
    • Do not include version information in the filename (which would create a new separate file in your CMS). Allow your CMS to handle version numbering.
  • Version Control for Local Files

  • Ideally, staff would never keep local copies of files. However, there are times when it is practical or preferable to work from a local copy: for example, when creating or updating an SOP, or when working remotely if the CMS is not easily accessible.

    Implement the following policies to govern these circumstances:

    • Add the version date to the end of the filename while the document is local, as shown in the slide on filenames.
    • Remove the date when uploading it to a CMS that tracks date and version. If you leave the date in the filename, you will end up with multiple copies in your CMS.
    • When distributing copies for review, upload a copy to the CMS and send the link. Do not attach a physical file.
  • Minimize the Need for Version Updates

  • Reduce the need for version updates by isolating volatile information in a separate, linked document. For example:

    • Use Policy documents to establish high-level expectations and goals, and use SOPs to capture workflow, but put volatile details in a separate reference document. For example, for Backup procedures, put offsite storage vendor details such as contact information, pick up times, and approved couriers in a separate document.
    • Similarly, for DRP Notification procedures, reference a separate contacts list.

    Modify the Info-Tech Document Management Checklist to meet your requirements

    2.1c

    15 minutes

    1. Review the Info-Tech Document Management Checklist.
    2. Add or remove checklist items.
    3. Update the document information block.

    OUTPUT

    • Completed document management checklist

    Materials

    • Laptop, projector

    Participants

    • Process Owners
    • SMEs

    See Info-Tech’s Document Management Checklist.

    If you aren’t going to keep your SOPs current, then you’re potentially doing more harm than good

    An outdated SOP can be just as dangerous as having no SOP at all. When a process is documented, it’s trusted to be accurate.

    • Disaster recovery depends as much on supporting SOPs – such as backup and restore procedures – as it does on a master incident response plan.
    • For disaster scenarios, the ability to meet recovery point objectives (i.e. minimize data loss) and recovery time objectives (i.e. minimize downtime) depends on smoothly executed recovery procedures and on having well-defined and up-to-date DR documentation and supporting SOPs. For example:
      • Recovery point (data loss) objectives are directly impacted by your backup procedures.
      • Recovery time is minimized by a well-defined restore procedure that reduces the risk of human error during recovery which could lead to data loss or a delay in the recovery.
      • Similarly, a clearly documented configuration procedure will reduce the time to bring a standby system online.
    A graph depicting the much faster recovery time of up-to-date SOPs versus out-of-date SOPs.

    Follow Info-Tech best practices to keep SOPs current and drive consistent, efficient IT operations

    The following best practices were measured in this chart, and will be discussed further in this section:

    1. Identify documentation requirements as part of project planning.
    2. Require a manager or supervisor to review and approve SOPs.
    3. Check documentation status as part of change management.
    4. Hold staff accountable.
    Higher adoption of Info-Tech best practices leads to more effective SOPs and greater benefits in areas such as training and process improvement.

    Graph depicting the efficiency of adopting Info-Tech practices regarding SOPs. Four categories of 'Training', 'process improvement', 'IT automation', and 'consistent IT operations' are shown increasing in efficiency with a high adoption of Info-Tech strategies.

    Info-Tech Insight

    Audits for compliance requirements have little impact on getting SOPs done in a timely manner or the actual usefulness of those SOPs, because the focus is on passing the audit instead of creating SOPs that improve operations. The frantic annual push to complete SOPs in time for an audit is also typically a much greater effort than maintaining documents as part of ongoing change management.

    Identify documentation requirements as part of project planning

    DISCUSS

    When are documentation requirements captured, including required changes to SOPs?

    Make documentation requirements a clearly defined deliverable. As with any other task, this should include:

    • Owner: The person ultimately responsible for the documentation.
    • Assigned resource: The person who will actually put pen to paper. This could be the same person as the owner, or the owner could be a reviewer.
    • Deadlines: Include documentation deliverables in project milestones.
    • Verification process: Validate completion and accuracy. This could be a peer review or management review.
    Example: Implement a new service desk application.
    • Service desk SOP documentation requirements: SOP for monitoring and managing tickets will require changes to leverage new automation features.
    • Owner: Service Desk Lead.
    • Assigned resource: John Smith (service desk technician).
    • Deadline: Align with “ready for QA testing.”
    • Verification process: Service Desk Lead document review and signoff.

    Info-Tech Insight

    Realistically, documentation will typically be a far less urgent task than the actual application or system changes. However, if you want the necessary documentation to be ultimately completed, even if it’s done after more urgent tasks, it must be tracked.

    Implement document approval steps at the individual and project level

    DISCUSS

    How do you currently review and validate SOP documents?

    Require a manager or supervisor to review and approve SOPs.

    • Avoid a bureaucratic review process involving multiple parties. The goal is to ensure accuracy and not just provide administrative protection.
    • A review by the immediate supervisor or manager is often sufficient. Their feedback and the implied accountability improve the quality and usefulness of the SOPs.

    Check documentation status as part of change management.

    • Including a documentation status check holds the project leaders and management accountable.
    • If SOPs are not critical to the project deliverable, then realistically the deliverable is not held back. However, keep the project open until relevant documents are updated so those tasks can’t be swept under the rug until the next audit.

    SOP reviews, change management, and identifying requirements led to benefits such as training and process improvement.

    A chart depicting the impact and benefits of SOP reviews, change management and identifying requirements. The chart is accompanied by a key for the grey to blue colours depicted

    "Our directors and our CIO have tied SOP work to performance evaluations and SOP status is reviewed during management meetings. People have now found time to get this work done."

    – Assistant Director-IT Operations, Healthcare Industry

    Review SOPs regularly and assign a process owner to avoid reinforcing silos

    CASE STUDY

    Industry

    Public service organization

    Source

    Info-Tech client engagement

    Situation

    • The organization’s IT department consists of five heavily siloed units.
    • Without communication or workflow accountability across units, each had developed incompatible workflows, making estimates of “time to resolution” for service requests difficult.
    • The IT service manager purchases a new service desk tool, attempting to standardize requests across IT to improve efficiency, accountability, and transparency.

    Complication

    • The IT service manager implements the tool and creates standardized workflows without consulting stakeholders in the different service units.
    • The separate units immediately rebel against the service manager and try to undermine the implementation of the new tool.

    Results

    • Info-Tech analysts helped to facilitate a solution between experts in the different units.
    • In order to develop a common workflow and ticket categorization scheme, Info-Tech recommended that each service process should have a single approver.

    The bottom line: ensure that there’s one approver per process to drive process efficiency and accountability and avoid problems down the road.

    Hold staff accountable to encourage SOP work to be completed in a timely manner

    DISCUSS

    Are SOP updates treated as optional or “when I have time” work?

    Hold staff directly accountable for SOP work.

    Holding staff accountable is really about emphasizing the importance of ensuring SOPs stay current. If management doesn’t treat SOPs as a priority, then neither will your staff. Strategies include:

    • Include SOP work in performance appraisals.
    • Keep relevant tickets open until documentation is completed.
    • Ensure documents are reviewed, as discussed earlier.
    • Identify and assign documentation tasks as part of project planning efforts, as discussed earlier.

    Holding staff accountable minimizes procrastination and therefore maintenance effort.

    Chart depicting the impact on reducing SOP maintenance effort followed by a key defining the colours on the chart

    Info-Tech Insight

    Holding staff accountable does not by itself make a significant impact on SOP quality (and therefore the typical benefits of SOPs), but it minimizes procrastination, so the work is ultimately done in a more timely manner. This ensures SOPs are current and usable, so they can drive benefits such as consistent operations, improved training, and so on.

    Assign action items to address SOP documentation process challenges

    2.2

    1. Discuss the challenges mentioned at the start of this section, and other challenges highlighted by the strategies discussed in this section. For example:
    • Are documentation requirements included in project planning?
    • Are SOPs and other documentation deliverables reviewed?
    • Are staff held accountable for documentation?
  • Document the challenges in your copy of the Standard Operating Procedures Workbook and assign action items to address those challenges.
  • Challenge Action Items Action Item Owner
    Documentation requirements are identified at the end of a project.
    • Modify project planning templates and checklists to include “identify documentation requirements.”
    Bob Ryan
    SOPs are not reviewed.
    • When assigning documentation tasks, also assign an owner who will be responsible for reviewing and approving the deliverable.
    • Create a mechanism for officially signing off on the document (e.g. email approval or create a signoff form).
    Susan Jones

    An “SOP party” fosters a collaborative approach and can add some levity to an otherwise dry exercise

    What is an SOP party?

    • An SOP party is a working session, bringing together process owners and key staff to define current SOPs and collaborate to identify optimization opportunities.
    • The party aspect is really just about how you market the event. Order in food or build in a cooking contest (e.g. a chilli cook-off or dessert bake-off) to add some fun to what can be a dry activity.

    Why does this work?

    • Process owners become so familiar with their tasks that many of the steps essentially live in their heads. Questions from colleagues draw out those unwritten steps and get them down on paper so another sufficiently qualified employee could carry out the same steps.
    • Once the processes are defined (e.g. via a tabletop exercise), input from colleagues can help identify risks and optimization opportunities, and process questions can be quickly answered because the key people are all present.
    • The group approach also promotes consistency and enables you to set expectations (e.g. visual-based approach, standards, level of detail, etc.).

    When is collaboration necessary (e.g. via tabletop planning)?

    • Tabletop planning is ideal for complex processes as well as processes that span multiple tasks, people, and/or systems.
    • For processes with a narrow focus (e.g. recovery steps for a specific server), assign these to the SME to document. Then ensure the SOP is reviewed to draw out the unwritten steps as described above.
    • For example, if you use tabletop planning to document a high-level DR plan, sub-processes might include recovery procedures for individual systems; those SOPs can then be assigned to individual SMEs.

    Schedule SOP working sessions until critical processes are documented

    Ultimately, it’s more efficient to create and update SOPs as needed but dedicated working sessions will help address immediate critical needs.

    Organize the working session:
    1. Book a full-day meeting in an out of the way meeting room, invite key staff (system and process owners who ultimately need to be SOP owners), and order in lunch so no one has to leave.
    2. Prioritize SOPs (see Phase 1) and set goals (e.g. complete the top 6 SOPs during this session).
    3. Alternate between collaborative efforts and documenting the SOPs. For example:
      1. Tabletop or flowchart the current SOP. Take a picture of the current state for reference purposes.
      2. Look for process improvements. If you have the authority in the room to enable process changes, then modify the tabletop/flowchart accordingly and capture this desired future state (e.g. take a picture). Otherwise, identify action items to follow up on proposed changes.
      3. Identify all related documentation deliverables (e.g. sub-processes, checklists, approval forms, etc.).
      4. Create the identified documentation deliverables (divide the work among the team). Then repeat the above.
    4. Repeat these working sessions on a monthly or quarterly basis, depending on your requirements, until critical SOPs are completed.
    5. When the SOP backlog is cleared, conduct quarterly or semi-annual refreshers for ongoing review and optimization of key processes.

    Assign action items to capture next steps after SOP working sessions

    2.3

    1. Review the SOPs documented during this workshop. Identify action items to complete and validate those SOPs and related documents. For example, do the SOPs require further approval or testing?
    2. Similarly, review the document management checklist and identify action items to complete, expand, and/or validate proposed standards.
    3. For SOP working sessions, decide on a date, time, and who should be there based on the guidelines in this section. If the SOP party approach does not meet your requirements, then at the very least assign owners for the identified critical SOPs and set deadlines for completing those SOPs. Document these extra action items in your copy of the Standard Operating Procedures Workbook.
    SOP or Task Action Items Action Item Owner
    Ticket escalation SOP
    • Debrief the rest of the Service Desk team on the new process.
    • Modify the SOP further based on feedback, if warranted.
    • Implement the new SOP. This includes communicating visible changes to business users and other IT staff.
    Jeff Sutter
    SOP party
    • Contact prospective attendees to communicate the purpose of the SOP party.
    • Schedule the SOP party.
    Bob Smith

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

    Book a workshop with out 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

    Identify current content management practices

    As a group, identify current pain points and opportunities for improvement in your current content management practices.

    2.2

    Assign action items to address documentation process challenges

    Develop a list of action items to address gaps in the SOP documentation and maintenance process.

    Phase 3

    Identify a Content Management Solution

    Create Visual SOP Documents that Drive Process Optimization, Not Just Peace of Mind

    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: Decide on a content management solution for your SOPs

    Proposed Time to Completion (in weeks): 1 week

    Step 3.1: Understand the options for CM solutions

    Start with an analyst kick off call:

    • Review your current approach to content management and discuss possible alternatives.

    Then complete these activities…

    • Evaluate the pros and cons of different approaches to content management.
    • Discuss approaches for fit with your team.

    Step 3.2: Identify the right solution for you

    Review findings with analyst:

    • Identify 2–3 possible options for a content management strategy.

    Then complete these activities…

    • Identify the best solution based on portability, maintainability, cost, and implementation effort.

    With these tools & templates:

    • Publishing and Document Management Solution Evaluation Tool
    • SOP Project Roadmap
    • SOP Workbook

    Phase 3 Results & Insights:

    Choose an approach to content management that will best support your organization’s SOP documentation and maintenance process.

    Decide on an appropriate publishing and document management strategy for your organization

    Publishing and document management considerations:

    • Portability/External Access: At the best of times, portability is nice because it enables flexibility, but at the worst of times (such as in a disaster recovery situation) it is absolutely essential. If your primary site is down, can you still access your documentation? As shown in this chart, traditional storage strategies still dominate DRP documentation, but these aren’t necessarily the best options.
    • Maintainability/Usability: How easy is it to create, update, and use the documentation? Is it easy to link to other documents? Is there version control? The easier the system is to use, the easier it is to get employees to use it.
    • Cost/Effort: Is the cost and effort appropriate? For example, a large enterprise may need a formal solution like SharePoint or a Content Management System. For smaller organizations, the cost of these tools might be harder to justify.

    Consider these approaches:

    This section reviews the following approaches, their pros and cons, and how they meet publishing and document management requirements:

    • SOP tools.
    • Cloud-based content management software.
    • In-house solutions combining SharePoint and MS Office (or equivalent).
    • Wiki site.
    • “Manual” approaches such as storing documents on a USB drive.
    Chart depicting the portable strategy popularity, followed by a key defining the colours on the graph

    Source: Info-Tech Research Group; N=118

    Note: Percentages total more than 100% due to respondents using more than one portability strategy.

    Develop a content management strategy and process to reduce organizational risk

    CASE STUDY

    Segment

    Mid-market company

    Source

    Info-Tech Interview

    Situation

    • A mid-sized company hired a technical consultancy to manage its network.
    • As part of this move, the company’s network administrator was fired.
    • Over time, this administrator had become a “go-to” person for several other IT functions.

    Complication

    • The consulting team realizes that the network administrator kept critical documentation on his local hard drive.
    • This includes configs, IP addresses, passwords, logins to vendor accounts, and more.
    • It becomes clear the administrator was able to delete some of this information before leaving, which the consultants are required to retrieve and re-document.

    Result

    • Failing to implement effective SOPs for document management and terminating key IT staff exposed the organization to unnecessary risk and additional costs.
    • Allowing a local content management system to develop created a serious security risk.
    • The bottom line: create a secure, centralized, and backed-up location and establish SOPs around using it to help keep the company’s data safe.

    Info-Tech offers a web-based policy management solution with process management capabilities

    Role How myPolicies helps you
    Policy Sponsors
    • CEO
    • Board of Directors

    Reduced Corporate Risk

    Avoid being issued a regulatory fine or sanction that could jeopardize operations or hurt brand image.

    Policy Reviewers
    • Internal Audit
    • Compliance
    • Risk
    • Legal

    A Culture of Compliance

    Adherence with regulatory requirements as well as documented audit trail of all critical policy activities.

    Policy Owners
    • HR
    • IT
    • Finance
    • Operations

    Less Administrative Burden

    Automation and simplification of policy creation, distribution, and tracking.

    Policy Users
    • Employees
    • Vendors
    • Contractors

    Policy Clarity

    Well-written policies are stored in one reliable, easy to navigate location.

    About this Approach:

    myPolicies is a web-based solution to create, distribute, and manage corporate policies, procedures, and forms, built around best practices identified by our research.

    Contact your Account Manager today to find out if myPolicies is right for you.

    SOP software and DR planning tools can help, but they aren’t a silver bullet

    Portability/External Access:
    • Pros: Typically have a SaaS option, providing built-in external access with appropriate security and user administration to vary access rights.
    • Cons: Dependent on the vendor to ensure external access, but this is typically not an issue.
    Maintainability/Usability:
    • Pros: Built-in templates encourage consistency as well as guide initial content development by indicating what details need to be captured.
    • Pros: Built-in document management (e.g. version control, metadata support, etc.), centralized access/navigation to required documents, and some automation (e.g. update contacts throughout the system).
    • Cons: Not a silver bullet. You still have to do the work to define and capture your processes.
    • Cons: Requires end-user and administrator training.
    • Cons: Often modules of larger software suites. If you use the entire suite, it may make sense to use the SOP tool, but otherwise probably not.
    Cost/Effort:
    • Pros: For large enterprises, the convenience of built-in document management and templates can outweigh the cost.
    • Cons: SOP tools can be costly. Expect to pay at least $3,000-7,000 for software licensing, plus additional per user and hosting fees.
    About this Approach:

    SOP tools such as Princeton Center’s SOP ExpressTM and SOP Tracks or MasterControl’s SOP Management and eSOP allow organizations to create, manage, and access SOPs. These programs typically offer a range of SOP templates and formats, electronic signatures, version control, and review options and training features such as quizzes and monitoring.

    Similarly, DR planning solutions (e.g. eBRP, Recovery Planner, LDRPS, etc.) provide templates, tools, and document management to create DR documentation including SOPs.

    Consider leveraging SharePoint to provide document management capabilities

    Portability/External Access:
    • Pros: SharePoint is commonly web-enabled and supports external access with appropriate security and user administration.
    • Cons: Must be installed at redundant sites or be cloud-based to be effective in the event of a worst-case scenario disaster recovery situation in which the primary data center is down.
    Maintainability/Usability:
    • Pros: Built-in document management (e.g. version control, metadata support, etc.) as well as centralized access to required documents.
    • Pros: No tool learning curve – SharePoint and MS Office would be existing solutions already used on a daily basis.
    • Cons: No built-in automated updates (e.g. automated updates to contacts throughout the system).
    • Cons: Consistency depends on creating templates and implementing processes for document updates, review, and approval.
    Cost/Effort:
    • Pros: Using existing tools, so this is a sunk cost in terms of capex.
    • Cons: Additional effort required to create templates and manage the documentation library.

    For more information on SharePoint as a content management solution, see Info-Tech’s Use SharePoint for Enterprise Content Management.

    About this Approach:

    Most SOP documents start as MS Office documents, even if there is an SOP tool available (some SOP tools actually run within MS Office on the desktop). For organizations that decide to bypass a formal SOP tool, the biggest gap they have to overcome is document management.

    Many organizations are turning to SharePoint to meet this need. For those that already have SharePoint in place, it makes sense to further leverage SharePoint for SOP documentation.

    For SharePoint to be a practical solution, the documentation must still be accessible if the primary data center is down, e.g. by having redundant SharePoint instance at multiple in-house locations or using a cloud-based SharePoint solution.

    As an alternative to SharePoint, SaaS tools such as Power DMS, NetDocuments, Xythos on Demand, Knowledge Tree, Spring CM, and Zoho Docs offer cloud-based document management, authoring, and distribution services that can work well for SOPs. Some of these, such as Power DMS and Spring CM, are geared specifically toward workflows.

    A wiki may be all you need

    Portability/External Access:
    • Pros: Wiki sites can support external access as with any web solution.
    • Cons: May lack more sophisticated content management features.
    Maintainability/Usability:
    • Pros: Built-in document management (e.g. version control, metadata support, etc.) as well as centralized access to required information.
    • Pros: Authorized users can make updates dynamically, depending on how much restriction you have on the site.
    • Cons: No built-in automation (e.g. automated updates to contacts throughout the system).
    • Cons: Consistency depends on creating templates and implementing processes for document updates, review, and approval.
    Cost/Effort:
    • Pros: An inexpensive option compared to traditional content management solutions such as SharePoint.
    • Cons: Learning curve if wikis are new to your organization.
    About this Approach:

    Wiki sites are websites where users collaborate to create and edit the content. Wikipedia is an example.

    While wiki sites are typically used for collaboration and dynamic content development, the traditional collaborative authoring model can be restricted to provide structure and an approval process.

    Several tools are available to create and manage wiki sites (and other collaboration solutions), as outlined in the following research:

    An approach that I’ve seen work well is to consult the wiki for any task, activity, job, etc. Is it documented? If not, then document it there and then. Sure, this led to 6-8 weeks of huge effort, but the documentation grew in terms of volume and quality at an alarming but pleasantly surprising rate. Providing an environment to create the documentation is important and a wiki is ideal. Fast, lightweight, in-browser editing leads to little resistance in creating documents.

    - Lee Blackwell, Global IT Operation Services Manager, Avid Technology

    Managing SOPs on a shared network drive involves major challenges and limitations

    Portability/External Access:
    • Cons: Must be hosted at redundant sites in order to be effective in a worst-case scenario that takes down your data center.
    Maintainability/Usability:
    • Pros: Easy to implement and no learning curve.
    • Pros: Access can be easily managed.
    • Cons: Version control, standardization, and document management can be significant challenges.
    Cost/Effort:
    • Pros: Little to no cost and no tool management required.
    • Cons: Managing documents on a shared network drive requires strict attention to process for version control, updates, approvals, and distribution.
    About this Approach:

    With this strategy, SOP documents are stored and managed locally on a shared network drive. Only process owners and administrators have read-write permissions on documents on the shared drive.

    The administrator grants access and manages security permissions.

    Info-Tech Insight

    For small organizations, the shared network drive approach can work, but this is ultimately a short-term solution. Move to an online library by creating a wiki site. Start slow by beginning with a particular department or project, then evaluate how well your staff adapt to this technology as well as its potential effectiveness in your organization. Refer to the Info-Tech collaboration strategy research cited on the previous slide for additional guidance.

    Avoid extensive use of paper copies of SOP documentation

    SOP documents need to be easy to update, accessible from anywhere, and searchable. Paper doesn’t meet these needs.

    Portability/External Access:
    • Pros: Does not rely on technology or power.
    • Cons: Not adequate for disaster recovery situations; would require all staff to have a copy and to have it with them at all times.
    Maintainability/Usability:
    • Pros: In terms of usability, again there is no dependence on technology.
    • Cons: Updates need to be printed and distributed to all relevant staff every time there is a change to ensure staff have access to the latest most accurate documentation.
    • Cons: Navigation to other information is manual – flipping through pages etc. No searching or hyperlinks.
    Cost/Effort:
    • Pros: No technology system to maintain, aside from what you use for printing.
    • Cons: Printing expenses are actually among the highest incurred by organizations and this adds to it.
    • Cons: Labor-intensive due to need to print and physically distribute documentation updates.
    About this Approach

    Traditionally, SOPs were printed and kept somewhere in a large binder (or several large binders). This isn’t adequate to the needs of most organizations and typically results in documents that aren’t up to date or effective.

    Use Info-Tech’s solution evaluation tool to decide on a publishing and document management strategy

    All organizations have existing document management methodologies, even if it’s simply storing documents on a network drive.

    Use Info-Tech’s solution evaluation tool to decide whether your existing solution meets the portability/external access, maintainability/usability, and cost/effort criteria, or whether you need to explore a different option.

    Note: This tool was originally built to evaluate DRP publishing options, so the tool name and terminology refers to DR. However, the same tool can be used to evaluate general SOP publishing and document management solutions.

    The image is a screenshot of Info-Tech's evaluation tool
    Consider using Info-Tech’s DRP Publishing and Document Management Solution Evaluation Tool.

    Info-Tech Insight

    There is no absolute ranking for possible solutions. The right choice will depend on factors such as current in-house tools, maturity around document management, the size of your IT department, and so on. For example, a small shop may do very well with the USB drive strategy, whereas a multi-national company will need a more formal strategy to ensure consistent application of corporate guidelines.

    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

    Decide on a publishing and document management strategy

    Review the pros and cons of different strategies for publishing and document management. Identify needs, priorities, and limitations of your environment. Create a shortlist of options that can meet your organization’s needs and priorities.

    3.2

    Complete the solution evaluation tool

    Evaluate solutions on the shortlist to identify the strongest option for your organization, based on the criteria of maintainability, affordability, effort to implement, and accessibility/portability.

    Insight breakdown

    Create visual documents, not dense SOP manuals.

    • Visual documents that can be scanned are more usable and easier to update.
    • Flowcharts, checklists, and diagrams all have their place in visual documentation.

    Start with high-impact SOPs.

    • It can be difficult to decide where to start when faced with a major documentation backlog.
    • Focus first on client facing and high-impact SOPs, i.e. mission-critical operations, service management, and disaster recovery procedures.

    Integrate SOP creation into project requirements and hold staff accountable.

    • Holding staff accountable does not provide all the benefits of a well documented and maintained SOP, but it minimizes procrastination, so the work is ultimately done in a more timely manner.

    Summary of accomplishment

    Knowledge Gained

    SOPs may not be exciting, but they’re very important to organizational consistency, efficiency, and improvement.

    This blueprint outlined how to:

    • Prioritize and execute SOP documentation work.
    • Establish a sustainable process for creating and maintaining SOP documentation.
    • Choose a content management solution for best fit.

    Processes Optimized

    • Multiple processes supporting mission-critical operations, service management, and disaster recovery were documented. Gaps in those processes were uncovered and addressed.
    • In addition, your process for maintaining process documents was improved, including adding documentation requirements and steps requiring documentation approval.

    Deliverables Completed

    As part of completing this project, the following deliverables were completed:

    • Standard Operating Procedures Workbook
    • Standard Operating Procedures Project Roadmap Tool
    • Document Management Checklist
    • Publishing and Document Management Solution Evaluation Tool

    Project step summary

    Client Project: Create and maintain visual SOP documentation.

    1. Prioritize undocumented SOPs.
    2. Develop visual SOP documentation.
    3. Optimize and document critical processes.
    4. Establish guidelines for identifying and organizing SOPs.
    5. Define a process for documenting and maintaining SOPs.
    6. Plan time with experts to put a dent in your documentation backlog.
    7. Understand the options for content management solutions.
    8. Identify the right content management solution for your organization.

    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).

    Bibliography

    Anderson, Chris. “What is a Standard Operating Procedure (SOP)?” Bizmanualz, Inc. No date. Web. 25 Jan. 2016. https://www.bizmanualz.com/save-time-writing-procedures/what-are-policies-and-procedures-sop.html

    Grusenmeyer, David. “Developing Effective Standard Operating Procedures.” Dairy Business Management. 1 Feb. 2003. Web. 25 Jan. 2016. https://ecommons.cornell.edu/handle/1813/36910

    Mosaic. “The Value of Standard Operating Procedures.” 22 Oct. 2012. Web. 25 Jan. 2016. ttp://www.mosaicprojects.com.au/WhitePapers/WP1086_Standard_Operating_Procedures.pdf

    Sinn, John W. “Lean, Six Sigma, Quality Transformation Toolkit (LSSQTT) Tool #17 Courseware Content – Standard Operating Procedures (SOP) For Lean and Six Sigma: Infrastructure for Understanding Process.” Summer 2006. Web. 25 Jan. 2016. https://www.bgsu.edu/content/dam/BGSU/college-of-technology/documents/LSSQTT/LSSQTT%20Toolkit/toolkit3/LSSQTT-Tool-17.pdf

    United States Environmental Protection Agency. “Guidance for Preparing Standard Operating Procedures (SOPs).” April 2007. Web. 25 Jan. 2016. http://www.epa.gov/sites/production/files/2015-06/documents/g6-final.pdf

    Develop an Availability and Capacity Management Plan

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    • Parent Category Name: Availability & Capacity Management
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    • It is crucial for capacity managers to provide capacity in advance of need to maximize availability.
    • In an effort to ensure maximum uptime, organizations are overprovisioning (an average of 59% for compute, and 48% for storage). With budget pressure mounting (especially on the capital side), the cost of this approach can’t be ignored.
    • Half of organizations have experienced capacity-related downtime, and almost 60% wait more than three months for additional capacity.

    Our Advice

    Critical Insight

    • All too often capacity management is left as an afterthought. The best capacity managers bake capacity management into their organization’s business processes, becoming drivers of value.
    • Communication is key. Build bridges between your organization’s silos, and involve business stakeholders in a dialog about capacity requirements.

    Impact and Result

    • Map business metrics to infrastructure component usage, and use your organization’s own data to forecast demand.
    • Project future needs in line with your hardware lifecycle. Never suffer availability issues as a result of a lack of capacity again.
    • Establish infrastructure as a driver of business value, not a “black hole” cost center.

    Develop an Availability and Capacity Management Plan Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build a capacity management plan, 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:

    • Develop an Availability and Capacity Management Plan – Phases 1-4

    1. Conduct a business impact analysis

    Determine the most critical business services to ensure availability.

    • Develop an Availability and Capacity Management Plan – Phase 1: Conduct a Business Impact Analysis
    • Business Impact Analysis Tool

    2. Establish visibility into core systems

    Craft a monitoring strategy to gather usage data.

    • Develop an Availability and Capacity Management Plan – Phase 2: Establish Visibility into Core Systems
    • Capacity Snapshot Tool

    3. Solicit and incorporate business needs

    Integrate business stakeholders into the capacity management process.

    • Develop an Availability and Capacity Management Plan – Phase 3: Solicit and Incorporate Business Needs
    • Capacity Plan Template

    4. Identify and mitigate risks

    Identify and mitigate risks to your capacity and availability.

    • Develop an Availability and Capacity Management Plan – Phase 4: Identify and Mitigate Risks

    [infographic]

    Workshop: Develop an Availability and Capacity Management 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 Conduct a Business Impact Analysis

    The Purpose

    Determine the most important IT services for the business.

    Key Benefits Achieved

    Understand which services to prioritize for ensuring availability.

    Activities

    1.1 Create a scale to measure different levels of impact.

    1.2 Evaluate each service by its potential impact.

    1.3 Assign a criticality rating based on the costs of downtime.

    Outputs

    RTOs/RPOs

    List of gold systems

    Criticality matrix

    2 Establish Visibility Into Core Systems

    The Purpose

    Monitor and measure usage metrics of key systems.

    Key Benefits Achieved

    Capture and correlate data on business activity with infrastructure capacity usage.

    Activities

    2.1 Define your monitoring strategy.

    2.2 Implement your monitoring tool/aggregator.

    Outputs

    RACI chart

    Capacity/availability monitoring strategy

    3 Develop a Plan to Project Future Needs

    The Purpose

    Determine how to project future capacity usage needs for your organization.

    Key Benefits Achieved

    Data-based, systematic projection of future capacity usage needs.

    Activities

    3.1 Analyze historical usage trends.

    3.2 Interface with the business to determine needs.

    3.3 Develop a plan to combine these two sources of truth.

    Outputs

    Plan for soliciting future needs

    Future needs

    4 Identify and Mitigate Risks

    The Purpose

    Identify potential risks to capacity and availability.

    Develop strategies to ameliorate potential risks.

    Key Benefits Achieved

    Proactive approach to capacity that addresses potential risks before they impact availability.

    Activities

    4.1 Identify capacity and availability risks.

    4.2 Determine strategies to address risks.

    4.3 Populate and review completed capacity plan.

    Outputs

    List of risks

    List of strategies to address risks

    Completed capacity plan

    Further reading

    Develop an Availability and Capacity Management Plan

    Manage capacity to increase uptime and reduce costs.

    ANALYST PERSPECTIVE

    The cloud changes the capacity manager’s job, but it doesn’t eliminate it.

    "Nobody doubts the cloud’s transformative power. But will its ascent render “capacity manager” an archaic term to be carved into the walls of datacenters everywhere for future archaeologists to puzzle over? No. While it is true that the cloud has fundamentally changed how capacity managers do their jobs , the process is more important than ever. Managing capacity – and, by extent, availability – means minimizing costs while maximizing uptime. The cloud era is the era of unlimited capacity – and of infinite potential costs. If you put the infinity symbol on a purchase order… well, it’s probably not a good idea. Manage demand. Manage your capacity. Manage your availability. And, most importantly, keep your stakeholders happy. You won’t regret it."

    Jeremy Roberts,

    Consulting Analyst, Infrastructure Practice

    Info-Tech Research Group

    Availability and capacity management transcend IT

    This Research Is Designed For:

    ✓ CIOs who want to increase uptime and reduce costs

    ✓ Infrastructure managers who want to deliver increased value to the business

    ✓ Enterprise architects who want to ensure stability of core IT services

    ✓ Dedicated capacity managers

    This Research Will Help You:

    ✓ Develop a list of core services

    ✓ Establish visibility into your system

    ✓ Solicit business needs

    ✓ Project future demand

    ✓ Set SLAs

    ✓ Increase uptime

    ✓ Optimize spend

    This Research Will Also Assist:

    ✓ Project managers

    ✓ Service desk staff

    This Research Will Help Them:

    ✓ Plan IT projects

    ✓ Better manage availability incidents caused by lack of capacity

    Executive summary

    Situation

    • IT infrastructure leaders are responsible for ensuring that the business has access to the technology needed to keep the organization humming along. This requires managing capacity and availability.
    • Dependencies go undocumented. Services are provided on an ad hoc basis, and capacity/availability are managed reactively.

    Complication

    • Organizations are overprovisioning an average of 59% for compute, and 48% for storage. This is expensive. With budget pressure mounting, the cost of this approach can’t be ignored.
    • Lead time to respond to demand is long. Half of organizations have experienced capacity-related downtime, and almost 60% wait 3+ months for additional capacity. (451 Research, 3)

    Resolution

    • Conduct a business impact analysis to determine which of your services are most critical, and require active capacity management that will reap more in benefits than it produces in costs.
    • Establish visibility into your system. You can’t track what you can’t see, and you can’t see when you don’t have proper monitoring tools in place.
    • Develop an understanding of business needs. Use a combination of historical trend analyses and consultation with line of business and project managers to separate wants from needs. Overprovisioning used to be necessary, but is no longer required.
    • Project future needs in line with your hardware lifecycle. Never suffer availability issues as a result of a lack of capacity again.

    Info-Tech Insight

    1. Components are critical. The business doesn’t care about components. You, however, are not so lucky…
    2. Ask what the business is working on, not what they need. If you ask them what they need, they’ll tell you – and it won’t be cheap. Find out what they’re going to do, and use your expertise to service those needs.
    3. Cloud shmoud. The role of the capacity manager is changing with the cloud, but capacity management is as important as ever.

    Save money and drive efficiency with an effective availability and capacity management plan

    Overprovisioning happens because of the old style of infrastructure provisioning (hardware refresh cycles) and because capacity managers don’t know how much they need (either as a result of inaccurate or nonexistent information).

    According to 451 Research, 59% of enterprises have had to wait 3+ months for new capacity. It is little wonder, then, that so many opt to overprovision. Capacity management is about ensuring that IT services are available, and with lead times like that, overprovisioning can be more attractive than the alternative. Fortunately there is hope. An effective availability and capacity management plan can help you:

    • Identify your gold systems
    • Establish visibility into them
    • Project your future capacity needs

    Balancing overprovisioning and spending is the capacity manager’s struggle.

    Availability and capacity management go together like boots and feet

    Availability and capacity are not the same, but they are related and can be effectively managed together as part of a single process.

    If an IT department is unable to meet demand due to insufficient capacity, users will experience downtime or a degradation in service. To be clear, capacity is not the only factor in availability – reliability, serviceability, etc. are significant as well. But no organization can effectively manage availability without paying sufficient attention to capacity.

    "Availability Management is concerned with the design, implementation, measurement and management of IT services to ensure that the stated business requirements for availability are consistently met."

    – OGC, Best Practice for Service Delivery, 12

    "Capacity management aims to balance supply and demand [of IT storage and computing services] cost-effectively…"

    – OGC, Business Perspective, 90

    Integrate the three levels of capacity management

    Successful capacity management involves a holistic approach that incorporates all three levels.

    Business The highest level of capacity management, business capacity management, involves predicting changes in the business’ needs and developing requirements in order to make it possible for IT to adapt to those needs. Influx of new clients from a failed competitor.
    Service Service capacity management focuses on ensuring that IT services are monitored to determine if they are meeting pre-determined SLAs. The data gathered here can be used for incident and problem management. Increased website traffic.
    Component Component capacity management involves tracking the functionality of specific components (servers, hard drives, etc.), and effectively tracking their utilization and performance, and making predictions about future concerns. Insufficient web server compute.

    The C-suite cares about business capacity as part of the organization’s strategic planning. Service leads care about their assigned services. IT infrastructure is concerned with components, but not for their own sake. Components mean services that are ultimately designed to facilitate business.

    A healthcare organization practiced poor capacity management and suffered availability issues as a result

    CASE STUDY

    Industry: Healthcare

    Source: Interview

    New functionalities require new infrastructure

    There was a project to implement an elastic search feature. This had to correlate all the organization’s member data from an Oracle data source and their own data warehouse, and pool them all into an elastic search index so that it could be used by the provider portal search function. In estimating the amount of space needed, the infrastructure team assumed that all the data would be shared in a single place. They didn’t account for the architecture of elastic search in which indexes are shared across multiple nodes and shards are often split up separately.

    Beware underestimating demand and hardware sourcing lead times

    As a result, they vastly underestimated the amount of space that was needed and ended up short by a terabyte. The infrastructure team frantically sourced more hardware, but the rush hardware order arrived physically damaged and had to be returned to the vendor.

    Sufficient budget won’t ensure success without capacity planning

    The project’s budget had been more than sufficient to pay for the extra necessary capacity, but because a lack of understanding of the infrastructure impact resulted in improper forecasting, the project ended up stuck in a standstill.

    Manage availability and keep your stakeholders happy

    If you run out of capacity, you will inevitably encounter availability issues like downtime and performance degradation . End users do not like downtime, and neither do their managers.

    There are three variables that are monitored, measured, and analyzed as part of availability management more generally (Valentic).

      1. Uptime:

    The availability of a system is the percentage of time the system is “up,” (and not degraded) which can be calculated using the following formula: uptime/(uptime + downtime) x 100%. The more components there are in a system, the lower the availability, as a rule.

      1. Reliability:

    The length of time a component/service can go before there is an outage that brings it down, typically measured in hours.

      1. Maintainability:

    The amount of time it takes for a component/service to be restored in the event of an outage, also typically measured in hours.

    Enter the cloud: changes in the capacity manager role

    There can be no doubt – the rise of the public cloud has fundamentally changed the nature of capacity management.

    Features of the public cloudImplications for capacity management
    Instant, or near-instant, instantiation Lead times drop; capacity management is less about ensuring equipment arrives on time.
    Pay-as-you go services Capacity no longer needs to be purchased in bulk. Pay only for what you use and shut down instances that are no longer necessary.
    Essentially unlimited scalability Potential capacity is infinite, but so are potential costs.
    Offsite hosting Redundancy, but at the price of the increasing importance of your internet connection.

    Vendors will sell you the cloud as a solution to your capacity/availability problems

    The image contains two graphs. The first graph on the left is titled: Reactive Management, and shows the struggling relationship between capacity and demand. The second graph on the right is titled: Cloud future (ideal), which demonstrates a manageable relationship between capacity and demand over time.

    Traditionally, increases in capacity have come in bursts as a reaction to availability issues. This model inevitably results in overprovisioning, driving up costs. Access to the cloud changes the equation. On-demand capacity means that, ideally, nobody should pay for unused capacity.

    Reality check: even in the cloud era, capacity management is necessary

    You will likely find vendors to nurture the growth of a gap between your expectations and reality. That can be damaging.

    The cloud reality does not look like the cloud ideal. Even with the ostensibly elastic cloud, vendors like the consistency that longer-term contracts offer. Enter reserved instances: in exchange for lower hourly rates, vendors offer the option to pay a fee for a reserved instance. Usage beyond the reserved will be billed at a higher hourly rate. In order to determine where that line should be drawn, you should engage in detailed capacity planning. Unfortunately, even when done right, this process will result in some overprovisioning, though it does provide convenience from an accounting perspective. The key is to use spot instances where demand is exceptional and bounded. Example: A university registration server that experiences exceptional demand at the start of term but at no other time.

    The image contains an example of cloud reality not matching with the cloud ideal in the form of a graph. The graph is split horizontally, the top half is red, and there is a dotted line splitting it from the lower half. The line is labelled: Reserved instance ceiling. In the bottom half, it is the colour green and has a curving line.

    Use best practices to optimize your cloud resources

    The image contains two graphs. The graph on the left is labelled: Ineffective reserve capacity. At the top of the graph is a dotted line labelled: Reserved Instance ceiling. The graph is measuring capacity requirements over time. There is a curved line on the graph that suddenly spikes and comes back down. The spike is labelled unused capacity. The graph on the right is labelled: Effective reserve capacity. The reserved instance ceiling is about halfway down this graph, and it is comparing capacity requirements over time. This graph has a curved line on it, also has a spike and is labelled: spot instance.

    Even in the era of elasticity, capacity planning is crucial. Spot instances – the spikes in the graph above – are more expensive, but if your capacity needs vary substantially, reserving instances for all of the space you need can cost even more money. Efficiently planning capacity will help you draw this line.

    Evaluate business impact; not all systems are created equal

    Limited resources are a reality. Detailed visibility into every single system is often not feasible and could be too much information.

    Simple and effective. Sometimes a simple display can convey all of the information necessary to manage critical systems. In cars it is important to know your speed, how much fuel is in the tank, and whether or not you need to change your oil/check your engine.

    Where to begin?! Specialized information is sometimes necessary, but it can be difficult to navigate.

    Take advantage of a business impact analysis to define and understand your critical services

    Ideally, downtime would be minimal. In reality, though, downtime is a part of IT life. It is important to have realistic expectations about its nature and likelihood.

    STEP 1

    STEP 2

    STEP 3

    STEP 4

    STEP 5

    Record applications and dependencies

    Utilize your asset management records and document the applications and systems that IT is responsible for managing and recovering during a disaster.

    Define impact scoring scale

    Ensure an objective analysis of application criticality by establishing a business impact scale that applies to all applications.

    Estimate impact of downtime

    Leverage the scoring criteria from the previous step and establish an estimated impact of downtime for each application.

    Identify desired RTO and RPO

    Define what the RTOs/RPOs should be based on the impact of a business interruption and the tolerance for downtime and data loss.

    Determine current RTO/RPO

    Conduct tabletop planning and create a flowchart of your current capabilities. Compare your current state to the desired state from the previous step.

    Info-Tech Insight

    According to end users, every system is critical and downtime is intolerable. Of course, once they see how much totally eliminating downtime can cost, they might change their tune. It is important to have this discussion to separate the critical from the less critical – but still important – services.

    Establish visibility into critical systems

    You may have seen “If you can’t measure it, you can’t manage it” or a variation thereof floating around the internet. This adage is consumable and makes sense…doesn’t it?

    "It is wrong to suppose that if you can’t measure it, you can’t manage it – a costly myth."

    – W. Edwards Deming, statistician and management consultant, author of The New Economics

    While it is true that total monitoring is not absolutely necessary for management, when it comes to availability and capacity – objectively quantifiable service characteristics – a monitoring strategy is unavoidable. Capturing fluctuations in demand, and adjusting for those fluctuations, is among the most important functions of a capacity manager, even if hovering over employees with a stopwatch is poor management.

    Solicit needs from line of business managers

    Unless you head the world’s most involved IT department (kudos if you do) you’re going to have to determine your needs from the business.

    Do

    Do not

    ✓ Develop a positive relationship with business leaders responsible for making decisions.

    ✓ Make yourself aware of ongoing and upcoming projects.

    ✓ Develop expertise in organization-specific technology.

    ✓ Make the business aware of your expenses through chargebacks or showbacks.

    ✓ Use your understanding of business projects to predict business needs; do not rely on business leaders’ technical requests alone.

    X Be reactive.

    X Accept capacity/availability demands uncritically.

    X Ask line of business managers for specific computing requirements unless they have the technical expertise to make informed judgments.

    X Treat IT as an opaque entity where requests go in and services come out (this can lead to irresponsible requests).

    Demand: manage or be managed

    You might think you can get away with uncritically accepting your users’ demands, but this is not best practice. If you provide it, they will use it.

    The company meeting

    “I don’t need this much RAM,” the application developer said, implausibly. Titters wafted above the assembled crowd as her IT colleagues muttered their surprise. Heads shook, eyes widened. In fact, as she sat pondering her utterance, the developer wasn’t so sure she believed it herself. Noticing her consternation, the infrastructure manager cut in and offered the RAM anyway, forestalling the inevitable crisis that occurs when seismic internal shifts rock fragile self-conceptions. Until next time, he thought.

    "Work expands as to fill the resources available for its completion…"

    – C. Northcote Parkinson, quoted in Klimek et al.

    Combine historical data with the needs you’ve solicited to holistically project your future needs

    Predicting the future is difficult, but when it comes to capacity management, foresight is necessary.

    Critical inputs

    In order to project your future needs, the following inputs are necessary.

    1. Usage trends: While it is true that past performance is no indication of future demand, trends are still a good way to validate requests from the business.
    2. Line of business requests: An understanding of the projects the business has in the pipes is important for projecting future demand.
    3. Institutional knowledge: Read between the lines. As experts on information technology, the IT department is well-equipped to translate needs into requirements.
    The image contains a graph that is labelled: Projected demand, and graphs demand over time. There is a curved line that passes through a vertical line labelled present. There is a box on top of the graph that contains the text: Note: confidence in demand estimates will very by service and by stakeholder.

    Follow best practice guidelines to maximize the efficiency of your availability and capacity management process

    The image contains Info-Tech's IT Management & Governance Framework. The framework displays many of Info-Tech's research to help optimize and improve core IT processes. The name of this blueprint is under the Infrastructure & Operations section, and has been circled to point out where it is in the framework.

    Understand how the key frameworks relate and interact

    The image contains a picture of the COBIT 5 logo.

    BA104: Manage availability and capacity

    • Current state assessment
    • Forecasting based on business requirements
    • Risk assessment of planning and implementation of requirements
    The image contains a picture of the ITIL logo

    Availability management

    • Determine business requirements
    • Match requirements to capabilities
    • Address any mismatch between requirements and capabilities in a cost-effective manner

    Capacity management

    • Monitoring services and components
    • Tuning for efficiency
    • Forecasting future requirements
    • Influencing demand
    • Producing a capacity plan
    The image contains a picture of Info-Tech Research Group logo.

    Availability and capacity management

    • Conduct a business impact analysis
    • Establish visibility into critical systems
    • Solicit and incorporate business needs
    • Identify and mitigate risks

    Disaster recovery and business continuity planning are forms of availability management

    The scope of this project is managing day-to-day availability, largely but not exclusively, in the context of capacity. For additional important information on availability, see the following Info-Tech projects.

      • Develop a Business Continuity Plan

    If your focus is on ensuring process continuity in the event of a disaster.

      • Establish a Program to Enable Effective Performance Monitoring

    If your focus is on flow mapping and transaction monitoring as part of a plan to engage APM vendors.

      • Create a Right-Sized Disaster Recovery Plan

    If your focus is on hardening your IT systems against major events.

    Info-Tech’s approach to availability and capacity management is stakeholder-centered and cloud ready

    Phase 1:

    Conduct a business impact analysis

    Phase 2:

    Establish visibility into core systems

    Phase 3:

    Solicit and incorporate business needs

    Phase 4:

    Identify and mitigate risks

    1.1 Conduct a business impact analysis

    1.2 Assign criticality ratings to services

    2.1 Define your monitoring strategy

    2.2 Implement monitoring tool/aggregator

    3.1 Solicit business needs

    3.2 Analyze data and project future needs

    4.1 Identify and mitigate risks

    Deliverables

    • Business impact analysis
    • Gold systems
    • Monitoring strategy
    • List of stakeholders
    • Business needs
    • Projected capacity needs
    • Risks and mitigations
    • Capacity management summary cards

    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

    Availability & capacity management – project overview

     

    Conduct a business impact analysis

    Establish visibility into core systems

    Solicit and incorporate business needs

    Identify and
    mitigate risks

    Best-Practice Toolkit

    1.1 Create a scale to measure different levels of impact

    1.2 Assign criticality ratings to services

    2.1 Define your monitoring strategy

    2.2 Implement your monitoring tool/aggregator

    3.1 Solicit business needs and gather data

    3.2 Analyze data and project future needs

    4.1 Identify and mitigate risks

    Guided Implementations

    Call 1: Conduct a business impact analysis Call 1: Discuss your monitoring strategy

    Call 1: Develop a plan to gather historical data; set up plan to solicit business needs

    Call 2: Evaluate data sources

    Call 1: Discuss possible risks and strategies for risk mitigation

    Call 2: Review your capacity management plan

    Onsite Workshop

    Module 1:

    Conduct a business impact analysis

    Module 2:

    Establish visibility into core systems

    Module 3:

    Develop a plan to project future needs

    Module 4:

    Identify and mitigate risks

     

    Phase 1 Results:

    • RTOs/RPOs
    • List of gold systems
    • Criticality matrix

    Phase 2 Results:

    • Capacity/availability monitoring strategy

    Phase 3 Results:

    • Plan for soliciting future needs
    • Future needs

    Phase 4 Results:

    • Strategies for reducing risks
    • Capacity management plan

    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

     

    Conduct a business
    impact analysis

    Establish visibility into
    core systems

    Solicit and incorporate business needs

    Identify and mitigate risks

    Activities

    1.1 Conduct a business impact analysis

    1.2 Create a list of critical dependencies

    1.3 Identify critical sub-components

    1.4 Develop best practices to negotiate SLAs

    2.1 Determine indicators for sub-components

    2.2 Establish visibility into components

    2.3 Develop strategies to ameliorate visibility issues

    3.1 Gather relevant business-level data

    3.2 Gather relevant service-level data

    3.3 Analyze historical trends

    3.4 Build a list of business stakeholders

    3.5 Directly solicit requirements from the business

    3.6 Map business needs to technical requirements

    3.7 Identify inefficiencies and compare historical data

    • 4.1 Brainstorm potential causes of availability and capacity risk
    • 4.2 Identify and mitigate capacity risks
    • 4.3 Identify and mitigate availability risks

    Deliverables

    1. Business impact analysis
    2. List of gold systems
    3. SLA best practices
    1. Sub-component metrics
    2. Strategy to establish visibility into critical sub-components
    1. List of stakeholders
    2. Business requirements
    3. Technical requirements
    4. Inefficiencies
    1. Strategies for mitigating risks
    2. Completed capacity management plan template

    PHASE 1

    Conduct a Business Impact Analysis

    Step 1.1: Conduct a business impact analysis

    This step will walk you through the following activities:

    • Record applications and dependencies in the Business Impact Analysis Tool.
    • Define a scale to estimate the impact of various applications’ downtime.
    • Estimate the impact of applications’ downtime.

    This involves the following participants:

    • Capacity manager
    • Infrastructure team

    Outcomes of this step

    • Estimated impact of downtime for various applications

    Execute a business impact analysis (BIA) as part of a broader availability plan

    1.1a Business Impact Analysis Tool

    Business impact analyses are an invaluable part of a broader IT strategy. Conducting a BIA benefits a variety of processes, including disaster recovery, business continuity, and availability and capacity management

    STEP 1

    STEP 2

    STEP 3

    STEP 4

    STEP 5

    Record applications and dependencies

    Utilize your asset management records and document the applications and systems that IT is responsible for managing and recovering during a disaster.

    Define impact scoring scale

    Ensure an objective analysis of application criticality by establishing a business impact scale that applies to all applications.

    Estimate impact of downtime

    Leverage the scoring criteria from the previous step and establish an estimated impact of downtime for each application.

    Identify desired RTO and RPO

    Define what the RTOs/RPOs should be based on the impact of a business interruption and the tolerance for downtime and data loss.

    Determine current RTO/RPO

    Conduct tabletop planning and create a flowchart of your current capabilities. Compare your current state to the desired state from the previous step.

    Info-Tech Insight

    Engaging in detailed capacity planning for an insignificant service draws time and resources away from more critical capacity planning exercises. Time spent tracking and planning use of the ancient fax machine in the basement is time you’ll never get back.

    Control the scope of your availability and capacity management planning project with a business impact analysis

    Don’t avoid conducting a BIA because of a perception that it’s too onerous or not necessary. If properly managed, as described in this blueprint, the BIA does not need to be onerous and the benefits are tangible.

    A BIA enables you to identify appropriate spend levels, continue to drive executive support, and prioritize disaster recovery planning for a more successful outcome. For example, an Info-Tech survey found that a BIA has a significant impact on setting appropriate recovery time objectives (RTOs) and appropriate spending.

    The image contains a graph that is labelled: BIA Impact on Appropriate RTOS. With no BIA, there is 59% RTOs are appropriate. With BIA, there is 93% RTOS being appropriate. The image contains a graph that is labelled: BIA Impact on Appropriate Spending. No BIA has 59% indication that BCP is cost effective. With a BIA there is 86% indication that BCP is cost effective.

    Terms

    No BIA: lack of a BIA, or a BIA bases solely on the perceived importance of IT services.

    BIA: based on a detailed evaluation or estimated dollar impact of downtime.

    Source: Info-Tech Research Group; N=70

    Select the services you wish to evaluate with the Business Impact Analysis Tool

    1.1b 1 hour

    In large organizations especially, collating an exhaustive list of applications and services is going to be onerous. For the purposes of this project, a subset should suffice.

    Instructions

    1. Gather a diverse group of IT staff and end users in a room with a whiteboard.
    2. Solicit feedback from the group. Questions to ask:
    • What services do you regularly use? What do you see others using? (End users)
    • Which service inspires the greatest number of service calls? (IT)
    • What services are you most excited about? (Management)
    • What services are the most critical for business operations? (Everybody)
  • Record these applications in the Business Impact Analysis Tool.
  • Input

    • Applications/services

    Output

    • Candidate applications for the business impact analysis

    Materials

    • Whiteboard
    • Markers

    Participants

    • Infrastructure manager
    • Enterprise architect
    • Application owners
    • End users

    Info-Tech Insight

    Include a variety of services in your analysis. While it might be tempting to jump ahead and preselect important applications, don’t. The process is inherently valuable, and besides, it might surprise you.

    Record the applications and dependencies in the BIA tool

    1.1c Use tab 1 of the Business Impact Analysis Tool

    1. In the Application/System column, list the applications identified for this pilot as well as the Core Infrastructure category. Also indicate the Impact on the Business and Business Owner.
    2. List the dependencies for each application in the appropriate columns:
    • Hosted On-Premises (In-House) – If the physical equipment is in a facility you own, record it here, even if it is managed by a vendor.
    • Hosted by a Co-Lo/MSP – List any dependencies hosted by a co-lo/MSP vendor.
    • Cloud (includes "as a Service”) – List any dependencies hosted by a cloud vendor.

    Note: If there are no dependencies for a particular category, leave it blank.

  • If you wish to highlight specific dependencies, put an asterisk in front of them (e.g. *SAN). This will cause the dependency to be highlighted in the remaining tabs in this tool.
  • Add comments as needed in the Notes columns. For example, for equipment that you host in-house but is remotely managed by an MSP, specify this in the notes. Similarly, note any DR support services.
  • Example

    The image contains a screenshot of Info-Tech's Business Impact Analysis Tool specifically tab 1.

    ID is optional. It is a sequential number by default.

    In-House, Co-Lo/MSP, and Cloud dependencies; leave blank if not applicable.

    Add notes as applicable – e.g. critical support services.

    Define a scoring scale to estimate different levels of impact

    1.1d Use tab 2 of the Business Impact Analysis Tool

    Modify the Business Impact Scales headings and Overall Criticality Rating terminology to suit your organization. For example, if you don’t have business partners, use that column to measure a different goodwill impact or just ignore that column in this tool (i.e. leave it blank). Estimate the different levels of potential impact (where four is the highest impact and zero is no impact) and record these in the Business Impact Scales columns.

    The image contains a screenshot of Info-Tech's Business Impact Analysis Tool, specifically tab 2.

    Estimate the impact of downtime for each application

    1.1e Use tab 3 of the Business Impact Analysis Tool

    In the BIA tab columns for Direct Costs of Downtime, Impact on Goodwill, and Additional Criticality Factors, use the drop-down menu to assign a score of zero to four based on levels of impact defined in the Scoring Criteria tab. For example, if an organization’s ERP is down, and that affects call center sales operations (e.g. ability to access customer records and process orders), the impact might be as described below:

      • Loss of Revenue might score a two or three depending on the proportion of overall sales lost due to the downtime.
      • The Impact on Customers might be a one or two depending on the extent that existing customers might be using the call center to purchase new products or services, and are frustrated by the inability to process orders.
      • The Legal/Regulatory Compliance and Health or Safety Risk might be a zero.

    On the other hand, if payroll processing is down, this may not impact revenue, but it certainly impacts internal goodwill and productivity.

    Rank service criticality: gold, silver, and bronze

    Gold

    Mission critical services. An outage is catastrophic in terms of cost or public image/goodwill. Example: trading software at a financial institution.

    Silver

    Important to daily operations, but not mission critical. Example: email services at any large organization.

    Bronze

    Loss of these services is an inconvenience more than anything, though they do serve a purpose and will be missed if they are never brought back online. Example: ancient fax machines.

    Info-Tech Best Practice

    Info-Tech recommends gold, silver, and bronze because of this typology’s near universal recognition. If you would prefer a particular designation (it might help with internal comprehension), don’t hesitate to use that one instead.

    Use the results of the business impact analysis to sort systems based on their criticality

    1.1f 1 hour

    Every organization has its own rules about how to categorize service importance. For some (consumer-facing businesses, perhaps) reputational damage may trump immediate costs.

    Instructions

    1. Gather a group of key stakeholders and project the completed Business Impact Analysis Tool onto a screen for them.
    2. Share the definitions of gold, silver, and bronze services with them (if they are not familiar), and begin sorting the services by category,
    • How long would it take to notice if a particular service went out?
    • How important are the non-quantifiable damages that could come with an outage?
  • Sort the services into gold, silver, and bronze on a whiteboard, with sticky notes, or with chart paper.
  • Verify your findings and record them in section 2.1 of the Capacity Plan Template.
  • Input

    • Results of the business impact analysis exercise

    Output

    • List of gold, silver, and bronze systems

    Materials

    • Projector
    • Business Impact Analysis Tool
    • Capacity Plan Template

    Participants

    • Infrastructure manager
    • Enterprise architect

    Leverage the rest of the BIA tool as part of your disaster recovery planning

    Disaster recovery planning is a critical activity, and while it is a sort of availability management, it is beyond this project’s scope. You can complete the business impact analysis (including RTOs and RPOs) for the complete disaster recovery package.

    See Info-Tech’s Create a Right-Sized Disaster Recovery Plan blueprint for instructions on how to complete your business impact analysis.

    Step 1.2: Assign criticality ratings to services

    This step will walk you through the following activities:

    • Create a list of dependencies for your most important applications.
    • Identify important sub-components.
    • Use best practices to develop and negotiate SLAs.

    This involves the following participants:

    • Capacity manager
    • Infrastructure team

    Outcomes of this step

    • List of dependencies of most important applications
    • List of important sub-components
    • SLAs based on best practices

    Determine the base unit of the capacity you’re looking to purchase

    Not every IT organization should approach capacity the same way. Needs scale, and larger organizations will inevitably deal in larger quantities.

    Large cloud provider

    Local traditional business

    • Thousands of servers housed in a number of datacenters around the world.
    • Dedicated capacity manager.
    • Purchases components from OEMs in bulk as part of bespoke contracts that are worth many millions of dollars over time.
    • May deal with components at a massive scale (dozens of servers at once, for example).
    • A small server room that runs non-specialized services (email, for example).
    • Barely even a dedicated IT person, let alone an IT capacity manager.
    • Purchases new components from resellers or even retail stores.
    • Deals with components at a small scale (a single switch here, a server upgrade there).

    "Cloud capacity management is not exactly the same as the ITIL version because ITIL has a focus on the component level. I actually don’t do that, because if I did I’d go crazy. There’s too many components in a cloud environment."

    – Richie Mendoza, IT Consultant, SMITS Inc.

    Consider the relationship between component capacity and service capacity

    End users’ thoughts about IT are based on what they see. They are, in other words, concerned with service availability: does the organization have the ability to provide access to needed services?

    Service

    • Email
    • CRM
    • ERP

    Component

    • Switch
    • SMTP server
    • Archive database
    • Storage

    "You don’t ask the CEO or the guy in charge ‘What kind of response time is your requirement?’ He doesn’t really care. He just wants to make sure that all his customers are happy."

    – Todd Evans, Capacity and Performance Management SME, IBM.

    One telco solved its availability issues by addressing component capacity issues

    CASE STUDY

    Industry: Telecommunications

    Source: Interview

    Coffee and Wi-Fi – a match made in heaven

    In tens of thousands of coffee shops around the world, patrons make ample use of complimentary Wi-Fi. Wi-Fi is an important part of customers’ coffee shop experience, whether they’re online to check their email, do a YouTube, or update their Googles. So when one telco that provided Wi-Fi access for thousands of coffee shops started encountering availability issues, the situation was serious.

    Wi-Fi, whack-a-mole, and web woes

    The team responsible for resolving the issue took an ad hoc approach to resolving complaints, fixing issues as they came up instead of taking a systematic approach.

    Resolution

    Looking at the network as a whole, the capacity manager took a proactive approach by using data to identify and rank the worst service areas, and then directing the team responsible to fix those areas in order of the worst first, then the next worst, and so on. Soon the availability of Wi-Fi service was restored across the network.

    Create a list of dependencies for your most important applications

    1.2a 1.5 hours

    Instructions

    1. Work your way down the list of services outlined in step 1, starting with your gold systems. During the first iteration of this exercise select only 3-5 of your most important systems.
    2. Write the name of each application on a sticky note or at the top of a whiteboard (leaving ample space below for dependency mapping).
    3. In the first tier below the application, include the specific services that the general service provides.
    • This will vary based on the service in question, but an example for email is sending, retrieving, retrieving online, etc.
  • For each of the categories identified in step 3, identify the infrastructure components that are relevant to that system. Be broad and sweeping; if the component is involved in the service, include it here. The goal is to be exhaustive.
  • Leave the final version of the map intact. Photographing or making a digital copy for posterity. It will be useful in later activities.
  • Input

    • List of important applications

    Output

    • List of critical dependencies

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Infrastructure manager
    • Enterprise architect

    Info-Tech Insight

    Dependency mapping can be difficult. Make sure you don’t waste effort creating detailed dependency maps for relatively unimportant services.

    Dependency mapping can be difficult. Make sure you don’t waste effort creating detailed dependency maps for relatively unimportant services.

    The image contains a sample dependency map on ride sharing. Ride Sharing has been split between two categories: Application and Drivers. Under drivers it branches out to: Availability, Car, and Pay. Under Application, it branches out to: Compute, Network, Edge devices, Q/A maintenance, and Storage. Compute branches out to Cloud Services. Network branches out to Cellular network and Local. Edge Devices branch out to Drivers and Users. Q/A maintenance does not have a following branch. Storage branches out to Storage (Enterprise) and Storage (local).

    Ride sharing cannot work, at least not at maximum effectiveness, without these constituent components. When one or more of these components are absent or degraded, the service will become unavailable. This example illustrates some challenges of capacity management; some of these components are necessary, but beyond the ride-sharing company’s control.

    Leverage a sample dependency tree for a common service

    The image contains a sample dependency tree for the Email service. Email branches out to: Filtering, Archiving, Retrieval, and Send/receive. Filtering branches out to security appliance which then branches out to CPU, Storage, and Network. Archiving branches to Archive server, which branches out to CPU, Storage, and Network. Retrieval branches out to IMAP/PoP which branches out to CPU, Storage, and Network. Send/receive branches out to IMAP/PoP and SMTP. SMTP branches out to CPU, Storage and Network.

    Info-Tech Best Practice

    Email is an example here not because it is necessarily a “gold system,” but because it is common across industries. This is a useful exercise for any service, but it can be quite onerous, so it should be conducted on the most important systems first.

    Separate the wheat from the chaff; identify important sub-components and separate them from unimportant ones

    1.2b 1.5 hours

    Use the bottom layer of the pyramid drawn in step 1.2a for a list of important sub-components.

    Instructions

    1. Record a list of the gold services identified in the previous activity. Leave space next to each service for sub-components.
    2. Go through each relevant sub-component. Highlight those that are critical and could reasonably be expected to cause problems.
    • Has this sub-component caused a problem in the past?
    • Is this sub-component a bottleneck?
    • What could cause this component to fail? Is it such an occurrence feasible?
  • Record the results of the exercise (and the service each sub-component is tied to) in tab 2 (columns B &C) of the Capacity Snapshot Tool.
  • Input

    • List of important applications

    Output

    • List of critical dependencies

    Materials

    • Whiteboard
    • Markers

    Participants

    • Infrastructure manager
    • Enterprise architect

    Understand availability commitments with SLAs

    With the rise of SaaS, cloud computing, and managed services, critical services and their components are increasingly external to IT.

    • IT’s lack of access to the internal working of services does not let them off the hook for performance issues (as much as that might be the dream).
    • Vendor management is availability management. Use the dependency map drawn earlier in this phase to highlight the components of critical services that rely on capacity that cannot be managed internally.
    • For each of these services ensure that an appropriate SLA is in place. When acquiring new services, ensure that the vendor SLA meets business requirements.

    The image contains a large blue circle labelled: Availability. Also in the blue circle is a small red circle labelled: Capacity.

    In terms of service provision, capacity management is a form of availability management. Not all availability issues are capacity issues, but the inverse is true.

    Info-Tech Insight

    Capacity issues will always cause availability issues, but availability issues are not inherently capacity issues. Availability problems can stem from outages unrelated to capacity (e.g. power or vendor outages).

    Use best practices to develop and negotiate SLAs

    1.2c 20 minutes per service

    When signing contracts with vendors, you will be presented with an SLA. Ensure that it meets your requirements.

    1. Use the business impact analysis conducted in this project’s first step to determine your requirements. How much downtime can you tolerate for your critical services?
    2. Once you have been presented with an SLA, be sure to scour it for tricks. Remember, just because a vendor offers “five nines” of availability doesn’t mean that you’ll actually get that much uptime. It could be that the vendor is comfortable eating the cost of downtime or that the contract includes provisions for planned maintenance. Whether or not the vendor anticipated your outage does little to mitigate the damage an outage can cause to your business, so be careful of these provisions.
    3. Ensure that the person ultimately responsible for the SLA (the approver) understands the limitations of the agreement and the implications for availability.

    Input

    • List of external component dependencies

    Output

    • SLA requirements

    Materials

    • Whiteboard
    • Markers

    Participants

    • Infrastructure manager
    • Enterprise architect

    Info-Tech Insight

    Vendors are sometimes willing to eat the cost of violating SLAs if they think it will get them a contract. Be careful with negotiation. Just because the vendor says they can do something doesn’t make it true.

    Negotiate internal SLAs using Info-Tech’s rigorous process

    Talking past each other can drive misalignment between IT and the business, inconveniencing all involved. Quantify your needs through an internal SLA as part of a comprehensive availability management plan.

    See Info-Tech’s Improve IT-Business Alignment Through an Internal SLA blueprint for instructions on why you should develop internal SLAs and the potential benefits they bring.

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

    The image contains a picture of an Info-Tech analyst.

    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:

    1.2

    The image contains a screenshot of activity 1.2 as previously described above.

    Create a list of dependencies for your most important applications

    Using the results of the business impact analysis, the analyst will guide workshop participants through a dependency mapping exercise that will eventually populate the Capacity Plan Template.

    Phase 1 Guided Implementation

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

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

    Guided Implementation 1: Conduct a business impact analysis

    Proposed Time to Completion: 1 week

    Step 1.1: Create a scale to measure different levels of impact

    Review your findings with an analyst

    Discuss how you arrived at the rating of your critical systems and their dependencies. Consider whether your external SLAs are appropriate.

    Then complete these activities…

    • Use the results of the business impact analysis to sort systems based on their criticality

    With these tools & templates:

    Business Impact Analysis Tool

    Step 1.2: Assign criticality ratings to services

    Review your findings with an analyst

    Discuss how you arrived at the rating of your critical systems and their dependencies. Consider whether your external SLAs are appropriate.

    Then complete these activities…

    • Create a list of dependencies for your most important applications
    • Identify important sub-components
    • Use best practices to develop and negotiate SLAs

    With these tools & templates:

    Capacity Snapshot Tool

    Phase 1 Results & Insights:

    • Engaging in detailed capacity planning for an insignificant service is a waste of resources. Focus on ensuring availability for your most critical systems.
    • Carefully evaluate vendors’ service offerings. Make sure the SLA works for you, and approach pie-in-the-sky promises with skepticism.

    PHASE 2

    Establish Visibility Into Core Systems

    Step 2.1: Define your monitoring strategy

    This step will walk you through the following activities:

    • Determine the indicators you should be tracking for each sub-component.

    This involves the following participants:

    • Capacity manager
    • Infrastructure team

    Outcomes of this step

    • List of indicators to track for each sub-component

    Data has its significance—but also its limitations

    The rise of big data can be a boon for capacity managers, but be warned: not all data is created equal. Bad data can lead to bad decisions – and unemployed capacity managers.

    Your findings are only as good as your data. Remember: garbage in, garbage out. There are three characteristics of good data:*

    1. Accuracy: is the data exact and correct? More detail and confidence is better.
    2. Reliability: is the data consistent? In other words, if you run the same test twice will you get the same results?
    3. Validity: is the information gleaned believable and relevant?

    *National College of Teaching & Leadership, “Reliability and Validity”

    "Data is king. Good data is absolutely essential to [the capacity manager] role."

    – Adrian Blant, Independent Capacity Consultant, IT Capability Solutions

    Info-Tech Best Practice

    Every organization’s data needs are different; your data needs are going to be dictated by your services, delivery model, and business requirements. Make sure you don’t confuse volume with quality, even if others in your organization make that mistake.

    Take advantage of technology to establish visibility into your systems

    Managing your availability and capacity involves important decisions about what to monitor and how thresholds should be set.

    • Use the list of critical applications developed through the business impact analysis and the list of components identified in the dependency mapping exercise to produce a plan for effectively monitoring component availability and capacity.
    • The nature of IT service provision – the multitude of vendors providing hardware and services necessary for even simple IT services to work effectively – means that it is unlikely that capacity management will be visible through a single pane of glass. In other words, “email” and “CRM” don’t have a defined capacity. It always depends.
    • Establishing visibility into systems involves identifying what needs to be tracked for each component.

    Too much monitoring can be as bad as the inverse

    In 2013, a security breach at US retailer Target compromised more than 70 million customers’ data. The company received an alert, but it was thought to be a false positive because the monitoring system produced so many false and redundant alerts. As a result of the daily deluge, staff did not respond to the breach in time.

    Info-Tech Insight

    Don’t confuse monitoring with management. While establishing visibility is a crucial step, it is only part of the battle. Move on to this project’s next phase to explore opportunities to improve your capacity/availability management process.

    Determine the indicators you should be tracking for each sub-component

    2.1a Tab 3 of the Capacity Snapshot Tool

    It is nearly impossible to overstate the importance of data to the process of availability and capacity management. But the wrong data will do you no good.

    Instructions

    1. Open the Capacity Snapshot Tool to tab 2. The tool should have been populated in step 1.2 as part of the component mapping exercise.
    2. For each service, determine which metric(s) would most accurately tell the component’s story. Consider the following questions when completing this activity (you may end up with more than one metric):
    • How would the component’s capacity be measured (storage space, RAM, bandwidth, vCPUs)?
    • Is the metric in question actionable?
  • Record each metric in the Metric column (D) of the Capacity Snapshot Tool. Use the adjacent column for any additional information on metrics.
  • Info-Tech Insight

    Bottlenecks are bad. Use the Capacity Snapshot Tool (or another tool like it) to ensure that when the capacity manager leaves (on vacation, to another role, for good) the knowledge that they have accumulated does not leave as well.

    Understand the limitations of this approach

    Although we’ve striven to make it as easy as possible, this process will inevitably be cumbersome for organizations with a complicated set of software, hardware, and cloud services.

    Tracking every single component in significant detail will produce a lot of noise for each bit of signal. The approach outlined here addresses that concern in two ways:

    • A focus on gold services
    • A focus on sub-components that have a reasonable likelihood of being problematic in the future.

    Despite this effort, however, managing capacity at the component level is a daunting task. Ultimately, tools provided by vendors like SolarWinds and AppDynamics will fill in some of the gaps. Nevertheless, an understanding of the conceptual framework underlying availability and capacity management is valuable.

    Step 2.2: Implement your monitoring tool/aggregator

    This step will walk you through the following activities:

    • Clarify visibility.
    • Determine whether or not you have sufficiently granular visibility.
    • Develop strategies to .any visibility issues.

    This involves the following participants:

    • Capacity manager
    • Infrastructure team
    • Applications personnel

    Outcomes of this step

    • Method for measuring and monitoring critical sub-components

    Companies struggle with performance monitoring because 95% of IT shops don’t have full visibility into their environments

    CASE STUDY

    Industry: Financial Services

    Source: AppDynamics

    Challenge

    • Users are quick to provide feedback when there is downtime or application performance degradation.
    • The challenge for IT teams is that while they can feel the pain, they don’t have visibility into the production environment and thus cannot identify where the pain is coming from.
    • The most common solution that organizations rely on is leveraging the log files for issue diagnosis. However, this method is slow and often unable to pinpoint the problem areas, leading to delays in problem resolution.

    Solution

    • Application and infrastructure teams need to work together to develop infrastructure flow maps and transaction profiles.
    • These diagrams will highlight the path that each transaction travels across your infrastructure.
    • Ideally at this point, teams will also capture latency breakdowns across every tier that the business transaction flows through.
      • This will ultimately kick start the baselining process.

    Results

    • Ninety-five percent of IT departments don’t have full visibility into their production environment. As a result, a slow business transaction will often require a war-room approach where SMEs from across the organization gather to troubleshoot.
    • Having visibility into the production environment through infrastructure flow mapping and transaction profiling will help IT teams pinpoint problems.
      • At the very least, teams will be able to identify common problem areas and expedite the root-cause analysis process.

    Source: “Just how complex can a Login Transaction be? Answer: Very!,” AppDynamics

    Monitor your critical sub-components

    Establishing a monitoring plan for your capacity involves answering two questions: can I see what I need to see, and can I see it with sufficient granularity?

    • Having the right tool for the job is an important step towards effective capacity and availability management.
    • Application performance management tools (APMs) are essential to the process, but they tend to be highly specific and vertically oriented, like using a microscope.
    • Some product families can cover a wider range of capacity monitoring functions (SolarWinds, for example). It is still important, however, to codify your monitoring needs.

    "You don’t use a microscope to monitor an entire ant farm, but you might use many microscopes to monitor specific ants."

    – Fred Chagnon, Research Director, Infrastructure Practice, Info-Tech Research Group

    Monitor your sub-components: clarify visibility

    2.2a Tab 2 of the Capacity Snapshot Tool

    The next step in capacity management is establishing whether or not visibility (in the broad sense) is available into critical sub-components.

    Instructions

    1. Open the Capacity Snapshot Tool and record the list of sub-components identified in the previous step.
    2. For each sub-component answer the following question:
    • Do I have easy access to the information I need to monitor to ensure this component remains available?
  • Select “Yes” or “No” from the drop-down menus as appropriate. In the adjacent column record details about visibility into the component.
    • What tool provides the information? Where can it be found?

    The image contains a screenshot of Info-Tech's Capacity Snapshot Tool, Tab 2.

    Monitor your sub-components; determine whether or not you have sufficient granular visibility

    2.2b Tab 2 of the Capacity Snapshot Tool

    Like ideas and watches, not all types of visibility are created equal. Ensure that you have access to the right information to make capacity decisions.

    Instructions

    1. For each of the sub-components clarify the appropriate level of granularity for the visibility gained to be useful. In the case of storage, for example, is raw usage (in gigabytes) sufficient, or do you need a breakdown of what exactly is taking up the space? The network might be more complicated.
    2. Record the details of this ideation in the adjacent column.
    3. Select “Yes” or “No” from the drop-down menu to track the status of each sub-component.

    The image contains a picture of an iPhone storage screen where it breaks down the storage into the following categories: apps, media, photos, and other.

    For most mobile phone users, this breakdown is sufficient. For some, more granularity might be necessary.

    Info-Tech Insight

    Make note of monitoring tools and strategies. If anything changes, be sure to re-evaluate the visibility status. An outdated spreadsheet can lead to availability issues if management is unaware of looming problems.

    Develop strategies to ameliorate any visibility issues

    2.2c 1 hour

    The Capacity Snapshot Tool color-codes your components by status. Green – visibility and granularity are both sufficient; yellow – visibility exists, though not at sufficient granularity; and red – visibility does not exist at all.

    Instructions

    1. Write each of the yellow and red sub-components on a whiteboard or piece of chart paper.
    2. Brainstorm amelioration strategies for each of the problematic sub-components.
    • Does the current monitoring tool have sufficient functionality?
    • Does it need to be further configured/customized?
    • Do we need a whole new tool?
  • Record these strategies in the Amelioration Strategy column on tab 4 of the tool.
  • Input

    • Sub-components
    • Capacity Snapshot Tool

    Output

    • Amelioration strategies

    Materials

    • Whiteboard
    • Markers
    • Capacity Snapshot Tool

    Participants

    • Infrastructure manager

    Info-Tech Best Practice

    It might be that there is no amelioration strategy. Make note of this difficulty and highlight it as part of the risk section of the Capacity Plan Template.

    See Info-Tech’s projects on storage and network modernization for additional details

    Leverage other products for additional details on how to modernize your network and storage services.

    The process of modernizing the network is fraught with vestigial limitations. Develop a program to gather requirements and plan.

    As part of the blueprint, Modernize Enterprise Storage, the Modernize Enterprise Storage Workbook includes a section on storage capacity planning.

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

    The image contains a picture of an Info-Tech analyst.

    Book a workshop with our Info-Tech analysts:

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

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

    2.2

    The image contains a screenshot of activity 2.2.

    Develop strategies to ameliorate visibility issues

    The analyst will guide workshop participants in brainstorming potential solutions to visibility issues and record them in the Capacity Snapshot Tool.

    Phase 2 Guided Implementation

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

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

    Guided Implementation 2: Establish visibility into core systems

    Proposed Time to Completion: 3 weeks

    Step 2.1: Define your monitoring strategy

    Review your findings with an analyst

    Discuss your monitoring strategy and ensure you have sufficient visibility for the needs of your organization.

    Then complete these activities…

    • Determine the indicators you should be tracking for each sub-component

    With these tools & templates:

    • Capacity Snapshot Tool

    Step 2.2: Implement your monitoring tool/aggregator

    Review your findings with an analyst

    Discuss your monitoring strategy and ensure you have sufficient visibility for the needs of your organization.

    Then complete these activities…

    • Clarify visibility
    • Determine whether or not you have sufficiently granular visibility
    • Develop strategies to ameliorate any visibility issues

    With these tools & templates:

    • Capacity Snapshot Tool

    Phase 2 Results & Insights:

    • Every organization’s data needs are different. Adapt data gathering, reporting, and analysis according to your services, delivery model, and business requirements.
    • Don’t confuse monitoring with management. Build a system to turn reported data into useful information that feeds into the capacity management process.

    PHASE 3

    Solicit and Incorporate Business Needs

    Step 3.1: Solicit business needs and gather data

    This step will walk you through the following activities:

    • Build relationships with business stakeholders.
    • Analyze usage data and identify trends.
    • Correlate usage trends with business needs.

    This involves the following participants:

    • Capacity manager
    • Infrastructure team members
    • Business stakeholders

    Outcomes of this step

    • System for involving business stakeholders in the capacity planning process
    • Correlated data on business level, service level, and infrastructure level capacity usage

    Summarize your capacity planning activities in the Capacity Plan Template

    The availability and capacity management summary card pictured here is a handy way to capture the results of the activities undertaken in the following phases. Note its contents carefully, and be sure to record specific outputs where appropriate. One such card should be completed for each of the gold services identified in the project’s first phase. Make note of the results of the activities in the coming phase, and populate the Capacity Snapshot Tool. These will help you populate the tool.

    The image contains a screenshot of Info-Tech's Capacity Plan Template.

    Info-Tech Best Practice

    The Capacity Plan Template is designed to be a part of a broader mapping strategy. It is not a replacement for a dedicated monitoring tool.

    Analyze historical trends as a crucial source of data

    The first place to look for information about your organization is not industry benchmarks or your gut (though those might both prove useful).

    • Where better to look than internally? Use the data you’ve gathered from your APM tool or other sources to understand your historical capacity needs and to highlight any periods of unavailability.
    • Consider monitoring the status of the capacity of each of your crucial components. The nature of this monitoring will vary based on the component in question. It can range from a rough Excel sheet all the way to a dedicated application performance monitoring tool.

    "In all cases the very first thing to do is to look at trending…The old adage is ‘you don’t steer a boat by its wake,’ however it’s also true that if something is growing at, say, three percent a month and it has been growing at three percent a month for the last twelve months, there’s a fairly good possibility that it’s going to carry on going in that direction."

    – Mike Lynch, Consultant, CapacityIQ

    Gather relevant data at the business level

    3.1a 2 hours per service

    A holistic approach to capacity management involves peering beyond the beaded curtain partitioning IT from the rest of the organization and tracking business metrics.

    Instructions

    1. Your service/application owners know how changes in business activities impact their systems. Business level capacity management involves responding to those changes. Ask service/application owners what changes will impact their capacity. Examples include:
    • Business volume (net new customers, number of transactions)
    • Staff changes (new hires, exits, etc.)
  • For each gold service, brainstorm relevant metrics. How can you capture that change in business volume?
  • Record these metrics in the summary card of the Capacity Plan Template.
  • In the notes section of the summary card record whether or not you have access to the required business metric.
  • Input

    • Brainstorming
    • List of gold services

    Output

    • Business level data

    Materials

    • In-house solution or commercial tool

    Participants

    • Capacity manager
    • Application/service owners

    Gather relevant data at the service level

    3.1b 2 hours per service

    One level of abstraction down is the service level. Service level capacity management, recall that service level capacity management is about ensuring that IT is meeting SLAs in its service provision.

    Instructions

    1. There should be internal SLAs for each service IT offers. (If not, that’s a good place to start. See Info-Tech’s research on the subject.) Prod each of your service owners for information on the metrics that are relevant for their SLAs. Consider the following:
    • Peak hours, requests per second, etc.
    • This will usually include some APM data.
  • Record these metrics in the summary card of the Capacity Plan Template.
  • Include any visibility issues in the notes in a similar section of the Capacity Plan Template.
  • Input

    • Brainstorming
    • List of gold services

    Output

    • Service level data

    Materials

    • In-house solution or commercial tool

    Participants

    • Capacity manager
    • Application/service owners

    Leverage the visibility into your infrastructure components and compare all of your data over time

    You established visibility into your components in the second phase of this project. Use this data, and that gathered at the business and service levels, to begin analyzing your demand over time.

    • Different organizations will approach this issue differently. Those with a complicated service catalog and a dedicated capacity manager might employ a tool like TeamQuest. If your operation is small, or you need to get your availability and capacity management activities underway as quickly as possible, you might consider using a simple spreadsheet software like Excel.
    • If you choose the latter option, select a level of granularity (monthly, weekly, etc.) and produce a line graph in Excel.
    • Example: Employee count (business metric)

    Jan

    Feb

    Mar

    Apr

    May

    June

    July

    74

    80

    79

    83

    84

    100

    102

    The image contains a graph using the example of employee count described above.

    Note: the strength of this approach is that it is easy to visualize. Use the same timescale to facilitate simple comparison.

    Manage, don’t just monitor; mountains of data need to be turned into information

    Information lets you make a decision. Understand the questions you don’t need to ask, and ask the right ones.

    "Often what is really being offered by many analytics solutions is just more data or information – not insights."

    – Brent Dykes, Director of Data Strategy, Domo

    Info-Tech Best Practice

    You can have all the data in the world and absolutely nothing valuable to add. Don’t fall for this trap. Use the activities in this phase to structure your data collection operation and ensure that your organization’s availability and capacity management plan is data driven.

    Analyze historical trends and track your services’ status

    3.1c Tab 3 of the Capacity Snapshot Tool

    At-a-glance – it’s how most executives consume all but the most important information. Create a dashboard that tracks the status of your most important systems.

    Instructions

    1. Consult infrastructure leaders for information about lead times for new capacity for relevant sub-components and include that information in the tool.
    • Look to historical lead times. (How long does it traditionally take to get more storage?)
    • If you’re not sure, contact an in-house expert, or speak to your vendor
  • Use tab 3 of the tool to record whether your existing capacity will be exceeded before you can stand more hardware up (red), you have a plan to ameliorate capacity issues but new capacity is not yet in place (yellow), or if you are not slated to run out of capacity any time soon (green).
  • Repeat the activity regularly. Include notes about spikes that might present capacity challenges, and information about when capacity may run out.
  • This tool collates and presents information gathered from other sources. It is not a substitute for a performance monitoring tool.

    Build a list of key business stakeholders

    3.1d 10 minutes

    Stakeholder analysis is crucial. Lines of authority can be diffuse. Understand who needs to be involved in the capacity management process early on.

    Instructions

    1. With the infrastructure team, brainstorm a group of departments, roles, and people who may impact demand on capacity.
    2. Go through the list with your team and identify stakeholders from two groups:
    • Line of business: who in the business makes use of the service?
    • Application owner: who in IT is responsible for ensuring the service is up?
  • Insert the list into section 3 of the Capacity Plan Template, and update as needed.
  • Input

    • Gold systems
    • Personnel Information

    Output

    • List of key business stakeholders

    Materials

    • Whiteboard
    • Markers

    Participants

    • Capacity manager
    • Infrastructure staff

    Info-Tech Best Practice

    Consider which departments are most closely aligned with the business processes that fuel demand. Prioritize those that have the greatest impact. Consider the stakeholders who will make purchasing decisions for increasing infrastructure capacity.

    Organize stakeholder meetings

    3.1e 10 hours

    Establishing a relationship with your stakeholders is a necessary step in managing your capacity and availability.

    Instructions

    1. Gather as many of the stakeholders identified in the previous activity as you can and present information on availability and capacity management
    • If you can’t get everyone in the same room, a virtual meeting or even an email blast could get the job done.
  • Explain the importance of capacity and availability management
    • Consider highlighting the trade-offs between cost and availability.
  • Field any questions the stakeholders might have about the process. Be honest. The goal of this meeting is to build trust. This will come in handy when you’re gathering business requirements.
  • Propose a schedule and seek approval from all present. Include the results in section 3 of the Capacity Plan Template.
  • Input

    • List of business stakeholders
    • Hard work

    Output

    • Working relationship, trust
    • Regular meetings

    Materials

    • Work ethic
    • Executive brief

    Participants

    • Capacity manager
    • Business stakeholders

    Info-Tech Insight

    The best capacity managers develop new business processes that more closely align their role with business stakeholders. Building these relationships takes hard work, and you must first earn the trust of the business.

    Bake stakeholders into the planning process

    3.1f Ongoing

    Convince, don’t coerce. Stakeholders want the same thing you do. Bake them into the planning process as a step towards this goal.

    1. Develop a system to involve stakeholders regularly in the capacity planning process.
    • Your system will vary depending on the structure and culture of your organization.
    • See the case study on the following slide for ideas.
    • It may be as simple as setting a recurring reminder in your own calendar to touch base with stakeholders.
  • Liaise with stakeholders regularly to keep abreast of new developments.
    • Ensure stakeholders have reasonable expectations about IT’s available resources, the costs of providing capacity, and the lead times required to source additional needed capacity.
  • Draw on these stakeholders for the step “Gather information on business requirements” later in this phase.
  • Input

    • List of business stakeholders
    • Ideas

    Output

    • Capacity planning process that involves stakeholders

    Materials

    • Meeting rooms

    Participants

    • Capacity manager
    • Business stakeholders
    • Infrastructure team

    A capacity manager in financial services wrangled stakeholders and produced results

    CASE STUDY

    Industry: Financial Services

    Source: Interview

    In financial services, availability is king

    In the world of financial services, availability is absolutely crucial. High-value trades occur at all hours, and any institution that suffers outages runs the risk of losing tens of thousands of dollars, not to mention reputational damage.

    People know what they want, but sometimes they have to be herded

    While line of business managers and application owners understand the value of capacity management, it can be difficult to establish the working relationship necessary for a fruitful partnership.

    Proactively building relationships keeps services available

    He built relationships with all the department heads on the business side, and all the application owners.

    • He met with department heads quarterly.
    • He met with application owners and business liaisons monthly.

    He established a steering committee for capacity.

    He invited stakeholders to regular capacity planning meetings.

    • The first half of each meeting was high-level outlook, such as business volume and IT capacity utilization, and included stakeholders from other departments.
    • The second half of the meeting was more technical, serving the purpose for the infrastructure team.

    He scheduled lunch and learn sessions with business analysts and project managers.

    • These are the gatekeepers of information, and should know that IT needs to be involved when things come down the pipeline.

    Step 3.2: Analyze data and project future needs

    This step will walk you through the following activities:

    • Solicit needs from the business.
    • Map business needs to technical requirements, and technical requirements to infrastructure requirements.
    • Identify inefficiencies in order to remedy them.
    • Compare the data across business, component, and service levels, and project your capacity needs.

    This involves the following participants:

    • Capacity manager
    • Infrastructure team members
    • Business stakeholders

    Outcomes of this step

    • Model of how business processes relate to technical requirements and their demand on infrastructure
    • Method for projecting future demand for your organization’s infrastructure
    • Comparison of current capacity usage to projected demand

    “Nobody tells me anything!” – the capacity manager’s lament

    Sometimes “need to know” doesn’t register with sales or marketing. Nearly every infrastructure manager can share a story about a time when someone has made a decision that has critically impacted IT infrastructure without letting anyone in IT in on the “secret.”

    In brief

    The image contains a picture of a man appearing to be overwhelmed.

    Imagine working for a media company as an infrastructure capacity manager. Now imagine that the powers that be have decided to launch a content-focused web service. Seems like something they would do, right? Now imagine you find out about it the same way the company’s subscribers do. This actually happened – and it shouldn’t have. But a similar lack of alignment makes this a real possibility for any organization. If you don’t establish a systematic plan for soliciting and incorporating business requirements, prepare to lose a chunk of your free time. The business should never be able to say, in response to “nobody tells me anything,” “nobody asked.”

    Pictured: an artist’s rendering of the capacity manager in question.

    Directly solicit requirements from the business

    3.2a 30 minutes per stakeholder

    Once you’ve established, firmly, that everyone’s on the same team, meet individually with the stakeholders to assess capacity.

    Instructions

    1. Schedule a one-on-one meeting with each line of business manager (stakeholders identified in 3.1). Ideally this will be recurring.
    • Experienced capacity managers suggest doing this monthly.
  • In the meeting address the following questions:
    • What are some upcoming major initiatives?
    • Is the department going to expand or contract in a noticeable way?
    • Have customers taken to a particular product more than others?
  • Include the schedule in the Capacity Plan Template, and consider including details of the discussion in the notes section in tab 3 of the Capacity Snapshot Tool.
  • Input

    • Stakeholder opinions

    Output

    • Business requirements

    Materials

    • Whiteboard
    • Markers

    Participants

    • Capacity manager
    • Infrastructure staff

    Info-Tech Insight

    Sometimes line of business managers will evade or ignore you when you come knocking. They do this because they don’t know and they don’t want to give you the wrong information. Explain that a best guess is all you can ask for and allay their fears.

    Below, you will find more details about what to look for when soliciting information from the line of business manager you’ve roped into your scheme.

    1. Consider the following:
    • Projected sales pipeline
    • Business growth
    • Seasonal cycles
    • Marketing campaigns
    • New applications and features
    • New products and services
  • Encourage business stakeholders to give you their best guess for elements such as projected sales or business growth.
  • Estimate variance and provide a range. What can you expect at the low end? The high end? Record your historical projections for an idea of how accurate you are.
  • Consider carefully the infrastructure impact of new features (and record this in the notes section of the Capacity Snapshot Tool).
  • Directly solicit requirements from the business (optional)

    3.2a 1 hour

    IT staff and line of business staff come with different skillsets. This can lead to confusion, but it doesn’t have to. Develop effective information solicitation techniques.

    Instructions

    1. Gather your IT staff in a room with a whiteboard. As a group, select a gold service/line of business manager you would like to use as a “practice dummy.”
    2. Have everyone write down a question they would ask of the line of business representative in a hypothetical business/service capacity discussion.
    3. As a group discuss the merits of the questions posed:
    • Are they likely to yield productive information?
    • Are they too vague or specific?
    • Is the person in question likely to know the answer?
    • Is the information requested a guarded trade secret?
  • Discuss the findings and include any notes in section 3 of the Capacity Plan Template.
  • Input

    • Workshop participants’ ideas

    Output

    • Interview skills

    Materials

    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Capacity manager
    • Infrastructure staff

    Map business needs to technical requirements, and technical requirements to infrastructure requirements

    3.2b 5 hours

    When it comes to mapping technical requirements, IT alone has the ability to effectively translate business needs.

    Instructions

    1. Use your notes from stakeholder meetings to assess the impact of any changes on gold systems.
    2. For each system brainstorm with infrastructure staff (and any technical experts as necessary) about what the information gleaned from stakeholder discussions. Consider the following discussion points:
    • How has demand for the service been trending? Does it match what the business is telling us?
    • Have we had availability issues in the past?
    • Has the business been right with their estimates in the past?
  • Estimate what a change in business/service metrics means for capacity.
    • E.g. how much RAM does a new email user require?
  • Record the output in the summary card of the Capacity Plan Template.
  • Input

    • Business needs

    Output

    • Technical and infrastructure requirements

    Materials

    • Whiteboard
    • Markers

    Participants

    • Capacity manager
    • Infrastructure staff

    Info-Tech Insight

    Adapt the analysis to the needs of your organization. One capacity manager called the one-to-one mapping of business process to infrastructure demand the Holy Grail of capacity management. If this level of precision isn’t attainable, develop your own working estimates using the higher-level data

    Avoid putting too much faith in the cloud as a solution to your problem

    Has the rise of on-demand, functionally unlimited services eliminated the need for capacity and availability management?

    Capacity management

    The role of the capacity manager is changing, but it still has a purpose. Consider this:

    • Not everything can move to the cloud. For security/functionality reasons, on-premises infrastructure will continue to exist.
    • Cost management is more relevant than ever in the cloud age. Manage your instances.
    • While a cloud migration might render some component capacity management functions irrelevant, it could increase the relevance of others (the network, perhaps).

    Availability management

    Ensuring services are available is still IT’s wheelhouse, even if that means a shift to a brokerage model:

    • Business availability requirements (as part of the business impact analysis, potentially) are important; internal SLAs and contracts with vendors need to be managed.
    • Even in the cloud environment, availability is not guaranteed. Cloud providers have outages (unplanned, maintenance related, etc.) and someone will have to understand the limitations of cloud services and the impact on availability.

    Info-Tech Insight

    The cloud comes at the cost of detailed performance data. Sourcing a service through an SLA with a third party increases the need to perform your own performance testing of gold level applications. See performance monitoring.

    Beware Parkinson’s law

    A consequence of our infinite capacity for creativity, people have the enviable skill of making work. In 1955, C. Northcote Parkinson pointed out this fact in The Economist . What are the implications for capacity management?

    "It is a commonplace observation that work expands so as to fill the time available for its completion. Thus, an elderly lady of leisure can spend the entire day in writing and despatching a postcard to her niece at Bognor Regis. An hour will be spent in finding the postcard, another in hunting for spectacles, half-an-hour in a search for the address, an hour and a quarter in composition, and twenty minutes in deciding whether or not to take an umbrella when going to the pillar-box in the next street."

    C. Northcote Parkinson, The Economist, 1955

    Info-Tech Insight

    If you give people lots of capacity, they will use it. Most shops are overprovisioned, and in some cases that’s throwing perfectly good money away. Don’t be afraid to prod if someone requests something that doesn’t seem right.

    Optimally align demand and capacity

    When it comes to managing your capacity, look for any additional efficiencies.

    Questions to ask:

    • Are there any infrastructure services that are not being used to their full potential, sitting idle, or allocated to non-critical or zombie functions?
      • Are you managing your virtual servers? If, for example, you experience a seasonal spike in demand, are you leaving virtual machines running after the fact?
    • Do your organization’s policies and your infrastructure setup allow for the use of development resources for production during periods of peak demand?
    • Can you make organizational or process changes in order to satisfy demand more efficiently?

    In brief

    Who isn’t a sports fan? Big games mean big stakes for pool participants and armchair quarterbacks—along with pressure on the network as fans stream games from their work computers. One organization suffered from this problem, and, instead of taking a hardline and banning all streams, opted to stream the game on a large screen in a conference room where those interested could work for its duration. This alleviated strain on the network and kept staff happy.

    Shutting off an idle cloud to cut costs

    CASE STUDY

    Industry:Professional Services

    Source:Interview

    24/7 AWS = round-the-clock costs

    A senior developer realized that his development team had been leaving AWS instances running without any specific reason.

    Why?

    The development team appreciated the convenience of an always-on instance and, because the people spinning them up did not handle costs, the problem wasn’t immediately apparent.

    Resolution

    In his spare time over the course of a month, the senior developer wrote a program to manage the servers, including shutting them down during times when they were not in use and providing remote-access start-up when required. His team alone saved $30,000 in costs over the next six months, and his team lead reported that it would have been more than worth paying the team to implement such a project on company time.

    Identify inefficiencies in order to remediate them

    3.2c 20 minutes per service

    Instructions

    1. Gather the infrastructure team together and discuss existing capacity and demand. Use the inputs from your data analysis and stakeholder meetings to set the stage for your discussion.
    2. Solicit ideas about potential inefficiencies from your participants:
    • Are VMs effectively allocated? If you need 7 VMs to address a spike, are those VMs being reallocated post-spike?
    • Are developers leaving instances running in the cloud?
    • Are particular services massively overprovisioned?
    • What are the biggest infrastructure line items? Are there obvious opportunities for cost reduction there?
  • Record any potential opportunities in the summary of the Capacity Plan Template.
  • Input

    • Gold systems
    • Data inputs

    Output

    • Inefficiencies

    Materials

    • Whiteboard
    • Markers

    Participants

    • Capacity manager
    • Infrastructure staff

    Info-Tech Insight

    The most effective capacity management takes a holistic approach and looks at the big picture in order to find ways to eliminate unnecessary infrastructure usage, or to find alternate or more efficient sources of required capacity.

    Dodging the toll troll by rerouting traffic

    CASE STUDY

    Industry:Telecommunications

    Source: Interview

    High-cost lines

    The capacity manager at a telecommunications provider mapped out his firm’s network traffic and discovered they were using a number of VP circuits (inter building cross connects) that were very expensive on the scale of their network.

    Paying the toll troll

    These VP circuits were supplying needed network services to the telecom provider’s clients, so there was no way to reduce this demand.

    Resolution

    The capacity manager analyzed where the traffic was going and compared this to the cost of the lines they were using. After performing the analysis, he found he could re-route much of the traffic away from the VP circuits and save on costs while delivering the same level of service to their users.

    Compare the data across business, component, and service levels, and project your capacity needs

    3.2d 2 hour session/meeting

    Make informed decisions about capacity. Remember: retain all documentation. It might come in handy for the justification of purchases.

    Instructions

    1. Using either a dedicated tool or generic spreadsheet software like Excel or Sheets, evaluate capacity trends. Ask the following questions:
    • Are there times when application performance degraded, and the service level was disrupted?
    • Are there times when certain components or systems neared, reached, or exceeded available capacity?
    • Are there seasonal variations in demand?
    • Are there clear trends, such as ongoing growth of business activity or the usage of certain applications?
    • What are the ramifications of trends or patterns in relation to infrastructure capacity?
  • Use the insight gathered from stakeholders during the stakeholder meetings, project required capacity for the critical components of each gold service.
  • Record the results of this activity in the summary card of the Capacity Plan Template.
  • Compare current capacity to your projections

    3.2e Section 5 of the Capacity Plan Template

    Capacity management (and, by extension, availability management) is a combination of two balancing acts: cost against capacity and supply and demand.*

    Instructions

    1. Compare your projections with your reality. You already know whether or not you have enough capacity given your lead times. But do you have too much? Compare your sub-component capacity projections to your current state.
    2. Highlight any outliers. Is there a particular service that is massively overprovisioned?
    3. Evaluate the reasons for the overprovisioning.
    • Is the component critically important?
    • Did you get a great deal on hardware?
    • Is it an oversight?
  • Record the results in the notes section of the summary card of the Capacity Plan Template.
  • *Office of Government Commerce 2001, 119.

    In brief

    The fractured nature of the capacity management space means that every organization is going to have a slightly different tooling strategy. No vendor has dominated, and every solution requires some level of customization. One capacity manager (a cloud provider, no less!) relayed a tale about a capacity management Excel sheet programmed with 5,000+ lines of code. As much work as that is, a bespoke solution is probably unavoidable.

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

    The image contains a picture of an Info-Tech analyst.

    Book a workshop with our Info-Tech analysts:

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

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

    3.2

    The image contains a screenshot of activity 3.2.

    Map business needs to technical requirements and technical requirements to infrastructure requirements

    The analyst will guide workshop participants in using their organization’s data to map out the relationships between applications, technical requirements, and the underlying infrastructure usage.

    Phase 3 Guided Implementation

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

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

    Guided Implementation 3: Solicit and incorporate business needs

    Proposed Time to Completion: 2 weeks

    Step 3.1: Solicit business needs and gather data

    Review your findings with an analyst

    Discuss the effectiveness of your strategies to involve business stakeholders in the planning process and your methods of data collection and analysis.

    Then complete these activities…

    • Analyze historical trends and track your services’ status
    • Build a list of key business stakeholders
    • Bake stakeholders into the planning process

    With these tools & templates:

    Capacity Plan Template

    Step 3.2: Analyze data and project future needs

    Review your findings with an analyst

    Discuss the effectiveness of your strategies to involve business stakeholders in the planning process and your methods of data collection and analysis.

    Then complete these activities…

    • Map business needs to technical requirements and technical requirements to infrastructure requirements
    • Compare the data across business, component, and service levels, and project your capacity needs
    • Compare current capacity to your projections

    With these tools & templates:

    Capacity Snapshot Tool

    Capacity Plan Template

    Phase 3 Results & Insights:

    • Develop new business processes that more closely align your role with business stakeholders. Building these relationships takes hard work, and won’t happen overnight.
    • Take a holistic approach to eliminate unnecessary infrastructure usage or source capacity more efficiently.

    PHASE 4

    Identify and Mitigate Risks

    Step 4.1: Identify and mitigate risks

    This step will walk you through the following activities:

    • Identify potential risks.
    • Determine strategies to mitigate risks.
    • Complete your capacity management plan.

    This involves the following participants:

    • Capacity manager
    • Infrastructure team members
    • Business stakeholders

    Outcomes of this step

    • Strategies for reducing risks
    • Capacity management plan

    Understand what happens when capacity/availability management fails

    1. Services become unavailable. If availability and capacity management are not constantly practiced, an inevitable consequence is downtime or a reduction in the quality of that service. Critical sub-component failures can knock out important systems on their own.
    2. Money is wasted. In response to fears about availability, it’s entirely possible to massively overprovision or switch entirely to a pay-as-you-go model. This, unfortunately, brings with it a whole host of other problems, including overspending. Remember: infinite capacity means infinite potential cost.
    3. IT remains reactive and is unable to contribute more meaningfully to the organization. If IT is constantly putting out capacity/availability-related fires, there is no room for optimization and activities to increase organizational maturity. Effective availability and capacity management will allow IT to focus on other work.

    Mitigate availability and capacity risks

    Availability: how often a service is usable (that is to say up and not too degraded to be effective). Consequences of reduced availability can include financial losses, impacted customer goodwill, and reduced faith in IT more generally.

    Causes of availability issues:

    • Poor capacity management – a service becomes unavailable when there is insufficient supply to meet demand. This is the result of poor capacity management.
    • Scheduled maintenance – services go down for maintenance with some regularity. This needs to be baked into service-level negotiations with vendors.
    • Vendor outages – sometimes vendors experience unplanned outages. There is typically a contract provision that covers unplanned outages, but that doesn’t change the fact that your service will be interrupted.

    Capacity: a particular component’s/service’s/business’ wiggle room. In other words, its usage ceiling.

    Causes of capacity issues:

    • Poor demand management – allowing users to run amok without any regard for how capacity is sourced and paid for.
    • Massive changes in legitimate demand – more usage means more demand.
    • Poor capacity planning – predictable changes in demand that go unaddressed can lead to capacity issues.

    Add additional potential causes of availability and capacity risks as needed

    4.1a 30 minutes

    Availability and capacity issues can stem from a number of different causes. Include a list in your availability and capacity management plan.

    Instructions

    1. Gather the group together. Go around the room and have participants provide examples of incidents and problems that have been the result of availability and capacity issues.
    2. Pose questions to the group about the source of those availability and capacity issues.
    • What could have been done differently to avoid these issues?
    • Was the availability/capacity issue a result of a faulty internal/external SLA?
  • Record the results of the exercise in sections 4.1 and 4.2 of the Capacity Plan Template.
  • Input

    • Capacity Snapshot Tool results

    Output

    • Additional sources of availability and capacity risks

    Materials

    • Capacity Plan Template

    Participants

    • Capacity manager
    • Infrastructure staff

    Info-Tech Insight

    Availability and capacity problems result in incidents, critical incidents, and problems. These are addressed in a separate project (incident and problem management), but information about common causes can streamline that process.

    Identify capacity risks and mitigate them

    4.1b 30 minutes

    Based on your understanding of your capacity needs (through written SLAs and informal but regular meetings with the business) highlight major risks you foresee.

    Instructions

    1. Make a chart with two columns on a whiteboard. They should be labelled “risk” and “mitigation” respectively.
    2. Record risks to capacity you have identified in earlier activities.
    • Refer to the Capacity Snapshot Tool for components that are highlighted in red and yellow. These are specific components that present special challenges. Identify the risk(s) in as much detail as possible. Include service and business risks as well.
    • Examples: a marketing push will put pressure on the web server; a hiring push will require more Office 365 licenses; a downturn in registration will mean that fewer VMs will be required to run the service.

    Input

    • Capacity Snapshot Tool results

    Output

    • Inefficiencies

    Materials

    • Whiteboard
    • Markers

    Participants

    • Capacity manager
    • Infrastructure staff

    Info-Tech Insight

    It’s an old adage, but it checks out: don’t come to the table armed only with problems. Be a problem solver and prove IT’s value to the organization.

    Identify capacity risks and mitigate them (cont.)

    4.1b 1.5 hours

    Instructions (cont.)

    1. Begin developing mitigation strategies. Options for responding to known capacity risks fall into one of two camps:
    • Acceptance: responding to the risk is costlier than acknowledging its existence without taking any action. For gold systems, acceptance is typically not acceptable.
    • Mitigation: limiting/reducing, eliminating, or transferring risk (Herrera) comprise the sort of mitigation discussed here.
      • Limiting/reducing: taking steps to improve the capacity situation, but accepting some level of risk (spinning up a new VM, pushing back on demands from the business, promoting efficiency).
      • Eliminating: the most comprehensive (and most expensive) mitigation strategy, elimination could involve purchasing a new server or, at the extreme end, building a new datacenter.
      • Transfer: “robbing Peter to pay Paul,” in the words of capacity manager Todd Evans, is one potential way to limit your exposure. Is there a less critical service that can be sacrificed to keep your gold service online?
  • Record the results of this exercise in section 5 of the Capacity Plan Template.
  • Input

    • Capacity Snapshot Tool results

    Output

    • Capacity risk mitigations

    Materials

    • Whiteboard
    • Markers

    Participants

    • Capacity manager
    • Infrastructure staff

    Info-Tech Insight

    It’s an old adage, but it checks out: don’t come to the table armed only with problems. Be a problem solver and prove IT’s value to the organization.

    Identify availability risks and mitigate them

    4.1c 30 minutes

    While capacity management is a form of availability management, it is not the only form. In this activity, outline the specific nature of threats to availability.

    Instructions

    1. Make a chart with two columns on a whiteboard. They should be labelled “risk” and “mitigation” respectively.
    2. Begin brainstorming general availability risks based on the following sources of information/categories:
    • Vendor outages
    • Disaster recovery
    • Historical availability issues

    The image contains a large blue circle labelled: Availability. Also in the blue circle is a small red circle labelled: Capacity.

    Input

    • Capacity Snapshot Tool results

    Output

    • Availability risks and mitigations

    Materials

    • Whiteboard
    • Markers

    Participants

    • Capacity manager
    • Infrastructure staff

    Info-Tech Best Practice

    A dynamic central repository is a good way to ensure that availability issues stemming from a variety of causes are captured and mitigated.

    Identify availability risks and mitigate them (cont.)

    4.1c 1.5 hours

    Although it is easier said than done, identifying potential mitigations is a crucial part of availability management as an activity.

    Instructions (cont.)

    1. Begin developing mitigation strategies. Options for responding to known capacity risks fall into one of two camps:
    • Acceptance – responding to the risk is costlier than taking it on. Some unavailability is inevitable, between maintenance and unscheduled downtime. Record this, though it may not require immediate action.
    • Mitigation strategies:
      • Limiting/reducing – taking steps to increase availability of critical systems. This could include hot spares for unreliable systems or engaging a new vendor.
      • Eliminating – the most comprehensive (and most expensive) mitigation strategy. It could include selling.
      • Transfer – “robbing Peter to pay Paul,” in the words of capacity manager Todd Evans, is one potential way to limit your exposure. Is there a less critical service that can be sacrificed to keep your gold service online?
  • Record the results of this exercise in section 5 of Capacity Plan Template.
  • Input

    • Capacity Snapshot Tool results

    Output

    • Availability risks and mitigations

    Materials

    • Whiteboard
    • Markers

    Participants

    • Capacity manager
    • Infrastructure staff

    Iterate on the process and present your completed availability and capacity management plan

    The stakeholders consulted as part of the process will be interested in its results. Share them, either in person or through a collaboration tool.

    The current status of your availability and capacity management plan should be on the agenda for every stakeholder meeting. Direct the stakeholders’ attention to the parts of the document that are relevant to them, and solicit their thoughts on the document’s accuracy. Over time you should get a pretty good idea of who among your stakeholder group is skilled at projecting demand, and who over- or underestimates, and by how much. This information will improve your projections and, therefore, your management over time.

    Info-Tech Insight

    Use the experience gained and the artifacts generated to build trust with the business. The meetings should be regular, and demonstrating that you’re actually using the information for good is likely to make hesitant participants in the process more likely to open up.

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

    The image contains a picture of an Info-Tech analyst.

    Book a workshop with our Info-Tech analysts:

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

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

    4.1

    The image contains a screenshot of activity 4.1.

    Identify capacity risks and mitigate them

    The analyst will guide workshop participants in identifying potential risks to capacity and determining strategies for mitigating them.

    Phase 4 Guided Implementation

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

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

    Guided Implementation 4: Identify and mitigate risks

    Proposed Time to Completion: 1 week

    Step 4.1: Identify and mitigate risks

    Review your findings with an analyst

    • Discuss your potential risks and your strategies for mitigating those risks.

    Then complete these activities…

    • Identify capacity risks and mitigate them
    • Identify availability risks and mitigate them
    • Complete your capacity management plan

    With these tools & templates:

    Capacity Snapshot Tool

    Capacity Plan Template

    Phase 4 Results & Insights:

    • Be a problem solver and prove IT’s value to the organization. Capacity management allows infrastructure to drive business value.
    • Iterate and share results. Reinforce your relationships with stakeholders and continue to refine how capacity management transforms your organization’s business processes.

    Insight breakdown

    Insight 1

    Components are critical to availability and capacity management.

    The CEO doesn’t care about the SMTP server. She cares about meeting customer needs and producing profit. For IT capacity and availability managers, though, the devil is in the details. It only takes one faulty component to knock out a service. Keep track and keep the lights on.

    Insight 2

    Ask what the business is working on, not what they need.

    If you ask them what they need, they’ll tell you – and it won’t be cheap. Find out what they’re going to do, and use your expertise to service those needs. Use your IT experience to estimate the impact of business and service level changes on the components that secure the availability you need.

    Insight 3

    Cloud shmoud.

    The role of the capacity manager might be changing with the advent of the public cloud, but it has not disappeared. Capacity managers in the age of the cloud are responsible for managing vendor relationships, negotiating external SLAs, projecting costs and securing budgets, reining in prodigal divisions, and so on.

    Summary of accomplishment

    Knowledge Gained

    • Impact of downtime on the organization
    • Gold systems
    • Key dependencies and sub-components
    • Strategy for monitoring components
    • Strategy for soliciting business needs
    • Projected capacity needs
    • Availability and capacity risks and mitigations

    Processes Optimized

    • Availability management
    • Capacity management

    Deliverables Completed

    • Business Impact Analysis
    • Capacity Plan Template

    Project step summary

    Client Project: Develop an Availability and Capacity Management Plan

    1. Conduct a business impact analysis
    2. Assign criticality ratings to services
    3. Define your monitoring strategy
    4. Implement your monitoring tool/aggregator
    5. Solicit business needs and gather data
    6. Analyze data and project future needs
    7. Identify and mitigate risks

    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 via Info-Tech Guided Implementation.

    Research contributors and experts

    The image contains a picture of Adrian Blant.

    Adrian Blant, Independent Capacity Consultant, IT Capability Solutions

    Adrian has over 15 years' experience in IT infrastructure. He has built capacity management business processes from the ground up, and focused on ensuring a productive dialogue between IT and the business.

    The image contains a picture of James Zhang.

    James Zhang, Senior Manager Disaster Recovery, AIG Technology

    James has over 20 years' experience in IT and 10 years' experience in capacity management. Throughout his career, he has focused on creating new business processes to deliver value and increase efficiency over the long term.

    The image contains a picture of Mayank Banerjee.

    Mayank Banerjee, CTO, Global Supply Chain Management, HelloFresh

    Mayank has over 15 years' experience across a wide range of technologies and industries. He has implemented highly automated capacity management processes as part of his role of owning and solving end-to-end business problems.

    The image contains a picture of Mike Lynch

    Mike Lynch, Consultant, CapacityIQ

    Mike has over 20 years' experience in IT infrastructure. He takes a holistic approach to capacity management to identify and solve key problems, and has developed automated processes for mapping performance data to information that can inform business decisions.

    The image contains a picture of Paul Waguespack.

    Paul Waguespack, Manager of Application Systems Engineering, Tufts Health Plan

    Paul has over 10 years' experience in IT. He has specialized in implementing new applications and functionalities throughout their entire lifecycle, and integrating with all aspects of IT operations.

    The image contains a picture of Richie Mendoza.

    Richie Mendoza, IT Consultant, SMITS Inc.

    Richie has over 10 years' experience in IT infrastructure. He has specialized in using demand forecasting to guide infrastructure capacity purchasing decisions, to provide availability while avoiding costly overprovisioning.

    The image contains a picture of Rob Thompson.

    Rob Thompson, President, IT Tools & Process

    Rob has over 30 years’ IT experience. Throughout his career he has focused on making IT a generator of business value. He now runs a boutique consulting firm.

    Todd Evans, Capacity and Performance Management SME, IBM

    Todd has over 20 years' experience in capacity and performance management. At Kaiser Permanente, he established a well-defined mapping of the businesses workflow processes to technical requirements for applications and infrastructure.

    Bibliography

    451 Research. “Best of both worlds: Can enterprises achieve both scalability and control when it comes to cloud?” 451 Research, November 2016. Web.

    Allen, Katie. “Work Also Shrinks to Fit the Time Available: And We Can Prove It.” The Guardian. 25 Oct. 2017.

    Amazon. “Amazon Elastic Compute Cloud.” Amazon Web Services. N.d. Web.

    Armandpour, Tim. “Lies Vendors Tell about Service Level Agreements and How to Negotiate for Something Better.” Network World. 12 Jan 2016.

    “Availability Management.” ITIL and ITSM World. 2001. Web.

    Availability Management Plan Template. Purple Griffon. 30 Nov. 2012. Web.

    Bairi, Jayachandra, B., Murali Manohar, and Goutam Kumar Kundu. “Capacity and Availability Management by Quantitative Project Management in the IT Service Industry.” Asian Journal on Quality 13.2 (2012): 163-76. Web.

    BMC Capacity Optimization. BMC. 24 Oct 2017. Web.

    Brooks, Peter, and Christa Landsberg. Capacity Management in Today’s IT Environment. MentPro. 16 Aug 2017. Web.

    "Capacity and Availability Management." CMMI Institute. April 2017. Web.

    Capacity and Availability Management. IT Quality Group Switzerland. 24 Oct. 2017. Web.

    Capacity and Performance Management: Best Practices White Paper. Cisco. 4 Oct. 2005. Web.

    "Capacity Management." Techopedia.

    “Capacity Management Forecasting Best Practices and Recommendations.” STG. 26 Jan 2015. Web.

    Capacity Management from the Ground up. Metron. 24 Oct. 2017. Web.

    Capacity Management in the Modern Datacenter. Turbonomic. 25 Oct. 2017. Web.

    Capacity Management Maturity Assessing and Improving the Effectiveness. Metron. 24 Oct. 2017. Web.

    “Capacity Management Software.” TeamQuest. 24 Oct 2017. Web,

    Capacity Plan Template. Purainfo. 11 Oct 2012. Web.

    “Capacity Planner—Job Description.” Automotive Industrial Partnership. 24 Oct. 2017. Web.

    Capacity Planning. CDC. Web. Aug. 2017.

    "Capacity Planning." TechTarget. 24 Oct 2017. Web.

    “Capacity Planning and Management.” BMC. 24 Oct 2017. Web.

    "Checklist Capacity Plan." IT Process Wiki. 24 Oct. 2017. Web.

    Dykes, Brent. “Actionable Insights: The Missing Link Between Data and Business Value.” Forbes. April 26, 2016. Web.

    Evolved Capacity Management. CA Technologies. Oct. 2013. Web.

    Francis, Ryan. “False positives still cause threat alert fatigue.” CSO. May 3, 2017. Web.

    Frymire, Scott. "Capacity Planning vs. Capacity Analytics." ScienceLogic. 24 Oct. 2017. Web.

    Glossary. Exin. Aug. 2017. Web.

    Herrera, Michael. “Four Types of Risk Mitigation and BCM Governance, Risk and Compliance.” MHA Consulting. May 17, 2013.

    Hill, Jon. How to Do Capacity Planning. TeamQuest. 24 Oct. 2017. Web.

    “How to Create an SLA in 7 Easy Steps.” ITSM Perfection. 25 Oct. 2017. Web.

    Hunter, John. “Myth: If You Can’t Measure It: You Can’t Manage It.” W. Edwards Deming Institute Blog. 13 Aug 2015. Web.

    IT Service Criticality. U of Bristol. 24 Oct. 2017. Web.

    "ITIL Capacity Management." BMC's Complete Guide to ITIL. BMC Software. 22 Dec. 2016. Web.

    “Just-in-time.” The Economist. 6 Jul 2009. Web.

    Kalm, Denise P., and Marv Waschke. Capacity Management: A CA Service Management Process Map. CA. 24 Oct. 2017. Web.

    Klimek, Peter, Rudolf Hanel, and Stefan Thurner. “Parkinson’s Law Quantified: Three Investigations in Bureaucratic Inefficiency.” Journal of Statistical Mechanics: Theory and Experiment 3 (2009): 1-13. Aug. 2017. Web.

    Landgrave, Tim. "Plan for Effective Capacity and Availability Management in New Systems." TechRepublic. 10 Oct. 2002. Web.

    Longoria, Gina. “Hewlett Packard Enterprise Goes After Amazon Public Cloud in Enterprise Storage.” Forbes. 2 Dec. 2016. Web.

    Maheshwari, Umesh. “Understanding Storage Capacity.” NimbleStorage. 7 Jan. 2016. Web.

    Mappic, Sandy. “Just how complex can a Login Transaction be? Answer: Very!” Appdynamics. Dec. 11 2011. Web.

    Miller, Ron. “AWS Fires Back at Larry Ellison’s Claims, Saying It’s Just Larry Being Larry.” Tech Crunch. 2 Oct. 2017. Web.

    National College for Teaching & Leadership. “The role of data in measuring school performance.” National College for Teaching & Leadership. N.d. Web,

    Newland, Chris, et al. Enterprise Capacity Management. CETI, Ohio State U. 24 Oct. 2017. Web.

    Office of Government Commerce . Best Practice for Service Delivery. London: Her Majesty’s Stationery Office, 2001.

    Office of Government Commerce. Best Practice for Business Perspective: The IS View on Delivering Services to the Business. London: Her Majesty’s Stationery Office, 2004.

    Parkinson, C. Northcote. “Parkinson’s Law.” The Economist. 19 Nov. 1955. Web.

    “Parkinson’s Law Is Proven Again.” Financial Times. 25 Oct. 2017. Web.

    Paul, John, and Chris Hayes. Performance Monitoring and Capacity Planning. VM Ware. 2006. Web.

    “Reliability and Validity.” UC Davis. N.d. Web.

    "Role: Capacity Manager." IBM. 2008. Web.

    Ryan, Liz. “‘If You Can’t Measure It, You Can’t Manage It’: Not True.” Forbes. 10 Feb. 2014. Web.

    S, Lalit. “Using Flexible Capacity to Lower and Manage On-Premises TCO.” HPE. 23 Nov. 2016. Web.

    Snedeker, Ben. “The Pros and Cons of Public and Private Clouds for Small Business.” Infusionsoft. September 6, 2017. Web.

    Statement of Work: IBM Enterprise Availability Management Service. IBM. Jan 2016. Web.

    “The Road to Perfect AWS Reserved Instance Planning & Management in a Nutshell.” Botmetric. 25 Oct. 2017. Web.

    Transforming the Information Infrastructure: Build, Manage, Optimize. Asigra. Aug. 2017. Web.

    Valentic, Branimir. "Three Faces of Capacity Management." ITIL/ISO 20000 Knowledge Base. Advisera. 24 Oct. 2017. Web.

    "Unify IT Performance Monitoring and Optimization." IDERA. 24 Oct. 2017. Web.

    "What is IT Capacity Management?" Villanova U. Aug. 2017. Web.

    Wolstenholme, Andrew. Final internal Audit Report: IT Availability and Capacity (IA 13 519/F). Transport For London. 23 Feb. 2015. Web.

    Define and Deploy an Enterprise PMO

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    • Parent Category Name: Project Management Office
    • Parent Category Link: /project-management-office
    • As an enterprise PMO leader, you need to evolve your PMO framework beyond an IT-centric model of project portfolio management (PPM) to optimize communication and coordination on enterprise-wide initiatives.
    • While senior leaders are demanding greater uniformity in strategic project execution, individual departments currently operate—to the detriment of the organization—as sovereign silos.
    • You know that the answer is a more strategically aligned enterprise PMO framework, but you’re unsure of how to start building the case for one, especially when the majority of upper management view PMOs as support entities rather than strategic partners.

    Our Advice

    Critical Insight

    • An EPMO can’t simply be imposed on an organization. If it is not backed by an executive sponsor, then there needs to be an identifiable business value in implementing one, and you need to communicate this value to stakeholders throughout the enterprise.
    • EPMOs add value not by enforcing project or program governance, but by helping organizations achieve strategic goals and manage change.
    • EPMOs enable organizations to succeed on enterprise-wide initiatives by connecting the individual parts to the whole. They should serve as the coordinating mechanism that ensures the flow of information and resources across departments and programs.

    Impact and Result

    • Find the right balance between a command and control approach that dictates governance standards versus an approach that gives business units flexibility to manage projects, programs, and portfolios the way they see fit, as long as they meet certain reporting, process, and record keeping requirements.
    • Effectively define the EPMO’s role, reach, and authority in terms of Portfolio Governance, Project Leadership, and PPM Administration. An organizationally appropriate mix of these three practices will not only ensure stakeholder buy-in, but it will help foster the right conditions for EPMO success.
    • Build strong cross-departmental relationships upon soft or informal grounds by positioning your EPMO as your organization’s portfolio network, i.e. an enterprise hub that facilitates the flow of reliable information and enables timely responsiveness to change.

    Define and Deploy an Enterprise PMO Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how implementing an EPMO could help your organization achieve business goals, review Info-Tech’s methodology, and discover 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. Gather requirements

    Evaluate executive stakeholder needs and assess your current capabilities to ensure your implementation strategy sets realistic expectations.

    • Define and Deploy an Enterprise PMO – Phase 1: Gather Requirements
    • EPMO Capabilities Survey

    2. Define the plan

    Define an organizationally appropriate scope and mandate for your EPMO to ensure that your processes serve the needs of the whole.

    • Define and Deploy an Enterprise PMO – Phase 2: Define the Plan
    • EPMO Charter Template
    • EPMO Communication Planning Template

    3. Implement the plan

    Establish clearly defined and easy-to-follow EPMO processes that minimize project complexity and improve enterprise project results.

    • Define and Deploy an Enterprise PMO – Phase 3: Implement the Plan
    • EPMO Process Guide and SOP Template
    • EPMO Communications Template
    [infographic]

    Workshop: Define and Deploy an Enterprise PMO

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

    1 Gather Requirements

    The Purpose

    Identify breakdowns in the flow of portfolio data across the enterprise to pinpoint where and how an EPMO can best intervene.

    Assess areas of strength and opportunity in your PPM capabilities to help structure and drive the EPMO.

    Define stakeholder needs and expectations for the EPMO in order to cultivate capabilities and services that help drive informed and engaged project decisions at the executive level.

    Key Benefits Achieved

    A current state picture of the triggers that are driving the need for an EPMO at your organization.

    A current state understanding of the strengths you bring to the table in constructing an EPMO as well as the areas you need to focus on in building up your capabilities.

    A target state set by stakeholder requirements and expectations, which will enable you to build out an implementation strategy that is aligned with the needs of the executive layer.

    Activities

    1.1 Map current enterprise PPM workflows.

    1.2 Conduct a SWOT analysis.

    1.3 Identify resourcing considerations and other implementation factors.

    1.4 Survey stakeholders to establish the right mix of EPMO capabilities.

    Outputs

    An overview of the flow of portfolio data and information across the organization

    An overview of current strengths, weaknesses, opportunities, and threats

    A preliminary assessment of internal and external factors that could impact the success of this implementation

    The ability to construct a project plan that is aligned with stakeholder needs and expectations

    2 Define the Plan

    The Purpose

    Define an appropriate scope for the EPMO and the deployment it services.

    Devise a plan for engaging and including the appropriate stakeholders during the implementation phase.

    Key Benefits Achieved

    A clear purview for the EPMO in relation to the wider enterprise in order to establish appropriate expectations for the EPMO’s services throughout the organization.

    Engaged stakeholders who understand that they have a stake in the successful implementation of the EPMO.

    Activities

    2.1 Prepare your EPMO value proposition.

    2.2 Define the role and organizational reach of your EPPM capabilities.

    2.3 Establish a communication plan to create stakeholder awareness.

    Outputs

    A clear statement of purpose and benefit that can be used to help build the case for an EPMO with stakeholders

    A functional charter defining the scope of the EPMO and providing a statement of the services the EPMO will provide once established

    An engaged executive layer that understands the value of the EPMO and helps drive its success

    3 Implement the Plan

    The Purpose

    Establish clearly defined and easy-to-follow EPMO processes that minimize project complexity.

    Develop portfolio and project governance structures that feed the EPMO with the data decision makers require without overloading enterprise project teams with processes they can’t support.

    Devise a communications strategy that helps achieve organizational buy-in.

    Key Benefits Achieved

    The reduction of project chaos and confusion throughout the organization.

    Processes and governance requirements that work for both decision makers and project teams.

    Organizational understanding of the universal benefit of the EPMO’s processes to stakeholders throughout the enterprise. 

    Activities

    3.1 Establish EPMO roles and responsibilities.

    3.2 Document standard procedures around enterprise portfolio reporting, PPM administration, and project leadership.

    3.3 Review enterprise PPM solutions.

    3.4 Develop a stakeholder engagement and resistance plan.

    Outputs

    Clear lines of portfolio accountability

    A fully actionable EPMO Standard Operating Procedure document that will enable process clarity

    An informed understanding of the right PPM solution for your enterprise processes

    A communications strategy document to help communicate the organizational benefits of the EPMO

    Pandemic Preparation – The People Playbook

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    • Parent Category Name: Lead
    • Parent Category Link: /lead
    • Keeping employees safe – limiting exposure of employees to the virus and supporting them in the event they become ill.
    • Reducing potential disruption to business operations through employee absenteeism and travel restrictions.

    Our Advice

    Critical Insight

    • Communication of facts and definitive action plans from credible leaders is the key to maintaining some stability during a time of uncertainty.
    • Remote work is no longer a remote possibility – implementing alternative temporary work arrangements that keep large groups of employees from congregating reduce risk of employee exposure and operational downtime.
    • Pandemic travel protocols are necessary to support staff and their continuation of work while traveling for business and/or if stuck in a high-risk, restricted area.

    Impact and Result

    • Assign accountability of key planning decisions to members of a pandemic response team.
    • Craft key messages in preparation for communicating to employees.
    • Cascade communications from credible sources in a way that will establish pandemic travel protocols.

    Pandemic Preparation – The People Playbook Research & Tools

    Start here. Read the Pandemic Preparation: The People Playbook

    Read our concise Playbook to find out how you can immediately prepare for the people side of pandemic planning.

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

    • Pandemic Preparation: The People Playbook
    [infographic]

    Find Value With Cloud Asset Management

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    • Parent Category Name: Asset Management
    • Parent Category Link: /asset-management
    • Spending on cloud platforms and software-as-a-service (SaaS) is growing, and with spending comes waste.
    • The barriers are drastically lower for purchasing SaaS and cloud services as compared to traditional IT components.
    • Skills gap: IT asset managers tend not to have the skills to optimize spending on cloud platforms.
    • New space, new tools: The IT asset management market space is still developing cloud asset management and SaaS management capabilities. Practitioners must rely on cloud optimization tools in the meantime.

    Our Advice

    Critical Insight

    • IT asset managers are uniquely suited to provide value here. They already optimize costs and manage assets.
    • Scope creep is a killer. Focus first on your highest value, highest risk cloud instances.
    • Don’t completely centralize. Central oversight is powerful, but outsource some responsibility to the business.

    Impact and Result

    • Introduce governance: Work with developers, power business users, and infrastructure groups to define a governance approach to cloud assets and to SaaS.
    • Standardize high-impact, low-effort cloud services: Focus your efforts where they will have the most value and in places where you can provide early value.
    • Update your processes: Ensure that your asset registers and your configuration management database is up to date when cloud assets are provisioned and quiesced.

    Find Value With Cloud Asset Management Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should implement IT asset management for cloud instances and SaaS, 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 cloud asset management

    Define when a cloud instance is an asset, and what it means for the asset to be managed.

    • Find Value With Cloud Asset Management – Phase 1: Define Cloud Asset Management
    • Cloud Asset Management Standard Operating Procedures
    • Cloud Instance Provisioning Standards Checklist

    2. Build cloud asset management practices

    Develop an approach to auditing and optimizing cloud assets.

    • Find Value With Cloud Asset Management – Phase 2: Build Cloud Asset Management Practices
    • Cloud Asset Management Policy
    • Monthly Cloud Asset Optimization Checklist
    • Strategic Infrastructure Roadmap Tool
    [infographic]

    Leverage Big Data by Starting Small

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    • Parent Category Name: Big Data
    • Parent Category Link: /big-data
    • The desire for rapid decision making is increasing and the complexity of data sources is growing; business users want access to several new data sources, but in a way that is controlled and easily consumable.
    • Organizations may understand the transformative potential of a big data initiative, but struggle to make the transition from the awareness of its importance to identifying a concrete use case for a pilot project.
    • The big data ecosystem is crowded and confusing, and a lack of understanding of that ecosystem may cause a paralysis for organizations.

    Our Advice

    Critical Insight

    • Big data is simply data. With technological advances, what was once considered big data is now more approachable for all organizations irrespective of size.
    • The variety element is the key to unlocking big data value. Drill down into your specific use cases more effectively by focusing on what kind of data you should use.
    • Big data is about deep analytics. Deep doesn’t mean difficult. Visualization of data, integrating new data, and understanding associations are ways to deepen your analytics.

    Impact and Result

    • Establish a foundational understanding of what big data entails and what the implications of its different elements are for your organization.
    • Confirm your current maturity for taking on a big data initiative, and make considerations for core data management practices in the context of incorporating big data.
    • Avoid boiling the ocean by pinpointing use cases by industry and functional unit, followed by identifying the most essential data sources and elements that will enable the initiative.
    • Leverage a repeatable pilot project framework to build out a successful first initiative and implement future projects en-route to evolving a big data program.

    Leverage Big Data by Starting Small Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should leverage big data, 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. Undergo big data education

    Build a foundational understanding of the current big data landscape.

    • Leverage Big Data by Starting Small – Phase 1: Undergo Big Data Education

    2. Assess big data readiness

    Appraise current capabilities for handling a big data initiative and revisit the key data management practices that will enable big data success.

    • Leverage Big Data by Starting Small – Phase 2: Assess Big Data Readiness
    • Big Data Maturity Assessment Tool

    3. Pinpoint a killer big data use case

    Armed with Info-Tech’s variety dimension framework, identify the top use cases and the data sources/elements that will power the initiative.

    • Leverage Big Data by Starting Small – Phase 3: Pinpoint a Killer Big Data Use Case
    • Big Data Use-Case Suggestion Tool

    4. Structure a big data proof-of-concept project

    Leverage a repeatable framework to detail the core components of the pilot project.

    • Leverage Big Data by Starting Small – Phase 4: Structure a Big Data Proof-of-Concept Project
    • Big Data Work Breakdown Structure Template
    • Data Scientist
    • Big Data Cost/Benefit Tool
    • Big Data Stakeholder Presentation Template
    • Big Data Communication Tracking Template
    [infographic]

    Workshop: Leverage Big Data by Starting Small

    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 Undergo Big Data Education

    The Purpose

    Understand the basic elements of big data and its relationship to traditional business intelligence.

    Key Benefits Achieved

    Common, foundational knowledge of what big data entails.

    Activities

    1.1 Determine which of the four Vs is most important to your organization.

    1.2 Explore new data through a social lens.

    1.3 Brainstorm new opportunities for enhancing current reporting assets with big data sources.

    Outputs

    Relative importance of the four Vs from IT and business perspectives

    High-level improvement ideas to report artifacts using new data sources

    2 Assess Your Big Data Readiness

    The Purpose

    Establish an understanding of current maturity for taking on big data, as well as revisiting essential data management practices.

    Key Benefits Achieved

    Concrete idea of current capabilities.

    Recommended actions for developing big data maturity.

    Activities

    2.1 Determine your organization’s current big data maturity level.

    2.2 Plan for big data management.

    Outputs

    Established current state maturity

    Foundational understanding of data management practices in the context of a big data initiative

    3 Pinpoint Your Killer Big Data Use Case

    The Purpose

    Explore a plethora of potential use cases at the industry and business unit level, followed by using the variety element of big data to identify the highest value initiative(s) within your organization.

    Key Benefits Achieved

    In-depth characterization of a pilot big data initiative that is thoroughly informed by the business context.

    Activities

    3.1 Identify big data use cases at the industry and/or departmental levels.

    3.2 Conduct big data brainstorming sessions in collaboration with business stakeholders to refine use cases.

    3.3 Revisit the variety dimension framework to scope your big data initiative in further detail.

    3.4 Create an organizational 4-column data flow model with your big data sources/elements.

    3.5 Evaluate data sources by considering business value and risk.

    3.6 Perform a value-effort assessment to prioritize your initiatives.

    Outputs

    Potential big data use cases

    Potential initiatives rooted in the business context and identification of valuable data sources

    Identification of specific data sources and data elements

    Characterization of data sources/elements by value and risk

    Prioritization of big data use cases

    4 Structure a Big Data Proof-of-Concept Project

    The Purpose

    Put together the core components of the pilot project and set the stage for enterprise-wide support.

    Key Benefits Achieved

    A repeatable framework for implementing subsequent big data initiatives.

    Activities

    4.1 Construct a work breakdown structure for the pilot project.

    4.2 Determine your project’s need for a data scientist.

    4.3 Establish the staffing model for your pilot project.

    4.4 Perform a detailed cost/benefit analysis.

    4.5 Make architectural considerations for supporting the big data initiative.

    Outputs

    Comprehensive list of tasks for implementing the pilot project

    Decision on whether or not a data scientist is needed, and where data science capabilities will be sourced

    RACI chart for the project

    Big data pilot cost/benefit summary

    Customized, high-level architectural model that incorporates technologies that support big data

    Build a Chatbot Proof of Concept

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    • Parent Category Name: Service Desk
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    • Implement a chatbot proof of concept mapped to business needs.
    • Scale up customer service delivery in a cost-effective manner.
    • Objectively measure the success of the chatbot proof of concept with metrics-based data.
    • Choose the ticket categories to build during your chatbot proof of concept.

    Our Advice

    Critical Insight

    • Build your chatbot to create business value. Whether it is increasing service or resource efficiency, keep the goal of value in mind when making decisions with your proof of concept.

    Impact and Result

    • When implemented effectively, chatbots can help save costs, generate new revenue, and ultimately increase customer satisfaction for both external- and internal-facing customers.

    Build a Chatbot Proof of Concept Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build a chatbot proof of concept, 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. Form your chatbot strategy

    Build action-based metrics to measure the success of your chatbot proof of concept.

    • Chatbot ROI Calculator
    • Chatbot POC Metrics Tool

    2. Build your chatbot foundation

    Put business value first to architect your chatbot before implementation.

    • Chatbot Conversation Tree Library (Visio)
    • Chatbot Conversation Tree Library (PDF)

    3. Continually improve your chatbot

    Continue to grow your chatbot beyond the proof of concept.

    • Chatbot POC RACI
    • Chatbot POC Implementation Roadmap
    • Chatbot POC Communication Plan
    [infographic]

    Workshop: Build a Chatbot Proof of Concept

    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 Strategy

    The Purpose

    Build your strategy.

    Key Benefits Achieved

    Calculate your chatbot’s ROI to determine its success.

    Organize your chatbot proof of concept (POC) metrics to keep the project on track.

    Objectively choose chatbot ticket categories.

    Activities

    1.1 Customize your chatbot ROI calculator.

    1.2 Choose your proof of concept ticket categories.

    1.3 Design chatbot metrics to measure success.

    Outputs

    Chatbot ROI Calculator

    Chatbot POC Implementation Roadmap

    Chatbot POC Metrics Tool

    2 Architect Your Chatbot

    The Purpose

    Architect your chatbot.

    Key Benefits Achieved

    Design your integrations with business value in mind.

    Begin building chatbot decision trees.

    Activities

    2.1 List and map your chatbot integrations.

    2.2 Build your conversation tree library.

    Outputs

    Chatbot Integration Map

    Chatbot Conversation Tree Library

    3 Architect Your Chatbot Conversations

    The Purpose

    Architect your chatbot conversations.

    Key Benefits Achieved

    Detail your chatbot conversations in the decision trees.

    Activities

    3.1 Build your conversation tree library.

    Outputs

    Chatbot Conversation Tree Library

    4 Continually Grow Your Chatbot

    The Purpose

    Continually grow your chatbot.

    Key Benefits Achieved

    Identify talent for chatbot support.

    Create an implementation plan.

    Activities

    4.1 Outline the support responsibilities for your chatbot.

    4.2 Build a communication plan.

    Outputs

    Chatbot POC RACI

    Chatbot POC Communication Plan

    Disaster Recovery Planning

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    • Teaser Video Title: Disaster Recovery Planning
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    • Parent Category Name: Security and Risk
    • Parent Category Link: /security-and-risk
    The show must go on. Make sure your IT has right-sized DR capabilities.

    Initiate Your Service Management Program

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    • Parent Category Name: Service Management
    • Parent Category Link: /service-management
    • IT organizations continue attempting to implement service management, often based on ITIL, with limited success and without visible value.
    • More than half of service management implementations have failed beyond simply implementing the service desk and the incident, change, and request management processes.
    • Organizational structure, goals, and cultural factors are not considered during service management implementation and improvement.
    • The business lacks engagement and understanding of service management.

    Our Advice

    Critical Insight

    • Service management is an organizational approach. Focus on producing successful and valuable services and service outcomes for the customers.
    • All areas of the organization are accountable for governing and executing service management. Ensure that you create a service management strategy that improves business outcomes and provides the value and quality expected.

    Impact and Result

    • Identified structure for how your service management model should be run and governed.
    • Identified forces that impact your ability to oversee and drive service management success.
    • Mitigation approach to restraining forces.

    Initiate Your Service Management Program Research & Tools

    Start here – read the Executive Brief

    Read this Executive Brief to understand why service management implementations often fail and why you should establish governance for service management.

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

    1. Identify the level of oversight you need

    Use Info-Tech’s methodology to establish an effective service management program with proper oversight.

    • Service Management Program Initiation Plan
    [infographic]

    Endpoint Management Selection Guide

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    • Parent Category Name: End-User Computing Applications
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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.

    CLICK HERE to ACCESS

    Comprehensive software reviews
    to make better IT decisions

    We collect and analyze the most detailed reviews on enterprise software from real users to give you an unprecedented view into the product and vendor before you buy.

    SoftwareReviews is powered by Info-Tech

    Technology coverage is a priority for Info-Tech, and SoftwareReviews provides the most comprehensive unbiased data on today's technology.
    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

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    "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.
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    "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.

    Close the InfoSec Skills Gap: Develop a Technical Skills Sourcing Plan

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    • Parent Category Name: Governance, Risk & Compliance
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    • The demand for qualified cybersecurity professionals far exceeds supply. As a result, organizations are struggling to protect their data against the evolving threat landscape.
    • It is a constant challenge to know what skills will be needed in the future, and when and how to acquire them.

    Our Advice

    Critical Insight

    • Plan for the inevitable. All industries are expected to be affected by the talent gap in the coming years. Plan ahead to address your organization’s future needs.
    • Base skills acquisition decisions on the five key factors to define skill needs. Create an impact scale for the five key factors (data criticality, durability, availability, urgency, and frequency) that reflects your organizational strategy, initiatives, and pressures.
    • A skills gap will always exist to some degree. The threat landscape is constantly changing, and your workforce’s skill sets must evolve as well.

    Impact and Result

    • Organizations must align their security initiatives to talent requirements such that business objectives are achieved and the business is cyber ready.
    • Identify if there are skill gaps in your current workforce.
    • Decide how you’ll acquire needed skills based on characteristics of need for each skill.

    Close the InfoSec Skills Gap: Develop a Technical Skills Sourcing Plan Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should develop a technical skills acquisition 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. Identify skill needs for target state

    Identify what skills will be needed in your future state.

    • Close the InfoSec Skills Gap: Develop a Technical Skills Sourcing Plan – Phase 1: Identity Skill Needs for Target State
    • Security Initiative Skills Guide
    • Skills Gap Prioritization Tool

    2. Identify technical skill gaps

    Align role requirements with future initiative skill needs.

    • Close the InfoSec Skills Gap: Develop a Technical Skills Sourcing Plan – Phase 2: Identify Technical Skill Gaps
    • Current Workforce Skills Assessment
    • Technical Skills Workbook
    • Information Security Compliance Manager
    • IT Security Analyst
    • Chief Information Security Officer
    • Security Administrator
    • Security Architect

    3. Develop a sourcing plan for future work roles

    Acquire skills based on the impact of the five key factors.

    • Close the InfoSec Skills Gap: Develop a Skills Sourcing Plan for Future Work Roles – Phase 3: Develop a Sourcing Plan for Future Work Roles
    [infographic]

    Workshop: Close the InfoSec Skills Gap: Develop a Technical Skills Sourcing 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 Skill Needs for Target State

    The Purpose

    Determine the skills needed in your workforce and align them to your organization’s security roadmap.

    Key Benefits Achieved

    Insight on what skills your organization will need in the future.

    Activities

    1.1 Understand the importance of aligning security initiatives skill needs with workforce requirements.

    1.2 Identify needed skills for future initiatives.

    1.3 Prioritize the initiative skill gaps.

    Outputs

    Security Initiative Skills Guide

    Skills Gap Prioritization Tool

    2 Define Technical Skill Requirements

    The Purpose

    Identify and create technical skill requirements for key work roles that are needed to successfully execute future initiatives.

    Key Benefits Achieved

    Increased understanding of the NICE Cybersecurity Workforce Framework.

    Standardization of technical skill requirements of current and future work roles.

    Activities

    2.1 Assign work roles to the needs of your future environment.

    2.2 Discuss the NICE Cybersecurity Workforce Framework.

    2.3 Develop technical skill requirements for current and future work roles.

    Outputs

    Skills Gap Prioritization Tool

    Technical Skills Workbook

    Current Workforce Skills Assessment

    3 Acquire Technical Skills

    The Purpose

    Assess your current workforce against their role’s skill requirements.

    Discuss five key factors that aid acquiring skills.

    Key Benefits Achieved

    A method to acquire skills in future roles.

    Activities

    3.1 Continue developing technical skill requirements for current and future work roles.

    3.2 Conduct Current Workforce Skills Assessment.

    3.3 Discuss methods of acquiring skills.

    3.4 Develop a plan to acquire skills.

    Outputs

    Technical Skills Workbook

    Current Workforce Skills Assessment

    Current Workforce Skills Assessment

    Technical Skills Workbook

    Current Workforce Skills Assessment

    Technical Skills Workbook

    Current Workforce Skills Assessment

    4 Plan to Execute Action Plan

    The Purpose

    Assist with communicating the state of the skill gap in your organization.

    Key Benefits Achieved

    Strategy on how to acquire skills needs of the organization.

    Activities

    4.1 Review skills acquisition plan.

    4.2 Discuss training and certification opportunities for staff.

    4.3 Discuss next steps for closing the skills gap.

    4.4 Debrief.

    Outputs

    Technical Skills Workbook

    The Essential COVID-19 Childcare Policy for Every Organization, Yesterday

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    • Parent Category Name: Manage & Coach
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    • Helping employees navigate personal and business responsibilities to find solutions that ensure both are taken care of.
    • Reducing potential disruption to business operations through employee absenteeism due to increased care-provider responsibilities.

    Our Advice

    Critical Insight

    • Remote work is complicated by children at home with school closures. Implement alternative temporary work arrangements that allow and support employees to balance work and personal obligations.
    • Adjustments to work arrangements and pay may be necessary. Temporary work arrangements while caring for dependents over a longer-term pandemic may require adjustments to the duties carried out, number of hours worked, and adjustments to employee pay.
    • Managing remotely is more than staying in touch by phone. As a leader you will need to provide clear options that provide solutions to your employees to avoid them getting overwhelmed while taking care of the business to ensure there is a business long term.

    Impact and Result

    • Develop a policy that provides parameters around mutually agreed adjustments to performance levels while balancing dependent care with work during a pandemic.
    • Take care of the business through clear guidelines on compensation while taking care of the health and wellness of your people.
    • Develop detailed work-from-home plans that lessen disruption to your work while taking care of children or aged parents.

    The Essential COVID-19 Childcare Policy for Every Organization, Yesterday Research & Tools

    Start here. Read The Essential COVID-19 Childcare Policy for Every Organization, Yesterday

    Read our recommendations and follow the steps to develop a policy that will help your employees work productively while managing care-provider responsibilities at home.

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

    • The Essential COVID-19 Childcare Policy for Every Organization, Yesterday Storyboard
    • Pandemic Dependent Care Policy
    • COVID-19 Dependent Care Policy Manager Action Toolkit
    • COVID-19 Dependent Care Policy Employee Guide
    • Dependent-Flextime Agreement Template
    • Workforce Planning Tool
    • Nine Ways to Support Working Caregivers Today
    • Employee Resource Group (ERG) Charter Template
    [infographic]

    Evaluate Your Vendor Account Team to Optimize Vendor Relations

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    • Parent Category Name: Vendor Management
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    • 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.

    Select and Prioritize Digital Initiatives

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    The business has embarked on its digital transformation journey. As CIO, you are being relied on to help triage what is most important – initiatives that will move the needle to achieve and fulfill the digital goals and ambitions of the organization.

    • If selection criteria are not identified and well defined, then digital initiatives risk being misprioritized or, worse yet, incorrectly labelled as having high ROI.
    • Like any other project, net-new digital initiatives must be triaged according to the value they bring to the organization.
    • Just as importantly, the complexity of each initiative must also be weighed as a critical factor of success.

    Our Advice

    Critical Insight

    Once the scope of the digital strategy and its goals are finalized, the heavy lifting begins. CIOs must prepare for this change by evaluating opportunities and prioritizing which will become digital initiatives.

    Impact and Result

    By using an appropriate selection process, CIOs can prioritize the digital initiatives that will matter most to the organization and drive business value.

    Select and Prioritize Digital Initiatives Research & Tools

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

    1. Select and Prioritize Digital Initiatives Storyboard – A step-by-step document that walks you through how to prepare an IT department to embrace innovation and support the organization’s digital initiatives.

    Part of Info-Tech’s seven-phase approach for aligning IT with the business’ digital strategy, this deck focuses the core and enabling initiatives that define IT’s innovation goals. By the end of this deck, the IT leader will have a roadmap of prioritized initiatives that enable the organization’s digital business initiatives.

    • Select and Prioritize Digital Initiatives Storyboard
    [infographic]

    Further reading

    Select and Prioritize Digital Initiatives

    Build your digital investment business case.

    Info-Tech Research Group

    Info-Tech is a provider of best-practice IT research advisory services that make every IT leader’s job easier.
    35,000 members sharing best practices you can leverage. Millions spent annually developing tools and templates. Leverage direct access to over 100 analysts as an extension of your team. Use our massive database of benchmarks and vendor assessments. Get up to speed in a fraction of the time.

    Key Concepts

    Digital initiative

    A project – or a group of interdependent projects – whose primary purpose is to enable digital technologies and/or digital business models. These technologies and models may be net new to the organization, or they may be existing ones that are optimized and improved by the initiative itself.

    The feasibility of any initiative is gauged by answering:

    • What amount of return on investment (ROI) or value does it bring to the organization?
    • What level of complexity does it pose to project execution?
    • To what extent does it solve a problem or leverage an opportunity?
    • To what degree is it aligned with digital business goals?

    Digital strategy

    The plan to deploy existing/emerging technologies to look at developing new products and services, new business models, and operational efficiency to meet or exceed performance targets.

    IT strategy

    The plan for deploying and maintaining applications, hardware, infrastructure, and IT services that support the business goals in a secure/regulatory-compliant manner to ensure reliability.

    Digital transformation

    Digital transformation is an at-scale change program – planned and executed over a finite time period – with the aspiration of creating material and sustainable improvement in the performance of an organization. Techniques include deploying a programmatic approach to innovation along with enabling technologies, capabilities, and practices that drive efficiency and create new products, markets, and business models.

    Your Challenge

    • Once the scope of the digital strategy and its goals are finalized, the heavy lifting begins.
    • The CIO must prepare for this change by evaluating opportunities and prioritizing which will become digital initiatives.
    • But where to start with prioritization? What should the selection criteria be?
    • To answer these all-important questions, the CIO must identify what success actually looks like.

    Common Obstacles

    • If selection criteria are not identified and well-defined, then digital initiatives risk being neglected or worse yet, incorrectly labelled as having high ROI.
    • Like any other project, net-new digital initiatives must be triaged according to the value they bring to the organization.
    • Just as importantly, the complexity of each initiative must also be weighed as a critical factor of success.

    Solution

    • Determine and set your selection criteria by leveraging the matrix provided in this deck.
    • Evaluate each proposed initiative against this repeatable process in order to test your assumptions.
    • Develop a business case for each high priority digital initiative that captures its benefits and business value.
    • Assemble your prioritized list of digital initiatives to present to stakeholders.

    Info-Tech Insight

    The business has embarked on its digital transformation journey. As CIO, you are being relied on to help triage what is most important – initiatives that will move the needle to achieve and fulfill the digital goals and ambitions of the organization.

    Analyst Perspective

    Prioritization follows ideation, and it’s not always easy.

    Ross Armstrong

    Your stakeholders have spent considerable time and effort identifying and articulating a digital business strategy. Now that ideas have turned into opportunities, the CIO must prioritize those opportunities as actual initiatives. Where to begin?

    Your first task is to identify the criteria that will be used to conduct prioritization activities. These criteria should be immutable and rigorously applied.

    Your second task will be to develop business cases for each opportunity that passes muster. But don’t worry, you won’t need an MBA to get the job done properly.

    Ross Armstrong

    Principal Research Director
    Info-Tech Research Group

    Info-Tech’s digital transformation journey

    Info-Tech’s digital transformation journey: 1 - Visualize the art of the digitally possible, 2 - Evolve your digital business strategy, 3 - Execute with confidence

    Info-Tech's digital transformation journey for industry members. Table shows the stakeholders, advisory support and deliverables for each industry members

    By now, you have established your current strategic context

    You have reviewed trends to reimagine the future of your industry and undertaken a digital maturity assessment to validate your business objectives and innovation goals. Now you need to evolve the current scope of your digital vision and opportunities.

    • Phase 1.1: Industry Trends Report

    • Phase 1.2: Digital Maturity Assessment

    • Phase 2.1: Zero In on Business Objectives

    By this point you have leveraged industry roundtables to better understand the art of the possible – exploring global trends, shifts in market forces or industry, customer needs, emerging technologies, and economic forecasts and creating opportunities out of these disruptions.

    In Phase 2.1, you identified your business and innovation goals and documented your current capabilities, prioritized for transformation.

    Business and innovation goals have been established through stakeholder interviews and business document review.

    Current capabilities have been prioritized for transformation and heat mapped.

    You have also formalized your digital strategy

    Throughout the course of Phase 2.2, you identified new digital opportunities, identified the business capabilities required to capitalize those opportunities, and updated the digital goals of your organization, accordingly.

    An example of a formalized digital strategy from Phase 2.2.

    The end result of this exercise is a new goals cascade that aligns digital goals and capabilities with those of the business. Digital initiatives were also identified but not yet selected or prioritized for execution at the project level.

    Now you will select and prioritize digital initiatives

    The goal of this phase is to ensure that initiatives that are green-lit for execution have been successfully assessed against your chosen criteria and that the business case for each initiative is firmly established and documented.

    Info-Tech’s digital transformation journey for industry members.

    There are three key activities outlined here that describe the actions that can be undertaken by industry members to help select and prioritize digital initiatives for the business.

    1. Identify your selection criteria

    2. Evaluate initiatives against criteria

    3. Determine a prioritized list of initiatives

    Info-Tech’s approach

    1

    Identify your selection criteria

    • Define what viability actually looks like.
    • Conduct an evaluation session to test your assumptions
    2

    Evaluate initiatives against criteria

    • Evaluate and validate an initiative to determine its viability.
    • Map the benefits and value proposition for each initiative.
    • Build a business case and profile for each selected initiative.
    3

    Determine a prioritized list of initiatives

    • Finalize your initiatives list and compile all relevant information.
    • Communicate the list to stakeholders.

    Step 1: Identify Your Selection Criteria

    Understand which conditions must be met in order to turn an opportunity into a digital initiative.

    Step 1: Identify Your Selection Criteria

    Step 1

    Identify Your Selection Criteria

    1.1

    Define what "viable" looks like

    Set criteria types and thresholds.

    It is impossible to gauge whether or not an opportunity is worthwhile if you don’t have a yardstick to measure it by. However, what is viable for one organization in a particular industry may not be viable for a company elsewhere.

    Consider:
    • Use the criteria already set forth in this deck.
    • If for any reason you cannot use these criteria, work with stakeholders to establish viability factors that suit both the business and IT.
    Avoid:
    • Vague language when establishing your own criteria.
    • Ambiguity in both measures and their definitions. Be crystal clear.

    1.2

    Conduct an evaluation session

    Test your assumptions by piloting prioritization.

    Select an initiative from one of the opportunity profiles from Phase 2.2 and run it through the selection criteria. From there, determine if your assumptions are sound. If not, tweak the criteria and test again until all stakeholders have confidence in the process.

    Consider:
    • Most if not all projects must go through the IT project management office (PMO) or project management leader, so why not create a “digital-only” track for digital business initiatives?
    • Which digital initiatives also represent a sound strategic fit to the organization?
    • Have we undertaken previous projects that are similar? Were those successful? Why or why not?
    Avoid:
    • Making too many initiatives high priority. IT resources are limited, so be ruthless.
    • Taking on too many initiatives at once. Most IT organizations can only work on a small number at any given time.

    Use these selection criteria to prioritize initiatives

    Ideas matter, but not all ideas are created equal. Now that you have elicited ideas and identified opportunities, discuss the assumptions, risks, and benefits associated with each proposed digital business initiative.

    Complexity versus Impact. Shows initiatives that have a business Must Prioritize (High value/low complexity), Should Plan (High value/high complexity), Could Have (Low Value/ Low complexity), and Don't need (Low value/high complexity)

    Prioritize opportunities into initiatives

    Recall that the opportunities identified in Phase 2.2 also became proposed digital initiatives demonstrated in your goals cascade.

    In your discussion, evaluate each opportunity through a matrix to create tension between value and complexity or other dimensions. Capture the information based on measurable business benefits-realization; risks or considerations; assumptions; and competencies, talent, and assets needed to deliver.

    Prioritize opportunities into Initiatives. For example: new digital products and services, intelligent fleet management via automation, ERP automation etc.

    Leverage opportunity profiles from your digital strategy

    To start, take one of the opportunity profiles you created in Phase 2.2, Build Your Digital Vision and Strategy, and use it throughout the following steps. Once done, repeat with the next opportunity profile until all have been vetted against criteria. If you did not use Info-Tech’s approach, simply use whatever list of digital business opportunities provided to you from stakeholders.

    Robotic process automation Template.

    Prioritization Criteria

    Run each initiative through the following evaluation criteria. When finished, any opportunities that appear in the top left quadrant (high value/low complexity) are now your highest priority digital initiatives.

    Instructions:

    Assign each initiative a letter. As you decide on each one, move a copy of the circled letter to its appropriate place on the 2x2 selection matrix.

    List of digital opportunities.

    Complexity versus Impact. Shows initiatives that have a business Must Prioritize (High value/low complexity), Should Plan (High value/high complexity), Could Have (Low Value/ Low complexity), and Don't need (Low value/high complexity)

    Info-Tech Insight

    Evaluation should be based on the insights from analysis across all criteria. Leverage group discussion to help contextualize and challenge assumptions when validating opportunities.

    Digital initiative ≠ IT project

    Every idea is a good one, unless you need one that works. What “works” as a digital initiative is not the same thing as a straightforward IT project that would be typically managed by a project manager or PMO. These latter projects will be addressed in Phase 3.1 of the digital journey.

    Opportunities and business needs > Business model > Impact > Mandatory > Innovation path forward

    Digital Track

    Focus: Transform the business and operations

    1. Problem may not be well defined.
    2. “Initiative” is not clear.
    3. Based on market research, customer needs, trend analysis, and economic forecast, risk to the business if fit-for-purpose initiative is not identified.
    4. Previous delivery results not as expected, or uncertain how to continue the project.
    5. Highly complex with significant impact to transform the business or operations.
    6. Execution approach is not clear.
    7. Capabilities may not exist within IT.

    IT PMO

    1. Emerging technology trends create opportunities to modernize IT, not transform business.
    2. Problem is well defined and understood.
    3. Initiative is clearly identified.
    4. New IT project.
    5. Can be complex but does not transform the business.
    6. Standard PMP approach is a good fit.
    7. Capabilities exist to execute within IT.
    8. Software vendor or systems integrator is initiative provider.

    Step 2: Evaluate Initiatives Against Criteria

    Ruthlessly prioritize which opportunities will deliver the greatest business value and pose the best chance of success.

    Step 2: Evaluate initiatives against criteria.

    Step 2

    Evaluate Initiatives Against Criteria

    2.1

    Evaluate and validate

    Evaluate and validate (or invalidate) opportunities.

    Now that you have tested and refined the selection criteria, take each opportunity profile from Phase 2.2 and run it through its paces. Once plotted on the 2x2 matrix, you will have a clear and concise view of high priority digital initiatives.

    Consider:
    • What are the timing, relevance, and impact of each initiative being evaluated?
    • What are the merits of each opportunity?
    • What are the extent and reach of their impacts?
    Avoid:
    • Guesswork. Stick with what you know based on the available information and data at hand.

    2.2

    Determine benefits

    Document benefits and value proposition.

    Identify and determine the benefits of each high priority initiative, including the benefit type (e.g. observable, financial, etc.). In addition, discuss and articulate the value proposition for each high priority initiative.

    Consider:
    • Tangible and intangible benefits.
    • Creating a vision statement for each initiative selected as high priority.
    Avoid:
    • Don’t reach too much when identifying benefits. Be realistic.

    2.3

    Make your case

    Build a business case for each initiative.

    Once you have enunciated the value and benefits of each high priority initiative, create a business case and profile for each one that includes known costs, risks, and so on. These materials will be crucial for project execution and IT capability planning in Phase 2.3 of your digital journey.

    Consider:
    • All forms of costs, both in terms of time, labor, and physical assets and resources.
    • Stick with a short-form business case for now to save time. You can always expand it into full-form business case later on, if necessary.
    Avoid:
    • Generalities. Be conservative in your estimates and keep them grounded in what has transpired in past initiatives at the organization.

    Exemplar: Prioritization criteria

    Your prioritization matrix should look something like this. Initiatives B and C will now have short-form business cases developed for them. Initiatives in the “Should Plan” quadrant can be dealt with later.

    List of initiatives for digital opportunities. Complexity versus Impact. Shows initiatives that have a business Must Prioritize (High value/low complexity), Should Plan (High value/high complexity), Could Have (Low Value/ Low complexity), and Don't need (Low value/high complexity)

    Draw information from the opportunity profiles

    You created opportunity profiles in Phase 2.2 to clarify, validate and evaluate specific ideas for digital initiatives. In these profiles, you considered the timing, relevance, and impact of those opportunities.

    Some prioritized initiatives will have an immediate and significant impact on your business. Some may have a significant impact, but on a longer timeline. Understanding this is important context for your overall digital business strategy.

    Above all, you must be able to communicate to stakeholders how the newly prioritized digital initiatives are relevant to driving the strategic growth of the business.

    Start by elucidating further on initiative benefits and business value as outlined in the opportunity profile. This will become crucial for completing your next step – building a short-form business case for each prioritized initiative.

    Robotics Process Automation Template. Benefits and outcomes as well as incremental value are highlighted. The next slide is a template for the short-form business case, while the slides after that contain instructions on how to fill out each section of the business case.

    Short-Form Business Case Template

    Short form business case template. Shows value proposition, initiative benefits and initiative roadmap.

    Prepare your business case for each initiative

    Tasks:

    1. On a whiteboard, draw the visual initiative canvas supplied below.
    2. For each prioritized initiative, leverage its opportunity profile (if used) to list the resulting customer or stakeholder products/services and its pain relievers and gain creators in the associated sections of the canvas.
    3. Ensure that the top pains, gains, and jobs are addressed by products/services, pain relievers, and gain creators.
    4. Use this information as a basis for further exercises in this section, such as defining benefits, articulating value proposition and vision, and cost estimates.
    Initiative canvas example.

    Input

    • The initiative’s opportunity profile from Phase 2.2 of the Digital Journey series (if used)

    Output

    • Short-form initiative business case

    Materials

    • Whiteboard and markers

    Participants

    • Opportunity owner
    • Opportunity group/team

    Expand on the key benefits of each initiative

    Business cases are not just a vehicle with which to acquire resources for investments, they are a mechanism that helps ensure the benefits of an investment are realized. To accomplish this, a business case must have a set of clearly defined benefits, combined with an understanding of how they will be measured and an explicitly stated beneficiary who can corroborate that the benefit has been realized.

    What is a benefit?

    Benefits are the advantages, or outcomes, that specific groups or individuals realize as a result of the proposed initiative’s implementation.

    Initiative inputs

    Initiative inputs are the time, resources, and scope dedicated to the endeavor of implementing an initiative.

    Benefits of initiative and initiative inputs diagram.

    Identify how to measure benefit achievement

    Benefits are realized when an organization either starts doing something new, stops doing something, or improves the way something is already being done. The impact of these changes must be measured in order to determine whether the change is positive and if the case warrants more resources in order to scale.

    Types of benefits

    • Observable: These are measured by opinion or judgement.
    • Measurable: These can be identified when there is an existing measure in place for the benefit (or when one can be easily created).
    • Quantifiable: Similar to measurable benefits; however, these benefits additionally feature size or magnitude (if it can be reliably estimated).
    • Financial: These are benefits that can be communicated in monetary terms. A benefit should only be classified as financial when sufficient evidence is available to show that the stated value is likely to be achieved.

    Benefit owners and responsibilities

    1. Each benefit should have assigned to it an explicit owner who gains an advantage as a result of the initiative’s implementation.
    2. For most benefits, the owner will be the primary beneficiary of the initiative.
    3. These individuals are the ones who must corroborate that a benefit has been realized.
    4. Assigning an owner to each benefit will foster a sense of accountability in terms of benefits realization and will also create a traceable path that helps track the success of the initiative.

    Complete the benefits section of the business case

    Tasks:

    1. Use the Short-Form Business Case Template included in this deck.
    2. Arrange a meeting with the key beneficiary or beneficiaries of your initiative. Refer back to the benefits and outcomes section of the initiative’s opportunity profile (if used) as a starting point.
    3. Clearly define what the key benefits of your initiative will be and list them in the Short-Form Business Case Template.
    4. Assign an owner to each benefit – the individual who will corroborate that the benefit has accrued.
    5. Come to a mutual agreement with the beneficiaries as to whether each benefit is:
      • Financial
      • Quantifiable
      • Measurable
      • Observable
    6. Discuss and list the methods that will be used to measure each benefit and list them in the Short-Form Business Case Template.

    Input

    • Key benefits of the initiative, how they will be measured, and who owns the benefits

    Output

    • Completed benefits section of the Short-Form Business Case Template

    Materials

    • Short-Form Business Case Template

    Participants

    • Opportunity owner
    • Key beneficiary

    Craft value proposition and vision statements

    The way one articulates the value an initiative provides is just as important as the initiative itself. Use the previous exercises as inputs to craft a statement that reflects the value your initiative will provide, but also describes how the initiative will create value. Specifically, a value proposition should answer the following questions:

    1. Who is the initiative for?
    2. What is the initiative?
    3. What does the initiative do?
    4. How is the initiative different from others?

    Complete value prop and vision statement sections of the business case

    Tasks:

    1. Having already completed the benefits section of the Short-Form Business Case Template, turn your attention to the value proposition section.
    2. Using your problem and initiative canvases, in addition to the benefits section, craft a value proposition statement that answers the following questions in one or two sentences:
      • Who is the initiative for?
      • What is the initiative?
      • What does the initiative do?
      • How is the initiative different?
    3. Input the value proposition statement into the value proposition section of the Short-Form Business Case Template.

    Input

    • Initiative canvas
    • Benefits section of the Short-Form Business Case Template

    Output

    • Completed value proposition section of the Short-Form Business Case Template

    Materials

    • Short-Form Business Case Template

    Participants

    • Opportunity owner
    • Opportunity group/team

    Identify initiative steps and add to business case

    Tasks:

    Turn your attention to the roadmap section of the Short-Form Business Case Template and fill it in through the following steps:

    1. Select which scope, resource, and/or time reduction tactics to apply given the context of the project.
    2. Use the test, run, gauge, and collect framework supplied, unless you elect to generate your own project phases. If that is the case, ensure that phases are mutually exclusive and completely exhaustive (MECE).
    3. For each phase, supply a brief description of the activities to be undertaken for that phase.
    4. Map the benefits to be accrued within each phase.
    5. For each phase, supply a set of two to three potential factors that create risk toward the benefits listed.
    6. For each risk, supply a mitigation tactic that could be employed to diffuse the risk or to mitigate it completely.

    Input

    • Project benefits
    • Scope, resource, and time reduction tactics

    Output

    • Roadmap section of the Short-Form Business Case Template

    Materials

    • Short-Form Business Case Template

    Participants

    • Opportunity owner

    Fill out the cost section of the business case

    Tasks:

    1. Having already completed the roadmap part of the Short-Form Business Case Template, turn your attention to the cost section.
    2. Use the scope, resource, and time reduction tactics and roadmap to estimate the cost necessary to execute the project. Remember that costs are a factor of the resources required and the cost type.
      • Resources:
        • Hardware
        • Software
        • Human
        • Network and communications
        • Facilities
      • Cost Types:
        • Acquisition
        • Operation
        • Growth and change
    3. Complete the cost section of the Short-Form Business Case Template with the cost estimate for the project.

    Input

    • Roadmap
    • Scope, resource, and time reduction tactics

    Output

    • Cost section of the Short-Form Business Case Template

    Materials

    • Short-Form Business Case Template

    Participants

    • Opportunity owner
    • Opportunity group/team

    Exemplar: Short-Form Business Case

    Short form business case template. Shows value proposition, initiative benefits and initiative roadmap.

    Step 3: Determine a Prioritized List of Initiatives

    Green-light opportunities for digital investment and create your list of high-priority digital initiatives.

    Step 3: Determine a prioritized list of initiatives.

    Step 3

    Determine a Prioritized List of Initiatives

    3.1

    Compile information

    Finalize your list of high priority initiatives.

    This list should also include the short-form business cases that you completed in the previous step. This compilation of initiative information will be used in the next phase of your digital journey and is critical for its successful completion.

    Consider:
    • Checking your work. Does it ring true? Does it create excitement? People will be working on these initiatives in the near future, so it’s ideal if they feel good about the outcomes.
    • Integrating with your IT strategy, if you have one. These digital initiatives will figure prominently in the fiscal quarters to come.
    Avoid:
    • Dramatic effect. While you want stakeholders and IT staff to be enthusiastic about the work ahead, don’t dress up the initiatives as something they’re not.

    3.2

    Communicate

    It’s time to communicate with stakeholders.

    By now you should have a relatively short yet potent list of digital business initiatives – plus a business case for each – that has been thoroughly vetted and prioritized. Stakeholders are eager to learn more about these initiatives, though the details that matter most may differ from stakeholder to stakeholder.

    Consider:
    • Socializing the business cases before formally presenting to stakeholders for approval.
    • You will want to first elicit feedback and make any recommended changes to messaging.
    • Tailoring your message depending on stakeholder type, their priorities and concerns, and so on.
    Avoid:
    • Sugar coating. Many, if not all, of these stakeholders have the authority to invalidate or disapprove any business case that fails to pass muster. Give it to them straight.

    Compile your prioritized initiatives

    There are two follow-up actions to do with your newly prioritized list of digital initiative business cases: present them to stakeholders for approval and then add them to your IT strategic roadmap.

    Compile prioritized initiatives. Present to stakeholders and then add them to your IT strategic roadmap.

    Present business cases to stakeholders

    For most high-profile digital business initiatives, the short-form business case will not be the first time stakeholders hear about them. By this point, securing approval should only be a formality if the initiative has been effectively socialized beforehand. If this is not the case, one must build an adequate understanding of the stakeholder landscape and then use this understanding to effectively present business cases for digital initiative and receive approval to proceed with them.

    Gauge the importance of various stakeholders and tailor your message according to their concerns and the requirements of their role. Consider the following important questions about each stakeholder:

    • Authority: How much influence does the stakeholder have? Enough to drive the initiative forward?
    • Involvement: How interested is the stakeholder? How involved is the stakeholder in the initiative already?
    • Impact: To what degree will the stakeholder be impacted? Will this significantly change how they do their job?
    • Support: Is the stakeholder a supporter of the initiative? Neutral? A resistor?

    Develop a stakeholder map

    A stakeholder map helps visualize the importance of various stakeholders and their concerns so you can prioritize your time according to those stakeholders who are most impacted by a digital initiative, as well as those who have the authority to green-light them.

    1. Evaluate each stakeholder in terms of authority, involvement, impact, and support, as discussed in the previous slide.
    2. Map each stakeholder to an area on the right template (slide four) based upon the level of their authority and involvement (high or low).
      • Vary the size of the circle to distinguish stakeholders that are highly impacted by the IT strategy from those who are not. Color each circle to show each stakeholder’s estimated or gauged level of support for the project.
    3. Ask yourself if the stakeholder map looks accurate. Is there someone who has no involvement in digital initiatives, but should?
      • A) For example, if a CFO who has the authority to disapprove project funding is heavily impacted and not involved, the success of the business cases will be put at risk.
    4. Draw a dotted circle to show where that stakeholder needs to be located (increased involvement and support), and an arrow with a dotted line to signify the needed change. Some stakeholders may have influence over others.
      • B) For example, a COO who highly values the opinion of the director of operations would be influenced by that director. Draw an arrow from one stakeholder to another to signify this relationship.

    Focus on key players: Relevant stakeholders who have high power are highly impacted and should have high involvement. Engage the stakeholders that are impacted most and have the authority to influence digital initiatives and approve business cases.

    Stakeholder map. Authority versus involvement of key players.

    Summary of key insights

    By now, you should have a firm understanding of the principles and desired actions, behaviors, and outcomes that have been presented in this methodology. Furthermore:

    1. Prioritization of digital opportunities can be a relatively straightforward task as long as the correct stakeholders are involved and use a common and agreed upon set of criteria.
    2. Developing a business case for a digital initiative in an agile manner need not be a grueling exercise provided that a vetted and repeatable process is used.
    3. Above all, remember that this is a journey. Going from an intangible (macro-trend, problem, or opportunity) to a tangible (actual project or initiative) does not happen all at once.

    Related Info-Tech Research

    Understand Industry Trends

    Assess how the external environment presents opportunities or threats to your organization.

    Build a Business-Aligned IT Strategy

    Align with the business by creating an IT strategy that documents the business context, key initiatives, and a strategic roadmap.

    Define Your Digital Business Strategy

    Design a strategy that applies innovation to your business model, streamlines and transforms processes, and makes use of technologies to enhance interactions with customers and employees.

    Research Contributors and Experts

    Ross Armstrong

    Ross Armstrong

    Principal Research Director, CIO Advisory
    Info-Tech Research Group

    Ross Armstrong is a Principal Research Director in the CIO Advisory practice at Info-Tech Research Group, covering the areas of IT strategic planning, digital strategy, digital transformation, and IT innovation.

    Ross has worked in a variety of public and private sector industries including automotive, IT, mobile/telecom, and higher education. All of his roles over the years have centered around data-driven market research – in pursuit of insightful and successful product development and product management – at their core.

    In addition to his long tenure as an Info-Tech Research Group analyst, Ross has worked in research and product innovation positions at Autodata initiatives (J.D. Power), BlackBerry, and Ivey Business School (Western University).

    Ross holds a Master of Arts degree in English Language and Literature from Western University (UWO) and has served as an advisory board member for a number of not-for-profit and educational institutions.

    Joanne Lee

    Joanne Lee

    Principal Research Director, CIO Advisory
    Info-Tech Research Group

    Joanne is an executive with over 25 years of experience providing leadership in digital technology and management consulting across both public and private entities from initiative delivery to organizational redesign across BC, Ontario, and Globally.

    A Director within KPMG’s CIO Advisory Management Consulting services and practice lead for Digital Health in BC, Joanne has led various client engagements from ERP Cloud Strategy, IT Operating Models, Data and Analytics maturity, to process redesign. More recently, Joanne was the Chief Program Officer and Executive Director responsible for leading the implementation of a $450M technology and business transformation initiative across 13 hospitals and community services for one of the largest health authorities in BC.

    A former clinician, Joanne has held progressive leadership roles in healthcare with accountabilities across IT operations and service management, data analytics, project management office (PMO), clinical informatics, and privacy and contract management. Joanne is passionate about connecting people, concepts, and capital.

    Bibliography

    “AI: From Data to ROI.” Cognizant, September 2020. Accessed November 2022.

    Bughin, Jacques, et al. “The Case for Digital Reinvention.” McKinsey Quarterly, February 2017. Accessed November 2022.

    “The Business Case for Digital Transformation.” CPA Canada, June 2021. Accessed November 2022.

    “The Case for Digital Transformation.” The National Center for the Middle Market, Ohio State University, 2020. Accessed October 2022.

    “Digital Transformation in Government Case Study.” Ionology, April 2020. Accessed October 2022.

    Louis, Peter, et al. “Internet of Things – From Buzzword to Business Case.” Siemens, 11 January 2021. Accessed December 2022.

    Miesen, Nick. “Case Studies of Digital Transformations in Process and Aerospace Industries.” Jugaad, 2018. Accessed November 2022.

    Proff, Harald, and Claudia Bittrich. “The Digital Business Case - Done Right!” Deloitte, August 2019. Accessed October 2022.

    “Propelling an Aerospace Innovator.” Accenture, 2021. Accessed October 2022.

    Schmidt-Subramanian, Maxie. “The ROI of CX Transformation.” Forrester, 15 August 2019. Accessed November 2022.

    Ward, John, et al. “Building Better Business Cases for IT Investments.” California Management Review, Sept. 2007. Web.

    State of Hybrid Work in IT

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    Hybrid work is here, but there is no consensus among industry leaders on how to do it right. IT faces the dual challenge of supporting its own employees while enabling the success of the broader organization. In the absence of a single best practice to adopt, how can IT departments make the right decisions when it comes to the new world of hybrid?

    Our Advice

    Critical Insight

    • Don’t make the mistake of emulating the tech giants, unless they are your direct competition. Instead, look to organizations that have walked your path in terms of scope, organizational goals, industry, and organizational structure. Remember, your competitors are not just those who compete for the same customers but also those who compete for your employees.
    • Hybrid and remote teams require more attention, connection, and leadership from managers. The shift from doing the day-to-day to effectively leading is critical for the success of nontraditional work models. As hybrid and remote work become engrained in society, organizations must ensure that the concept of the “working manager” is as obsolete as the rotary telephone.

    Impact and Result

    Read this concise report to learn:

    • What other IT organizations are doing in the new hybrid world.
    • How hybrid has impacted infrastructure, operations, and business relations.
    • How to succeed at building a highly effective hybrid team.
    • How Info-Tech can help you make hybrid an asset for your IT department.

    State of Hybrid Work in IT Research & Tools

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

    1. State of Hybrid Work in IT: A Trend Report – A walkthrough of the latest data on the impact of the hybrid work revolution in IT.

    Read this report to learn how IT departments are using the latest trends in hybrid work for greater IT effectiveness. Understand what work models are best for IT, how IT can support a remote organization, and how hybrid work changes team dynamics.

    • State of Hybrid Work in IT: A Trends Report

    Infographic

    Further reading

    State of Hybrid Work in IT: A Trend Report

    When tech giants can’t agree and best practices change by the minute, forge your own path to your next normal.

    Hybrid is here. Now how do we do this?

    The pandemic has catapulted hybrid work to the forefront of strategic decisions an organization needs to make. According to our State of Hybrid Work in IT survey conducted in July of 2022, nearly all organizations across all industries are continuing some form of hybrid or remote work long-term (n=518). Flexible work location options are the single greatest concern for employees seeking a new job. IT departments are tasked with not only solving hybrid work questions for their own personnel but also supporting a hybrid-first organization, which means significant changes to technology and operations.

    Faced with decisions that alter the very foundation of how an organization functions, IT leaders are looking for best practices and coming up empty. The world of work has changed quickly and unexpectedly. If you feel you are “winging it” in the new normal, you are not alone.

    95% of organizations are continuing some form of hybrid or remote work.

    n=518

    47% of respondents look at hybrid work options when evaluating a new employer, vs. 46% who look at salary.

    n=518

    Hybrid work model decision tree

    Your organization, your employees, your goals – your hybrid work

    The days of a “typical” workplace have passed. When it comes to the new world of hybrid work, there is no best-of-breed example to follow.

    Among the flood of contradictory decisions made by industry leaders, your IT organization must forge its own path, informed by the needs of your employees and your organizational goals.

    All IT work models can support the broader organization. However, IT is more effective in a hybrid work mode.

    Stay informed on where your industry is headed, but learn from, rather than follow, industry leaders.

    All industries reported primarily using partial, balanced & full hybrid work models.

    All industries reported some fully remote work, ranging from 2-10% of organizations surveyed.

    Construction and healthcare & life sciences did not require any fully in-office work. Other industries, between 1-12% required fully in-office work.

    The image contains a screenshot of the Enablement of Organizational Goals.

    Move beyond following tech giants

    The uncomfortable truth about hybrid work is that there are many viable models, and the “best of breed” depends on who you ask. In the post-pandemic workspace, for every work location model there is an industry leader that has made it functional. And yet this doesn’t mean that every model will be viable for your organization.

    In the absence of a single best practice, rely on an individualized cost-benefit assessment rooted in objective feasibility criteria. Every work model – whether it continues your status quo or overhauls the working environment – introduces risk. Only in the context of your particular organization does that risk become quantifiable.

    Don’t make the mistake of emulating the tech giants, unless they are your direct competition. Instead, look to organizations that have walked your path in terms of scope, organizational goals, industry, and organizational structure.

    External

    Internal

    Political

    Economic

    Social

    Technological

    Legal

    Environmental

    Operations

    Culture

    Resources

    Risk

    Benefit

    Employee Preferences

    Comparative

    Your competitors

    Info-Tech Insight

    Remember, your competitors are not just those who compete for the same customers but also those who compete for your employees.

    IT must balance commitments to both the organization and its employees

    IT has two roles: to effectively support the broader organization and to function effectively within the department. It therefore has two main stakeholder relationships: the organization it supports and the employees it houses. Hybrid work impacts both. Don't make the mistake of overweighting one relationship at the expense of the other. IT will only function effectively when it addresses both.

    Track your progress with the right metrics

    IT and the organization

    • Business satisfaction with IT
    • Perception of IT value

    Diagnostic tool: Business Vision

    IT and its employees

    • Employee engagement

    Diagnostic tool:
    Employee Engagement Surveys

    This report contains:

    1. IT and the Organization
      1. IT Effectiveness
        in a Hybrid World
      2. The Impact of Hybrid on Infrastructure & Operations
    2. IT and Its Employees
      1. What Hybrid Means for the IT Workforce
      2. Leadership for Hybrid IT Teams

    This report is based on organizations like yours

    The image contains graphs that demonstrate demographics of organizations.

    This report is based on organizations like yours

    The image contains two graphs that demonstrate a breakdown of departments in an organization.

    This report is based on organizations like yours

    The image contains two graphs that demonstrate the workforce type and operating budget.


    This report is based on organizations like yours

    The image contains two graphs that demonstrate organization maturity and effectiveness score.

    At a high level, hybrid work in IT is everywhere

    INDUSTRY

    • Arts & Entertainment (including sports)
    • Retail & Wholesale
    • Utilities
    • Transportation & Warehousing
    • Not-for-Profit (incl. professional associations)
    • Education
    • Professional Services
    • Manufacturing
    • Media, Information, Telecom & Technology
    • Construction
    • Gaming & Hospitality
    • Government
    • Healthcare & Life Sciences
    • Financial Services (incl. banking & insurance)

    ORGANIZATIONAL SIZE

    Small

    <100

    Medium

    101-5,000

    Large

    >5,000

    Employees

    POSITION LEVEL

    • Executive
    • Director
    • Supervisor/Manager
    • Student/Contractor/Team Member

    100% of industries, organizational sizes, and position levels reported some form of hybrid or remote work.

    Work model breakdown at the respondent level

    5% 21% 30% 39% 5%

    No Remote
    Work

    Partial Hybrid

    Balanced Hybrid

    Full Hybrid

    Full Remote

    Work

    n=516

    Industry lens: Work location model

    The image contains a screenshot of a graph that demonstrates the work location model with the work model breakdown at the respondent level.

    Percentage of IT roles currently in a hybrid or remote work arrangement

    The image contains a screenshot of two graphs that demonstrate the percentage of IT roles currently in a hybrid or remote work arrangement.

    Work location model by organization size

    The image contains a screenshot of a graph that demonstrates work location model by organization size.

    Hybrid work options

    The image contains a screenshot of two pie graphs that demonstrate hybrid work options.

    Expense reimbursement

    28% 27% 22% 26% 13% 4%

    None

    Internet/home phone

    Just internet

    Home office setup

    Home utilities

    Other

    NOTES

    n=518

    Home office setup: One-time lump-sum payment

    Home utilities: Gas, electricity, lights, etc.

    Other: Office supplies, portion of home rent/mortgage payments, etc.

    01 TECHNOLOGY

    IT and the Organization

    Section 1

    The promise of hybrid work for IT department effectiveness and the costs of making it happen

    In this section:

    1. IT Effectiveness in a Hybrid World
    2. The Impact of Hybrid on Infrastructure & Operations

    Hybrid work models in IT bolster effectiveness

    IT’s effectiveness, meaning its ability to enable organizational goal attainment, is its ultimate success metric. In the post-pandemic world, this indicator is intimately tied to IT’s work location model, as well as IT’s ability to support the work location model used by the broader organization.

    In 2022, 90% of organizations have embraced some form of hybrid work (n=516). And only a small contingent of IT departments have more than 90% of roles still working completely in office, with no remote work offered (n=515).

    This outcome was not unexpected, given the unprecedented success of remote work during the pandemic. However, the implications of this work model were far less certain. Would productivity remain once the threat of layoffs had passed? Would hybrid work be viable in the long term, once the novelty wore off? Would teams be able to function collaboratively without meeting face to face? Would hybrid allow a great culture
    to continue?

    All signs point to yes. For most IT departments, the benefits of hybrid work outweigh its costs. IT is significantly more effective when some degree of remote or hybrid work is present.

    The image contains a screenshot of a graph on how hybrid work models in IT bolster effectiveness.

    n=518

    Remote Work Effectiveness Paradox

    When IT itself works fully onsite, lower effectiveness is reported (6.2). When IT is tasked with supporting fully, 100% remote organizations (as opposed to being fully remote only within IT), lower effectiveness is reported then as well (5.9). A fully remote organization means 100% virtual communication, so the expectations placed on IT increase, as do the stakes of any errors. Of note, hybrid work models yield consistent effectiveness scores when implemented at both the IT and organizational levels.

    IT has risen to the challenge of hybrid

    Despite the challenges initially posed by hybrid and remote organizations, IT has thrived through the pandemic and into this newly common workplace.

    Most organizations have experienced an unchanged or increased level of service requests and incidents. However, for the majority of organizations, service desk support has maintained (58%) or improved (35%). Only 7% of IT organizations report decreased service desk support.

    Is your service desk able to offer the same level of support compared to the pre-pandemic/pre-hybrid work model?

    The image contains a screenshot of a graph that demonstrates service desk levels.

    How has the volume of your service requests/incidents changed?

    The image contains a screenshot of a graph that demonstrates volume of service requests/incidents changed.

    Has hybrid work impacted your customer satisfaction scores?

    The image contains a graph that demonstrates if hybrid work impacted customer satisfaction scores.

    Industry lens: Volume of service requests

    It is interesting to note that service request volumes have evolved similarly across industries, mirroring the remarkable consistency with which hybrid work has been adopted across disparate fields, from construction to government.

    Of note are two industries where the volume of service requests mostly increased: government and media, information, telecom & technology.

    With the global expansion of digital products and services through the pandemic, it’s no surprise to see volumes increase for media, information, telecom & technology. With government, the shift from on premises to rapid and large-scale hybrid or remote work for administrative and knowledge worker roles likely meant additional support from IT to equip employees and end users with the necessary tools to carry out work offsite.

    How has the volume of your service requests/incidents changed?

    The image contains a screenshot of a graph that demonstrates the volume of service requests/incidents changed.

    The transition to hybrid was worth the effort

    Hybrid and remote work have been associated with greater productivity and organizational benefits since before the pandemic. During emergency remote work, doubts arose about whether productivity would be maintained under such extreme circumstances and were quickly dispelled. The promise of remote productivity held up.

    Now, cautiously entering a “new normal,” the question has emerged again. Will long-term hybrid work bring the same benefits?

    The expectations have held up, with hybrid work benefits ranging from reduced facilities costs to greater employee performance.

    Organizational hybrid work may place additional strain on IT,
    but it is clear IT can handle the challenge. And when it does,
    the organizational benefits are tremendous.

    88% of respondents reported increased or consistent Infrastructure & Operations customer satisfaction scores.

    What benefits has the organization achieved as a result of moving to a hybrid work model?

    The image contains a bar graph that demonstrates the benefits of a hybrid work model.

    n=487

    Hybrid has sped up modernization of IT processes and infrastructure

    Of the organizations surveyed, the vast majority reported significant changes to both the process and the technology side of IT operations. Four key processes affected by the move to hybrid were:

    • Incident management
    • Service request support
    • Asset management
    • Change management

    Within Infrastructure & Operations, the area with the greatest degree
    of change was network architecture (reported by 44% of respondents), followed closely by service desk (41%) and recovery workspaces and mitigations (40%).

    63% of respondents reported changes to conference room technology to support hybrid meetings.

    n=496

    IT Infrastructure & Operations changes, upgrades, and modernization

    The image contains a screenshot of a bar graph that demonstrates IT Infrastructure & Operations Changes, Upgrades, and Modernizations.

    What process(es) had the highest degree of change in response to supporting hybrid work?

    The image contains a screenshot of a bar graph that demonstrates the highest degree of change in response to supporting hybrid work.

    Hybrid has permanently changed deployment strategy

    Forty-five percent of respondents reported significant changes to deployment as a result of hybrid work, with an additional 42% reporting minor changes. Only 13% of respondents stated that their deployment processes remained unchanged following the shift to hybrid work.

    With the ever-increasing globalization of business, deployment modernization practices such as the shift to zero touch are no longer optional or a bonus. They are a critical part of business operation that bring efficiency benefits beyond just supporting hybrid work.

    The deployment changes brought on by hybrid span across industries. Even in manufacturing, with the greatest proportion of respondents reporting “no change” to deployment practices (33%), most organizations experienced some degree of change.

    Has a hybrid work model led you to make any changes to your deployment, such as zero touch, to get equipment to end users?

    The image contains a graph to demonstrate if change was possible with hybrid models.

    Industry lens: Deployment changes

    Has a hybrid work model led you to make any changes to your deployment, such as zero touch, to get equipment to end users?

    The image contains a screenshot of a graph that demonstrates deployment changes at an industry lens.

    Hybrid work has accelerated organizational digitization

    Over half of respondents reported significantly decreased reliance on printed copies as a result of hybrid. While these changes were on the horizon for many organizations even before the pandemic, the necessity of keeping business operations running during lockdowns meant that critical resources could be invested in these processes. As a result, digitization has leapt forward.

    This represents an opportunity for businesses to re-evaluate their relationships with printing vendors. Resources spent on printing can be reduced or reallocated, representing additional savings as a result of moving to hybrid. Additionally, many respondents report a willingness – and ability – from vendors to partner with organizations in driving innovation and enabling digitization.

    With respect to changes pertaining to hard copies/printers as a result of your hybrid work model:

    The image contains a screenshot of a bar graph that demonstrates how hybrid work has accelerated organizational digitization.

    Hybrid work necessitates network and communications modernization

    The majority (63%) of respondents reported making significant changes to conference room technology as a result of hybrid work. A significant proportion (30%) report that such changes were not needed, but this includes organizations who had already set up remote communication.

    An important group is the remaining 8% of respondents, who cite budgetary restrictions as a key barrier in making the necessary technology upgrades. Ensure the business case for communication technology appropriately reflects the impact of these upgrades, and reduce the impact of legacy technology where possible:

    • Recognize not just meeting efficiency but also the impact on culture, engagement, morale, and external and internal clients.
    • Connect conference room tech modernization to the overall business goals and work it into the IT strategy.
    • Leverage the scheduling flexibility available in hybrid work arrangements to reduce reliance on inadequate conference technology by scheduling in-person meetings where possible and necessary.

    Have you made changes/upgrades
    to the conference room technology to support hybrid meetings?
    (E.g. Some participants joining remotely, some participants present in a conference room)

    The image contains a screenshot of a graph that demonstrates if network and communications modernization was needed.

    How we can help

    Metrics

    Resources

    Create a Work-From-Anywhere IT Strategy

    Stabilize Infrastructure & Operations During Work-From-Anywhere

    Sustain Work-From-Home in the New Normal

    Establish a Communication & Collaboration Systems Strategy

    Modernize the Network

    Simplify Remote Deployment With Zero-Touch Provisioning

    For a comprehensive list of resources, visit
    Info-Tech’s Hybrid Workplace Research Center

    02 PEOPLE

    IT and Its Employees

    Section 2

    Cultivate the dream team in a newly hybrid world

    In this section:

    1. What Hybrid Means for the IT Workforce
    2. Leadership for IT Hybrid Teams

    Hybrid means permanent change to how IT hires

    Since before the pandemic, the intangibles of having a job that works with your lifestyle have been steadily growing in importance. Considerations like flexible work options, work-life balance, and culture are more important to employees now than they were two years ago, and employers must adapt.

    Salary alone is no longer enough to recruit the best talent, nor is it the key to keeping employees engaged and productive. Hybrid work options are the single biggest concern for IT professionals seeking new employment, just edging out salary. This means employers must not offer just some work flexibility but truly embrace a hybrid environment.

    The image contains a screenshot of several graphs that compare results from 2019 to 2021 on what is important to employees.

    What are you considering when looking at a potential employer?

    The image contains a screenshot of a bar graph that demonstrates what needs to be considered when looking at a potential employer.

    A recession may not significantly impact hybrid work decisions overall

    Declining economic conditions suggest that a talent market shift may be imminent. Moving toward a recession may mean less competition for top talent, but this doesn't mean hybrid will be left behind as a recruitment tactic.

    Just over half of IT organizations surveyed are considering expanding hybrid work or moving to fully remote work even in a recession. Hybrid work is a critical enabler of organizational success when resources are scarce, due to the productivity benefits and cost savings it has demonstrated. Organizations that recognize this and adequately invest in hybrid tools now will have equipped themselves with an invaluable tool for weathering a recession storm, should one come.

    What impact could a potential recession in the coming year have on your decisions around your work location?

    The image contains a screenshot of a graph that demonstrates the potential impact of a recession.

    Hybrid work may help small organizations in a declining economy

    The potential for a recession has a greater impact on the workforce decisions of small organizations. They likely face greater financial pressures than medium and large-sized organizations, pressures that could necessitate halting recruitment efforts or holding firm on current salaries and health benefits.

    A reliance on intangible benefits, like the continuation of hybrid work, may help offset some of negative effects of such freezes, including the risk of lower employee engagement and productivity. Survey respondents indicated that hybrid work options (47%) were slightly more important to them than salary/compensation (46%) and significantly more important than benefits (29%), which could work in favor of small organizations in keeping the critical employees needed to survive an economic downturn.

    Small

    Medium Large
    90% 82% 66%

    Currently considering some form of hiring/salary freeze or cutbacks, if a recession occurs

    NOTES

    n=520

    Small: <101 employees

    Medium: 101-5000 employees

    Large: >5,000 employees

    Hybrid mitigates the main challenge of remote work

    One advantage of hybrid over remote work is the ability to maintain an in-office presence, which provides a failsafe should technology or other barriers stand in the way of effective distance communication. To take full advantage of this, teams should coordinate tasks with location, so that employees get the most out of the unique benefits of working in office and remotely.

    Activities to prioritize for in-office work:

    • Collaboration and brainstorming
    • Team-building activities
    • Introductions and onboarding

    Activities to prioritize for remote work:

    • Individual focus time

    As a leader, what are your greatest concerns with hybrid work?

    The image contains a bar graph that demonstrates concerns about hybrid work as an employer.

    Hybrid necessitates additional effort by managers

    When it comes to leading a hybrid team, there is no ignoring the impact of distance on communication and team cohesion. Among leaders’ top concerns are employee wellbeing and the ability to pick up on signs of demotivation among team members.

    The top two tactics used by managers to mitigate these concerns center on increasing communication:

    • Staying available through instant messaging.
    • Increasing team meetings.

    Tactics most used by highly effective IT departments

    The image contains a screenshot of tactics most used by highly effective IT departments.

    Team success is linked to the number of tools at the manager’s disposal

    The most effective hybrid team management tools focus on overcoming the greatest obstacle introduced by remote work: barriers to communication and connection.

    The most effective IT organizations use a variety of tactics. For managers looking to improve hybrid team effectiveness, the critical factor is less the tactic used and more the ability to adapt their approach to their team’s needs and incorporate team feedback. As such, IT effectiveness is linked to the total number of tactics used by managers.

    IT department effectiveness

    The image contains a screenshot of a graph that demonstrates IT department effectiveness.

    Autonomy is key to hybrid team success

    Not all hybrid work models are created equal. IT leaders working with hybrid teams have many decisions to make, from how many days will be spent in and out of office to how much control employees get over which days they work remotely.

    Employee and manager preferences are largely aligned regarding the number of days spent working remotely or onsite: Two to three days in office is the most selected option for both groups, although overall manager preferences lean slightly toward more time spent in office.

    Comparison of leader and employee preference for days in-office

    The image contains a screenshot of a graph that compares leader and employee preference for days in-office.

    Do employees have a choice in the days they work in office/offsite?

    The image contains a screenshot of a graph that demonstrates if employees have a choice in the days they work in office or offsite.

    For most organizations, employees get a choice of which days they spend working remotely. This autonomy can range from complete freedom to a choice between several pre-approved days depending on team scheduling needs.

    Work is still needed to increase autonomy in hybrid teams

    Organizations’ success in establishing hybrid team autonomy varies greatly post pandemic. Responses are roughly equally split between staff feeling more, less, or the same level of autonomy as before the pandemic. Evaluated in the context of most organizations continuing a hybrid approach, this leads to the conclusion that not all hybrid implementations are being conducted equally effectively when it comes to employee empowerment.

    As an employee, how much control do you have over the decisions related to where, when, and how you work currently?

    The image contains a screenshot of a graph that demonstrates autonomy in hybrid teams.

    Connectedness in hybrid teams lags behind

    A strong case can be made for fostering autonomy and empowerment on hybrid teams. Employees who report lower levels of control than before the pandemic also report lower engagement indicators, such as trust in senior leadership, motivation, and intention to stay with the organization. On the other hand, employees experiencing increased levels of control report gains in these areas.

    The only exception to these gains is the sense of team connectedness, which employees experiencing more control report as lower than before the pandemic. A greater sense of connectedness among employees reporting decreased control may be related to more mandatory in-office time or a sense of connection over shared team-level disengagement.

    These findings reinforce the need for hybrid teams to invest in team building and communication practices and confirm that significant benefits are to be had when a sense of autonomy can be successfully instilled.

    Employees who experience less control than before the pandemic report lowered engagement indicators ... except sense of connectedness

    The image contains a screenshot of a graph that demonstrates less control, means lowered engagement.

    Employees who experience more control than before the pandemic report increased engagement indicators ... except sense of connectedness

    The image contains a screenshot of a graph that demonstrates more control, means increased engagement.

    Case study: Hybrid work at Microsoft Canada

    The Power of Intentionality

    When the pandemic hit, technology was not in question. Flexible work options had been available and widely used, and the technology to support them was in place.

    The leadership team turned their focus to ensuring their culture survived and thrived. They developed a laser-focused approach for engaging their employees by giving their leaders tools to hold conversations. The dialogue was ongoing to allow the organization to adapt to the fast pace of changing conditions.

    Every tactic, plan, and communication started with the question, “What outcome are we striving for?”

    With a clear outcome, tools were created and leaders supported to drive the desired outcome.

    “We knew we had the technology in place. Our concern was around maintaining our strong culture and ensuring continued engagement and connection with our employees.”

    Lisa Gibson, Chief of Staff, Microsoft Canada

    How we can help

    Metrics

    Resources

    Webinar: Effectively Manage Remote Teams

    Build a Better Manager: Manage Your People

    Info-Tech Leadership Training

    Adapt Your Onboarding Process to a Virtual Environment

    Virtual Meeting Primer

    For a comprehensive list of resources, visit
    Info-Tech’s Hybrid Workplace Research Center

    Recommendations

    The last two years have been a great experiment, but it’s not over.

    BE INTENTIONAL

    • Build a team charter on how and when to communicate.
    • Create necessary tools/templates.

    INVOLVE EMPLOYEES

    • Conduct surveys and focus groups.
      Have conversations to understand sentiment.

    ALLOW CHOICE

    • Provide freedom for employees to have some level of choice in hybrid arrangements.

    BE TRANSPARENT

    • Disclose the rationale.
    • Share criteria and decision making.

    Info-Tech Insight

    Hybrid and remote teams require more attention, connection, and leadership from managers. The shift from doing the day-to-day to effectively leading is critical for the success of nontraditional work models. As hybrid and remote work become engrained in society, organizations must ensure that the concept of the “working manager” is as obsolete as the rotary telephone.

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    Elias, Jennifer. “Twitter to Reopen Offices March 15, Though Remote Work Remains an Option.” CNBC, 3 March 2022. Web.
    Esade Business & Law School. “Leadership After Covid-19: Learning To Navigate The Unknown Unknowns.” Forbes, 30 March 2021. Web.
    “Famous Companies Without Offices.” The Hoxton Mix, 19 Oct. 2021. Web.
    Gerdeman, Dina. “COVID Killed the Traditional Workplace. What Should Companies Do Now?” HBS Working Knowledge, 8 March 2021. Web.
    Gleason, Mike. “Apple’s Hybrid Work Plans Draw Worker Pushback.” SearchUnifiedCommunications, TechTarget, 24 Aug. 2022. Web.
    Gleeson, Brent. “13 Tips For Leading And Managing Remote Teams.” Forbes, 26 Aug. 2020. Web.
    Gratton, Lynda. “How to Do Hybrid Right.” Harvard Business Review, 1 May 2021. Web.
    “Guide: Understand team effectiveness.” re:Work, Google, n.d. Accessed 5 Nov. 2021.
    Hardy, Karen. “Your Business Has Decided on Hybrid Work… Now What?” CIO, 12 Sept. 2022. Web.
    Hirsch, Arlene S. “How to Boost Employee Performance in a Hybrid Work Environment.” SHRM, 6 Sept. 2022. Web.
    “How to Get Hybrid Work Right.” CBRE Canada, 14 June 2022. Web.
    “Hybrid Work: When Freedom Benefits from Rules.” Audi, 12 Sept. 2022. Accessed 18 Sept. 2022.
    “Hybrid Workplace | Global Culture Report.” O.C. Tanner, 2022, Web.
    “Intel Is Hiring for Various Roles with Temporary Remote Work Benefits.” SightsIn Plus, 11 June 2022. Web.
    Iyer, Viswanathan. “Council Post: Hybrid Work: Beyond The Point Of No Return.” Forbes, 14 Sept. 2022. Web.
    Johnson, Ricardo. “Securing Hybrid Work All Starts with Zero-Trust.” SC Media, 29 Aug. 2022. Web.
    Jones, Jada. “The Rules of Work Are Changing, and Hybrid Work Is Winning.” ZDNET, 1 Sept. 2022. Web.
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    Kumra, Gautam, and Diaan-Yi Lin. “The Future of (Hybrid) Work.” McKinsey, 2 Sept. 2022. Web.
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    Break Open Your DAM With Intuitive Metadata

    • Buy Link or Shortcode: {j2store}389|cart{/j2store}
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    • Parent Category Name: Data Management
    • Parent Category Link: /data-management
    • Organizations are facing challenges from explosive information growth in both volume and complexity, as well as the need to use more new sources of information for social media just to remain in business.
    • A lot of content can be created quickly, but managing those digital assets properly through metadata tagging that will be used consistently and effectively requires processes to be in place to create standardized and informational metadata at the source of content creation.
    • Putting these processes in place changes the way the organization handles its information, which may generate pushback, and requires socialization and proper management of the metadata strategy.

    Our Advice

    Critical Insight

    • Metadata is an imperative part of the organizations broader information management strategy. Some may believe that metadata is not needed anymore; Google search is not a magic act – it relies on information tagging that reflects cultural sentiment.
    • Metadata should be pliable. It needs to grow with the changing cultural and corporate vernacular and knowledge, and adapt to changing needs.
    • Build a map for your metadata before you dig for buried treasure. Implement metadata standards and processes for current digital assets before chasing after your treasure troves of existing artifacts.

    Impact and Result

    • Create a sustainable and effective digital asset management (DAM) program by understanding Info-Tech’s DAM framework and how the framework fits within your organization for better management of key digital assets.
    • Create an enterprise-wide metadata design principles handbook to keep track of metadata schemas and standards, as well as communicate the standards to the entire organization.
    • Gather requirements for your DAM program, as well as the DAM system and roles, by interviewing key stakeholders and identifying prevalent pains and opportunities. Understand where digital assets are created, used, and stored throughout the enterprise to gain a high-level perspective of DAM requirements.
    • Identify the organization’s current state of metadata management along with the target state, identify the gaps, and then define solutions to fill those gaps. Ensure business initiatives are woven into the mix.
    • Create a comprehensive roadmap to prioritize initiatives and delineate responsibilities.

    Break Open Your DAM With Intuitive Metadata Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should develop a digital asset management program focused on metadata, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

    1. Build a foundation for your DAM project

    Gain an in-depth understanding of what digital asset management is as well as how it is supported by Info-Tech’s DAM framework.

    • Break Open Your DAM With Intuitive Metadata – Phase 1: Build a Foundation for Your DAM Project
    • DAM Design Principles Handbook
    • Where in the World Is My Digital Asset? Tool
    • Digital Asset Inventory Tool
    • DAM Requirements Gathering Tool

    2. Dive into the DAM strategy

    Create a metadata program execution strategy and assess current and target states for the organization’s DAM.

    • Break Open Your DAM With Intuitive Metadata – Phase 2: Dive Into the DAM Strategy
    • DAM Roadmap Tool
    • DAM Metadata Execution Strategy Document

    3. Create intuitive metadata for your DAM

    Design a governance plan for ongoing DAM and metadata management.

    • Break Open Your DAM With Intuitive Metadata – Phase 3: Create Intuitive Metadata for Your Digital Assets
    • Metadata Manager Tool
    [infographic]

    Workshop: Break Open Your DAM With Intuitive Metadata

    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 Structure the Metadata Project

    The Purpose

    Develop a foundation of knowledge regarding DAM and metadata, as well as the best practices for organizing the organization’s information and digital assets for ideal findability.

    Key Benefits Achieved

    Design standardized processes for metadata creation and digital asset management to help to improve findability of key assets.

    Gain knowledge of how DAM can benefit both IT and the business.

    Activities

    1.1 Build a DAM and metadata knowledge foundation.

    1.2 Kick-start creation of the organization’s DAM design principles handbook.

    1.3 Interview key business units to understand drivers for the program.

    1.4 Develop a DAM framework.

    Outputs

    DAM Design Principles Handbook

    DAM Execution Strategy Document

    2 Assess Requirements for the DAM Program

    The Purpose

    Inventory the organization’s key digital assets and their repositories.

    Gather the organization’s requirements for a full-time digital asset librarian, as well as the DAM system.  

    Key Benefits Achieved

    Determine clear and specific requirements for the organization from the DAM system and the people involved.

    Activities

    2.1 Conduct a digital asset inventory to identify key assets to include in DAM.

    2.2 Prioritize digital assets to determine their risk and value to ensure appropriate support through the information lifecycle.

    2.3 Determine the requirements of the business and IT for the DAM system and its metadata.

    Outputs

    Digital Asset Inventory Tool

    DAM Requirements Gathering Tool

    3 Design Roadmap and Plan Implementation

    The Purpose

    Determine strategic initiatives and create a roadmap outlining key steps required to get the organization to start enabling data-driven insights.

    Determine timing of the initiatives. 

    Key Benefits Achieved

    Establish a clear direction for the DAM program.

    Build a step-by-step outline of how to create effective metadata with true business-IT collaboration.

    Have prioritized initiatives with dependencies mapped out.

    Activities

    3.1 Assess current and target states of DAM in the organization.

    3.2 Brainstorm and document practical initiatives to close the gap.

    3.3 Discuss strategies rooted in business requirements to execute the metadata management program to improve findability of digital assets.

    Outputs

    DAM Roadmap Tool

    4 Establish Metadata Governance

    The Purpose

    Identify the roles required for effective DAM and metadata management.

    Create sample metadata according to established guiding principles and implement a feedback method to create intuitive metadata in the organization. 

    Key Benefits Achieved

    Metadata management is an ongoing project. Implementing it requires user input and feedback, which governance will help to support.

    By integrating metadata governance with larger information or data governance bodies, DAM and metadata management will gain sustainability. 

    Activities

    4.1 Discuss and assign roles and responsibilities for initiatives identified in the roadmap.

    4.2 Review policy requirements for the information assets in the organization and strategies to address enforcement.

    4.3 Integrate the governance of metadata into larger governance committees.

    Outputs

    DAM Execution Strategy

    Create an Effective SEO Keyword Strategy

    • Buy Link or Shortcode: {j2store}568|cart{/j2store}
    • member rating overall impact: N/A
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    • Parent Category Name: Marketing Solutions
    • Parent Category Link: /marketing-solutions

    Digital Marketers working with an outdated or bad SEO strategy often see:

    • Declining keyword ranking and traffic
    • Poor keyword strategy
    • On-page errors

    Our Advice

    Critical Insight

    Most marketers fail in their SEO efforts because they focus on creating content for computers, not people.

    Impact and Result

    Using the SoftwareReviews methodology, digital marketers are able to break up their SEO project and data into bite-sized, actionable steps that focus on long-term improvement. Our methodology includes:

    • Competitive keyword research and identification of opportunities
    • On-page keyword strategy

    Create an Effective SEO Keyword Strategy Research & Tools

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

    1. Create an Effective SEO Keyword Strategy

    Update your on-page SEO strategy with competitively relevant keywords.

    • Create an Effective SEO Keyword Strategy Storyboard
    [infographic]

    Further reading

    Create an Effective SEO Keyword Strategy
    Update your on-page SEO strategy with competitively relevant keywords.

    Analyst Perspective

    Most marketers fail in their SEO efforts because they focus on creating content for computers, not people.

    Leading search engine optimization methods focus on creating and posting relevant keyword-rich content, not just increasing page rank. Content and keywords should move a buyer along their journey, close a sale, and develop long-term relationships. Unfortunately, many SEO specialists focus on computers, not the buyer. What's even more concerning is that up to 70% of SaaS businesses have already been impacted by outdated and inefficient SEO techniques. Poor strategies often focus on ballooning SEO metrics in the short-term instead of building the company's long-term PageRank.

    Best-in-class digital marketers stop chasing the short-term highs and focus on long-term growth. This starts with developing a competitive keyword strategy and updating website content with the new keywords.

    SEO is a large topic, so we have broken the strategy into small, easy-to-implement steps, taking the guesswork out of how to use the data from SEO tools and giving CMOs a solid path to increase their SEO results.

    This is a picture of Terra Higginson

    Terra Higginson
    Marketing Research Director
    SoftwareReviews

    Executive Summary

    Your Challenge

    Digital marketers working with an outdated or bad SEO strategy often see:

    • Declining keyword ranking and traffic
    • Poor keyword strategy
    • On-page errors

    Search algorithms change all the time, which means that the strategy is often sitting on the sifting sands of technology, making SEO strategies quickly outdated.

    Common Obstacles

    Digital marketers are responsible for developing and implementing a competitive SEO strategy but increasingly encounter the following obstacles:

    • SEO practitioners that focus on gaming the system
    • Ever-changing SEO technology
    • Lack of understanding of the best SEO techniques
    • SEO techniques focus on the needs of computers, not people
    • Lack of continued investment

    SoftwareReviews' Approach

    Using the SoftwareReviews methodology, digital marketers are able to break up their SEO project and data into bite-sized, actionable steps that focus on long-term improvement. Our methodology includes:

    • Competitive keyword research and identification of opportunities
    • On-page keyword strategy

    Our methodology will take a focused step-by-step strategy in a series of phases that will increase PageRank and competitive positioning.

    SoftwareReviews' SEO Methodology

    In this blueprint, we will cover:

    Good SEO vs. Poor SEO Techniques

    The difference between good and bad SEO techniques.

    Common Good
    SEO Techniques

    Common Poor
    SEO Techniques

    • Writing content for people, not machines.
    • Using SEO tools to regularly adjust and update SEO content, keywords, and backlinks.
    • Pillar and content cluster strategy in addition to a basic on- and off-page strategy.
    • Keyword stuffing and content duplication.
    • A strategy that focuses on computers first and people second.
    • Low-quality or purchased backlinks.

    Companies With Great SEO…

    Keyword Strategy

    • Have identified a keyword strategy that carves out targets within the white space available between themselves and the competition.

    Error-Free Site

    • Have error-free sites without duplicate content. Their URLs and redirects are all updated. Their site is responsive, and every page loads in under two seconds.

    Pillar & Content Clusters

    • Employ a pillar and content cluster strategy to help move the buyer through their journey.

    Authentic Off-Page Strategy

    • Build an authentic backlink strategy that incorporates the right information on the right sites to move the buyer through their journey.

    SEO Terms Defined

    A glossary to define common Phase 1 SEO terms.

    Search Volume: this measures the number of times a keyword is searched for in a certain time period. Target keywords with a volume of between 100-100,000. A search volume greater than 100,000 will be increasingly difficult to rank (A Beginner's Guide to Keyword Search Volume, 2022, Semrush).

    Keyword Difficulty: the metric that quantifies how difficult it will be to rank for a certain keyword. The keyword difficulty percentage includes the number of competitors attempting to rank for the same keyword, the quality of their content, the search intent, backlinks, and domain authority (Keyword Difficulty: What Is It and Why Is It Important? 2022, Semrush).

    Intent: this metric focuses on the intent of the user's search. All search intent is categorized into Informational, Commercial, Navigational, and Transactional (What Is Search Intent? A Complete Guide, 2022, Semrush).

    On-Page SEO: refers to the practice of search engine optimizing elements of your site such as title tags, internal links, HTML code, URL optimization, on-page content, images, and user experience.

    Off-Page SEO: refers to the practice of optimizing brand awareness (What Is Off-Page SEO? A Comprehensive Guide, 2022, Semrush).

    H1: HTML code that tells a search engine the title of the page (neilpatel.com).

    SEO Tool: A subscription-based all-in-one search engine optimization MarTech tool.

    Google's mission is to organize the world's information and make it universally accessible and useful… We believe Search should deliver the most relevant and reliable information available.
    – An excerpt from Google's mission statement

    Your Challenge

    Google makes over 4.5k algorithm changes per year1, directly impacting digital marketing search engine optimization efforts.

    Digital marketers with SEO problems will often see the following issues:

    • Keyword ranking – A decline in keyword ranking is alarming and results in decreased PageRank.
    • Bounce rate – Attracting the wrong audience to your site will increase the bounce rate because the H1 doesn't resonate with your audience.
    • Outdated keywords – Many companies are operating on a poor keyword strategy, or even worse, no keyword strategy. In addition, many marketers haven't updated their strategy to include pillar and cluster content.
    • Errors – Neglected sites often have a large number of errors.
    • Bad backlinks – Neglected sites often have a large number of toxic backlinks.

    The best place to hide a dead body is on page two of the search results.
    – Huffington Post

    Common Obstacles

    Digital marketers are responsible for developing and executing a competitive SEO strategy but increasingly encounter the following obstacles:

    • Inefficient and ineffective SEO practitioners.
    • Changing SEO technology and search engine algorithms.
    • Lack of understanding of the best-in-class SEO techniques.
    • Lack of a sustainable plan to manage the strategy and invest in SEO.

    SEO is a helpful activity when it's applied to people-first content. However, content created primarily for search engine traffic is strongly correlated with content that searchers find unsatisfying.
    – Google Search Central Blog

    Benefits of Proper SEO

    A good SEO keyword strategy will create long-term, sustainable SEO growth:

    • Write content for people, not algorithms – Good SEO prioritizes the needs of humans over the needs of computers, being ever thoughtful of the meaning of content and keywords.
    • Content that aligns with intent – Content and keyword intent will align with the buyer journey to help move prospects through the funnel.
    • Competitive keyword strategy – Find keyword white space for your brand. Keywords will be selected to optimize your ranking among competition with reasonable and sustainable targets.
    • Actionable and impactful fixes – By following the SoftwareReviews phases of SEO, you will be able to take a very large task and divide it into conquerable actions. Small improvements everyday lead to very large improvements over time.

    Digital Marketing SEO Stats

    61%
    61% of marketers believe that SEO is the key to online success.
    Source: Safari Digital

    437%
    Updating an existing title tag with an SEO optimised one can increase page clicks by more than 437%.
    Source: Safari Digital

    Good SEO Aligns With Search Intent

    What type of content is the user searching for? Align your keyword to the logical search objective.

    Informational

    This term categorizes search intent for when a user wants to inform or educate themselves on a specific topic.

    Commercial

    This term categorizes search intent for when a user wants to do research before making a purchase.

    Transactional

    This term categorizes search intent for when a user wants to purchase something.

    Navigational

    This term categorizes search intent for when a user wants to find a specific page.

    SoftwareReviews' Methodology toCreate an Effective SEO Strategy

    1. Competitive Analysis & Keyword Discovery 2. On-Page Keyword Optimization
    Phase Steps
    1. Make a list of keywords in your current SEO strategy – including search volume, keyword difficulty percentage, intent.
    2. Research the keywords of top competitors.
    3. Make a list of target keywords you would like to own – including the search volume, keyword difficulty percentage, and intent. Make sure that these keywords align with your buyer persona.
    1. List product and service pages, along with the URL and current ranking(s) for the keyword(s) for that URL.
    2. Create a new individual page strategy for each URL. Record the current keyword, rank, title tag, H1 tag, and meta description. Then, with keyword optimization in mind, develop the new title tag, new H1 tag, and new meta description. Build the target keywords into the pages and tags.
    3. Record the current ranking for the pages' keywords then reassess after three to six months.
    Phase Outcomes
    • Understanding of competitive landscape for SEO
    • A list of target new keywords
    • Keyword optimized product and service pages

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2

    Call #1: Identify your current SEO keyword strategy.

    Call #2: Discuss how to start a competitive keyword analysis.

    Call #4: Discuss how to build the list of target keywords.

    Call #6: Discuss keyword optimization of the product & services pages.

    Call #8: (optional)

    Schedule a call to update every three to six months.

    Call #3: Discuss the results of the competitive keyword analysis.

    Call #5: Discuss which pages to update with new target keywords.

    Call #7: Review final page content and tags.

    Call #9: Schedule a call for SEO Phase 2: On-Page Technical Refinement.

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

    A typical GI is between 8 to 12 calls over the course of 1 to 2 months.

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2

    Call #1: Identify your current SEO keyword strategy.

    Call #2: Discuss how to start a competitive keyword analysis.

    Call #4: Discuss how to build the list of target keywords.

    Call #6: Discuss keyword optimization of the product & services pages.

    Call #8: (optional)

    Schedule a call to update every three to six months.

    Call #3: Discuss the results of the competitive keyword analysis.

    Call #5: Discuss which pages to update with new target keywords.

    Call #7: Review final page content and tags.

    Call #9: Schedule a call for SEO Phase 2: On-Page Technical Refinement.

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

    A typical GI is between 8 to 12 calls over the course of 1 to 2 months.

    SoftwareReviews offers various levels of support to best suit your needs

    Included Within an 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."

    Insight Summary

    People-First Content

    Best-in-class SEO practitioners focus on people-first content, not computer-first content. Search engine algorithms continue to focus on how to rank better content first, and a strategy that moves your buyers through the funnel in a logical and cohesive way will beat any SEO trick over the long run.

    Find White Space

    A good SEO strategy uses competitive research to carve out white space and give them a competitive edge in an increasingly difficult ranking algorithm. An understanding of the ideal client profile and the needs of their buyer persona(s) sit as a pre-step to any good SEO strategy.

    Optimize On-Page Keywords

    By optimizing the on-page strategy with competitively relevant keywords that target your ideal client profile, marketers are able to take an easy first step at improving the SEO content strategy.

    Understand the Strategy

    If you don't understand the strategy of your SEO practitioner, you are in trouble. Marketers need to work hand in hand with their SEO specialists to quickly uncover gaps, create a strategy that aligns with the buyer persona(s), and execute the changes.

    Quality Trumps Quantity

    The quality of the prospect that your SEO efforts bring to your site is more important than the number of people brought to your site.

    Stop Here and Ask Yourself:

    • Do I have an updated (completed within the last two years) buyer persona and journey?
    • Do I know who the ICP (ideal client profile) is for my product or company?

    If not, stop here, and we can help you define your buyer persona and journey, as well as your ideal client profile before moving forward with SEO Phase 1.

    The Steps to SEO Phase 1

    The Keyword Strategy

    1. Current Keywords
      • Identify the keywords your SEO strategy is currently targeting.
    2. Competitive Analysis
      • Research the keywords of competitor(s). Identify keyword whitespace.
    3. New Target Keywords
      • Identify and rank keywords that will result in more quality leads and less competition.
    4. Product & Service Pages
      • Identify your current product and service pages. These pages represent the easiest content to update on your site.
    5. Individual Page Update
      • Develop an SEO strategy for each of your product and service pages, include primary target keyword, H1, and title tags, as well as keyword-rich description.

    Resources Needed for Search Engine Optimization

    Consider the working skills required for search engine optimization.

    Required Skills/Knowledge

    • SEO
    • Web development
    • Competitive analysis
    • Content creation
    • Understanding of buyer persona and journey
    • Digital marketing

    Suggested Titles

    • SEO Analyst
    • Competitive Intelligence Analyst
    • Content Marketing Manager
    • Website Developer
    • Digital Marketing Manager

    Digital Marketing Software

    • CMS that allows you to easily access and update your content

    SEO Software

    • SEO tool

    Step 1: Current Keywords

    Use this sheet to record your current keyword research.

    Use your SEO tool to research keywords and find the following:
    Use a quality tool like SEMRush to obtain SEO data.

    1. Keyword difficulty
    2. Search volume
    3. Search intent

    This is a screenshot of the SEO tool SEMRush, which can be used to identify current keywords.

    Step 2: Competitive Analysis

    Use this sheet to guide the research on your competitors' keywords.

    Use your SEO tool to find the following:

    1. Top organic keywords
    2. Ranking of keywords
    3. Domain authority and trust
    4. Position changes

    This is a screenshot of the SEO tool SEMRush, which can be used to perform an competitive analysis

    Step 3: New Target Keywords

    Use this sheet to record target keywords that have a good volume but are less competitive. The new target keywords should align with your buyer persona and their journey.

    Use your SEO tool to research keywords and find the following:
    Use a quality tool like SEMRush to obtain SEO data.

    1. Keyword difficulty
    2. Search volume
    3. Search intent

    This is a screenshot of the SEO tool SEMRush, which can be used to identify new target keywords.

    Step 4: Product & Service Pages

    Duplicate this page so that you have a separate page for each URL from Step 4

    Use this sheet to identify your current product and service pages.

    Use your SEO tool to find the following:

    1. Current rank
    2. Current keywords

    This is a screenshot of the SEO tool SEMRush, showing where you can display product and service pages.

    Step 5: Individual Page Strategy

    Develop a keyword strategy for each of your product and service pages. Use a fresh page for each URL.

    Date last optimized:
    mm/dd/yyyy

    This is a screenshot of the SEO tool SEMRush, with an example of how you can use an individual page strategy to develop a keyword strategy.

    Bibliography

    Council, Y. "Council Post: The Rundown On Black Hat SEO Techniques And Why You Should Avoid Them." Forbes, 2022. Accessed September 2022.

    "Our approach – How Google Search works." Google Search. Accessed September 2022.

    "The Best Place to Hide a Dead Body is Page Two of Google." HuffPost, 2022. Accessed September 2022.

    Patel, Neil. "How to Create the Perfect H1 Tag for SEO." neilpatel.com. Accessed September 2022.

    Schwartz, B. "Google algorithm updates 2021 in review: Core updates, product reviews, page experience and beyond." Search Engine Land, 2022. Accessed September 2022.

    Schwartz, B. "Google algorithm updates 2021 in review: Core updates, product reviews, page experience and beyond." Search Engine Land, 2022. Accessed September 2022.

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    Liguris: 80 points
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    Staffler: 69 points
    Xpo group: 67 points
    Actief: 66 points

    Continue reading

    Accelerate Your Automation Processes

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    Your organization needs to:

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

    Our Advice

    Critical Insight

    Start small and do it right:

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

    Impact and Result

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

    Accelerate Your Automation Processes Research & Tools

    Start here – read the Executive Brief

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

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

    1. Discover automation suite possibilities

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

    • Automation Suite Maturity Assessment Tool

    2. Chart your automation suite roadmap

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

    • Automation Suite Roadmap Tool
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    Build an Application Rationalization Framework

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    • Almost two-thirds of organizations report that they have too many or far too many applications due to sprawl from poorly managed portfolios, and application managers are spending too much time supporting non-critical applications and not enough time on their most vital ones.
    • The necessary pieces of rationalization are rarely in one place. You need to assemble the resources to collect vital rationalization criteria.
    • There is a lack of standard practices to define the business value that the applications in a portfolio provide, and without value rationalization, decisions are misaligned to business needs.

    Our Advice

    Critical Insight

    There is no “one size fits all.” Applying a rigid approach to rationalization with inflexible inputs can delay or prevent you from realizing value. Play to your strengths and build a framework that aligns to your goals and limitations.

    Impact and Result

    • Define the roles, responsibilities, and outputs for application rationalization within your application portfolio management practice.
    • Build a tailored application rationalization framework (ARF) aligned with your motivations, goals, and limitations.
    • Apply the various application assessments to produce the information that your dispositions will be based on.
    • Initiate an application portfolio roadmap that will showcase your rationalization decisions to key stakeholders.

    Build an Application Rationalization Framework Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should rationalize your applications and why you need a framework that is specific to your goals and limitations, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

    1. Lay your foundations

    Define the motivations, goals, and scope of your rationalization effort. Build the action plan and engagement tactics to roll out the rationalization activities.

    • Build an Application Rationalization Framework – Phase 1: Lay Your Foundations
    • Application Rationalization Tool

    2. Plan your application rationalization framework

    Understand the core assessments performed in application rationalizations. Define your application rationalization framework and degree of rigor in applying these assessments based on your goals and limitations.

    • Build an Application Rationalization Framework – Phase 2: Plan Your Application Rationalization Framework

    3. Test and adapt your application rationalization framework

    Test your application rationalization framework using Info-Tech’s tool set on your first iteration. Perform a retrospective and adapt your framework based on that experience and outcomes.

    • Build an Application Rationalization Framework – Phase 3: Test and Adapt Your Application Rationalization Framework
    • Application TCO Calculator
    • Value Calculator

    4. Initiate your roadmap

    Review, determine, and prioritize your dispositions to ensure they align to your goals. Initiate an application portfolio roadmap to showcase your rationalization decisions to key stakeholders.

    • Build an Application Rationalization Framework – Phase 4: Initiate Your Roadmap
    • Disposition Prioritization Tool
    [infographic]

    Workshop: Build an Application Rationalization Framework

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

    1 Lay Your Foundations

    The Purpose

    Define the goals, scope, roles, and responsibilities of your rationalization effort.

    Key Benefits Achieved

    Defined motivations, long and short-term goals, and metrics for your rationalization effort.

    Definition of application.

    Defined roles and responsibilities for your rationalization effort.

    Activities

    1.1 Define motivations and goals for rationalization.

    1.2 Define “application.”

    1.3 Identify team and responsivities.

    1.4 Adapt target dispositions.

    1.5 Initiate Application Rationalization Framework (ARF).

    Outputs

    Goals, motivations, and metrics for rationalizations

    Definition of “Application”

    Defined dispositions

    Defined core APM team and handoffs

    2 Assess Business Value

    The Purpose

    Review and adapt Info-Tech’s methodology and toolset.

    Assess business value of applications.

    Key Benefits Achieved

    Tailored application rationalization framework

    Defined business value drivers

    Business value scores for applications

    Activities

    2.1 Review Application Rationalization Tool.

    2.2 Review focused apps, capabilities, and areas of functionality overlap.

    2.3 Define business value drivers.

    2.4 Determine the value score of focused apps.

    Outputs

    Application Rationalization Tool

    List of functional overlaps

    Weighed business value drivers

    Value scores for focused application

    Value Calculator

    3 Gather Application Information

    The Purpose

    Continue to review and adapt Info-Tech’s methodology and toolset.

    Key Benefits Achieved

    Tailored application rationalization framework

    TCO values for applications

    Technical health review of applications

    Recommended dispositions for applications

    Activities

    3.1 Determine TCO for focused apps.

    3.2 Determine technical health of focused apps.

    3.3 Review APA.

    3.4 Review recommended dispositions.

    3.5 Perform retrospective of assessments and adapt ARF.

    Outputs

    TCO of focused applications

    TCO Calculator

    Technical health of focused apps

    Defined rationalization criteria

    Recommended disposition for focused apps

    4 Gather, Assess, and Select Dispositions

    The Purpose

    Review and perform high-level prioritization of dispositions.

    Build a roadmap for dispositions.

    Determine ongoing rationalization and application portfolio management activities.

    Key Benefits Achieved

    Application Portfolio Roadmap

    Prioritized Dispositions

    Activities

    4.1 Determine dispositions.

    4.2 Prioritize dispositions.

    4.3 Initiate portfolio roadmap.

    4.4 Build an action plan for next iterations and ongoing activities.

    4.5 Finalize ARF.

    Outputs

    Disposition Prioritization Tool

    Application portfolio roadmap

    Action plan for next iterations and ongoing activities

    Further reading

    Build an Application Rationalization Framework

    Manage your application portfolio to minimize risk and maximize value.

    Analyst Perspective

    "You're not rationalizing for the sake of IT, you’re rationalizing your apps to create better outcomes for the business and your customers. Consider what’s in it for delivery, operations, the business, and the customer." – Cole Cioran, Senior Director – Research, Application Delivery and Management

    Our understanding of the problem

    This Research Is Designed For:

    • Application portfolio managers, application portfolio management (APM) teams, or any application leaders who are tasked with making application portfolio decisions.
    • Application leaders looking to align their portfolios to the organization’s strategy.
    • Application leaders who need a process for rationalizing their applications.

    This Research Will Help You:

    • Measure the business value of your applications.
    • Rationalize your portfolio to determine the best disposition for each application.
    • Initiate a roadmap that will showcase the future of your applications.

    This Research Will Also Assist:

    • CIOs and other business leaders who need to understand the applications in their portfolio, the value they contribute to the business, and their strategic direction over a given timeline.
    • Steering committees and/or the PMO that needs to understand the process by which application dispositions are generated.

    This Research Will Help Them:

    • Build their reputation as an IT leader who drives the business forward.
    • Define the organization’s value statement in the context of IT and their applications.
    • Visualize the roadmap to the organization’s target application landscape.

    Executive Summary

    Situation

    • Almost two-thirds of organizations report that they have too many or far too many applications due to sprawl from poorly managed portfolios (Flexera, 2015).
    • Application managers are spending too much time supporting non-critical applications and not enough time on their most vital ones.
    • Application managers need their portfolios to be current and effective and evolve continuously to support the business or risk being marginalized.

    Complication

    • The necessary pieces of rationalization are rarely in one place. You need to assemble the resources to collect vital rationalization criteria.
    • There is a lack of standard practices to define the business value that the applications in a portfolio provide and, without value rationalization, decisions are misaligned to business needs.

    Resolution

    • Define the roles, responsibilities, and outputs for application rationalization within your application portfolio management (APM) and other related practices.
    • Build a tailored application rationalization framework (ARF) aligned with your motivations, goals, and limitations.
    • Apply the various application assessments to produce the information, which your dispositions will be based on, and adapt your ARF based on the experiences of your first iteration.
    • Review, determine, and prioritize your application dispositions to create a portfolio strategy aligned to your goals.
    • Initiate an application portfolio roadmap, which will showcase your rationalization decisions to key stakeholders.

    Info-Tech Insight

    There is no one size fits all.

    Applying a rigid approach with inflexible inputs can delay or prevent you from realizing value. Play to your strengths and build a framework that aligns to your goals and limitations.

    Business value must drive your decisions.

    Of the 11 vendor capabilities asked about by Info-Tech’s SoftwareReviews, “business value created” has the second highest relationship with overall software satisfaction.

    Take an iterative approach.

    Larger approaches take longer and are more likely to fail. Identify the applications that best address your strategic objectives, then: rationalize, learn, repeat.

    Info-Tech recommends a disciplined, step-by-step approach as outlined in our Application Portfolio Strategy Program

    Step 1 "No Knowledge": Define application capabilities and visualize lifecycle stages

    Application Discovery

    1. Build in Application Portfolio Management Principles.
    2. Conduct Application Alignment.
    3. Build Detailed Application Inventory

    Step 2 "No Strategy": Rationalize application portfolio and visualize strategic directions

    Application Rationalization

    1. Set Your Rationalization Framework
    2. Conduct Assessment & Assign Dispositions
    3. Create an Application Portfolio Roadmap

    Step 3 "No Plan": Build a product roadmap and visualize the detailed plan

    Detailed Disposition Planning

    1. Conduct an Impact Assessment
    2. Determine the Details of the Disposition
    3. Create Detailed Product Roadmaps

    This blueprint focuses on step 2 of Info-Tech's Application Portfolio Strategy Program. Our methodology assumes you have completed the following activities, which are outlined in Discover Your Applications.

    • Collected your full application inventory (including Shadow IT)
    • Aligned applications to business capabilities
    • Determined redundant applications
    • Identified appropriate subject matter experts (business and technical) for your applications

    Info-Tech's four-phase methodology

    Phase 1

    Lay Your Foundations

    • Define Motivations, Goals, and Scope
    • Iteration and Engagement Planning

    This phase is intended to establish the fundamentals in launching either a rationalization initiative or ongoing practice.

    Here we define goals, scope, and the involvement of various roles from both IT and the business.

    Phase 2

    Plan Your ARF

    • Establish Rationalization Inputs and Current Gaps

    This phase is intended to review a high-level approach to rationalization and determine which analyses are necessary and their appropriate level of depth.

    Here we produce an initial ARF and discuss any gaps in terms of the availability of necessary data points and additional collection methods that will need to be applied.

    Phase 3

    Test and Adapt Your ARF

    • Perform First Iteration Analysis
    • First Iteration Retrospective and Adaptation

    This phase is intended to put the ARF into action and adapt as necessary to ensure success in your organization.

    If appropriate, here we apply Info-Tech’s ARF and toolset and test it against a set of applications to determine how best to adapt these materials for your needs.

    Phase 4

    Initiate Your Roadmap

    • Prioritize and Roadmap Applications
    • Ongoing Rationalization and Roadmapping

    This phase is intended to capture results of rationalization and solidify your rationalization initiative or ongoing practice.

    Here we aim to inject your dispositions into an application portfolio roadmap and ensure ongoing governance of APM activities.

    There is an inconsistent understanding and ownership of the application portfolio

    What can I discover about my portfolio?

    Application portfolios are misunderstood.

    Portfolios are viewed as only supportive in nature. There is no strategy or process to evaluate application portfolios effectively. As a result, organizations build a roadmap with a lack of understanding of their portfolio.

    72% of organizations do not have an excellent understanding of the application portfolio (Capgemini).

    How can I improve my portfolio?

    Misalignment between Applications and Business Operations

    Applications fail to meet their intended function, resulting in duplication, a waste of resources, and a decrease in ROI. This makes it harder for IT to justify to the business the reasons to complete a roadmap.

    48% of organizations believe that there are more applications than the business requires (Capgemini).

    How can my portfolio help transform the business?

    IT's budget is to keep the lights on.

    The application portfolio is complex and pervasive and requires constant support from IT. This makes it increasingly difficult for IT to adopt or develop new strategies since its immediate goal will always be to fix what already exists. This causes large delays and breaks in the timeline to complete a roadmap.

    68% of IT directors have wasted time and money because they did not have better visibility of application roadmaps (ComputerWeekly).

    Roadmaps can be the solution, but stall when they lack the information needed for good decision making

    An application portfolio roadmap provides a visual representation of your application portfolio, is used to plan out the portfolio’s strategy over a given time frame, and assists management in key decisions. But…

    • You can’t change an app without knowing its backend.
    • You can't rationalize what you don't know.
    • You can’t confirm redundancies without knowing every app.
    • You can’t rationalize without the business perspective.

    A roadmap is meaningless if you haven’t done any analysis to understand the multiple perspectives on your applications.

    Application rationalization ensures roadmaps reflect what the business actually wants and needs

    Application rationalization is the practice of strategically identifying business applications across an organization to determine which applications should be kept, replaced, retired, or consolidated (TechTarget).

    Discover, Improve, and Transform Through Application Rationalization

    Your application rationalization effort increases the maturity of your roadmap efforts by increasing value to the business. Go beyond the discover phase – leverage application rationalization insights to reach the improve and transform phases.

    Strong Apps Are Key to Business Satisfaction

    79% of organizations with high application suite satisfaction believe that IT offers the organization a competitive edge over others in the industry. (Info-Tech Research Group, N=230)

    Info-Tech Insight

    Companies with an effective portfolio are twice as likely to report high-quality applications, four times as likely to report high proficiency in legacy apps management, and six times as likely to report strong business alignment.

    Rationalization comes at a justified cost

    Rationalization can reduce costs and drive innovation

    Projecting the ROI of application rationalization is difficult and dangerous when used as the only marker for success.

    However, rationalization, when done effectively, will help drop operational or maintenance costs of your applications as well as provide many more opportunities to add value to the business.

    A graph with Time on the X-axis and Cost on the Y axis. The graph compares cost before rationalization, where the cost of the existing portfolio is high, with cost after rationalization, where the cost of the existing portfolio is reduced. The graph demonstrates a decrease in overall portfolio spend after rationalization

    Organizations lack a strategic approach to application rationalization, leading to failure

    IT leaders strive to push the business forward but are stuck in a cycle of reaction where they manage short-term needs rather than strategic approaches.

    Why Is This the Case?

    Lack of Relevant Information

    Rationalization fails without appropriately detailed, accurate, and up-to-date information. You need to identify what information is available and assemble the teams to collect and analyze it.

    Failure to Align With Business Objectives

    Rationalization fails when you lack a clear list of strategic and collaborative priorities; priorities need to be both IT and non-IT related to align with the business objectives and provide value.

    IT Leaders Fails to Justify Projects

    Adhering to a rigid rationalization process can be complex and costly. Play to your strengths and build an ARF based on your goals and limitations.

    Info-Tech Insight

    Misaligned portfolio roadmaps are known to lead teams and projects into failure!
    Building an up-to-date portfolio roadmap that aligns business objectives to IT objectives will increase approval and help the business see the long-term value of roadmapping.

    Don’t start in the middle; ensure you have the basics down

    Application portfolio strategy practice maturity stages

    1. Discover Your Applications
    2. Improve
    3. Transform
    A graph with Rigor of APM Practice on the X-axis and Value to the Business on the Y-axis. The content of the graph is split into the 3 maturity stages, Discover, Improve, and Transform. With each step, the Value to the Business and Rigor of APM Practice increase.

    Disambiguate your systems and clarify your scope

    Define the items that make up your portfolio.

    Broad or unclear definitions of “application” can complicate the scope of rationalization. Take the time to define an application and come to a common understanding of the systems which will be the focus of your rationalization effort.

    Bundling systems under common banner or taking a product view of your applications and components can be an effective way to ensure you include your full collection of systems, without having to perform too many individual assessments.

    Scope

    Single... Capability enabled by... Whole...
    Digital Product + Service Digital Platform Platform Portfolio Customer Facing
    Product (one or more apps) Product Family Product Portfolio

    Application Application Architecture Application Portfolio Internal

    A graphic listing the following products: UI, Applications, Middleware, Data, and Infrastructure. A banner reading APIs runs through all products, and UI, Applications, and Middleware are bracketed off as Application

    Info-Tech’s framework can be applied to portfolios of apps, products, and their related capabilities or services.

    However you organize your tech stack, Info-Tech’s application rationalization framework can be applied.

    Understand the multiple lenses of application rationalization and include in your framework

    There are many lenses to view your applications. Rationalize your applications using all perspectives to assess your portfolio and determine the most beneficial course of action.

    Application Alignment - Architect Perspective

    How well does the entire portfolio align to your business capabilities?

    Are there overlaps or redundancies in your application features?

    Covered in Discover Your Applications.

    Business Value - CEO Perspective

    Is the application producing sufficient business value?

    Does it impact profitability, enable capabilities, or add any critical factor that fulfills the mission and vision?

    TCO - CIO Perspective

    What is the overall cost of the application?

    What is the projected cost as your organization grows? What is the cost to maintain the application?

    End User

    How does the end user perceive the application?

    What is the user experience?

    Do the features adequately support the intended functions?

    Is the application important or does it have high utilization?

    Technical Value - App Team Perspective

    What is the state of the backend of the application?

    Has the application maintained sufficient code quality? Is the application reliable? How does it fit into your application architecture?

    Each perspective requires its own analysis and is an area of criteria for rationalization.

    Apply the appropriate amount of rigor for your ARF based on your specific goals and limitations

    Ideally, the richer the data the better the results, but the reality is in-depth analysis is challenging and you’ll need to play to your strengths to be successful.

    Light-Weight Assessment

    App to capability alignment.

    Determine overlaps.

    Subjective 1-10 scale

    Subjective T-shirt size (high, med., low)

    End-user surveys

    Performance temperature check

    Thorough Analysis

    App to process alignment.

    Determine redundancies.

    Apply a value measurement framework.

    Projected TCO with traceability to ALM & financial records.

    Custom build interviews with multiple end users

    Tool and metric-based analysis

    There is no one-size-fits all rationalization. The primary goal of this blueprint is to help you determine the appropriate level of analysis given your motivations and goals for this effort as well as the limitations of resources, timeline, and accessible information.

    Rationalize and build your application portfolio strategy the right way to ensure success

    Big-Bang Approach

    • An attempt to assess the whole portfolio at once.
    • The result is information overload.
    • Information gathered is likely incomplete and/or inaccurate.
    • Tangible benefits are a long time away.

    Covert Approach

    • Information is collected behind the scenes and whenever information sources are available.
    • Assumptions about the business use of applications go unconfirmed.

    Corner-of-the-Desk Approach

    • No one is explicitly dedicated to building a strategy or APM practices.
    • Information is collected whenever the application team has time available.
    • Benefits are pushed out and value is lost.

    Iterative Approach

    • Carried out in phases, concentrating on individual business units or subsets of applications.
    • Priority areas are completed first.
    • The APM practice strengthens through experience.

    Sponsored Mandate Approach

    • The appropriate business stakeholders participate.
    • Rationalization is given project sponsors who champion the practice and communicate the benefits across the organization.

    Dedicated Approach

    • Rationalization and other APM activities are given a budget and formal agenda.
    • Roles and responsibilities are assigned to team members.

    Use Info-Tech’s Application Portfolio Assessment Diagnostic to add the end users’ perspective to your decision making

    Prior to Blueprint: Call 1-888-670-8889 to inquire about or request the Application Portfolio Assessment.

    Info-Tech Best Practice

    The approach in this blueprint has been designed in coordination with Info-Tech’s Application Portfolio Assessment (APA) Diagnostic. While it is not a prerequisite, your project will experience the best results and be completed much quicker by taking advantage of our diagnostic offering prior to initiating the activities in this blueprint.

    Use the program diagnostic to:

    • Assess the importance and satisfaction of enterprise applications.
    • Solicit feedback from your end users on applications being used.
    • Understand the strengths and weaknesses of your current applications.
    • Perform a high-level application rationalization initiative.

    Integrate diagnostic results to:

    • Target which applications to analyze in greater detail.
    • Expand on the initial application rationalization results with a more comprehensive and business-value-focused criteria.

    Use Info-Tech’s Application Rationalization Tool to determine and then visualize your application portfolio strategy

    At the center of this project is an Application Rationalization Tool that is used as a living document of your:

      1. Customizable Application Rationalization Framework

      2. Recommendation Dispositions

      3. Application Portfolio Roadmap (seen below)

    Use the step-by-step advice within this blueprint to rationalize your application portfolio and build a realistic and accurate application roadmap that drives business value.

    Central to our approach to application rationalization are industry-leading frameworks

    Info-Tech uses the APQC and COBIT5 frameworks for certain areas of this research. Contextualizing application rationalization within these frameworks clarifies its importance and role and ensures that our assessment tool is focused on key priority areas. The APQC and COBIT5 frameworks are used as a starting point for assessing application effectiveness within specific business capabilities of the different components of application rationalization.

    APQC is one of the world's leading proponents of business benchmarking, best practices, and knowledge management research.

    COBIT 5 is the leading framework for the governance and management of enterprise IT.

    In addition to industry-leading frameworks, our best-practice approach is enhanced by the insights and guidance from our analysts, industry experts, and our clients.

    Our peer network of over 33,000 happy clients proves the effectiveness of our research.

    Our team conducts 1,000+ hours of primary and secondary research to ensure that our approach is enhanced by best practices.

    A public utility organization is using Info-Tech’s approach for rationalization of its applications for reduced complexity

    Case Study

    Industry: Public Sector

    Source: Info-Tech Research Group

    Challenge

    • The public utility has a complex application portfolio, with a large number of applications custom-built that provide limited functionality to certain business groups.
    • The organization needed to move away from custom point solutions and adopt more hosted solutions to cater to larger audiences across business domains.
    • The organization required a comprehensive solution for the following:
      • Understanding how applications are being used by business users.
      • Unraveling the complexity of its application landscape using a formal rationalization process.

    Solution

    • The organization went through a rationalization process with Info-Tech in a four-day onsite engagement to determine the following:
      • Satisfaction level and quality evaluation of end users’ perception of application functionality.
      • Confirmation on what needs to be done with each application under assessment.
      • The level of impact the necessary changes required for a particular application would have on the greater app ecosystem.
      • Prioritization methodology for application roadmap implementation.

    Results

    • Info-Tech’s Application Portfolio Assessment Diagnostic report helped the public utility understand what applications users valued and found difficult to use.
    • The rationalization process gave insight into situations where functionality was duplicated across multiple applications and could be consolidated within one application.
    • The organization determined that its application portfolio was highly complex, and Info-Tech provided a good framework for more in-depth analysis.
    • The organization now has a rationalization process that it can take to other business domains.

    Build a Strategy for Big Data Platforms

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    • The immaturity of the big data market means that organizations lack examples and best practices to follow, and they are often left trailblazing their own paths.
    • Experienced and knowledgeable big data professionals are limited and without creative resourcing; IT might struggle to fill big data positions.
    • The term NoSQL has become a catch-all phrase for big data technologies; however, the technologies falling under the umbrella of NoSQL are disparate and often misunderstood. Organizations are at risk of adopting incorrect technologies if they don’t take the time to learn the jargon.

    Our Advice

    Critical Insight

    • NoSQL plays a key role in the emergence of the big data market, but it has not made relational databases outdated. Successful big data strategies can be conducted using SQL, NoSQL, or a combination of the two.
    • Assign a Data Architect to oversee your initiative. Hire or dedicate someone who has the ability to develop both a short-term and long-term vision and that has hands-on experience with data management, mining and modeling. You will still need someone (like a database administrator) who understands the database, the schemas, and the structure.
    • Understand your data before you attempt to use it. Take a master data management approach to ensure there are rules and standards for managing your enterprise’s data, and take extra caution when integrating external sources.

    Impact and Result

    • Assess whether SQL, NoSQL, or a combination of both technologies will provide you with the appropriate capabilities to achieve your business objectives and gain value from your data.
    • Form a Big Data Team to bring together IT and the business in order to leave a successful initiative.
    • Conduct ongoing training with your personnel to ensure up-to-date skills and end-user understanding.
    • Frequently scan the big data market space to identify new technologies and opportunities to help optimize your big data strategy.

    Build a Strategy for Big Data Platforms Research & Tools

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

    1. Develop a big data strategy

    Know where to start and where to focus attention in the implementation of a big data strategy.

    • Storyboard: Build a Strategy for Big Data Platforms

    2. Assess the appropriateness of big data technologies

    Decide the most correct tools to use in order to solve enterprise data management problems.

    • Big Data Diagnostic Tool

    3. Determine the TCO of a scale out implementation

    Compare the TCO of a SQL (scale up) with a NoSQL (scale out) deployment to determine whether NoSQL will save costs.

    • Scale Up vs. Scale Out TCO Tool
    [infographic]

    Determine the Future of Microsoft Project in Your Organization

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

    Our Advice

    Critical Insight

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

    Impact and Result

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

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

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

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

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should make sense of the MS Project and M365 landscapes, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

    1. Determine your tool needs

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

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

    2. Weigh your MS Project implementation options

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

    • None
    • None

    3. Finalize your implementation approach

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

    • Microsoft Project & M365 Action Plan Template

    Infographic

    Workshop: Determine the Future of Microsoft Project in Your Organization

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

    1 Assess Driving Forces and Risks

    The Purpose

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

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

    Key Benefits Achieved

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

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

    Activities

    1.1 Review the business context.

    1.2 Explore the M365 work management landscape.

    1.3 Identify driving forces for change.

    1.4 Analyze potential risks.

    1.5 Perform current-state analysis on work management tools.

    Outputs

    Business context

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

    Goals and needs analysis

    Risks and constraints analysis

    Work management tool overview

    2 Determine Tool Needs and Process Maturity

    The Purpose

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

    Key Benefits Achieved

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

    Activities

    2.1 Review tool audit dashboard and conduct the final audit.

    2.2 Identify current Microsoft licensing.

    2.3 Assess current-state maturity for project management.

    2.4 Define target state for project management.

    2.5 Assess current-state maturity for project portfolio management.

    2.6 Define target state for project portfolio management.

    Outputs

    Tool audit

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

    Project management current-state analysis

    Project management gap analysis

    Project portfolio management current-state analysis

    Project portfolio management gap analysis

    3 Weigh Your Implementation Options

    The Purpose

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

    Key Benefits Achieved

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

    Activities

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

    3.2 Review the business case for Microsoft licensing.

    3.3 Get familiar with Project for the web.

    3.4 Assess the MS Gold Partner Community.

    3.5 Conduct a feasibility test for PFTW.

    Outputs

    M365 and Project Plan needs assessment

    Business case for additional M365 and MS Project licensing

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

    MS Gold Partner outreach plan

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

    4 Finalize Implementation Approach

    The Purpose

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

    Key Benefits Achieved

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

    Activities

    4.1 Decide on the implementation approach.

    4.2 Identify the audience for your proposal.

    4.3 Determine timeline and assign accountabilities.

    4.4 Develop executive summary presentation.

    Outputs

    An implementation plan

    Stakeholder analysis

    A communication plan

    Initial executive presentation

    5 Next Steps and Wrap-Up (offsite)

    The Purpose

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

    Key Benefits Achieved

    Time saved in developing and communicating an action plan.

    Stakeholder buy-in.

    Activities

    5.1 Complete in-progress deliverables from previous four days.

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

    Outputs

    Finalized executive presentation

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

    Further reading

    Determine the Future of Microsoft Project in Your Organization

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

    EXECUTIVE BRIEF

    Analyst Perspective

    Microsoft Project is an enigma

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

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

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

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

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

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

    Executive Summary

    Your Challenge

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

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

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

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

    Common Obstacles

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

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

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

    Common Obstacles

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

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

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

    M365 and, within it, O365 are taking over

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

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

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

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

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

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

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

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

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

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

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

    MS Project is evolving to meet new work management realities

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

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

    Info-Tech Insight

    Beware of the Software Granularity Paradox.

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

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

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

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

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

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

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

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

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

    Info-Tech's approach

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

    The Info-Tech difference:

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

    Determine the Future of Microsoft Project in Your Organization

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

    1. Background

    • Analyze Content
    • Assess Constraints
    • Determine Goals and Needs

    2. Approaches

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

    3. Deployments

      Task Management

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

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

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

    4. Portfolio Outcomes

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

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

    1. Determine Your Tool Needs

    2. Weigh Your MS Project Implementation Options

    3. Finalize Your Implementation Approach

    Phase Steps

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

    Phase Outcomes

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

    Insight Summary

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

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

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

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

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

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

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

    However, the offerings are not always interoperable.

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

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

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

    Blueprint deliverables

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

    Key deliverable: Microsoft Project & M365 Action Plan Template

    The Action Plan will help culminate and present:

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

    Tool Audit Workbook

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

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

    Force Field Analysis

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

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

    Maturity Assessments

    Sample of Info-Tech deliverable 'Maturity Assessments'.

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

    Microsoft Project & M365 Licensing Tool

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

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

    Curate your work management tools to harness valuable portfolio outcomes

    • Increase Project Throughput

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

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

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

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

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

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

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

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

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

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

    A typical GI is between 6 to 8 calls over the course of 3 to 4 months.

      Introduction

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

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

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

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

    Workshop Overview

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

    Day 1
    Assess Driving Forces and Risks

    Day 2
    Determine Tool Needs and Process Maturity

    Day 3
    Weigh Your Implementation Options

    Day 4
    Finalize Implementation Approach

    Day 5
    Next Steps and Wrap-Up (offsite)

    Activities

    • 1.1 Review the business context.
    • 1.2 Explore the M365 work management landscape.
    • 1.3 Identify driving forces for change.
    • 1.4 Analyze potential risks.
    • 1.5 Perform current-state analysis on work management tools.
    • 2.1 Review tool audit dashboard and conduct the final audit.
    • 2.2 Identify current Microsoft licensing.
    • 2.3 Assess current-state maturity for project management.
    • 2.4 Define target state for project management.
    • 2.5 Assess current-state maturity for project portfolio management.
    • 2.6 Define target state for project portfolio management.
    • 3.1 Prepare a needs assessment for Microsoft 365 and Project Plan licenses.
    • 3.2 Review the business case for Microsoft licensing.
    • 3.3 Get familiar with Project for the web.
    • 3.4 Assess the MS Gold Partner Community.
    • 3.5 Conduct a feasibility test for PFTW.
    • 4.1 Decide on the implementation approach.
    • 4.2 Identify the audience for your proposal.
    • 4.3 Determine timeline and assign accountabilities.
    • 4.4 Develop executive summary presentation.
    • 5.1 Complete in-progress deliverables from previous four days.
    • 5.2 Set up review time for workshop deliverables and to discuss next steps.

    Deliverables

    1. Force Field Analysis
    2. Tool Audit Workbook
    1. Tool Audit Workbook
    2. Project Management Maturity Assessment
    3. Portfolio Management Maturity Assessment
    1. Microsoft Project and M365 Licensing Tool
    1. Microsoft Project & M365 Action Plan
    1. Microsoft Project & M365 Action Plan

    Determine the Future of Microsoft Project for Your Organization

    Phase 1: Determine Your Tool Needs

    Phase 1: Determine Your Tool Needs

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

    Phase Outcomes

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

    Step 1.1

    Survey the M365 Work Management Landscape

    Activities

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

    This step will walk you through the following activities:

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

    This step involves the following participants:

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

    Outcomes of Step

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

    Don’t underestimate the value of interoperability

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

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

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

    There’s a gravity to the Microsoft ecosystem.

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

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

    The work management landscape is evolving

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

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

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

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

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

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

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

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

    1. Task Management

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

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

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

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

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

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

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

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

    Task Management Overview

    What is task management?

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

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

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

    What is personal task management?

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

    What is team task management?

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

    Get familiar with the Microsoft product offerings for task management

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

    Download the M365 Task Management Tool Guide

    Personal Task Management

    The To-Do list

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

    Microsoft differentiator:

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

    Team Task Management

    The SharedTo-Do list

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

    Microsoft differentiator:

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

    Project Management Overview

    2003

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

    2013

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

    2020

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

    Get familiar with the Microsoft product offerings for project management

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

    Download the M365 Project Management Tool Guide

    Project Management

    Orchestrating the delivery of project work

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

    Microsoft differentiator:

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

    Project Portfolio Management Overview

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

    What does PPM look like within M365?

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

    Explore the Microsoft product offering for abstracted project portfolio management

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

    Download the M365 Project Portfolio Management Tool Guide

    Project Portfolio Management

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

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

    Microsoft differentiator:

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

    Project Portfolio Management Overview

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

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

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

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

    Explore the Microsoft product offering for enterprise project portfolio management

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

    Download the M365 Project Portfolio Management Tool Guide

    Enterprise Project and Portfolio Management

    Bottom-up approach to managing the project portfolio

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

    Microsoft differentiator:

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

    Assess your current tool ecosystem across work management categories

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

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

    Download Info-Tech’s Tool Audit Workbook

    Sample of Info-Tech's Tool Audit Workbook.

    1.2.1 Compile list of tools

    1-3 hours

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

    Output: Analyzed list of tools

    Materials: Whiteboard/Flip Charts, Tool Audit Workbook

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

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

    Excerpt from the Tool Audit Workbook

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

    1.2.1 Review dashboard

    1-3 hours

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

    Output: Prioritized list of PPM decision-making support needs

    Materials: Whiteboard/Flip Charts, Tool Audit Workbook

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

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

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

    1.2.1 Execute final audit

    1 hour

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

    Output: Prioritized list of PPM decision-making support needs

    Materials: Whiteboard/Flip Charts, Tool Audit Workbook

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

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

    Document your goals, needs, and constraints before proceeding

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

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

    Download Info-Tech's Force Field Analysis Tool

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

    1.2.1 Identify goals and needs (1 of 2)

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

    30 minutes

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

    Output: Plotted opportunities based on probability and impact

    Materials: Whiteboard/Flip Charts, Force Field Analysis Tool

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

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

    Download the Force Field Analysis Tool

    1.2.1 Identify goals and needs (2 of 2)

    Screenshot of tab 1 of the Force Field Analysis Workbook.

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

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

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

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

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

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

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

    1.2.2 Identify risk and constraints (1 of 2)

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

    30 minutes

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

    Output: Plotted risks based on probability and impact

    Materials: Whiteboard/Flip Charts, Force Field Analysis Tool

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

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

    Download the Force Field Analysis Tool

    1.2.2 Identify risk and constraints (2 of 2)

    Screenshot of tab 2 of the Force Field Analysis Workbook.

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

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

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

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

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

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

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

    Step 1.2

    Explore the Microsoft Project Plans and their capabilities

    Activities

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

    This step will walk you through the following activities:

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

    This step usually involves the following participants:

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

    Outcomes of Step

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

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

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

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

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

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

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

    Licensing features for knowledge workers

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

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

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

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

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

    Get familiar with Microsoft Project Plan 1

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

    Who is a good fit?

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

    What does it include?

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

    When does it make sense?

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

    Get familiar with Microsoft Project Plan 3

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

    Who is a good fit?

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

    What does it include?

    Everything in Project Plan 1 plus the following:

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

    When does it make sense?

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

    Get familiar with Microsoft Project Plan 5

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

    Who is a good fit?

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

    What does it include?

    Everything in Project Plan 3 plus the following:

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

    When does it make sense?

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

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

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

    X - Functionality Included in Plan

    O - Functionality Not Included in Plan

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

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

    X - Functionality Included in Plan

    O - Functionality Not Included in Plan

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

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

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

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

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

    1.2.1 Conduct a needs assessment

    1-2 hours

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

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

    Materials: Microsoft Project & 365 Licensing Tool

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

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

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

    Step 1.3

    Assess the maturity of your current PM & PPM capabilities

    Activities

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

    This step will walk you through the following activities:

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

    This step usually involves the following participants:

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

    Outcomes of Step

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

    Project portfolio management and project management are more than tools

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

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

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

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

    Assess your process maturity to determine the right tool approach

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

    Project Portfolio Management

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

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

      3. Project Management

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

      5. Benefits Tracking

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

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

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

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

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

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

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

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

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

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

    Analyze survey results for project and project portfolio management maturity

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

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

    Identify what areas are currently the least and most mature.

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

    Note the overall current process maturity.

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

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

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

    Tool Overview:

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

    Look for:

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

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

    Consider the sustainability of the target-state tool choice

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

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

    This can include:

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

    Determine the Future of Microsoft Project for Your Organization

    Phase 2: Weigh Your Implementation Options

    Phase 1: Determine Your Tool Needs

    Phase 2: Weigh Your Implementation Options

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

    Phase Outcomes

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

    Step 2.1

    Get familiar with extending Project for the web using Power Apps

    Activities

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

    This step will walk you through the following activities:

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

    This step usually involves the following participants:

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

    Outcomes of Step

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

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

    What is Project for the web?

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

    What does it do?

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

    What doesn't it do?

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

    Who is it for?

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

    Put Project for the web in perspective

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

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

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

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

    Project for the web will eventually replace Project Online

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

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

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

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

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

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

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

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

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

    Extending the tool enhances functionality

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

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

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

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

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

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

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

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

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

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

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

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

    Get familiar with Power Apps licensing

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

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

    The table to the right shows current additional licensing options.

    Power Apps, Per User, Per App Plan

    Per User Plan

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

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

    What needs to be configured?

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

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

    Types of Environments

    • Default Environment

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

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

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

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

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

    Get started creating or customizing a model-driven app

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

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

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

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

    Model-driven apps are built around tables

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

    In general, there are three types of tables:

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

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

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

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

    Table Name

    Display Name

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

    App layouts are designed in the Power App Designer

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

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

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

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

    Navigate the Sitemap Designer

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

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

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

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

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

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

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

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

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

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

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

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

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

    Group: These will change to reflect the chosen Area.

    Subarea: The tables and forms associated with each subarea.

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

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

    How to find the right tables in the Dataverse

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

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

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

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

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

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

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

    How to customize a table (1 of 3)

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

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

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

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

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

    How to customize a table (2 of 3)

    Create a custom “Status” column.

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

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

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

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

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

    How to customize a table (3 of 3)

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

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

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

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

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

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

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

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

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

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

    Select the Forms tab.

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

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

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

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

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

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

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

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

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

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

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

    The good and the bad of extending Project for the web

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

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

    The Good:

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

    The Bad:

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

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

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

    Quick start your extension with the Accelerator

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

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

    2.1.1 Perform a feasibility test (1 of 2)

    15 mins

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

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

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

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

    See next slide for additional activity details

    2.1.1 Perform a feasibility test (2 of 2)

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

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

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

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

    Step 2.2

    Assess the Microsoft Gold Partner Community

    Activities

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

    This step will walk you through the following activities:

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

    This step usually involves the following participants:

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

    Outcomes of Step

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

    You don’t have to go it alone

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

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

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

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

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

    The basics of the Partner community

    What is a Microsoft Partner?

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

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

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

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

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

    Types of partnerships and qualifications

    Microsoft Partner Network

    Microsoft Action Pack

    Silver Competency

    Gold Competency

    What is it?

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

    Requirements

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

    Annual Fee

    No Cost $530 $1800 $5300

    When would a MS Partner be helpful?

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

    Speed

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

    Cost

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

    Expertise & Skills

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

    Canadian Microsoft Partners Spotlight

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

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

    Spotlighted Partners:

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

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

    A word about our approach

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

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

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

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

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

    MS Gold Partner Spotlight:

    OnePlan

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

    Who are they?

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

    What do they do?

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

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

    Markets served

    • US, Canada, Europe, and Australia

    Channel Differentiation

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

    What differentiates OnePlan?

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

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

    OnePlan Case Study

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

    Brambles

    INDUSTRY: Supply Chain & Logistics
    SOURCE: OnePlan

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

    Challenge

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

    Solution

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

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

    Results

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

    Solution Details

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

    Contacting OnePlan Solutions

    www.oneplan.ai

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

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

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

    Additional OnePlan Resources

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

    MS Gold Partner Spotlight:

    PMO Outsource Ltd.

    Logo for PMO Outsource Ltd.

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

    Who are they?

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

    What do they do?

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

    Markets served

    • Global

    Channel Differentiation

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

    What differentiates PMO Outsource Ltd.?

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

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

    PMO Outsource Ltd. Case Study

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

    SAMUEL

    INDUSTRY: Manufacturing
    SOURCE: PMO Outsource Ltd.

    Challenge

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

    Solution

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

    Full Case Study Link

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

    Contacting PMO Outsource Ltd.

    www.pmooutsource.com

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

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

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

    Additional PMO Outsource Ltd. Resources

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

    MS Gold Partner Spotlight:

    Western Principles

    Logo for Western Principles.

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

    Who are they?

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

    What do they do?

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

    Markets served

    • Canada

    Channel Differentiation

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

    What differentiates Western Principles?

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

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

    Contacting Western Principles

    www.westernprinciples.com

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

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

    To access these case studies, see here.

    Additional Western Principles Resources

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

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

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

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

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

    2.2.1 Create a partner outreach plan

    1-3 hours

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

    Output: A completed partner outreach program

    Materials: MS Project & M365 Action Plan Template

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

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

    Download the Microsoft Project & M365 Action Plan Template

    2.2.2 Document your PM and PPM requirements

    1-3 hours

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

    Output: MS Project & M365 Action Plan Template

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

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

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

    Download the Microsoft Project & M365 Action Plan Template

    Determine the Future of Microsoft Project for Your Organization

    Phase 3: Finalize Your Implementation Approach

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

    Phase 3: Finalize Your Implementation Approach

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

    Phase Outcomes

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

    Step 3.1

    Prepare an action plan

    Activities

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

    This step will walk you through the following activities:

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

    This step usually involves the following participants:

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

    Outcomes of Step

    • Microsoft Project and M365 Action Plan

    Assess the impact of organizational change

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

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

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

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

    Impact Assessment Questions

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

    Master Organizational Change Management Practices blueprint

    Develop your vision for stakeholders

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

    Executive Brief

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

    Goals

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

    Future State Vision

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

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

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

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

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

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

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

    3.1.1 Compile current state results

    1-3 hours

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

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

    Materials: Microsoft Project and M365 Action Plan Template

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

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

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

    Download the Microsoft Project & M365 Action Plan Template

    3.2.1 Option A: Prepare a DIY roadmap

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

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

    Output: Section 3: DIY Implementation Approach

    Materials: Microsoft Project and M365 Action Plan Template

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

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

    Download the Microsoft Project and M365 Action Plan Template

    3.2.1 Option b: Prepare a Partner roadmap

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

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

    Output: Section 4: Microsoft Partner Implementation Route

    Materials: Microsoft Project and M365 Action Plan Template

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

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

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

    Microsoft Project and M365 Action Plan Template

    3.1.2 Complete your presentation deck

    1-2 hours

    Input: Outputs from the exercises in this blueprint

    Output: Section 5: Future-State Vision and Goals

    Materials: Microsoft Project and M365 Action Plan Template

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

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

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

    Microsoft Project and M365 Action Plan Template

    Pitch your vision to key stakeholders

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

    Audience

    Key Contents

    Outcome

    Business Executives

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

    IT Leadership

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

    Business Managers

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

    Business Users

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

    Summary of Accomplishment

    Problem Solved

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

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop

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

    Additional Support

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech Workshop.

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

    To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.

    Info-Tech analysts will join you and your team at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.

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

    Perform a work management tool audit

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

    Prepare an action plan for your tool needs

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

    Research Contributors and Experts

    Neeta Manghnani
    PMO Strategist
    PMO Outsource Ltd.

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

    Robert Strickland
    Principal Consultant & Owner
    PMO Outsource Ltd.

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

    Related Info-Tech Research

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

    Bibliography

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

    Application Maintenance

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    • member rating overall impact: 10.0/10
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    • Parent Category Name: Applications
    • Parent Category Link: /applications

    The challenge

    • If you work with application maintenance or operations teams that handle the "run" of your applications, you may find that the sheer volume and variety of requests create large backlogs.
    • Your business and product owners may want scrum or DevOps teams to work on new functionality rather than spend effort on lifecycle management.
    • Increasing complexity and increasing reliance on technology may create unrealistic expectations for your maintenance teams. Business applications must be available around the clock, and new feature roadmaps cannot be side-tracked by maintenance.

    Our advice

    Insight

    • Improving maintenance focus may mean doing less work but create more value. Your teams need to be realistic about what commitments they take—balance maintenance with business value and risk levels.
    • Treat maintenance the same as any other development practice. Use the same intake and prioritization practices. Uphold the same quality standards.

    Impact and results 

    • Justify the necessity of streamlined and regular maintenance. Understand each stakeholder's objectives and concerns, validate them against your staff's current state, processes, and technologies involved.
    • Maintenance and risk go hand in hand. And the business wants to move forward all the time as well. Strengthen your prioritization practice. Use a holistic view of the business and technical impacts, risks, urgencies across the maintenance needs and requests. That allows you to justify their respective positions in the overall development backlog. Identify opportunities to bring some requirements and features together.
    • Build a repeatable process with appropriate governance around it. Ensure that people know their roles and responsibilities and are held accountable.
    • Instill development best-practices into your maintenance processes.

    The roadmap

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

    Get started.

    Read our executive brief to understand everyday struggles regarding application maintenance, the root causes, and our methodology to overcome these. We show you how we can support you.

    Understand your maintenance priorities

    Identify your stakeholders and understand their drivers.

    • Streamline Application Maintenance – Phase 1: Assess the Current Maintenance Landscape (ppt)
    • Application Maintenance Operating Model Template (doc)
    • Application Maintenance Resource Capacity Assessment (xls)
    • Application Maintenance Maturity Assessment (xls)

    Define and employ maintenance governance

    Identify the right level of governance appropriate to your company and business context for your application maintenance. That ensures that people uphold standards across maintenance practices.

    • Streamline Application Maintenance – Phase 2: Develop a Maintenance Release Schedule (ppt)

    Enhance your prioritization practices

    Most companies cannot do everything for all applications and systems. Build your maintenance triage and prioritization rules to safeguard your company, maximize business value generation and IT risks and requirements.

    • Streamline Application Maintenance – Phase 3: Optimize Maintenance Capabilities (ppt)

    Streamline your maintenance delivery

    Define quality standards in maintenance practices. Enforce these in alignment with the governance you have set up. Show a high degree of transparency and open discussions on development challenges.

    • Streamline Application Maintenance – Phase 4: Streamline Maintenance Delivery (ppt)
    • Application Maintenance Business Case Presentation Document (ppt)

     

     

    Improve IT Team Effectiveness

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    • Parent Category Name: Lead
    • Parent Category Link: /lead
    • Organizations rely on team-based work arrangements to provide organizational benefits and to help them better navigate the volatile, uncertain, complex, and ambiguous (VUCA) operating environment.
    • This is becoming more challenging in a hybrid model as interactions now rely less on casual encounters and now must become more intentional.
    • A high-performing team is more than productive. They are more resilient and able to recognize opportunities. They are proactive instead of reactive due to trust and a high level of communication and collaboration.
    • IT teams are more unique, which also provides unique challenges other teams don’t experience.

    Our Advice

    Critical Insight

    IT teams have:

    • Multiple disciplines that tend to operate in parallel versus within a sequence of events.
    • Multiple incumbent roles where people operate in parallel versus needing to share information to produce an outcome.
    • Multiple stakeholders who create a tension with competing priorities.

    Impact and Result

    Use Info-Tech’s phased approach to diagnose your team and use the IDEA model to drive team effectiveness.

    The IDEA model includes four factors to identify team challenges and focus on areas for improvement: identity, decision making, exchanges within the team, and atmosphere of team psychological safety.

    Improve IT Team Effectiveness Research & Tools

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

    1. Team Effectiveness Storyboard – A step-by-step document that walks you through how to properly assess your team’s effectiveness and activities that will identify solutions to overcome.

    The storyboard will walk you through three critical steps to assess, analyze, and build solutions to improve your team’s effectiveness.

  • Having your team members complete an assessment.
  • Reviewing and sharing the results.
  • Building a list of activities to select from based on the assessment results to ensure you target the problem you are facing.
    • Improve IT Team Effectiveness Storyboard – Phases 1-3

    2. The Team Effectiveness Survey – A tool that will determine what areas you are doing well in and where you can improve team relations and increase productivity.

    Each stage has a deliverable that will support your journey on increasing effectiveness starting with how to communicate to the assessment which will accumulate into a team charter and action plan.

    • IT Team Effectiveness Survey
    • IT Team Effectiveness Survey Tool

    3. Facilitation Guide – A collection of activities to select from and use with your team.

    The Facilitation Guide contains instructions to facilitating several activities aligned to each area of the IDEA Model to target your approach directly to your team’s results.

  • Determining roles and responsibilities on the team.
  • Creating a decision-making model that outlines levels of authority and who makes the decisions.
  • Assessing the team communications flow, which highlights the communication flow on the team and any bottlenecks.
  • Building a communication poster that articulates methods used to share different information within the team.
    • Improve IT Team Effectiveness Facilitation Guide
    • Identity – Responsibilities and Dependencies
    • Decision Making Accountability Workbook
    • Exchanges – Team Communications Flow
    • Exchanges – Communications Guide Poster Template
    • Atmosphere – SCARF Worksheet

    4. Action Plan – A template to help build your team action plan.

    The Action Plan Template captures next steps for the team on what they are committing to in order to build a more effective team.

    • Action Plan Template

    5. Team Charter – A template to create a charter for a work group or project team.

    A Team Charter captures the agreements your team makes with each other in terms of accepted behaviors and how they will communicate, make decisions, and create an environment that everyone feels safe contributing in.

    • IT Team Charter Template

    Infographic

    Workshop: Improve IT Team Effectiveness

    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 Team

    The Purpose

    Determine if proceeding is valuable.

    Key Benefits Achieved

    Set context for team members.

    Activities

    1.1 Review the business context.

    1.2 Identify IT team members to be included.

    1.3 Determine goals and objectives.

    1.4 Build execution plan and determine messaging.

    1.5 Complete IDEA Model assessment.

    Outputs

    Execution and communication plan

    IDEA Model assessment distributed

    2 Review Results and Action Plan

    The Purpose

    Review results to identify areas of strength and opportunity.

    Key Benefits Achieved

    As a team, discuss results and determine actions.

    Activities

    2.1 Debrief results with leadership team.

    2.2 Share results with team.

    2.3 Identify areas of focus.

    2.4 Identify IDEA Model activities to support objectives and explore areas of focus.

    Outputs

    IDEA assessment results

    Selection of specific activities to be facilitated

    3 Document and Measure

    The Purpose

    Review results to identify areas of strength and opportunity.

    Key Benefits Achieved

    build an action plan of solutions to incorporate into team norms.

    Activities

    3.1 Create team charter.

    3.2 Determine action plan for improvement.

    3.3 Determine metrics.

    3.4 Determine frequency of check-ins.

    Outputs

    Team Charter

    Action Plan

    Further reading

    Improve IT Team Effectiveness

    Implement the four critical factors required for all high-performing teams.

    Analyst Perspective

    All teams need to operate effectively; however, IT teams experience unique challenges.

    IT often struggles to move from an effective to a high-performing team due to the very nature of their work. They work across multiple disciplines and with multiple stakeholders.

    When operating across many disciplines it can become more difficult to identify the connections or points of interactions that define effective teams and separate them from being a working group or focus on their individual performance.

    IT employees also work in close partnership with multiple teams outside their IT domain, which can create confusion as to what team are they a primary member of. The tendency is to advocate for or on behalf of the team they primarily work with instead of bringing the IT mindset and alignment to IT roadmap and goals to serve their stakeholders.

    A Picture of Amanda Mathieson

    Amanda Mathieson
    Research Director, People & Leadership Practice
    Info-Tech Research Group

    Executive Summary

    The Challenge

    Organizations rely on team-based work arrangements to provide organizational benefits and better navigate the volatile, uncertain, complex, and ambiguous (VUCA) operating environment.

    This is becoming more challenging in a hybrid environment as interactions now rely less on casual encounters and must become more intentional.

    A high-performing team is more than productive. They are more resilient and able to recognize opportunities. They are proactive instead of reactive due to the trust and high level of communication and collaboration.

    Common Obstacles

    IT teams are more unique, which also provides unique challenges other teams don't experience:

    • Multiple disciplines that tend to operate in parallel versus within a sequence of events
    • Multiple incumbent roles where people operate in parallel versus needing to share information to produce an outcome
    • Multiple stakeholders that create a tension with competing priorities

    Info-Tech's Approach

    Use Info-Tech's phased approach to diagnose your team and use the IDEA model to drive team effectiveness.

    The IDEA model includes four factors to identify team challenges and focus on areas for improvement: identity, decision making, exchanges within the team, and atmosphere of team psychological safety.

    Info-Tech Insight

    IT teams often fail to reach their full potential because teamwork presents unique challenges and complexities due to the work they do across the organization and within their own group. Silos, not working together, and not sharing knowledge are all statements that indicate a problem. As a leader it's difficult to determine what to do first to navigate the different desires and personalities on a team.

    How this blueprint will help

    Assess, diagnose, and address issues to realize your team's full potential.

    This research helps IT support:

    • Work Teams: Operate under one organizational unit or function. Their membership is generally stable with well-defined roles.
    • Project Teams: Typically, are time-limited teams formed to produce a particular output or project. Their membership and expertise tend to vary over time.
    • Management or Leadership Teams: Provide direction and guidance to the organization and are accountable for overall performance. Membership is structured by the hierarchy of the organization and includes a diverse set of skills, experience, and expertise.

    Traditionally, organizations have tried to fix ineffective teams by focusing on these four issues: composition, leadership competencies, individual-level performance, and organizational barriers. While these factors are important, our research has shown it is beneficial to focus on the four factors of effective teams addressed in this blueprint first. Then, if additional improvement is needed, shift your focus to the traditional issue areas.

    Common obstacles

    These barriers make it difficult to address effectiveness for many IT teams:

    • Teams do not use one standard set of processes because they may have a wide variety of assignments requiring different sets of processes.
      Source: Freshworks
    • There are multiple disciplines within IT that require vastly different skill sets. Finding the connection points can be difficult when on the surface it seems like success doesn't require interconnectivity.
    • IT has many people in the same roles that act independently based on the stakeholder or internal customer they are serving. This can lead to duplication of effort if information and solutions aren't shared.
    • IT serves many parts of the organization that can bring competing priorities both across the groups they support and with the IT strategy and roadmap itself. Many IT leaders work directly in or for the business, which can see them associate with the internal client team more than their IT team – another layer of conflicting priorities.

    IT also experience challenges with maturity and data silos

    48%

    of IT respondents rate their team as low maturity.

    Maturity is defined by the value they provide the business, ranging from firefighting to innovative partner.

    Source: Info-Tech Research Group, Tech Trends, 2022

    20 Hours

    Data Silos: Teams waste more than 20 hours per month due to poor collaboration and communication.

    Source: Bloomfire, 2022

    Current realities require teams to operate effectively

    How High-Performing Teams Respond:

    Volatile: High degree of change happening at a rapid pace, making it difficult for organizations to respond effectively.

    Teams are more adaptable to change because they know how to take advantage of each others' diverse skills and experience.

    Uncertain: All possible outcomes are not known, and we cannot accurately assess the probability of outcomes that are known.

    Teams are better able to navigate uncertainty because they know how to work through complex challenges and feel trusted and empowered to change approach when needed.

    Complex: There are numerous risk factors, making it difficult to get a clear sense of what to do in any given situation.

    Teams can reduce complexity by working together to identify and plan to appropriately mitigate risk factors.

    Ambiguous: There is a lack of clarity with respect to the causes and consequences of events.

    Teams can reduce ambiguity through diverse situational knowledge, improving their ability to identify cause and effect.

    Teams struggle to realize their full potential

    Poor Communication

    To excel, teams must recognize and adapt to the unique communication styles and preferences of their members.

    To find the "just right" amount of communication for your team, communication and collaboration expectations should be set upfront.

    85% of tech workers don't feel comfortable speaking in meetings.
    Source: Hypercontext, 2022

    Decision Making

    Decision making is a key component of team effectiveness. Teams are often responsible for decisions without having proper authority.

    Establishing a team decision-making process becomes more complicated when appropriate decision-making processes vary according to the level of interdependency between team members and organizational culture.

    20% of respondents say their organization excels at decision making.
    Source: McKinsey, 2019

    Resolving Conflicts

    It is common for teams to avoid/ignore conflict – often out of fear. People fail to see how conflict can be healthy for teams if managed properly.

    Leaders assume mature adults will resolve conflicts on their own. This is not always the case as people involved in conflicts can lack an objective perspective due to charged emotions.

    56% of respondents prioritize restoring harmony in conflict and will push own needs aside.
    Source: Niagara Institute, 2022

    Teams with a shared purpose are more engaged and have higher performance

    Increased Engagement

    3.5x

    Having a shared team goal drives higher engagement. When individuals feel like part of a team working toward a shared goal, they are 3.5x more likely to be engaged.

    Source: McLean & Company, Employee Engagement Survey, IT respondents, 2023; N=5,427

    90%

    Engaged employees are stronger performers with 90% reporting they regularly accomplish more than what is expected.

    Source: McLean & Company, Employee Engagement Survey, IT respondents, 2023; N=4,363

    Effective and high-performing teams exchange information freely. They are clear on the purpose and goals of the organization, which enable empowerment.

    Info-Tech Insight

    Clear decision-making processes allow employees to focus on getting the work done versus navigating the system.

    Case Study

    Project Aristotle at Google – What makes a team effective at Google?

    INDUSTRY: Technology
    SOURCE: reWork

    Challenge

    Google wanted to clearly define what makes a team effective to drive a consistent meaning among its employees. The challenge was to determine more than quantitative measures, because more is not always better as it can just mean more mistakes to fix, and include the qualitative factors that bring some groups of people together better than others.

    Solution

    There was no pattern in the data it studied so Google stepped back and defined what a team is before embarking on defining effectiveness. There is a clear difference between a work group (a collection of people with little interdependence) and a team that is highly interdependent and relies on each other to share problems and learn from one another. Defining the different meanings took time and Google found that different levels of the organization were defining effectiveness differently.

    Results

    Google ended up with clear definitions that were co-created by all employees, which helped drive the meaning behind the behaviors. More importantly it was also able to define factors that had no bearing on effectiveness; one of which is very relevant in today's hybrid world – colocation.

    It was discovered that teams need to trust, have clarity around goals, have structure, and know the impact their work has.

    Overcoming barriers

    Teams often lack the skills or knowledge to increase effectiveness and performance.

    • Leaders struggle with team strife and ineffectiveness.
    • A leader's ability to connect with and engage team members is vital for driving desired outcomes. However, many team leads struggle to deal with low-performing or conflict-ridden teams.
    • Without adequate training on providing feedback, coaching, and managing difficult conversations, team leads often do not have the skills to positively affect team performance – and they do not appreciate the impact their actions have on desired outcomes.
    • Team leads often find it difficult to invest time and resources in addressing challenges when the team is working toward deadlines.
    • Team leads who are new to a management role within the organization often struggle to transition from independent contributor to leader – especially when they are tasked with managing team members who are former peers.
    • Some team leads believe that soliciting help will be viewed as a personal failure, so they are reluctant to seek support for team performance management from more-senior leaders.

    It's unrealistic to expect struggling teams to improve without outside help; if they were able to, they would have already done so.
    To improve, teams require:

    • A clearly defined team identity
    • A clearly defined decision-making paradigm
    • Consistently productive exchanges within the team
    • An atmosphere of psychological safety

    BUT these are the very things they are lacking when they're struggling.

    An image of Info-Tech's Insights for Improving IT Team Effectiveness.

    Improving team effectiveness

    Use the Info-Tech IDEA Model to assess and improve your team's effectiveness.

    Begin by assessing, recognizing, and addressing challenges in:

    • Identity – team goals, roles, responsibilities, and accountabilities
    • Decision-making paradigms and processes within the team.
    • Exchanges of information, motivation, and emotions between team members
    • Atmosphere of team psychological safety

    IDEA Model of Team Effectiveness

    Effective Team

    • Identity
    • Decisions
    • Exchanges
    • Atmosphere

    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: Assess the team Phase 2: Review results and action plan Phase 3: Document and measure

    Call #1: Scope requirements, objectives, and your specific challenges.
    Call #2: Prepare to assess your team(s) using the assessment tool.

    Call #3: Review the assessment results and plan next steps.
    Call #4: Review results with team and determine focus using IDEA model to identify activity based on results.
    Call #5: Complete activity to determine solutions to build your action plan.

    Call #6: Build out your team agreement.
    Call #7: Identify measures and frequency of check-ins to monitor progress.

    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 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
    (Half Day)

    Day 2

    Day 3

    Day 4

    Determine objectives and assess

    Review survey results

    Determine and conduct activities to increase effectiveness

    Bridge the gap and
    create the strategy

    Activities

    With Leader – 1 hour
    1.1 Review the business context.
    1.2 Identify IT team members to be included.
    1.3 Determine goals and objectives.
    1.4 Build execution plan and determine messaging.
    With Team – 90 minutes
    1.5 Share messaging, set context.
    1.6 Complete Team Effectiveness Survey.

    2.1 Debrief results with leadership team.
    2.2 Share results with team.
    2.3 Identify areas of focus.
    2.4 Identify IDEA Model activities to support objectives and explore areas of focus.

    3.1 Conduct IDEA Model Activities:

    • Identify – Clarify goals, roles, and responsibilities.
    • Decisions – Determine levels of authority; decision-making process.
    • Exchanges – Review information shared with communication methods and preferred styles of each team member.
    • Atmosphere – Create a psychologically safe environment.

    3.2 Record outcomes and actions.

    4.1 Create team charter or agreement.
    4.2 Identify metrics to measure progress.
    4.3 Identify risks.
    4.4 Determine frequency of check-ins to review progress.
    4.5 Check-in with sponsor.

    Deliverables

    1. Execution and communication plan
    2. Team Effectiveness Survey
    1. Assessment results
    2. IDEA Model team-building activities
    1. List of solutions to incorporate into team norms
    2. Action Plan
    1. Team Charter

    Phase 1

    Assess the team

    Phase 1

    Phase 2

    Phase 3

    1.1 Identify team members
    and behaviors to improve using IDEA Model
    1.2 Determine messaging including follow-up plan
    1.3 Send survey

    1.1 Review results with team
    1.2 Determine IDEA focus area(s)
    1.3 Conduct activity to determine solutions

    1.1 Document outcomes and actions
    1.2 Create team charter
    1.3 Identify metrics to show success
    1.4 Schedule check-in

    Improving team effectiveness

    Use the Info-Tech IDEA Model to assess and improve your team's effectiveness

    Begin by assessing, recognizing, and addressing challenges in:

    • Identity – team goals, roles, responsibilities, and accountabilities.
    • Decision-making paradigms and processes within the team.
    • Exchanges of information, motivation, and emotions between team members.
    • Atmosphere of team psychological safety.

    Effective Team

    • Identity
    • Decisions
    • Exchanges
    • Atmosphere

    Assess the shared understanding of team identity

    In addition to having a clear understanding of the team's goals and objectives, team members must also:

    • Understand their own and each other's roles, responsibilities, and accountabilities.
    • Recognize and appreciate the value of each team member.
    • Realize how their actions impact each others' work and the overall goals and objectives.
    • Understand that working in silos is considered a work group whereas a team coordinates activities, shares information, and supports each other to achieve their goals.

    Clear goals enable employees to link their contributions to overall success of the team. Those who feel their contributions are important to the success of the department are two times more likely to feel they are part of a team working toward a shared goal compared to those who don't (McLean & Company, Employee Engagement Survey, IT respondents, 2023; N=4,551).

    Goals matter in teamwork

    The goals and objectives of the team are the underlying reason for forming the team in the first place. Without a clear and agreed-upon goal, it is difficult for teams to understand the purpose of their work.

    Clear goals support creating clear roles and the contributions required for team success.

    Team Identity = Team goals and Objectives + Individual roles, responsibilities, and accountabilities

    Assess the shared understanding of decision making

    Decision making adds to the complexity of teamwork.
    Individual team members hold different information and opinions that need to be shared to make good decisions.
    Ambiguous decision-making processes can result in team members being unable to continue their work until they get clear direction.
    The most appropriate decision-making process depends on the type of team:

    • The higher the degree of interconnectivity in team members' work, the greater the need for a general consensus approach to decision making. However, if you opt for a general consensus approach, a backup decision-making method must be identified in the event consensus cannot be reached.
    • High-pressure and high-stakes environments tend to centralize decision making to make important decisions quickly.
    • Low-pressure and low-stakes environments are more likely to adopt consensus models.

    Spectrum of Decision Making

    General consensus between all team members.

    A single, final decision maker within the team.

    Ensure team members understand how decisions are made within the team. Ask:

    • Do team members recognize the importance of sharing information, opinions, and suggestions?
    • Do team members feel their voices are heard?
    • Must there be consensus between all team members?
    • Is there a single decision maker?

    Assess team exchanges by focusing on communication

    Evaluate exchanges within your team using two categories:

    These categories are related, but there is not always overlap. While some conflicts involve failures to successfully exchange information, conflict can also occur even when everyone is communicating successfully.

    Communication

    Managing Conflict

    Information, motivations, emotions

    Accepting and expressing diverse perspectives

    Resolving conflict (unified action through diverse perspectives)

    Transmission

    Reception
    (listening)

    Success is defined in terms of how well information, motivations, and emotions are transmitted and received as intended.

    Success is defined in terms of how well the team can move to united action through differences of opinion. Effective teams recognize that conflict can be healthy if managed effectively.

    Successful exchange behaviors

    • Shared understanding of how to motivate one another and how team members respond emotionally.
    • Team moving beyond conflict to united action.
    • Formalized processes used for resolving conflicts.
    • Platforms provided for expressing diverse or conflicting perspectives and opinions – and used in a constructive manner.
    • Use of agendas at meetings as well as clearly defined action items that reflect meeting outcomes.
    • Avoidance of language that is exclusive, such as jargon and inside jokes.

    Exchanges of information, emotion, and motivation

    When selecting a method of communication (for example, in-person versus email), consider how that method will impact the exchange of all three aspects – not just information.

    Downplaying the importance of emotional and motivational exchanges and focusing solely on information is very risky since emotional and motivational exchanges can impact human relationships and team psychological safety.

    • Information: data or opinions.
    • Emotions: feelings and evaluations about the data or opinions.
    • Motivations: what we feel like doing in response to the data or opinions.

    Communication affects the whole team

    Effects are not limited to the team members communicating directly:

    • How team members interact one on one transmits information and causes emotional and motivational responses in other group members not directly involved.
    • How the larger group receives information, emotions, and motivations will also impact how individuals relate to each other in group settings.

    Remember to watch the reactions and behavior of participants and observers when assessing how the team behaves.

    Managing conflict

    Identify how conflict management is embedded into team practices.

    • Resolving conflicts is difficult and uses up a lot of time and energy. This is especially true if the team needs to figure out what to do each and every time people disagree.
    • Teams that take the time to define conflict resolution processes upfront:
      • Demonstrate their commitment to resolving conflict in a healthy way.
      • Signal that diverse perspectives and opinions are valued, even if they spur disagreement sometimes.
      • Are ready for conflict when it arises – prepared to face it and thrive.

    Successfully communicating information, emotions, and motivations is not the same as managing conflict.

    Teams that are communicating well are more likely to uncover conflicting perspectives and opinions than teams that are not.

    Conflict is healthy and can be an important element of team success if it is managed.

    The team should have processes in place to resolve conflicts and move to united action.

    Assess the atmosphere

    Team psychological safety

    A team atmosphere that exists when all members feel confident that team members can do the following without suffering negative interpersonal consequences such as blame, shame, or exclusion:

    • Admit mistakes
    • Raise questions or concerns
    • Express dissenting views

    (Administrative Science Quarterly, 1999;
    The New York Times, 2016)

    What psychologically safe teams look like:

    • Open and learning-focused approach to error.
    • Effective conflict management within the team.
    • Emotional and relational awareness between team members.
    • Existence of work-appropriate interpersonal relationships between team members (i.e. beyond mere working relationships).

    (Administrative Science Quarterly, 1999;
    The New York Times, 2016)

    What "team psychological safety" is not:

    • A situation where all team members are friends.
      In some cases psychologically safe team atmospheres might be harder to create when team members are friends since they might be more reluctant to challenge or disagree with friends.
    • Merely trust. Being able to rely on people to honor their commitments is not the same as feeling comfortable admitting mistakes in front of them or disagreeing with them.

    "Psychological safety refers to an individual's perception of the consequences of taking an interpersonal risk or a belief that a team is safe for risk taking in the face of being seen as ignorant, incompetent, negative, or disruptive… They feel confident that no one on the team will embarrass or punish anyone else for admitting a mistake, asking a question, or offering a new idea."

    – re:Work

    Psychological safety

    The impact of psychological safety on team effectiveness

    Why does an atmosphere of team psychological safety matter?

    • Prevents groupthink.
      • People who do not feel safe to hold or express dissenting views gravitate to teams that think like they do, resulting in the well-known dangers of groupthink.
    • Encourages contribution and co-operation.
      • One study found that if team psychological safety is present, even people who tend to avoid teamwork will be more likely to contribute in team settings, thereby increasing the diversity of perspectives that can be drawn on (Journal of Organizational Culture, 2016).

    Creating psychological safety in a hybrid environment requires a deliberate approach to creating team connectedness.

    In the Info-Tech State of Hybrid Work in IT report autonomy and team connectedness present an interesting challenge in that higher levels of autonomy drove higher perceptions of lack of connectedness to the respondent's team. In a hybrid world, this means leaders need to be intentional in creating a safe team dynamic.

    47% of employees who experienced more control over their decisions related to where, when, and how they work than before the pandemic are feeling less connected to their teams.
    Source: Info-Tech, State of Hybrid Work in IT, 2022

    1.1 Prepare to launch the survey

    1-2 hours

    1. Review and record the objectives and outcomes that support your vision of a high-performing team:
      1. Why is this important to you?
      2. What reactions do you anticipate from the team?
    2. In your team meeting, share your vision of what a high-performing team looks like. Engage the team in a discussion:
      1. Ask how they work. Ask them to describe their best working team environment from a previous experience or an aspirational one.
      2. Option: Instruct them to write on sticky notes, one idea per note, and share. This approach will allow for theming of ideas.
    3. Introduce the survey as a way, together as a team, the current state can be assessed against the desired state discussed.
      1. Be clear that as the leader, you won't be completing the survey as you don't want to influence their perceptions of the team. As the leader, you hold authority, and therefore, experience the team differently. This is about them and their feedback.

    Input

    • Observations of team behavior
    • Clearly articulated goals for team cohesion

    Output

    • Speaking notes for introducing survey
    • Survey launch

    Materials

    • Whiteboard/flip charts
    • Sticky notes
    • IDEA Assessment

    Participants

    • Leader
    • Team Members

    Download the IT Team Effectiveness Survey

    1.2 Launch the survey

    1-2 hours

    1. Determine how the survey will be completed.
      1. Paper-based
        1. Email a copy of the Word document IT Team Effectiveness Survey for each person to complete individually.
        2. Identify one person to collect each survey and enter the results into the team effectiveness survey tool (tab 2. Data – Effectiveness Answers and tab 3. Data – Team Type Answers). This must be someone outside the team.
      2. Online direct input into Team Effectiveness Survey Tool
        1. Post the document in a shared folder.
        2. Instruct individuals to select one of the numbered columns and enter their information into tab 2. Data – Effectiveness Answers and tab 3. Data – Team Type Answers.
        3. To protect anonymity and keep results confidential, suggest each person opens document in "Cognito mode."
        4. Hide the Summary and Results tabs to avoid team members previewing them.

    Download the IT Team Effectiveness Survey Results Tool

    Paper-Based Cautions & Considerations

    • Heavily dependent on a trusted third party for genuine results
    • Can be time consuming to enter the results

    Online Direct Cautions & Considerations

    • Ensure that users keep to the same numbered column across both entry tabs
    • Seeing other team members' responses may influence others
    • Least amount of administration

    Phase 2

    Review Results and Action Plan

    Phase 1

    Phase 2

    Phase 3

    1.1 Identify team members
    and behaviors to improve using IDEA Model
    1.2 Determine messaging including follow-up plan
    1.3 Send survey

    1.1 Review results with team
    1.2 Determine IDEA focus area(s)
    1.3 Conduct activity to determine solutions

    1.1 Document outcomes and actions
    1.2 Create team charter
    1.3 Identify metrics to show success
    1.4 Schedule check-in

    This phase will walk you through the following activities:

    • Analyzing and debriefing the results to determine themes and patterns to come to a team consensus on what to focus on.
    • Facilitated activities to drive awareness, build co-created definitions of what an effective team looks like, and identify solutions the team can undertake to be more effective.

    This phase involves the following participants:

    • Leader of the team
    • All team members

    Deliverables:

    • A presentation that communicates the team assessment results
    • A plan for effectively delivering the assessment results

    Phase 2: Build a plan to review results and create an action plan

    Reviewing assessment results and creating an improvement action plan is best accomplished through a team meeting.

    Analyzing and preparing for the team meeting may be done by:

    • The person charged with team effectiveness (i.e. team coach).
    • For teams that are seriously struggling with team effectiveness, the coach should complete this step in its entirety.
    • The team coach and the team lead.
    • Truly effective teams are self-reliant. Begin upskilling team leads by involving team leads from the start.
    1. Analyze team assessment results
    2. Prepare to communicate results to the team
    3. Select team activities that will guide the identification of action items and next steps
    4. Facilitate the team meeting

    2.1 Analyze results

    Health Dials

    1. Once the results are final, review the Health Dials for each of the areas.
      1. For each area of the team's effectiveness
        • Red indicates a threat – this will derail the team and you will require an external person to help facilitate conversations.
          It would be recommended to contact us for additional guidance if this is one of your results.
        • Yellow is a growth opportunity.
        • Green is a strength and pay attention to where the dial is – deep into strength or just past the line?
      2. Think about these questions and record your initial reactions.
        1. What surprises you – either positively or negatively?
        2. What areas are as expected?
        3. What behaviors are demonstrated that support the results?

    Prioritize one to two factors for improvement by selecting those with:

    • The lowest overall score.
    • The highest variance in responses.
    • If psychological safety is low, be sure to prioritize this factor; it is the foundation of any effective team.

    An image of the Health dials for each area.

    2.2 Analyze results

    Alignment of Responses

    1. The alignment of responses area provides you with an overview of the range of responses from the team for each area.
      • The more variety in the bars indicates how differently each person is experiencing the team.
      • The more aligned the bars are the more shared the experiences.

    The flatter the bars are across the top, the more agreement there was. Factors that show significant differences in opinion should be discussed to diagnose what is causing the misalignment within your team.

    1. Recommendation is to look at high scores and the alignment and lower scores and the alignment to determine where you may want to focus.

    The alignment chart below shows varied responses; however, there are two distinct patterns. This will be an important area to review.
    Things to think about:

    • Are there new team members?
    • Has there been a leadership change?
    • Has there been a change that has impacted the team?
    An image showing the alignment of responses for Identity, Decisions; Exchange; and Atmosphere.

    2.3 Analyze results

    Team Characteristics and Stakes

    1. Team Characteristics. Use the Team Type Results tab in the IT Team Effectiveness Assessment Tool to identify how the team characterizes itself along the High-Low Scale. The closer the dark blue bar is to the right or left suggests to which degree the team views the characteristic.
      1. Interdependence highlights the team's view on how interconnected and dependent they are on each other to get work done. Think of examples where they should be sharing or collaborating, and they are not.
      2. Virtual describes the physicality of the team. This area has changed a lot since 2020; however, it's still important to note if the team shares the same understanding of work location. Are they thinking of team members in a different geography or referring to hybrid work?
      3. Decision making describes the scale of one decision maker or many. Where are most decisions made by on your team or who is making them?
      4. Stability refers to the degree to which the team stays the same – no membership change or turnover. It can be defined by length of time the group has been together. Looking at this will help understand alignment results. If alignment is varied, one might expect a less stable team.
    2. Stakes and Pressure
      1. Pressure refers to the conditions in which the team must work. How urgent are requests?
      2. Stakes refers to the degree of impact the work has. Will outputs impact safety, health, or a service?
      3. This category can be reviewed against decision making – high pressure, high stakes environments usually have a high concentration of authority. Low pressure, low stakes decisions can also be made either by one person as there is relatively no impact or with many as you have time to get many perspectives.
      4. This area informs what your decision-making protocols should look like.

    A bar graph for Team Characteristics, and a quadrant analysis for comparing Stakes and Pressure.

    2.4 Prepare for meeting

    1-2 hours

    1. Select a facilitator
      • The right person to facilitate the meeting and present the results is dependent upon the results themselves, the team lead's comfort level, and the root and degree of team dysfunction.
      • Typically, the team lead will facilitate and present the results. However, it will be more appropriate to have a member of the HR team or an external third party facilitate.
    2. Set the agenda (recommended sample to the right) that ensures:
      • Team members reflect on the results and discuss reaction to the results. (E.g. Are they surprised? Why/why not?)
      • Results are clearly understood and accepted by team members before moving on to activities.
      • The aim of the meeting is kept in mind. The purpose of the team meeting is to involve all team members in the creation of an effectiveness improvement plan.
    3. Customize the Facilitation Guide and activities in the Improve IT Team Effectiveness Facilitation Guide. (Activities are aligned with the four factors in the IDEA model.)
      • Identify a clear objective for each activity given the team assessment results. (E.g. What are the areas of improvement? What is the desired outcome of the activity?)
      • Review and select the activities that will best achieve the objectives.
      • Customize and prepare for chosen activities appropriately.
      • Obtain all necessary materials.
      • Practice by anticipating and preparing for questions, objectives, and what you will say and do.

    Facilitation Factors
    Select a third-party facilitator if:

    • The team lead is uncomfortable.
    • The leadership or organization is implicated in the team's dysfunction, a third party can be sought in place of HR.
    • Regardless of who facilitates, it is critical that the team lead understands the process and results and is comfortable answering any questions that arise.

    Agenda

    • Review the IDEA Model.
    • Discuss the assessment results.
    • Invite team members to reflect on the results and discuss reaction to the results.
    • Ensure results are clearly understood and accepted.
    • Examine team challenges and strengths through selected team activities.
    • Create a team charter and effectiveness improvement plan.

    Materials

    • IT Team Effectiveness Activities Facilitation Guide
    • IT Team Effectiveness Survey results

    Participants

    • Leader

    2.5 Run the meeting

    2-3 hours

    Facilitate the team meeting and agree on the team effectiveness improvement plan.

    Work with the team to brainstorm and agree on an action plan of continuous improvements.

    By creating an action plan together with the team, there is greater buy-in and commitment to the activities identified within the action plan.

    Don't forget to include timelines and task owners in the action plan – it isn't complete without them.

    Document final decisions in Info-Tech's Improve IT Team Effectiveness Action Plan Tool.

    Review activity Develop Team Charter in the Improve IT Team Effectiveness Facilitation Guide and conclude the team meeting by creating a team charter. With a team charter, teams can better understand:

    • Team objectives
    • Team membership and roles
    • Team ground rules

    Facilitation Factors

    Encourage and support participation from everyone.

    Be sure no one on the team dismisses anyone's thoughts or opinions – they present the opportunity for further discussion and deeper insight.

    Watch out for anything said or done during the activities that should be discussed in the activity debrief.

    Debrief after each activity, outlining any lessons learned, action items, and next steps.

    Agenda

    • Review the IDEA Model.
    • Discuss the assessment results.
    • Invite team members to reflect on the results and discuss reaction to the results.
    • Ensure results are clearly understood and accepted.
    • Examine team challenges and strengths through selected team activities.
    • Create a team charter and effectiveness improvement plan.

    Materials

    • IT Team Effectiveness Activities Facilitation Guide
    • Whiteboard/flip charts
    • Sticky notes
    • IT Team Effectiveness Survey results

    Participants

    • Leader
    • Team Members
    • Optional – External Facilitator

    Phase 3

    Document and measure

    Phase 1

    Phase 2

    Phase 3

    1.1 Identify team members
    and behaviors to improve using IDEA Model
    1.2 Determine messaging including follow-up plan
    1.3 Send survey

    1.1 Review results with team
    1.2 Determine IDEA focus area(s)
    1.3 Conduct activity to determine solutions

    1.1 Document outcomes and actions
    1.2 Create team charter
    1.3 Identify metrics to show success
    1.4 Schedule check-in

    This phase will walk you through the following activities:
    Building your team charter that will include:

    • Team vision, mission, and goals
    • Roles and responsibilities of each member
    • Decision-making responsibilities and process
    • How information will be shared and by whom
    • Ways to build psychological safety on the team

    This phase involves the following participants:

    • Leader of the team
    • All team members

    Document and agree to regular check-ins to reassess.

    As a team it will be important to drive your brainstormed solutions into an output that is co-created.

    • Agree to what actions can be implemented.
    • Capture agreed-to team goals, roles, responsibilities, and decision process into a team charter. Also include your communication protocol that articulates how information will be shared in future.
    1. Review suggestions and actions
    2. Capture in team charter
    3. Assign metrics to measure success and determine when to review
    4. Complete ongoing check-ins with team through team meeting and plan to reassess if agreed to

    Team Charter

    Never assume everyone "just knows."

    Set clear expectations for the team's interactions and behaviors.

    • Some teams call this a team agreement, team protocol, or ways of working. Determine the naming convention that works best for your team and culture.
    • This type of document saw a renewed popularity during COVID-19 as face-to-face interactions were more difficult, and as teams, news ways to work needed to be discovered, shared, and documented.
    • A co-created team charter is a critical component to onboarding new employees in the hybrid world.

    Info-Tech Insight – State of Hybrid Work in IT

    One contributor to the report shared the effort and intention around maintaining their culture during the pandemic. The team agreement created became a critical tool to enable conversations between leaders and their team – it was not a policy document.

    Team effectiveness is driven through thoughtful planned conversations. And it's a continued conversation.

    A screenshot of the IT Team Charter Template page

    Download the IT Team Charter Template

    Establish Baseline Metrics

    Baseline metrics will be improved through:

    Identify the impact that improved team effectiveness will have on the organization.
    Determine your baseline metrics to assess the success of your team interventions and demonstrate the impact to the rest of the organization using pre-determined goals and metrics.
    Share success stories through:

    • Newsletters or email announcements
    • Team meetings
    • Presentations to business partners or the organization

    Sample effectiveness improvement goal

    Sample Metric

    Increase employee engagement
    Increase overall employee engagement scores in the Employee Engagement survey by 5% by December 31, 2023.

    • Overall employee engagement

    Strengthen manager/employee relationships
    Increase manager driver scores in the Employee Engagement survey by 5% by December 31, 2023.

    • Employee engagement – manager driver
    • Employee engagement – senior leadership driver

    Reduce employee turnover (i.e. increase retention)
    Reduce voluntary turnover by 5% by December 31, 2023.

    • Voluntary turnover rate
    • Turnover by department or manager
    • Cost of turnover

    Increase organizational productivity
    Increase the value added by human capital by 5% by December 31, 2023.

    • Value added by human capital
    • Employee productivity
    • Human capital return on investment
    • Employee engagement

    Reassess team effectiveness

    Reassess and identify trends after they have worked on key focus areas for improvement.

    Track the team's progress by reassessing their effectiveness six to twelve months after the initial assessment.
    Identify if:

    • Team characteristics have changed.
    • Areas of team strengths are still a source of strength.
    • Areas for improvement have, in fact, improved.
    • There are opportunities for further improvement.

    As the team matures, priorities and areas of concern may shift; it is important to regularly reassess team effectiveness to ensure ongoing alignment and suitability.
    Note: It is not always necessary to conduct a full formal assessment; once teams become more effective and self-sufficient, informal check-ins by team leads will be sufficient.

    If you assess team effectiveness for multiple teams, you have the opportunity to identify trends:

    • Are there common challenges within teams?
    • If so, what are they?
    • How comfortable are teams with intervention?
    • How often is outside help required?

    Identifying these trends, initiatives, training, or tactics may be used to improve team effectiveness across the department – or even the organization.

    Teams are ultimately accountable for their own effectiveness.

    As teams mature, the team lead should become less involved in action planning. However, enabling truly effective teams takes significant time and resources from the team lead.

    Use the action plan created and agreed upon during the team meeting to hold teams accountable:

    • Ensure teams follow through on action items.
    • Ensure you are continuously assessing team effectiveness (formally or informally).

    The team coach should have a plan to transition into a supportive role by:

    • Providing teams with the knowledge, resources, and tools required to improve and sustain high effectiveness.
    • Providing team members and leads with a safe, open, and honest environment.
    • Stepping in as an objective third party when required.

    If the team continues to face barriers

    Other important information: If team effectiveness has not significantly improved, other interventions may be required that are beyond the scope of this project.

    The four factors outlined in the IDEA Model of team effectiveness are very important, but they are not the only things that have a positive or negative impact on teams. If attempts to improve the four factors have not resulted in the desired level of team effectiveness, evaluate other barriers:

    For organizational culture, ask if performance and reward programs do the following:

    • Value teamwork alongside individual achievement and competition
    • Provide incentives that promote a focus on individual performance over team performance
    • Reward or promote those who sabotage their teams

    For learning and development, ask:

    • Is team effectiveness included in our manager or leadership training?
    • Do we offer resources to employees seeking to improve their teamwork competencies?

    If an individual team member's or leader's performance is not meeting expectations, potential remedies include a performance improvement plan, reassignment, and termination of employment.

    These kinds of interventions are beyond the control of the team itself. In these cases, we recommend you consult with your HR department; HR professionals can be important advocates because they possess the knowledge, influence, and authority in the company to promote changes that support teamwork.

    Related Info-Tech Research

    Redesign Your IT Department

    • 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.
    • Increase the effectiveness of IT as a function.
    • Provide employees with clarity in their roles and responsibilities.

    Build an IT Employee Engagement Program

    • 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.

    Info-Tech Leadership Programs

    • Development of the leadership mind should never stop. This program will help IT leaders continue to craft their leadership competencies to navigate the ever-changing world in which we operate.
    • Actively delegate responsibilities and opportunities that engage and develop team members to build on current skills and prepare for the future.

    Research Contributors and Experts

    A picture of Carlene McCubbin

    Carlene McCubbin
    Practice Lead
    Info-Tech Research Group

    A picture of Nick Kozlo

    Nick Kozlo
    Senior Research Analyst
    Info-Tech Research Group

    A picture of Heather Leier-Murray

    Heather Leier-Murray
    Senior Research Analyst
    Info-Tech Research Group

    A picture of Stephen O'Conner

    Stephen O'Conner
    Executive Counselor
    Info-Tech Research Group

    A picture of Jane Kouptsova

    Jane Kouptsova
    Research Director
    Info-Tech Research Group

    Dr. Julie D. Judd, Ed.D.
    Chief Technology Officer
    Ventura County Office of Education

    Works Cited

    Aminov, I., A. DeSmet, and G. Jost. "Decision making in the age of urgency." McKinsey. April 2019. Accessed January 2023.
    Duhigg, Charles. "What Google Learned From Its Quest to Build the Perfect Team." The New York Times, 25 Feb. 2016. Accessed January 2023.
    Edmondson, Amy. "Psychological Safety and Learning Behavior in Work Teams." Administrative Science Quarterly, vol. 44, no. 2, June 1999, pp. 350-383.
    Gardner, Kate. "Julie Judd – Ventura County Office of Education." Toggle, 12 Sept. 2022. Accessed January 2023.
    Google People Operations. "Guide: Understand Team Effectiveness." reWork, n.d. Accessed February 2023.
    Harkins, Phil. "10 Leadership Techniques for Building High-Performing Teams." Linkage Inc., 2014. Accessed 10 April 2017.
    Heath, C. and D. Heath. Decision: How to make better choices in life and work. Random House, 2013, ISBN 9780307361141.
    Hill, Jon. "What is an Information Silo and How Can You Avoid It." Bloomfire, 23 March 2022. Accessed January 2023.
    "IT Team Management Software for Enhanced Productivity." Freshworks, n.d. Accessed January 2023.
    Jackson, Brian. "2022 Tech Trends." Info-Tech Research Group, 2022. Accessed December 2022.
    Kahneman, Daniel. Thinking fast and slow. Farrar, Straus and Giroux. 2011.
    Kouptsova, J., and A. Mathieson. "State of Hybrid Work in IT." Info-Tech Research Group, 2023. Accessed January 2023.
    Mayfield, Clifton, et al. "Psychological Collectivism and Team Effectiveness: Moderating Effects of Trust and Psychological Safety." Journal of Organizational Culture, Communications and Conflict, vol. 20, no. 1, Jan. 2016, pp. 78-94.
    Rock, David. "SCARF: A Brain-Based Model for Collaborating With and Influencing Others." NeuroLeadership Journal, 2008. Web.
    "The State of High Performing Teams in Tech Hypercontext." Hypercontext. 2022. Accessed November 2022.
    Weick, Carl, and Kathleen Sutcliff. Managing the unexpected. John Wiley & Sons, 2007.
    "Workplace Conflict Statistics: How we approach conflict at work." The Niagara Institute, August 2022. Accessed December 2022.

    Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk

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    • Parent Category Name: Licensing
    • Parent Category Link: /licensing
    • SAP has strict audit practices, which, in combination with 50+ types of user classifications and manual accounting for some licenses, make maintaining compliance difficult.
    • Mapping and matching SAP products to the environment can be highly complex, leading to overspending and an inability to reduce spend later.
    • Beware of indirect access to SAP applications from third-party applications (e.g. Salesforce).
    • Products that have been acquired by SAP may have altered licensing terms that are innocuously referred to in support renewal documents.

    Our Advice

    Critical Insight

    • Focus on needs first. Conduct a thorough requirements assessment and document the results. Well-documented license needs will be your core asset in navigating SAP licensing and negotiating your agreement.
    • Examine indirect access possibilities. Understanding how in-house or third-party applications may be accessing the SAP software is critical.
    • Know whats in the contract. Each customer agreement is different and there may be terms that are beneficial. Older agreements may provide both benefits and challenges when evaluating your SAP license position.

    Impact and Result

    • Conduct an analysis to remove inactive and duplicate users as multiple logins may exist and could end up costing the organization license fees when audited.
    • Adopt a cyclical approach to reviewing your SAP licensing and create a reference document to track your software needs, planned licensing, and purchase negotiation points.
    • Learn the “SAP way” of conducting business, which includes a best-in-class sales structure, unique contracts and license use policies, and a hyper-aggressive compliance function. Conducting business with SAP is not typical compared to other vendors, and you will need different tools to emerge successfully from a commercial transaction.
    • Manage SAP support and maintenance spend and policies. Once an agreement has been signed, it can be very difficult to decrease spend, as SAP will reprice products if support is dropped.

    Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you need to understand and document your SAP licensing strategy, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

    1. Establish licensing requirements

    Begin your proactive SAP licensing journey by understanding which information to gather and assessing the current state and gaps.

    • Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk – Phase 1: Establish Licensing Requirements
    • SAP License Summary and Analysis Tool

    2. Evaluate licensing options

    Review current licensing models and determine which licensing models will most appropriately fit your environment.

    • Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk – Phase 2: Evaluate Licensing Options

    3. Evaluate agreement options

    Review SAP’s contract types and assess which best fit the organization’s licensing needs.

    • Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk – Phase 3: Evaluate Agreement Options

    4. Purchase and manage licenses

    Conduct negotiations, purchase licensing, and finalize a licensing management strategy.

    • Explore the Secrets of SAP Software Contracts to Optimize Spend and Reduce Compliance Risk – Phase 4: Purchase and Manage Licenses
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    Improve your core processes


    We have over 45 fully detailed
    and interconnected process guides
    for you to improve your operations

    Managing and improving your processes is key to attaining commercial success

    Our practical guides help you to improve your operations

    We have hundreds of practical guides, grouped in many processes in our model. You may not need all of them. I suggest you browse within the belo top-level categories below and choose where to focus your attention. And with Tymans Group's help, you can go one process area at a time.

    If you want help deciding, please use the contact options below or click here.

    Check out our guides

    Our research and guides are priced from €299,00

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    Develop APIs That Work Properly for the Organization

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    • Parent Category Name: Requirements & Design
    • Parent Category Link: /requirements-and-design
    • CIOs have trouble integrating new technologies (e.g. mobile, cloud solutions) with legacy applications, and lack standards for using APIs across the organization.
    • Organizations produce APIs that are error-prone, not consistently configured, and not maintained effectively.
    • Organizations are looking for ways to increase application quality and code reusability to improve development throughput using web APIs.
    • Organizations are looking for opportunities to create an application ecosystem which can expose internal services across the organization and/or to external third parties and business partners.

    Our Advice

    Critical Insight

    • Organizations are looking to go beyond current development practices to provide scalable and reusable web services.
    • Web API development is a tactical competency that is important to enabling speed of development, quality of applications, reusability, innovation, and business alignment.
    • Design your web API as a product that promotes speed of development and service reuse.
    • Optimize the design, development, testing, and monitoring of your APIs incrementally and iteratively to cover all use cases in the long term.

    Impact and Result

    • Create a repeatable process to improve the quality, reusability, and governance of your web APIs.
    • Define the purpose of your API and the common uses cases that it will service.
    • Understand what development techniques are required to develop an effective web API based on Info-Tech’s web API framework.
    • Continuously reiterate your web API to demonstrate to business stakeholders the value your web API provides.

    Develop APIs That Work Properly for the Organization Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should develop APIs, 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. Examine the opportunities web APIs can enable

    Assess the opportunities of web APIs.

    • Develop APIs That Work Properly for the Organization – Phase 1: Examine the Opportunities Web APIs Can Enable

    2. Design and develop a web API

    Design and develop web APIs that support business processes and enable reusability.

    • Develop APIs That Work Properly for the Organization – Phase 2: Design and Develop a Web API
    • Web APIs High-Level Design Requirements Template
    • Web API Design Document Template

    3. Test the web API

    Accommodate web API testing best practices in application test plans.

    • Develop APIs That Work Properly for the Organization – Phase 3: Test the Web API
    • Web API Test Plan Template

    4. Monitor and continuously optimize the web API

    Monitor the usage and value of web APIs and plan for future optimizations and maintenance.

    • Develop APIs That Work Properly for the Organization – Phase 4: Monitor and Continuously Optimize the Web API
    • Web API Process Governance Template
    [infographic]

    Workshop: Develop APIs That Work Properly for the Organization

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

    1 Examine the Opportunities Web APIs Can Enable

    The Purpose

    Gauge the importance of web APIs for achieving your organizational needs.

    Understand how web APIs can be used to achieve below-the-line and above-the-line benefits.

    Be aware of web API development pitfalls. 

    Key Benefits Achieved

    Understanding the revenue generation and process optimization opportunities web APIs can bring to your organization.

    Knowledge of the current web API landscape. 

    Activities

    1.1 Examine the opportunities web APIs can enable.

    Outputs

    2 Design & Develop Your Web API

    The Purpose

    Establish a web API design and development process.

    Design scalable web APIs around defined business process flows and rules.

    Define the web service objects that the web APIs will expose. 

    Key Benefits Achieved

    Reusable web API designs.

    Identification of data sets that will be available through web services.

    Implement web API development best practices. 

    Activities

    2.1 Define high-level design details based on web API requirements.

    2.2 Define your process workflows and business rules.

    2.3 Map the relationships among data tables through ERDs.

    2.4 Define your data model by mapping the relationships among data tables through data flow diagrams.

    2.5 Define your web service objects by effectively referencing your data model.

    Outputs

    High-level web API design.

    Business process flow.

    Entity relationship diagrams.

    Data flow diagrams.

    Identification of web service objects.

    3 Test Your Web API

    The Purpose

    Incorporate APIs into your existing testing practices.

    Emphasize security testing with web APIs.

    Learn of the web API testing and monitoring tool landscape.

    Key Benefits Achieved

    Creation of a web API test plan.

    Activities

    3.1 Create a test plan for your web API.

    Outputs

    Web API Test Plan.

    4 Monitor and Continuously Optimize Your Web API

    The Purpose

    Plan for iterative development and maintenance of web APIs.

    Manage web APIs for versioning and reuse.

    Establish a governance structure to manage changes to web APIs. 

    Key Benefits Achieved

    Implement web API monitoring and maintenance best practices.

    Establishment of a process to manage future development and maintenance of web APIs. 

    Activities

    4.1 Identify roles for your API development projects.

    4.2 Develop governance for web API development.

    Outputs

    RACI table that accommodates API development.

    Web API operations governance structure.

    Implement and Optimize Application Integration Governance

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    • Parent Category Name: Enterprise Integration
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    • Enterprises begin integrating their applications without recognizing the need for a managed and documented governance model.
    • Application Integration (AI) is an inherently complex concept, involving the communication among multiple applications, groups, and even organizations; thus developing a governance model can be overwhelming.
    • The options for AI Governance are numerous and will vary depending on the size, type, and maturity of the organization, adding yet another layer of complexity.

    Our Advice

    Critical Insight

    • Governance is essential with integrated applications. If you are planning to integrate your applications, you should already be considering a governance model.
    • Proper governance requires oversight into chains of responsibility, policy, control mechanisms, measurement, and communication.
    • People and process are key. Technology options to aid in governance of integrated apps exist, but will not greatly contribute to the success of AI.

    Impact and Result

    • Assess your capabilities and determine which area of governance requires the most attention to achieve success in AI.
    • Form an Integration Center of Competency to oversee AI governance to ensure compliance and increase success.
    • Conduct ongoing training with your personnel to ensure up-to-date skills and end user understanding.
    • Frequently revisit your AI governance strategy to ensure alignment with business goals.

    Implement and Optimize Application Integration Governance Research & Tools

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

    1. Implement and optimize Application Integration Governance

    Know where to start and where to focus your attention in the implementation of an AI governance strategy.

    • Storyboard: Implement and Optimize Application Integration Governance

    2. Assess the organization's capabilities in AI Governance

    Assess your current and target states in AI Governance.

    • Application Integration Governance Gap Analysis Tool

    3. Create an Integration Center of Competency

    Have a governing body to oversee AI Governance.

    • Integration Center of Competency Charter Template

    4. Establish AI Governance principles and guidelines

    Create a basis for the organization’s AI governance model.

    • Application Integration Policy and Principles Template

    5. Create an AI service catalog

    Keep record of services and interfaces to reduce waste.

    • Integration Service Catalog Template
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    Increase Grant Application Success

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    • Parent Category Name: Cost & Budget Management
    • Parent Category Link: /cost-and-budget-management
    • Writing grants has not been prioritized by the organization.
    • Your organization is unable to start, finish, and/or continue priority projects or initiatives as it does not have sufficient funds.
    • Grants are applied to in an ad hoc manner by employees who do not have sufficient time and resources to dedicate to the process.

    Our Advice

    Critical Insight

    There are three critical components to the grant application process:

    • Being strategic about the grant opportunities your organization chooses to pursue.
    • Dedicating sufficient time and resources to writing a competitive grant application.
    • Ensuring your organization will be able to adhere to the grant parameters if awarded the funding.

    Impact and Result

    • By leveraging Info-Tech’s methodology, your organization will strategically select, write, and submit competitive grant applications, securing additional funding sources to support the organization and the communities you serve.
    • This research can enhance the grant writing capabilities of the organization and ensure that every grant chosen aligns with your organizational priorities.
    • This blueprint will drive consensus on which grant applications should be prioritized by the organization, ensuring resourcing, feasibility, and significance are considered.

    Increase Grant Application Success Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should enhance your organization's grant application lifecycle and how you can increase the number of grants your organization is awarded. Review Info-Tech’s methodology and understand the four ways Info-Tech can support you in completing this project.

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

    1. Identify Opportunities

    Identify grant funding opportunities that align with your organization's priorities. Ensure the programs, services, projects, and initiatives that align with these priorities can be financially supported by grant funding.

    • Increase Grant Application Success – Phase 1: Identify Opportunities
    • Grant Identification and Prioritization Tool for Organizations

    2. Grant Prioritization

    Prioritize applying for the grant opportunities that your organization identified. Be sure to consider the feasibility of implementing the project or initiative if your organization is awarded the grant.

    • Increase Grant Application Success – Phase 2: Grant Prioritization

    3. Write the Grant Application

    Write a competitive grant application that has been strategically developed and actively critiqued by various internal and external reviewers.

    • Increase Grant Application Success – Phase 3: Write the Grant Application
    • Grant Writing Checklist

    4. Submit the Grant Application

    Submit an exemplary grant application that meets the guidelines and expectations of the granting agency prior to the due date.

    • Increase Grant Application Success – Phase 4: Submit the Grant Application
    • Grant Follow-up Email Template

    Infographic

    Workshop: Increase Grant Application Success

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

    1 Determine Your Organization's Priorities

    The Purpose

    Determine the key priorities of your organization and identify grant funding opportunities that align with those priorities.

    Key Benefits Achieved

    Prevents duplicate grant applications from being submitted

    Ensures the grant and the organization's priorities are aligned

    Increases the success rate of grant applications

    Activities

    1.1 Discuss grant funding opportunities and their importance to the organization.

    1.2 Identify organizational priorities.

    Outputs

    An understanding of why grants are important to your organization

    A list of priorities being pursued by your organization

    2 Prioritize Grant Funding Opportunities

    The Purpose

    Identify potential grant funding opportunities that align with the projects/initiatives the organization would like to pursue. Prioritize these funding opportunities and identify which should take precedent based on resourcing, importance, likelihood of success, and feasibility.

    Key Benefits Achieved

    Generate a list of potential funding opportunities that can be revisited when resources allow

    Obtain consensus from your working group on which grants should be pursued based on how they have been prioritized

    Activities

    2.1 Develop a list of potential grant funding opportunities.

    2.2 Define the resource capacity your organization has to support the granting writing process.

    2.3 Discuss and prioritize grant opportunities

    Outputs

    A list of potential grant funding opportunities

    Realistic expectations of your organization's capacity to undertake the grant writing lifecycle

    Notes and priorities from your discussion on grant opportunities

    3 Sketch a Grant Application

    The Purpose

    Take the grant that was given top priority in the last section and sketch out a draft of what that application will look like. Think critically about the sketch and determine if there are opportunities to further clarify and demonstrate the goals of the grant application.

    Key Benefits Achieved

    A sketch ready to be developed into a grant application

    A critique of the sketch to ensure that the application will be well understood by the reviewers of your submission

    Activities

    3.1 Sketch the grant application.

    3.2 Perform a SWOT analysis of the grant sketch.

    Outputs

    A sketched version of the grant application ready to be drafted

    A SWOT analysis that critically examines the sketch and offers opportunities to enhance the application

    4 Prepare to Submit the Grant Application

    The Purpose

    Have the grant application actively critiqued by various internal and external individuals. This will increase the grant application's quality and generate understanding of the application submission and post-submission process.

    Key Benefits Achieved

    A list of individuals (internal and external) that can potentially review the application prior to submission

    Preparation for the submission process

    An understanding of why the opportunity to learn how to improve future grant applications is so important

    Activities

    4.1 Identify potential individuals who will review the draft of your grant application.

    4.2 Discuss next steps around the grant submission.

    4.3 Review grant writing best practices.

    Outputs

    A list of potential individuals who can be asked to review and critique the grant application

    An understanding of what the next steps in the process will be

    Knowledge of grant writing best practices

    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]

    Customer Relationship Management Platform Selection Guide

    • Buy Link or Shortcode: {j2store}529|cart{/j2store}
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    • Parent Category Name: Customer Relationship Management
    • Parent Category Link: /customer-relationship-management
    • Customer relationship management (CRM) suites are an indispensable part of a holistic strategy for managing end-to-end customer interactions.
    • After defining an approach to CRM, selection and implementation of the right CRM suite is a critical step in delivering concrete business value for marketing, sales, and customer service.
    • Despite the importance of CRM selection and implementation, many organizations struggle to define an approach to picking the right vendor and rolling out the solution in an effective and cost-efficient manner.
    • IT often finds itself in the unenviable position of taking the fall for CRM platforms that don't deliver on the promise of the CRM strategy.

    Our Advice

    Critical Insight

    • IT needs to be a trusted partner in CRM selection and implementation, but the business also needs to own the requirements and be involved from the beginning.
    • CRM requirements dictate the components of the target CRM architecture, such as deployment model, feature focus, and customization level. Savvy application directors recognize the points in the project where the CRM architecture model necessitates deviations from a "canned" roll-out plan.
    • CRM selection is a multi-step process that involves mapping target capabilities for marketing, sales, and customer service, assigning requirements across functional categories, determining the architecture model to prioritize criteria, and developing a comprehensive RFP that can be scored in a weighted fashion.
    • Companies that succeed with CRM implementation create a detailed roadmap that outlines milestones for configuration, security, points of implementation, data migration, training, and ongoing application maintenance.

    Impact and Result

    • A CRM platform that effectively meets the needs of marketing, sales, and customer service and delivers value.
    • Reduced costs during CRM selection.
    • Reduced implementation costs and time frame.
    • Faster time to results after implementation.

    Customer Relationship Management Platform Selection Guide Research & Tools

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

    1. Customer Relationship Management Platform Selection Guide – Speed up the process to build your business case and select your CRM solution.

    This blueprint will help you build a business case for selecting the right CRM platform, defining key requirements, and conducting a thorough analysis and scan of the ever-evolving CRM market space.

    • Customer Relationship Management Platform Selection Guide — Phases 1-3

    2. CRM Business Case Template – Document the key drivers for selecting a new CRM platform.

    Having a sound business case is essential for succeeding with a CRM. This template will allow you to document key drivers and impact, in line with the CRM Platform Selection Guide blueprint.

    • CRM Business Case Template

    3. CRM Request for Proposal Template

    Create your own request for proposal (RFP) for your customer relationship management (CRM) solution procurement process by customizing the RFP template created by Info-Tech.

    • CRM Request for Proposal Template

    4. CRM Suite Evaluation and RFP Scoring Tool

    The CRM market has many strong contenders and differentiation may be difficult. Instead of relying solely on reputation, organizations can use this RFP tool to record and objectively compare vendors according to their specific requirements.

    • CRM Suite Evaluation and RFP Scoring Tool

    5. CRM Vendor Demo Script

    Use this template to support your business's evaluation of vendors and their solutions. Provide vendors with scenarios that prompt them to display not only their solution's capabilities, but also how the tool will support your organization's particular needs.

    • CRM Vendor Demo Script

    6. CRM Use Case Fit Assessment Tool

    Use this tool to help build a CRM strategy for the organization based on the specific use case that matches your organizational needs.

    • CRM Use-Case Fit Assessment Tool
    [infographic]

    Further reading

    Customer Relationship Management Platform Selection Guide

    Speed up the process to build your business case and select your CRM solution.

    Table of Contents

    1. Analyst Perspective
    2. Executive Summary
    3. Blueprint Overview
    4. Executive Brief
    5. Phase 1: Understand CRM Functionality
    6. Phase 2: Build the Business Case and Elicit CRM requirements
    7. Phase 3: Discover the CRM Marketspace and Prepare for Implementation
    8. Conclusion

    Analyst Perspective

    A strong CRM platform is paramount to succeeding with customer engagement.

    Modern CRM platforms are the workhorses that provide functional capabilities and data curation for customer experience management. The market for CRM platforms has seen an explosion of growth over the last five years, as organizations look to mature their ability to deliver strong capabilities across marketing, sales, and customer service.

    IT needs to be a trusted partner in CRM selection and implementation, but the business also needs to own the requirements and be involved from the get-go.

    CRM selection must be a multistep process that involves defining target capabilities for marketing, sales, and customer service, prioritizing requirements across functional categories, determining the architecture model for the CRM environment, and developing a comprehensive RFP that can be scored in a weighted fashion.

    To succeed with CRM implementation, create a detailed roadmap that outlines milestones for configuration, security, points of implementation, data migration, training, and ongoing application maintenance.

    Photo of Ben Dickie, Research Lead, Customer Experience Strategy, Info-Tech Research Group. Ben Dickie
    Research Lead, Customer Experience Strategy
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Customer Relationship Management (CRM) suites are an indispensable part of a holistic strategy for managing end-to-end customer interactions. Selecting the right platform that aligns with your requirements is a significant undertaking.

    After defining an approach to CRM, selection and implementation of the right CRM suite is a critical step in delivering concrete business value for marketing, sales, and customer service.
    Common Obstacles

    Despite the importance of CRM selection and implementation, many organizations struggle to define an approach to picking the right vendor and rolling out the solution in an effective and cost-efficient manner.

    The CRM market is rapidly evolving and changing, making it tricky to stay on top of the space.

    IT often finds itself in the unenviable position of taking the fall for CRM platforms that don’t deliver on the promise of the CRM strategy.
    Info-Tech’s Approach

    CRM platform selection must be driven by your overall customer experience management strategy: link your CRM selection to your organization’s CXM framework.

    Determine if you need a CRM platform that skews toward marketing, sales, or customer service; leverage use cases to help guide selection.

    Ensure strong points of integration between CRM and other software such as MMS. A CRM should not live in isolation; it must provide a 360-degree view.

    Info-Tech Insight

    IT must work in lockstep with its counterparts in marketing, sales, and customer service to define a unified vision for the CRM platform.

    Info-Tech’s methodology for selecting the right CRM platform

    1. Understand CRM Features 2. Build the Business Case & Elicit CRM Requirements 3. Discover the CRM Market Space & Prepare for Implementation
    Phase Steps
    1. Define CRM platforms
    2. Classify table stakes & differentiating capabilities
    3. Explore CRM trends
    1. Build the business case
    2. Streamline requirements elicitation for CRM
    3. Construct the RFP
    1. Discover key players in the CRM landscape
    2. Engage the shortlist & select finalist
    3. Prepare for implementation
    Phase Outcomes
    • Consensus on scope of CRM and key CRM capabilities
    • CRM selection business case
    • Top-level use cases and requirements
    • Completed CRM RFP
    • CRM market analysis
    • Shortlisted vendor
    • Implementation considerations

    Guided Implementation

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

    The CRM purchase process should be broken into segments:

    1. CRM vendor shortlisting with this buyer’s guide
    2. Structured approach to selection
    3. Contract review

    What does a typical GI on this topic look like?

    Phase 1

    Phase 2

    Phase 3

    Call #1: Understand what a CRM platform is and the “art of the possible” for sales, marketing, and customer service. Call #2: Build the business case to select a CRM.

    Call #3: Define your key CRM requirements.

    Call #4: Build procurement items such as an RFP.
    Call #5: Evaluate the CRM solution landscape and shortlist viable options.

    Call #6: Review implementation considerations.

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

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

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

    Diagnostics and consistent frameworks used throughout all four options

    INFO~TECH RESEARCH GROUP

    Customer Relationship Management Platform Selection Guide

    Speed up the process to build your business case and select your CRM solution.

    EXECUTIVE BRIEF

    Info-Tech Research Group Inc. is a global leader in providing IT research and advice. Info-Tech’s products and services combine actionable insight and relevant advice with ready-to-use tools and templates that cover the full spectrum of IT concerns.
    © 1997-2022 Info-Tech Research Group Inc.

    What exactly is a CRM platform?

    Our Definition: A customer relationship management (CRM) platform (or suite) is a core enterprise application that provides a broad feature set for supporting customer interaction processes, typically across marketing, sales and customer service. These suites supplant more basic applications for customer interaction management (such as the contact management module of an enterprise resource planning (ERP) platform or office productivity suite).

    A customer relationship management suite provides many key capabilities, including but not limited to:

    • Account management
    • Order history tracking
    • Pipeline management
    • Case management
    • Campaign management
    • Reports and analytics
    • Customer journey execution

    A CRM suite provides a host of native capabilities, but many organizations elect to tightly integrate their CRM solution with other parts of their customer experience ecosystem to provide a 360-degree view of their customers.

    Stock image of a finger touching a screen showing a stock chart.

    Info-Tech Insight

    CRM feature sets are rapidly evolving. Focus on the social component of sales, marketing, and service management features, as well as collaboration, to get the best fit for your requirements. Moreover, consider investing in best-of-breed social media management platforms (SMMPs) and internal collaboration tools to ensure sufficient functionality.

    Build a cohesive CRM selection approach that aligns business goals with CRM capabilities.

    Info-Tech Insight

    Customers expect to interact with organizations through the channels of their choice. Now more than ever, you must enable your organization to provide tailored customer experiences.

    Customer expectations are on the rise: meet them!

    A CRM platform is a crucial system for enabling good customer experiences.

    CUSTOMER EXPERIENCE IS EVOLVING

    1. Thoughtfulness is in
        Connect with customers on a personal level
    2. Service over products
        The experience is more important than the product
    3. Culture is now number one
        Culture is the most overlooked piece of customer experience strategy
    4. Engineering and service finally join forces
        Companies are combining their technology and service efforts to create strong feedback loops
    5. The B2B world is inefficiently served
        B2B needs to step up with more tools and a greater emphasis placed on customer experience

    (Source: Forbes, 2019)

    Identifying organizational objectives of high priority will assist in breaking down business needs and CRM objectives. This exercise will better align the CRM systems with the overall corporate strategy and achieve buy-in from key stakeholders.

    A strong CRM platform supports a range of organizational objectives for customer engagement.

    Increase Revenue Enable lead scoring Deploy sales collateral management tools Improve average cost per lead via a marketing automation tool
    Enhance Market Share Enhance targeting effectiveness with a CRM Increase social media presence via an SMMP Architect customer intelligence analysis
    Improve Customer Satisfaction Reduce time-to-resolution via better routing Increase accessibility to customer service with live chat Improve first contact resolution with customer KB
    Increase Customer Retention Use a loyalty management application Improve channel options for existing customers Use customer analytics to drive targeted offers
    Create Customer-Centric Culture Ensure strong training and user adoption programs Use CRM to provide 360-degree view of all customer interactions Incorporate the voice of the customer into product development

    Succeeding with CRM selection and implementation has a positive effect on driving revenues and decreasing costs

    There are three buckets of metrics and KPIs where CRM will drive improvements

    The metrics of a smooth CRM selection and implementation process include:

    • Better alignment of CRM functionality to business needs.
    • Better functionality coverage of the selected platform.
    • Decreased licensing costs via better vendor negotiation.
    • Improved end-user satisfaction with the deployed solution.
    • Fewer errors and rework during implementation.
    • Reduced total implementation costs.
    • Reduced total implementation time.

    A successful CRM deployment drives revenue

    • Increased customer acquisition due to enhanced accuracy of segmentation and targeting, superior lead qualification, and pipeline management.
    • Increased customer satisfaction and retention due to targeted campaigns (e.g. customer-specific deals), quicker service incident resolution, and longitudinal relationship management.
    • Increased revenue per customer due to comprehensive lifecycle management tools, social engagement, and targeted upselling of related products and services (enabled by better reporting/analytics).

    A successful CRM deployment decreases cost

    • Deduplication of effort across business domains as marketing, sales, and service now have a common repository of customer information and interaction tools.
    • Increased sales and service agent efficiency due to their focus on selling and resolution, rather than administrative tasks and overhead.
    • Reduced cost-to-sell and cost-to-serve due to automation of activities that were manually intensive.
    • Reduced cost of accurate data due to embedded reporting and analytics functionality.

    CRM platforms sit at the core of a well-rounded customer engagement ecosystem

    At the center is 'Customer Relationship Management Platform' surrounded by 'Web Experience Management Platform', 'E-Commerce & Point-of-Sale Solutions', 'Social Media Management Platform', 'Customer Intelligence Platform', 'Customer Service Management Tools', and 'Marketing Management Suite'.

    Customer Experience Management (CXM) Portfolio

    Customer relationship management platforms are increasingly expansive in functional scope and foundational to an organization’s customer engagement strategy. Indeed, CRMs form the centerpiece for a comprehensive CXM system, alongside tools such as customer intelligence platforms and adjacent point solutions for sales, marketing, and customer service.

    Review Info-Tech’s CXM blueprint below to build a complete, end-to-end customer interaction solution portfolio that encompasses CRM alongside other critical components. The CXM blueprint also allows you to develop strategic requirements for CRM based on customer personas and external market analysis.

    Build a Strong Technology Foundation for Customer Experience Management

    Sample of the 'Build a Strong Technology Foundation for Customer Experience Management' blueprint. Design an end-to-end technology strategy to drive sales revenue, enhance marketing effectiveness, and create compelling experiences for your customers.

    View the blueprint

    Considering a CRM switch? Switching software vendors drives high satisfaction

    Eighty percent of organizations are more satisfied after changing their software vendor.

    • Most organizations see not only a positive change in satisfaction with their new vendor, but also a substantial change in satisfaction.
    • What matters is making sure your organization is well-positioned to make a switch.
    • When it comes to switching software vendors, the grass really can be greener on the other side.

    Over half of organizations are 60%+ more satisfied after changing their vendor.

    (Source: Info-Tech Research Group, "Switching Software Vendors Overwhelmingly Drives Increased Satisfaction", 2020.)

    IT is critical to the success of your CRM selection and rollout

    Today’s shared digital landscape of the CIO and CMO

    Info-Tech Insight

    Technology is the key enabler of building strong customer experiences: IT must stand shoulder to shoulder with the business to develop a technology framework for customer relationship management.

    CIO

    IT Operations

    Service Delivery and Management

    IT Support

    IT Systems and Application

    IT Strategy and Governance

    Cybersecurity
    Collaboration and Partnership

    Digital Strategy = Transformation
    Business Goals | Innovation | Leadership | Rationalization

    Customer Experience
    Architecture | Design | Omnichannel Delivery | Management

    Insight (Market Facing)
    Analytics | Business Intelligence | Machine Learning | AI

    Marketing Integration + Operating Model
    Apps | Channels | Experiences | Data | Command Center

    Master Data
    Customer | Audience | Industry | Digital Marketing Assets
    CMO

    PEO Media

    Brand Management

    Campaign Management

    Marketing Tech

    Marketing Ops

    Privacy, Trust, and Regulatory Requirements

    (Source: ZDNet, 2020)

    CRM by the numbers

    1/3

    Statistical analysis of CRM projects indicates failures vary from 18% to 69%. Taking an average of those analyst reports, about one-third of CRM projects are considered a failure. (Source: CIO Magazine, 2017)

    92%

    92% of organizations report that CRM use is important for accomplishing revenue objectives. (Source: Hall, 2020)

    40%

    In 2019, 40% of executives name customer experience the top priority for their digital transformation. (Source: CRM Magazine, 2019)

    Case Study

    Align strategy and technology to meet consumer demand.
    INDUSTRY
    Entertainment
    SOURCE
    Forbes, 2017
    Challenge

    Beginning as a mail-out service, Netflix offered subscribers a catalog of videos to select from and have mailed to them directly. Customers no longer had to go to a retail store to rent a video. However, the lack of immediacy of direct mail as the distribution channel resulted in slow adoption.

    Blockbuster was the industry leader in video retail but was lagging in its response to industry, consumer, and technology trends around customer experience.

    Solution

    In response to the increasing presence of tech-savvy consumers on the internet, Netflix invested in developing its online platform as its primary distribution channel. The benefit of doing so was two-fold: passive brand advertising (by being present on the internet) and meeting customer demands for immediacy and convenience. Netflix also recognized the rising demand for personalized service and created an unprecedented, tailored customer experience.

    Results

    Netflix’s disruptive innovation is built on the foundation of great customer experience management. Netflix is now a $28-billion company, which is tenfold what Blockbuster was worth.

    Netflix used disruptive technologies to innovatively build a customer experience that put it ahead of the long-time video rental industry leader, Blockbuster.

    CRM Buyer’s Guide

    Phase 1

    Understand CRM Features

    Phase 1

    1.1 Define CRM platforms

    1.2 Classify table stakes & differentiating capabilities

    1.3 Explore CRM trends

    Phase 2

    2.1 Build the business case

    2.2 Streamline requirements elicitation for CRM

    2.3 Construct the RFP

    Phase 3

    3.1 Discover key players in the CRM landscape

    3.2 Engage the shortlist & select finalist

    3.3 Prepare for implementation

    This phase will walk you through the following activities:

    • Set a level of understanding of CRM technology.
    • Define which CRM features are table stakes (standard) and which are differentiating.
    • Identify the “Art of the Possible” in a modern CRM from a sales, marketing, and service lens.

    This phase involves the following participants:

    • CIO
    • Applications manager
    • Project manager
    • Sales executive
    • Marketing executive
    • Customer service executive

    Understand CRM table stakes features

    Organizations can expect nearly all CRM vendors to provide the following functionality.

    Lead Management Pipeline Management Contact Management Campaign Management Customer Service Management
    • Tracks and captures a lead’s information, automatically building a profile. Leads are then qualified through contact scoring models. Assigning leads to sales is typically automated.
    • Enables oversight over future sales. Includes revenue forecasting based on past/present trends, tracking sales velocity, and identifying ineffective sales processes.
    • Tracks and stores customer data, including demography, account and billing history, social media, and contact information. Typically, records and fields can be customized.
    • Provides integrated omnichannel campaign functionality and data analysis of customer intelligence. Data insights can be used to drive new and effective marketing campaigns.
    • Provides integrated omnichannel customer experiences to provide convenient service. Includes case and ticket management, automated escalation rules, and third-party integrations.

    Identify differentiating CRM features

    While not always “must-have” functionality, these features may be the final dealbreaker when deciding between two CRM vendors.

    Image of clustered screens with various network and business icons surounding them.
    • Workflow Automation
      Automate repetitive tasks by creating workflows that trigger actions or send follow-up reminders for next steps.
    • Advanced Analytics and Reporting
      Provides customized dashboard visualizations, detailed reporting, AI-driven virtual assistants, data extraction & analysis, and ML forecasting.
    • Customizations and Open APIs
      Broad range of available customizations (e.g. for dashboards and fields), alongside ease of integration (e.g. via plugins or APIs).
    • Document Management
      Out-of-the-box centralized content repository for storing, uploading, and sharing documents.
    • Mobile Support
      Ability to support mobile devices, OSes, and platforms with a native application or HTML-based web-access.
    • Project and Task Management
      Native project and task management functionality, enhancing cross-team organization and communication.
    • Configure, Price, Quote (CPQ)
      Create and send quotes or proposals to prospective and current customers.

    Features aren’t everything – be wary of common CRM selection pitfalls

    You can have all the right features, but systemic problems will lead to poor CRM implementation. Dig out these root causes first to ensure a successful CRM selection.

    50% of organizations believe the quality of their CRM data is “very poor” or “neutral.”

    Without addressing data governance issues, CRMs will only be as good as your data.

    Source: (Validity 2020)
    27% of organizations report that bad data costs them 10% or more in lost revenue annually.
    42% rate the trust that users have in their data as “high” or “very high.”
    54% believe that sales forecasts are accurate or very accurate.
    69% attribute poor CRM governance to missing or incomplete data, followed by duplicate data, incorrect data, and expired data. Other data issues include siloed data or disparate systems.
    73% believe that they do not have a 360-degree view of their customers.

    Ensure you understand the “art of the possible” in the CRM landscape

    Knowing what is possible will help funnel which features are most suitable for your organization – having all the bells and whistles does not always equal strong ROI.

    Holistically examine the potential of any CRM solution through three main lenses: Stock image of a person working with dashboards.

    Sales

    Identify sales opportunities through recording customers’ interactions, generating leads, nurturing contacts, and forecasting revenues.
    Stock image of people experiencing digital ideas.

    Marketing

    Analyze customer interactions to identify upsell and cross-sell opportunities, drive customer loyalty, and use customer data for targeted campaigns.
    Stock image of a customer service representative.

    Customer Service

    Improve and optimize customer engagement and retention, leveraging customer data to provide round-the-clock omnichannel experiences.

    Art of the possible: Sales

    Stock image of a person working with dashboards.

    TRACK PROSPECT INTERACTIONS

    Want to engage with a prospect but don’t know what to lead with? CRM solutions can track and analyze many of the interactions a prospect has with your organization, including with fellow staff, their clickthrough rate on marketing material, and what services they are downloading on your website. This information can then auto-generate tasks to begin lead generation.

    COORDINATE LEAD SCORING

    Information captured from a prospect is generated into contact cards; missing data (such as name and company) can be auto-captured by the CRM via crawling sites such as LinkedIn. The CRM then centralizes and scores (according to inputted business rules) a lead’s potential, ensuring sales teams coordinate and keep a track of the lead’s journey without wrongful interference.

    AI-DRIVEN REVENUE FORECASTING

    Generate accurate forecasting reports using AI-driven “virtual assistants” within the CRM platform. These assistants are personal data scientists, quickly noting discrepancies, opportunities, and what-if scenarios – tasks that might take weeks to do manually. This pulled data is then auto-forecasted, with the ability to flexibly adjust to real-time data.

    Art of the possible: Marketing

    Stock image of people experiencing digital ideas.

    DRIVE LOYALTY

    Data captured and analyzed in the CRM from customer interactions builds profiles and a deeper understanding of customers’ interests. With this data, marketing teams can deliver personalized promotions and customer service to enhance loyalty – from sending a discount on a product the customer was browsing on the website, to providing notifications about delivery statuses.

    AUTOMATE WORKFLOWS

    Building customer profiles, learning spending habits, and charting a customer’s journey for upselling or cross-selling can be automated through workflows, saving hours of manual work. These workflows can immediately respond to customer enquiries or deliver offers to the customer’s preferred channel based on their prior usage.

    TARGETED CAMPAIGNING

    Information attained through a CRM platform directly informs any marketing strategy: identifying customer segments, spending habits, building a better product based on customer feedback, and identifying high-spending customers. With any new product or offering, it is straightforward for marketing teams to understand where to target their next campaign for highest impact.

    Art of the possible: Customer service

    Stock image of a customer service representative.

    OMNICHANNEL SUPPORT

    Rapidly changing demographics and modes of communications require an evolution toward omnichannel engagement. Many customers now expect to communicate with contact centers not just by voice, but via social media. Agents need customer information synced across each channel they use, meeting the customer’s needs where they are.

    INTELLIGENT SELF-SERVICE PORTALS

    Customers want their issues resolved as quickly as possible. Machine-learning self-service options deliver personalized customer experiences, which also reduce both agent call volume and support costs for the organization.

    LEVERAGING ANALYTICS

    The future of customer service is tied up with analytics. This not only entails AI-driven capabilities that fetch the agent relevant information, skills-based routing, and using biometric data (e.g. speech) for security. It also feeds operations leaders’ need for easy access to real insights about how their customers and agents are doing.

    Best-of-Breed Point Solutions

    Full CRM Suite

    Blue smiley face. Benefits
    • Features may be more advanced for specific functional areas and a higher degree of customization may be possible.
    • If a potential delay in real-time customer data transfer is acceptable, best-of-breeds provide a similar level of functionality to suites for a lower price.
    • Best-of-breeds allow value to be realized faster than suites, as they are easier and faster to implement and configure.
    • Rip and replace is easier, and vendor updates are relatively quick to market.
    Benefits
    • Everyone in the organization works from the same set of customer data.
    • There is a “lowest common denominator” for agent learning as consistent user interfaces lower learning curves and increase efficiency in usage.
    • There is a broader range of functionality using modules.
    • Integration between functional areas will be strong and the organization will be in a better position to enable version upgrades without risking invalidation of an integration point between separate systems.
    Green smiley face.
    Purple frowny face. Challenges
    • Best-of-breeds typically cover less breadth of functionality than suites.
    • There is a lack of uniformity in user experience across best-of-breeds.
    • Data integrity risks are higher.
    • Variable infrastructure may be implemented due to multiple disparate systems, which adds to architecture complexity and increased maintenance.
    • There is potential for redundant functionality across multiple best-of-breeds.
    Challenges
    • Suites exhibit significantly higher costs compared to point solutions.
    • Suite module functionality may not have the same depth as point solutions.
    • Due to high configuration availability and larger-scale implementation requirements, the time to deploy is longer than point solutions.
    Orange frowny face.
    Info-Tech Insight

    Even if a suite is missing a potential module, the proliferation of app extensions, integrations, and services could provide a solution. Salesforce’s AppExchange, for instance, offers a plethora of options to extend its CRM solution – from telephony integration, to gamification.

    CRM Buyer’s Guide

    Phase 2

    Build the Business Case & Elicit CRM Requirements

    Phase 1

    1.1 Define CRM platforms

    1.2 Classify table stakes & differentiating capabilities

    1.3 Explore CRM trends

    Phase 2

    2.1 Build the business case

    2.2 Streamline requirements elicitation for CRM

    2.3 Construct the RFP

    Phase 3

    3.1 Discover key players in the CRM landscape

    3.2 Engage the shortlist & select finalist

    3.3 Prepare for implementation

    This phase will walk you through the following activities:

    • Identify goals, objectives, challenges, and costs to inform the business case for a new CRM platform.
    • Elicit and prioritize key requirements for your platform.
    • Port the requirements into Info-Tech’s CRM RFP Template.

    This phase involves the following participants:

    • CIO
    • Applications manager
    • Project manager
    • Sales executive
    • Marketing executive
    • Customer service executive

    Right-size the CRM selection team to ensure you get the right information but are still able to move ahead quickly

    Full-Time Resourcing: At least one of these five team members must be allocated to the selection initiative as a full-time resource.

    A silhouetted figure.

    IT Leader

    A silhouetted figure.

    Technical Lead

    A silhouetted figure.

    Business Analyst/
    Project Manager

    A silhouetted figure.

    Business Lead

    A silhouetted figure.

    Process Expert(s)

    This team member is an IT director or CIO who will provide sponsorship and oversight from the IT perspective. This team member will focus on application security, integration, and enterprise architecture. This team member elicits business needs and translates them into technology requirements. This team member will provide sponsorship from the business needs perspective. Typically, a CMO or SVP of sales. These team members are the sales, marketing, and service process owners who will help steer the CRM requirements and direction.

    Info-Tech Insight

    It is critical for the selection team to determine who has decision rights. Organizational culture will play the largest role in dictating which team member holds the final say for selection decisions. For more information on stakeholder management and involvement, see this guide.

    Be prepared to define what issues you are trying to address and why a new CRM is the right approach

    Identify the current state and review the background of what you’ve done leading up to this point, goals you’ve been asked to meet, and challenges in solving known problems to help to set the stage for why your proposed solution is needed. If your process improvements have taken you as far as you can go without improved workflows or data, specify where the gaps are.
    Arrows with icons related to the text on the right merging into one arrow. Alignment

    Alignment to strategic goals is always important, but that is especially true with CRM because customer relationship management platforms are at the intersection of your organization and your customers. What are the strategic marketing, sales and customer service goals that you want to realize (in whole or in part) by improving your CRM ecosystem?

    Impact to your business

    Identify areas where your customers may be impacted by poor experiences due to inadequate or aging technology. What’s the impact on customer retention? On revenue?

    Impact to your organization

    Define how internal stakeholders within the organization are impacted by a sub-optimal CRM experience – what are their frustrations and pain points? How do issues with your current CRM environment prevent teams in sales, marketing, or service from doing their jobs?

    Impact to your department

    Describe the challenges within IT of using disparate systems, workarounds, poor data and reporting, lack of automation, etc., and the effect these challenges have on IT’s goals.

    Align the CRM strategy with the corporate strategy

    Corporate Strategy Unified Strategy CRM Strategy
    Spectrum spanning all columns.
    Your corporate strategy:
    • Conveys the current state of the organization and the path it wants to take.
    • Identifies future goals and business aspirations.
    • Communicates the initiatives that are critical for getting the organization from its current state to the future state.
    • The CRM strategy and the rationale for deploying a new CRM can be and should be linked, with metrics, to the corporate strategy and ultimate business objectives (such as improving customer acquisition, entering new segments, or improving customer lifetime value).
    Your CRM strategy:
    • Communicates the organization’s budget and spending on CRM.
    • Identifies IT initiatives that will support the business and key CRM objectives.
    • Outlines staffing and resourcing for CRM initiatives.
    CRM projects are more successful when the management team understands the strategic importance and the criticality of alignment. Time needs to be spent upfront aligning business strategies with CRM capabilities. Effective alignment between sales, marketing, customer service, operations, IT, and the business should happen daily. Alignment doesn’t just need to occur at the executive level, but also at each level of the organization.

    2.1 Create your list of goals and milestones for CRM

    1-3 hours

    Input: Corporate strategy, Target key performance indicators, End-user satisfaction results (if applicable)

    Output: Prioritized list of goals with milestones that can be met with a new or improved CRM solution

    Materials: Whiteboard/flip charts, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales or service SMEs

    1. Review strategic goals to identify alignment to your CRM selection project. For example, digital transformation may be enhanced or enabled with a CRM solution that supports better outreach to key customer segments through improved campaign management.
    2. Next, brainstorm tactical goals with your colleagues.
    3. Identify specific goals the organization has set for the business that may be supported by improved customer prospecting, customer service, or analytics functionality through a better CRM solution.
    4. Identify specific goals your organization will be able to make possible with a new or improved CRM solution.
    5. Prioritize this list and lead with the most important goal that can be reached at the one-year, six-month, and three-month milestones.
    6. Document in the goals section of your business case.

    Download the CRM Business Case Template and record the outputs of this exercise in the strategic business goals, business drivers, and technical drivers slides.

    Identify what challenges exist with the current environment

    Ensure you are identifying issues at a high level, so as not to drown in detail, but still paint the right picture. Identify technical issues that are impacting customer experience or business goals. Typical complaints for CRM solutions that are old or have been outgrown include:

    1.

    Lack of a flexible, configurable customer data model that supports complex relationships between accounts and contacts.

    2.

    Lack of a flexible, configurable customer data model that supports complex relationships between accounts and contacts.

    3.

    Lack of meaningful reports and useable dashboards, or difficulty in surfacing them.

    4.

    Poor change enablement resulting in business interruptions.

    5.

    Inability to effectively automate routine sales, marketing, or service tasks at scale via a workflow tool.

    6.

    Lack of proper service management features, such as service knowledge management.

    7.

    Inability to ingest customer data at scale (for example, no ability to automatically log e-mails or calls).

    8.

    Major technical deficiencies and outages – the incumbent CRM platform goes down, causing business disruption.

    9.

    The platform itself doesn’t exist in the current state – everything is done in Microsoft Excel!

    Separate business issues from technical issues, but highlight where they’re connected and where technical issues are causing business issues or preventing business goals from being reached.

    Before switching vendors, evaluate your existing CRM to see if it’s being underutilized or could use an upgrade

    The cost of switching vendors can be challenging, but it will depend entirely on the quality of data and whether it makes sense to keep it.
    • Achieving success when switching vendors first requires reflection. We need to ask why we are dissatisfied with our incumbent software.
    • If the product is old and inflexible, the answer may be obvious, but don’t be afraid to include your incumbent in your evaluation if your issues might be solved with an upgrade.
    • Look at your use-case requirements to see where you want to take the CRM solution and compare them to your incumbent’s roadmap. If they don’t match, switching vendors may be the only solution. If your roadmaps align, see if you’re fully leveraging the solution or will be able to start working through process improvements.
    Pie graph with a 20% slice. Pie graph with a 25% slice.

    20%

    Small/Medium Enterprises

    25%

    Large Enterprises
    only occasionally or rarely/never use their software (Source: Software Reviews, 2020; N = 45,027)
    Fully leveraging your current software now will have two benefits:
    1. It may turn out that poor leveraging of your incumbent software was the problem all along; switching vendors won’t solve the problem by itself. As the data to the right shows, a fifth of small/medium enterprises and a quarter of large enterprises do not fully leverage their incumbent software.
    2. If you still decide to switch, you’ll be in a good negotiating position. If vendors can see you are engaged and fully leveraging your software, they will be less complacent during negotiations to win you over.
    Info-Tech Insight

    Switching vendors won’t improve poor internal processes. To be fully successful and meet the goals of the business case, new software implementations must be accompanied by process review and improvement.

    2.2 Create your list of challenges as they relate to your goals and their impacts

    1-2 hours

    Input: Goals lists, Target key performance indicators, End-user satisfaction results (if applicable)

    Output: Prioritized list of challenges preventing or hindering customer experiences

    Materials: Whiteboard/flip charts, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Brainstorm with your colleagues to discuss your challenges with CRM today from an application and process lens.
    2. Identify how these challenges are impacting your ability to meet the goals and identify any that are creating customer-facing issues.
    3. Group together like areas and arrange in order of most impactful. Identify which of these issues will be most relevant to the business case for a new CRM platform.
    4. Document in the current-state section of your business case.
    5. Discuss and determine if the incumbent solution can meet your needs or if you’ll need to replace it with a different product.

    Download the CRM Business Case Template and document the outputs of this exercise in the current-state section of your business case.

    Determine costs of the solution

    Ensure the business case includes both internal and external costs related to the new CRM platform, allocating costs of project managers to improve accuracy of overall costs and level of success.

    CRM solutions include application costs and costs to design processes, install, and configure. These start-up costs can be a significant factor in whether the initial purchase is feasible.

    CRM Vendor Costs

    • Application licensing
    • Implementation and configuration
    • Professional services
    • Maintenance and support
    • Training
    • 3rd Party add-ons
    • Data transformation
    • Integration
    When thinking about vendor costs, also consider the matching internal cost associated with the vendor activity (e.g. data cleansing, internal support).

    Internal Costs

    • Project management
    • Business readiness
    • Change management
    • Resourcing (user groups, design/consulting, testing)
    • Training
    • Auditors (if regulatory requirements need vetting)
    Project management is a critical success factor at all stages of an enterprise application initiative from planning to post-implementation. Ensuring that costs for such critical areas are accurately represented will contribute to success.

    Download the blueprint Improve Your Statements of Work to Hold Your Vendors Accountable to define requirements for installation and configuration.

    Bring in the right resources to guarantee success. Work with the PMO or project manager to get help with creating the SOW.

    60% of IT projects are NOT finished “mostly or always” on time (Wellingtone, 2018).

    55% of IT personnel feel that the business objectives of their software projects are clear to them (Geneca, 2017).

    Document costs and expected benefits of the new CRM

    The business case should account for the timing of both expenditures and benefits. It is naïve to expect straight-line benefit realization or a big-bang cash outflow related to the solution implementation. Proper recognition and articulation of ramp-up time will make your business case more convincing.

    Make sure your timelines are realistic for benefits realization, as these will be your project milestones and your metrics for success.

    Example:
    Q1-Q2 Q3-Q6 Q6 Onwards

    Benefits at 25%

    At the early stages of an implementation, users are still learning the new system and go-live issues are being addressed. Most of the projected process improvements are likely to be low, zero, or even negative.

    Benefits at 75%

    Gradually, as processes become more familiar, an organization can expect to move closer to realizing the forecasted benefits or at least be in a position to recognize a positive trend toward their realization.

    Benefits at 100%

    In an ideal world, all projected benefits are realized at 100% or higher. This can be considered the stage where processes have been mastered, the system is operating smoothly, and change has been broadly adopted. In reality, benefits are often overestimated.

    Costs at 50%

    As with benefits, some costs may not kick in until later in the process or when the application is fully operational. In the early phases of implementation, factor in the cost of overlapping technology where you’ll need to run redundant systems and transition any data.

    Costs at 100%

    Costs are realized quicker than benefits as implementation activities are actioned, licensing and maintenance costs are introduced, and resourcing is deployed to support vendor activities internally. Costs that were not live in the early stages are an operational reality at this stage.

    Costs at 100%+

    Costs can be expected to remain relatively static past a certain point, if estimates accurately represented all costs. In many instances, costs can exceed original estimates in the business case, where costs were either underestimated, understated, or missed.

    2.3 Document your costs and expected benefits

    1-2 hours

    Input: Quotes with payment schedule, Budget

    Output: Estimated payment schedule and cost breakdown

    Materials: Spreadsheet or whiteboard, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Estimate costs for the CRM solution. If you’re working with a vendor, provide the initial requirements to quote; otherwise, estimate as closely as you’re able.
    2. Calculate the five-year total cost for the solution to ensure the long-term budget is calculated.
    3. Break down costs for licenses, implementation, training, internal support, and hardware or hosting fees.
    4. Determine a reasonable breakdown of costs for the first year.
    5. Identify where residual costs of the old system may factor in if there are remaining contract obligations during the technology transition.
    6. Create a list of benefits expected to be realized within the same timeline.

    Sample of the table on the previous slide.

    Download the CRM Business Case Template and document the outputs of this exercise in the current-state section of your business case.

    Identify risks and dependencies to mitigate barriers to success as you look to roll out a CRM suite

    A risk assessment will be helpful to better understand what risks need to be mitigated to make the project a success and what risks are pending should the solution not be approved or be delayed.

    Risk Criteria Relevant Questions
    Timeline Uncertainty
    • How much risk is associated with the timeline of the CRM project?
    • Is this timeline realistic and can you reach some value in the first year?
    Success of Similar Projects
    • Have we undertaken previous projects that are similar?
    • Were those successful?
    • Did we note any future steps for improvement?
    Certainty of Forecasts
    • Where have the numbers originated?
    • How comfortable are the sponsors with the revenue and cost forecasts?
    Chance of Cost Overruns
    • How likely is the project to have cost overruns?
    • How much process and design work needs to be done prior to implementation?
    Resource Availability
    • Is this a priority project?
    • How likely are resourcing issues from a technical and business perspective?
    • Do we have the right resources?
    Change During Delivery
    • How volatile is the area in which the project is being implemented?
    • Are changes in the environment likely?
    • How complex are planned integrations?

    2.4 Identify risks to the success of the solution rollout and mitigation plan

    1-2 hours

    Input: List of goals and challenges, Target key performance indicators

    Output: Prioritized list of challenges preventing or hindering improvements for the IT teams

    Materials: Whiteboard/flip charts, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Brainstorm with your colleagues to discuss potential roadblocks and risks that could impact the success of the CRM project.
    2. Identify how these risks could impact your project.
    3. Document the ones that are most likely to occur and derail the project.
    4. Discuss potential solutions to mitigate risks.

    Download the CRM Business Case Template and document the outputs of this exercise in the risk and dependency section of your business case. If the risk assessment needs to be more complex, complete the Risk Indicator Analysis in Info-Tech’s Business Case Workbook.

    Start requirements gathering by identifying your most important use cases across sales, marketing, and service

    Add to your business case by identifying which top-level use cases will meet your goals.

    Examples of target use cases for a CRM project include:

    • Enhance sales acquisition capabilities (i.e. via pipeline management)
    • Enhance customer upsell and cross-sell capabilities
    • Improve customer segmentation and targeting capabilities for multi-channel marketing campaigns
    • Strengthen customer care capabilities to improve customer satisfaction and retention (i.e. via improved case management and service knowledge management)
    • Create actionable insights via enhanced reporting and analytics

    Info-Tech Insight

    Lead with the most important benefit and consider the timeline. Can you reach that goal and report success to your stakeholders within the first year? As you look toward that one-year goal, you can consider secondary benefits, some of which may be opportunities to bring early value in the solution.

    Benefits of a successful deployment of use cases will include:
    • Improved customer satisfaction
    • Improved operational efficiencies
    • Reduced customer turnover
    • Increased platform uptime
    • License or regulatory compliance
    • Positioned for growth

    Typically, we see business benefits in this order of importance. Lead with the outcome that is most important to your stakeholders.

    • Net income increases
    • Revenue generators
    • Cost reductions
    • Improved customer service

    Consider perspectives of each stakeholder to ensure functionality needs are met and high satisfaction results

    Best of breed vs. “good enough” is an important discussion and will feed your success.

    Costs can be high when customizing an ill-fitting module or creating workarounds to solve business problems, including loss of functionality, productivity, and credibility.

    • Start with use cases to drive the initial discussion, then determine which features are mandatory and which are nice-to-haves. Mandatory features will help determine high success for critical functionality and identify where “good enough” is an acceptable state.
    • Consider the implications to implementation and all use cases of buying an all-in-one solution, integration of multiple best-of-breed solutions, or customizing features that were not built into a solution.
    • Be prepared to shelve a use case for this solution and look to alternatives for integration where mandatory features cannot meet highly specialized needs that are outside of traditional CRM solutions.

    Pros and Cons

    Build vs. Buy

    Multi-Source Best of Breed

    Flexibility
    vs.
    architectural complexity

    Vendor Add-Ons & Integrations

    Lower support costs
    vs.
    configuration

    Multi-source Custom

    Flexibility
    vs.
    high skills requirements

    Single Source

    Lower support costs
    vs.
    configuration

    2.5 Define use cases and high-level features for meeting business and technical goals

    1-2 hours

    Input: List of goals and challenges

    Output: Use cases to be used for determining requirements

    Materials: Whiteboard/flip charts, CRM Business Case Template

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Identify the key customer engagement use cases that will support your overall goals as defined in the previous section.
    2. The following slide has examples of use case domains that will be enhanced from a CRM platform.
    3. Define high-level goals you wish to achieve in the first year and longer term. If you have more specific KPIs to add, and it is a requirement for your organization’s documentation, add them to this section.
    4. Take note of where processes will need to be improved to benefit from these use-case solutions – the tools are only as good as the process behind them.

    Download the CRM Business Case Template and document the outputs from this exercise in the current-state section of your business case.

    Understand the dominant use-case scenarios across organizations to narrow the list of potential CRM solutions

    Sales
    Enablement

    • Generate leads through multiple channels.
    • Rapidly sort, score, and prioritize leads based on multiple criteria.
    • Create in-depth sales forecasts segmented by multiple criteria (territory, representative, etc.).

    Marketing
    Management

    • Manage marketing campaigns across multiple channels (web, social, email, etc.).
    • Aggregate and analyze customer data to generate market intelligence.
    • Build and deploy customer-facing portals.

    Customer Service
    Management

    • Generate tickets, and triage customer service requests through multiple channels.
    • Track customer service interactions with cases.
    • There is a need to integrate customer records with contact center infrastructure.
    Info-Tech Insight

    Use your understanding of the CRM use case to accelerate the vendor shortlisting process. Since the CRM use case has a direct impact on the prioritization of a platform’s features and capabilities, you can rapidly eliminate vendors from contention or designate superfluous modules as out-of-scope.

    2.5.1 Use Info-Tech’s CRM Use-Case Fit Assessment Tool to align your CRM requirements to the vendor use cases

    30 min

    Input: Understanding of business objectives for CRM project, Use-Case Fit Assessment Tool

    Output: Use-case suitability

    Materials: Use-Case Fit Assessment Tool

    Participants: Core project team, Project managers

    1. Use the Use-Case Fit Assessment Tool to understand how your unique business requirements map into which CRM use case.
    2. This tool will assess your answers and determine your relative fit against the use-case scenarios.
    3. Fit will be assessed as “Weak,” “Moderate,” or “Strong.”
      1. Consider the common pitfalls, which were mentioned earlier, that can cause IT projects to fail. Plan and take clear steps to avoid or mitigate these concerns.
      2. Note: These use-case scenarios are not mutually exclusive, meaning your organization can align with one or more scenarios based on your answers. If your organization shows close alignment to multiple scenarios, consider focusing on finding a more robust solution and concentrate your review on vendors that performed strongly in those scenarios or meet the critical requirements for each.

    Download the CRM Use-Case Fit Assessment Tool

    Once you’ve identified the top-level use cases a CRM must support, elicit, and prioritize granular platform requirements.

    Understanding business needs through requirements gathering is the key to defining everything about what is being purchased, yet it is an area where people often make critical mistakes.

    Info-Tech Insight

    To avoid creating makeshift solutions, an organization needs to gather requirements with the desired future state in mind.

    Risks of poorly scoped requirements

    • Fail to be comprehensive and miss certain areas of scope
    • Focus on how the solution should work instead of what it must accomplish
    • Have multiple levels of detail within the requirements, which are inconsistent and confusing
    • Drill all the way down into system-level detail
    • Add unnecessary constraints based on what is done today rather than focusing on what is needed for tomorrow
    • Omit constraints or preferences that buyers think are “obvious”

    Best practices

    • Get a clear understanding of what the system needs to do and what it is expected to produce
    • Test against the principle of MECE – requirements should be “mutually exclusive and collectively exhaustive”
    • Explicitly state the obvious and assume nothing
    • Investigate what is sold on the market and how it is sold. Use language that is consistent with that of the market and focus on key differentiators – not table stakes
    • Contain the appropriate level of detail – the level should be suitable for procurement and sufficient for differentiating vendors

    Prioritize requirements to assist with vendor selection: focus on priority requirements linked to differentiated capabilities

    Prioritization is the process of ranking each requirement based on its importance to project success. Hold a meeting for the domain SMEs, implementation SMEs, project managers, and project sponsors to prioritize the requirements list. At the conclusion of the meeting, each requirement should be assigned a priority level. The implementation SMEs will use these priority levels to ensure efforts are targeted toward the proper requirements and to plan features available on each release. Use the MoSCoW Model of Prioritization to effectively order requirements.


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

    The MoSCoW Model of Prioritization

    Requirements must be implemented for the solution to be considered successful.

    Requirements that are high priority should be included in the solution if possible.

    Requirements are desirable but not necessary and could be included if resources are available.

    Requirements won’t be in the next release, but will be considered for the future releases.

    Base your prioritization on the right set of criteria

    Effective Prioritization Criteria

    Criteria

    Description

    Regulatory & Legal Compliance These requirements will be considered mandatory.
    Policy Compliance Unless an internal policy can be altered or an exception can be made, these requirements will be considered mandatory.
    Business Value Significance Give a higher priority to high-value requirements.
    Business Risk Any requirement with the potential to jeopardize the entire project should be given a high priority and implemented early.
    Likelihood of Success Especially in “proof of concept” projects, it is recommended that requirements have good odds.
    Implementation Complexity Give a higher priority to low implementation difficulty requirements.
    Alignment With Strategy Give a higher priority to requirements that enable the corporate strategy.
    Urgency Prioritize requirements based on time sensitivity.
    Dependencies A requirement on its own may be low priority, but if it supports a high-priority requirement, then its priority must match it.

    2.6 Identify requirements to support your use cases

    1-2 hours

    Input: List of goals and challenges

    Output: Use cases to be used for determining requirements

    Materials: Whiteboard/flip charts, Vendor Evaluation Workbook

    Participants: CIO, Application managers, CMO/SVP sales, Marketing, sales, or service SMEs

    1. Work with the team to identify which features will be most important to support your use cases. Keep in mind there will be some features that will require more effort to implement fully. Add that into your project plan.
    2. Use the features lists on the following slides as a guide to get started on requirements.
    3. Prioritize your requirements list into mandatory features and nice-to-have features (or use the MoSCoW model from the previous slides). This will help you to eliminate vendors who don’t meet bare minimums and to score remaining vendors.
    4. Use this same list to guide your vendor demos.

    Our Improve Requirements Gathering blueprint provides a deep dive into the process of eliciting, analyzing, and validating requirements if you need to go deeper into effective techniques.

    CRM features

    Table stakes vs. differentiating

    What is a table stakes/standard feature?

    • Certain features are standard for all CRM tools, but that doesn’t mean they are all equal.
    • The existence of features doesn’t guarantee their quality or functionality to the standards you need. Never assume that “Yes” in a features list means you don’t need to ask for a demo.
    • If Table Stakes are all you need from your CRM solution, the only true differentiator for the organization is price. Otherwise, dig deeper to find the best price to value for your needs.

    What is a differentiating/additional feature?

    • Differentiating features take two forms:
      • Some CRM platforms offer differentiating features that are vertical specific.
      • Other CRM platforms offer differentiating features that are considered cutting edge. These cutting-edge features may become table stakes over time.

    Table stakes features for CRM

    Account Management Flexible account database that stores customer information, account history, and billing information. Additional functionality includes: contact deduplication, advanced field management, document linking, and embedded maps.
    Interaction Logging and Order History Ability to view all interactions that have occurred between sales teams and the customer, including purchase order history.
    Basic Pipeline Management View of all opportunities organized by their current stage in the sales process.
    Basic Case Management The ability to create and manage cases (for customer service or order fulfilment) and associate them with designated accounts or contacts.
    Basic Campaign Management Basic multi-channel campaign management (i.e. ability to execute outbound email campaigns). Budget tracking and campaign dashboards.
    Reports and Analytics In-depth reports on CRM data with dashboards and analytics for a variety of audiences.
    Mobile Support Mobile access across multiple devices (tablets, smartphones and/or wearables) with access to CRM data and dashboards.

    Additional features for CRM

    Customer Information Management Customizable records with detailed demographic information and the ability to created nested accounts (accounts with associated sub-accounts or contact records).
    Advanced Case Management Ability to track detailed interactions with members or constituents through a case view.
    Employee Collaboration Capabilities for employee-to-employee collaboration, team selling, and activity streams.
    Customer Collaboration Capabilities for outbound customer collaboration (i.e. the ability to create customer portals).
    Lead Generation Capabilities for generating qualified leads from multiple channels.
    Lead Nurturing/Lead Scoring The ability to evaluate lead warmth using multiple customer-defined criteria.
    Pipeline and Deal Management Managing deals through cases, providing quotes, and tracking client deliverables.

    Additional features for CRM (Continued)

    Marketing Campaign Management Managing outbound marketing campaigns via multiple channels (email, phone, social, mobile).
    Customer Intelligence Tools for in-depth customer insight generation and segmentation, predictive analytics, and contextual analytics.
    Multi-Channel Support Capabilities for supporting customer interactions across multiple channels (email, phone, social, mobile, IoT, etc.).
    Customer Service Workflow Management Capabilities for customer service resolution, including ticketing and service management.
    Knowledge Management Tools for capturing and sharing CRM-related knowledge, especially for customer service.
    Customer Journey Mapping Visual workflow builder with automated trigger points and business rules engine.
    Document Management The ability to curate assets and attachments and add them to account or contact records.
    Configure, Price, Quote The ability to create sales quotes/proposals from predefined price lists and rules.

    2.7 Put it all together – port your requirements into a robust RFP template that you can take to market!

    1-2 hours
    1. Once you’ve captured and prioritized your requirements – and received sign-off on them from key stakeholders – it’s time to bake them into a procurement vehicle of your choice.
    2. For complex enterprise systems like a CRM platform, Info-Tech recommends that this should take the form of a structured RFP document.
    3. Use our CRM RFP Template and associated CRM RFP Scoring Tool to jump-start the process.
    4. The next step will be conducting a market scan to identify contenders, and issuing the RFP to a shortlist of viable vendors for further evaluation.

    Need additional guidance on running an effective RFP process? Our Drive Successful Sourcing Outcomes with a Robust RFP Process has everything you need to ace the creation, administration and assessment of RFPs!

    Samples of the CRM Request for Proposal Template and CRM Suite Evaluation and RFP Scoring Tool.

    Download the CRM Request for Proposal Template

    Download the CRM Suite Evaluation and RFP Scoring Tool

    Identify whether vertical-specific CRM platforms are a best fit

    In mature vendor landscapes (like CRM) vendors begin to differentiate themselves by offering vertical-specific platforms, modules, or feature sets. These feature sets accelerate the implantation, decrease the platform’s learning curve, and drive user adoption. The three use cases below cover the most common industry-specific offerings:

    Public Sector

    • Constituent management and communication.
    • Constituent portal deployment for self-service.
    • Segment constituents based on geography, needs and preferences.

    Education

    • Top-level view into the student journey from prospect to enrolment.
    • Track student interactions with services across the institution.
    • Unify communications across different departments.

    Financial Services

    • Determine customer proclivity for new services.
    • Develop self-service banking portals.
    • Track longitudinal customer relationships from first account to retirement management.
    Info-Tech Insight

    Vertical-specific solutions require less legwork to do upfront but could cost you more in the long run. Interoperability and vendor viability must be carefully examined. Smaller players targeting niche industries often have limited integration ecosystems and less funding to keep pace with feature innovation.

    Rein-in ballooning scope for CRM selection projects

    Stretching the CRM beyond its core capabilities is a short-term solution to a long-term problem. Educate stakeholders about the limits of CRM technology.

    Common pitfalls for CRM selection

    • Tangential capabilities may require separate solutions. It is common for stakeholders to list features such as “content management” as part of the new CRM platform. While content management goes hand in hand with the CRM’s ability to manage customer interactions, document management is best handled by a standalone platform.

    Keeping stakeholders engaged and in line

    • Ballooning scope leads to stakeholder dissatisfaction. Appeasing stakeholders by over-customizing the platform will lead to integration and headaches down the road.
    • Make sure stakeholders feel heard. Do not turn down ideas in the midst of an elicitation session. Once the requirements-gathering sessions are completed, the project team has the opportunity to mark requirements as “out of scope” and communicate the reasoning behind the decision.
    • Educate stakeholders on the core functionality of CRM. Many stakeholders do not know the best-fit use cases for CRM platforms. Help end users understand what CRM is good at and where additional technologies will be needed.
    Stock image of a man leaping with a balloon.

    CRM Buyer’s Guide

    Phase 3

    Discover the CRM Market Space & Prepare for Implementation

    Phase 1

    1.1 Define CRM platforms

    1.2 Classify table stakes & differentiating capabilities

    1.3 Explore CRM trends

    Phase 2

    2.1 Build the business case

    2.2 Streamline requirements elicitation for CRM

    2.3 Construct the RFP

    Phase 3

    3.1 Discover key players in the CRM landscape

    3.2 Engage the shortlist & select finalist

    3.3 Prepare for implementation

    This phase will walk you through the following activities:

    • Dive into the key players of the CRM vendor landscape.
    • Understand best practices for building a vendor shortlist.
    • Understand key implementation considerations for CRM.

    This phase involves the following participants:

    • CIO
    • Applications manager
    • Project manager
    • Sales executive
    • Marketing executive
    • Customer service executive

    Consolidating the Vendor Shortlist Up-Front Reduces Downstream Effort

    Put the “short” back in shortlist!

    • Radically reduce effort by narrowing the field of potential vendors earlier in the selection process. Too many organizations don’t funnel their vendor shortlist until nearing the end of the selection process. The result is wasted time and effort evaluating options that are patently not a good fit.
    • Leverage external data (such as SoftwareReviews) and expert opinion to consolidate your shortlist into a smaller number of viable vendors before the investigative interview stage and eliminate time spent evaluating dozens of RFP responses.
    • Having fewer RFP responses to evaluate means you will have more time to do greater due diligence.
    Stock image of river rapids.

    Review your use cases to start your shortlist

    Your Info-Tech analysts can help you narrow down the list of vendors that will meet your requirements.

    Next steps will include:
    1. Reviewing your requirements
    2. Checking out SoftwareReviews
    3. Shortlisting your vendors
    4. Conducting demos and detailed proposal reviews
    5. Selecting and contracting with a finalist!
    Image of a person presenting a dashboard of the steps on the left.

    Get to know the key players in the CRM landscape

    The proceeding slides provide a top-level overview of the popular players you will encounter in the CRM shortlisting process.

    Logos of the key players in the CRM landscape (Salesforce, Microsoft, Oracle, HubSpot, etc).

    Evaluate software category leaders through vendor rankings and awards

    SoftwareReviews

    Sample of SoftwareReviews' Data Quadrant Report. Title page of SoftwareReviews' Data Quadrant Report. The Data Quadrant is a thorough evaluation and ranking of all software in an individual category to compare platforms across multiple dimensions.

    Vendors are ranked by their Composite Score, based on individual feature evaluations, user satisfaction rankings, vendor capability comparisons, and likeliness to recommend the platform.

    Sample of SoftwareReviews' Emotional Footprint. Title page of SoftwareReviews' Emotional Footprint. The Emotional Footprint is a powerful indicator of overall user sentiment toward the relationship with the vendor, capturing data across five dimensions.

    Vendors are ranked by their Customer Experience (CX) Score, which combines the overall Emotional Footprint rating with a measure of the value delivered by the solution.

    Speak with category experts to dive deeper into the vendor landscape

    SoftwareReviews

    Icon of a person.


    Fact-based reviews of business software from IT professionals.

    Icon of a magnifying glass over a chart.


    Top-tier data quality backed by a rigorous quality assurance process.

    CLICK HERE to ACCESS

    Comprehensive software reviews to make better IT decisions

    We collect and analyze the most detailed reviews on enterprise software from real users to give you an unprecedented view into the product and vendor before you buy.

    Icon of a tablet.


    Product and category reports with state-of-the-art data visualization.

    Icon of a phone.


    User-experience insight that reveals the intangibles of working with a vendor.

    SoftwareReviews is powered by Info-Tech

    Technology coverage is a priority for Info-Tech, and SoftwareReviews provides the most comprehensive unbiased data on today’s technology. Combined with the insights of our expert analysts, our members receive unparalleled support in their buying journey.

    Logo for Salesforce.
    Est. 1999 | CA, USA | NYSE: CRM

    bio

    Link for their Twitter account. Link for their LinkedIn profile. Link for their website.
    Sales Cloud Enterprise allows you to be more efficient, more productive, more everything than ever before as it allows you to close more deals, accelerate productivity, get more leads, and make more insightful decisions.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:
    • Breadth of features
    • Quality of features
    • Sales management functionality
    Areas to Improve:
    • Cost of service
    • Ease of implementation
    • Telephony and contact center management
    Logo gif for SoftwareReviews.
    8.0
    COMPOSITE SCORE
    8.3
    CX SCORE
    +77
    EMOTIONAL FOOTPRINT
    83%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 600
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Salesforce screen. Vendor Pulse rating. How often do we hear about Salesforce from our members for CRM? 'Very Frequently'.
    History of Salesforce in a vertical timeline.
    *Pricing correct as of August 2021. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for Salesforce.

    “Salesforce is the pre-eminent vendor in the CRM marketplace and is a force to be reckoned with in terms of the breadth and depth of its capabilities. The company was an early disruptor in the category, placing a strong emphasis from the get-go on a SaaS delivery model and strong end-user experience. This allowed them to rapidly gain market share at the expense of more complacent enterprise application vendors. A series of savvy acquisitions over the years has allowed Salesforce to augment their core Sales and Service Clouds with a wide variety of other solutions, from e-commerce to marketing automation to CPQ. Salesforce is a great fit for any organization looking to partner with a market leader with excellent functional breadth, strong interoperability, and a compelling technology and partner ecosystem. All of this comes at a price, however – Salesforce prices at a premium, and our members routinely opine that Salesforce’s commercial teams are overly aggressive – sometimes pushing solutions without a clear link to underpinning business requirements.”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    Sales Cloud Essentials Sales Cloud Professional Sales Cloud Enterprise Sales Cloud Ultimate
    • Starts at $25*
    • Per user/mo
    • Small businesses after basic functionality
    • Starts at $75*
    • Per user/mo
    • Mid-market target
    • Starts at $150*
    • Per user/mo
    • Enterprise target
    • Starts at $300*
    • Per user/mo
    • Strong upmarket feature additions
    Logo for Microsoft.


    Est. 1975 | WA, USA | NYSE: MSFT

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Dynamics 365 Sales is an adaptive selling solution that helps your sales team navigate the realities of modern selling. At the center of the solution is an adaptive, intelligent system – prebuilt and ready to go – that actively monitors myriad signals and distills them into actionable insights.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Business value created
    • Analytics and reporting
    • Lead management

    Areas to Improve:

    • Quote, contract, and proposals
    • Vendor support
    Logo gif for SoftwareReviews.
    8.1
    COMPOSITE SCORE
    8.3
    CX SCORE
    +84
    EMOTIONAL FOOTPRINT
    82%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 198
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Microsoft screen.Vendor Pulse rating. How often do we hear about Microsoft Dynamics from our Members? 'Very Frequently'.

    History of Microsoft in a vertical timeline.

    *Pricing correct as of June 2022. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for Microsoft.
    “”

    “Microsoft Dynamics 365 is a strong and compelling player in the CRM arena. While Microsoft is no stranger to the CRM space, their offerings here have seen steady and marked improvement over the last five years. Good functional breadth paired with a modern user interface and best-in-class Microsoft stack compatibility ensures that we consistently see them on our members’ shortlists, particularly when our members are looking to roll out CRM capabilities alongside other components of the Dynamics ecosystem (such as Finance, Operations, and HR). Today, Microsoft segments the offering into discrete modules for sales, service, marketing, commerce, and CDP. While Microsoft Dynamics 365 is a strong option, it’s occasionally mired by concerns that the pace of innovation and investment lags Salesforce (its nearest competitor). Additionally, the marketing module of the product is softer than some of its competitors, and Microsoft themselves points organizations with complex marketing requirements to a strategic partnership that they have with Adobe.”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    D365 Sales Professional D365 Sales Enterprise D365 Sales Premium
    • Starts at $65*
    • Per user/mo
    • Midmarket focus
    • Starts at $95*
    • Per user/mo
    • Enterprise focus
    • Starts at $135*
    • Per user/mo
    • Enterprise focus with customer intelligence
    Logo for Oracle.


    Est. 1977 | CA, USA | NYSE: ORCL

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Oracle Engagement Cloud (CX Sales) provides a set of capabilities to help sales leaders transition smoothly from sales planning and execution through customer onboarding, account management, and support services.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Quality of features
    • Activity and workflow management
    • Analytics and reporting

    Areas to Improve:

    • Marketing management
    • Product strategy & rate of improvement
    Logo gif for SoftwareReviews.
    7.8
    COMPOSITE SCORE
    7.9
    CX SCORE
    +77
    EMOTIONAL FOOTPRINT
    78%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 140
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of an Oracle screen.Vendor Pulse rating. How often do we hear about Oracle from our members for CRM? 'Frequently'.

    History of Oracle in a vertical timeline.

    Logo for Oracle.

    “Oracle is long-term juggernaut of the enterprise applications space. Their CRM portfolio is diverse – rather than a single stack, there are multiple Oracle solutions (many made by acquisition) that support CRM capabilities – everything from Siebel to JD Edwards to NetSuite to Oracle CX applications. The latter constitute Oracle’s most modern stab at CRM and are where the bulk of feature innovation and product development is occurring within their portfolio. While historically seen as lagging behind other competitors like Salesforce and Microsoft, Oracle has made excellent strides in improving their user experience (via their Redwoods design paradigm) and building new functional capabilities within their CRM products. Indeed, SoftwareReviews shows Oracle performing well in our most recent peer-driven reports. Nonetheless, we most commonly see Oracle as a pricier ecosystem play that’s often subordinate to a heavy Oracle footprint for ERP. Many of our members also express displeasure with Oracle as a vendor and highlight their heavy-handed “threat of audit” approach. ”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    Oracle CX Sales - Pricing Opaque:

    “Request a Demo”

    Logo for SAP.


    Est. 1972 | Germany | NYSE: SAP

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    SAP is the third-largest independent software manufacturer in the world, with a presence in over 120 countries. Having been in the industry for over 40 years, SAP is perhaps best known for its ERP application, SAP ERP.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Ease of data integration

    Areas to Improve:

    • Lead management
    • Marketing management
    • Collaboration
    • Usability & intuitiveness
    • Analytics & reporting
    Logo gif for SoftwareReviews.
    7.4
    COMPOSITE SCORE
    7.8
    CX SCORE
    +74
    EMOTIONAL FOOTPRINT
    75%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 108
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a SAP screen.Vendor Pulse rating. How often do we hear about SAP from our members for CRM? 'Occasionally'.

    History of SAP in a vertical timeline.

    *Pricing correct as of August 2021. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for SAP.

    “SAP is another mainstay of the enterprise applications market. While they have a sound breadth of capabilities in the CRM and customer experience space, SAP consistently underperforms in many of our relevant peer-driven SoftwareReviews reports for CRM and adjacent areas. CRM seems decidedly a secondary focus for SAP, behind their more compelling play in the enterprise resource planning (ERP) space. Indeed, most instances where we see SAP in our clients’ shortlists, it’s as an ecosystem play within a broader SAP strategy. If you’re blue on the ERP side, looking to SAP’s capabilities on the CRM front makes logical sense and can help contain costs. If you’re approaching a CRM selection from a greenfield lens and with no legacy vendor baggage for SAP elsewhere, experience suggests you’ll be better served by a vendor that places a higher degree of primacy on the CRM aspect of their portfolio.”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    SAP CRM - Pricing Opaque:

    “Request a Demo”

    Logo for pipedrive.


    Est. 2010 | NY, USA | Private

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Pipedrive brings together the tools and data, the platform focuses sales professionals on fundamentals to advance deals through their pipelines. Pipedrive's goal is to make sales success inevitable - for salespeople and teams.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Sales Management
    • Account & Contact Management
    • Lead Management
    • Usability & Intuitiveness
    • Ease of Implementation

    Areas to Improve:

    • Customer Service Management
    • Marketing Management
    • Product Strategy & Rate of Improvement
    Logo gif for SoftwareReviews.
    8.3
    COMPOSITE SCORE
    8.4
    CX SCORE
    +85
    EMOTIONAL FOOTPRINT
    85%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 262
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Pipedrive screen.Vendor Pulse rating. How often do we hear about Pipedrive from our members for CRM? 'Occasionally'.

    History of Pipedrive in a vertical timeline.

    *Pricing correct as of June 2022. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for Pipedrive.

    “A relatively new offering, Pipedrive has seen explosive growth over the last five years. They’re a vendor that has gone from near-obscurity to popping up frequently on our members’ shortlists. Pipedrive’s secret sauce has been a relentless focus on high-velocity sales enablement. Their focus on pipeline management, lead assessment and routing, and a good single pane of glass for sales reps has driven significant traction for the vendor when sales enablement is the driving rationale behind rolling out a new CRM platform. Bang for your buck is also strong with Pipedrive, with the vendor having a value-driven licensing and implementation model.

    Pipedrive is not without some shortcomings. It’s laser-focus on sales enablement is at the expense of deep capabilities for marketing and service management, and its profile lends itself better to SMBs and lower midmarket than it does large organizations looking for enterprise-grade CRM.”

    Ben Dickie
    Research Practice Lead, Info-Tech Research Group

    Essential Advanced Professional Enterprise
    • Starts at $12.50*
    • Per user/mo
    • Small businesses after basic functionality
    • Starts at $24.90*
    • Per user/mo
    • Small/mid-sized businesses
    • Starts at $49.90*
    • Per user/mo
    • Lower mid-market focus
    • Starts at $99*
    • Per user/mo
    • Enterprise focus
    Logo for SugarCRM.


    Est. 2004 | CA, USA | Private

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Produces Sugar, a SaaS-based customer relationship management application. SugarCRM is backed by Accel-KKR.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Ease of customization
    • Product strategy and rate of improvement
    • Ease of IT administration

    Areas to Improve:

    • Marketing management
    • Analytics and reporting
    Logo gif for SoftwareReviews.
    8.4
    COMPOSITE SCORE
    8.8
    CX SCORE
    +92
    EMOTIONAL FOOTPRINT
    84%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 97
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a SugarCRM screen.Vendor Pulse rating. How often do we hear about SugarCRM from our members for CRM? 'Frequently'.
    History of SugarCRM in a vertical timeline.
    *Pricing correct as of August 2021. Listed in USD and absent discounts.
    See pricing on vendor’s website for latest information.
    Logo for SugarCRM.

    “SugarCRM offers reliable baseline capabilities at a lower price point than other large CRM vendors. While SugarCRM does not offer all the bells and whistles that an Enterprise Salesforce plan might, SugarCRM is known for providing excellent vendor support. If your organization is only after standard features, SugarCRM will be a good vendor to shortlist.

    However, ensure you have the time and labor power to effectively implement and train on SugarCRM’s solutions. SugarCRM does not score highly for user-friendly experiences, with complaints centering on outdated and unintuitive interfaces. Setting up customized modules takes time to navigate, and SugarCRM does not provide a wide range of native integrations with other applications. To effectively determine whether SugarCRM does offer a feasible solution, it is recommended that organizations know exactly what kinds of integrations and modules they need.”

    Thomas Randall
    Research Director, Info-Tech Research Group

    Sugar Professional Sugar Serve Sugar Sell Sugar Enterprise Sugar Market
    • Starts at $52*
    • Per user/mo
    • Min. 3 users
    • Small businesses
    • Starts at $80*
    • Per user/mo
    • Min. 3 users
    • Focused on customer service
    • Starts at $80*
    • Per user/mo
    • Min. 3 users
    • Focused on sales automation
    • Starts at $80*
    • Per user/mo
    • Min. 3 users
    • On-premises, mid-sized businesses
    • Starts at $1000*
    • Priced per month
    • Min. 10k contacts
    • Large enterprise
    Logo for .


    Est. 2006 | MA, USA | HUBS (NYSE)

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Develops software for inbound customer service, marketing, and sales. Software includes CRM, SMM, lead gen, SEO, and web analytics.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Breadth of features
    • Product strategy and rate of improvement
    • Ease of customization

    Areas to Improve:

    • Ease of data integration
    • Customer service management
    • Telephony and call center management
    Logo gif for SoftwareReviews.
    8.3
    COMPOSITE SCORE
    8.4
    CX SCORE
    +84
    EMOTIONAL FOOTPRINT
    86%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 97
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a HubSpot screen.Vendor Pulse rating. How often do we hear about HubSpot from our members for CRM? 'Frequently'.

    History of HubSpot in a vertical timeline.

    *Pricing correct as of August 2021. Listed in USD and absent discounts
    See pricing on vendor’s website for latest information.
    Logo for HubSpot.

    “ HubSpot is best suited for small to mid-sized organizations that need a range of CRM tools to enable growth across sales, marketing campaigns, and customer service. Indeed, HubSpot offers a content management solution that offers a central storage location for all customer and marketing data. Moreover, HubSpot offers plenty of freemium tools for users to familiarize themselves with the software before buying. However, though HubSpot is geared toward growing businesses, smaller organizations may not see high ROI until they begin to scale. The “Starter” and “Professional” plans’ pricing is often cited by small organizations as a barrier to commitment, and the freemium tools are not a sustainable solution. If organizations can take advantage of discount behaviors from HubSpot (e.g. a startup discount), HubSpot will be a viable long-term solution. ”

    Thomas Randall
    Research Director, Info-Tech Research Group

    Starter Professional Enterprise
    • Starts at $50*
    • Per month
    • Min. 2 users
    • Small businesses
    • Starts at $500*
    • Per month
    • Min. 5 users
    • Small/mid-sized businesses
    • Starts at $1200*
    • Billed yearly
    • Min. 10 users
    • Mid-sized/small enterprise
    Logo for Zoho.


    Est. 1996 | India | Private

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Zoho Corporation offers a cloud software suite, providing a full operating system for CRM, alongside apps for finance, productivity, HR, legal, and more.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Business value created
    • Breadth of features
    • Collaboration capabilities

    Areas to Improve:

    • Usability and intuitiveness
    Logo gif for SoftwareReviews.
    8.7
    COMPOSITE SCORE
    8.9
    CX SCORE
    +92
    EMOTIONAL FOOTPRINT
    85%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 152
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Zoho screen.Vendor Pulse rating. How often do we hear about Zoho from our members for CRM? 'Occasionally'.

    History of Zoho in a vertical timeline.

    *
    See pricing on vendor’s website for latest information.
    Logo for Zoho.

    “Zoho has a long list of software solutions for businesses to run end to end. As one of Zoho’s earliest software releases, though, ZohoCRM remains a flagship product. ZohoCRM’s pricing is incredibly competitive for mid/large enterprises, offering high business value for its robust feature sets. For those organizations that already utilize Zoho solutions (such as its productivity suite), ZohoCRM will be a natural extension.

    However, small/mid-sized businesses may wonder how much ROI they can get from ZohoCRM, when much of the functionality expected from a CRM (such as workflow automation) cannot be found until one jumps to the “Enterprise” plan. Given the “Enterprise” plan’s pricing is on par with other CRM vendors, there may not be much in a smaller organization’s eyes that truly distinguishes ZohoCRM unless they are already invested Zoho users.”

    Thomas Randall
    Research Director, Info-Tech Research Group

    Standard Professional Enterprise Ultimate
    • Starts at $20*
    • Per user/mo
    • Small businesses after basic functionality
    • Starts at $35*
    • Per user/mo
    • Small/mid-sized businesses
    • Adds inventory management
    • Starts at $50*
    • Per user/mo
    • Mid-sized/small enterprise
    • Adds Zia AI
    • Starts at $65*
    • Per user/mo
    • Enterprise
    • Bundles Zoho Analytics
    Logo for Zendesk.


    Est. 2009 | CA, USA | ZEN (NYSE)

    bio

    Link for their Twitter account.Link for their LinkedIn profile.Link for their website.
    Software developer for customer service. Founded in Copenhagen but moved to San Francisco after $6 million Series B funding from Charles River Ventures and Benchmark Capital.

    SoftwareReviews’ Enterprise CRM Rankings

    Strengths:

    • Quality of features
    • Breadth of features
    • Vendor support

    Areas to Improve:

    • Business value created
    • Ease of customization
    • Usability and intuitiveness
    Logo gif for SoftwareReviews.
    7.8
    COMPOSITE SCORE
    7.9
    CX SCORE
    +80
    EMOTIONAL FOOTPRINT
    72%
    LIKELINESS TO RECOMMEND
    DOWNLOAD REPORT 50
    REVIEWS
    Vendor scores are driven by real-world practitioner reviews via SoftwareReviews. Composite, CX, EF and NPS scores pulled from live data as of June 2022. Rankings and ”strengths” and ”areas to improve” pulled from January 2022 Category Report.
    Sample of a Zendesk screen.Vendor Pulse rating. How often do we hear about Zendesk from our members for CRM? 'Rarely'.

    History of Zendesk in a vertical timeline.

    *Pricing correct as of August 2021. Listed in USD and absent discounts
    See pricing on vendor’s website for latest information.
    Logo for Zendesk.

    “Zendesk’s initial growth was grounded in word-of-mouth advertising, owing to the popularity of its help desk solution’s design and functionality. Zendesk Sell has followed suit, receiving strong feedback for the breadth and quality of its features. Organizations that have already reaped the benefits of Zendesk’s customer service suite will find Zendesk Sell a straightforward fit for their sales teams.

    However, it is important to note that Zendesk Sell is predominantly focused on sales. Other key components of a CRM, such as marketing, are less fleshed out. Organizations should ensure they verify what requirements they have for a CRM before choosing Zendesk Sell – if sales process requirements (such as forecasting, call analytics, and so on) are but one part of what the organization needs, Zendesk Sell may not offer the highest ROI for the pricing offered.”

    Thomas Randall
    Research Director, Info-Tech Research Group

    Sell Team Sell Professional Sell Enterprise
    • Starts at $19*
    • Per user/mo
    • Max. 3 users
    • Small businesses
    • Basic functionality
    • Starts at $49*
    • Per user/mo
    • Small/mid-sized businesses
    • Advanced analytics
    • Starts at $99*
    • Per user/mo
    • Mid-sized/small enterprise
    • Task automation

    Speak with category experts to dive deeper into the vendor landscape

    Icon of a person.
    Fact-based reviews of business software from IT professionals.
    Icon of a magnifying glass over a chart.
    Top-tier data quality backed by a rigorous quality assurance process.
    CLICK HERE to ACCESS

    Comprehensive software reviews to make better IT decisions

    We collect and analyze the most detailed reviews on enterprise software from real users to give you an unprecedented view into the product and vendor before you buy.

    Icon of a tablet.
    Product and category reports with state-of-the-art data visualization.
    Icon of a phone.
    User-experience insight that reveals the intangibles of working with a vendor.

    SoftwareReviews is powered by Info-Tech

    Technology coverage is a priority for Info-Tech, and SoftwareReviews provides the most comprehensive unbiased data on today’s technology. Combined with the insights of our expert analysts, our members receive unparalleled support in their buying journey.

    Conduct a day of rapid-fire vendor demos

    Zoom in on high-value use cases and answers to targeted questions

    Make sure the solution will work for your business

    Give each vendor 90 to 120 minutes to give a rapid-fire presentation. We suggest the following structure:

    • 30 minutes: company introduction and vision
    • 60 minutes: walk-through of two or three high-value demo scenarios
    • 30 minutes: targeted Q&A from the business stakeholders and procurement team
    To ensure a consistent evaluation, vendors should be asked analogous questions, and a tabulation of answers should be conducted.
    How to challenge the vendors in the investigative interview
    • Change the visualization/presentation.
    • Change the underlying data.
    • Add additional data sets to the artifacts.
    • Collaboration capabilities.
    • Perform an investigation in terms of finding BI objects and identifying previous changes, and examine the audit trail.
    Rapid-fire vendor investigative interview

    Invite vendors to come onsite (or join you via video conference) to demonstrate the product and to answer questions. Use a highly targeted demo script to help identify how a vendor’s solution will fit your organization’s particular business capability needs.

    Graphic of an alarm clock.
    To kick-start scripting your demo scenarios, leverage our CRM Demo Script Template.

    A vendor scoring model provides a clear anchor point for your evaluation of CRM vendors based on a variety of inputs

    A vendor scoring model is a systematic method for effectively assessing competing vendors. A weighted-average scoring model is an approach that strikes a strong balance between rigor and evaluation speed.

    Info-Tech Insight

    Even the best scoring model will still involve some “art” rather than science – scoring categories such as vendor viability always entails a degree of subjective interpretation.

    How do I build a scoring model?

    • Start by shortlisting the key criteria you will use to evaluate your vendors. Functional capabilities should always be a critical category, but you’ll also want to look at criteria such as affordability, architectural fit, and vendor viability.
    • Depending on the complexity of the project, you may break down some criteria into sub-categories to assist with evaluation (for example, breaking down functional capabilities into constituent use cases so you can score each one).
    • Once you’ve developed the key criteria for your project, the next step is weighting each criterion. Your weightings should reflect the priorities for the project at hand. For example, some projects may put more emphasis on affordability, others on vendor partnership.
    • Using the information collected in the subsequent phases of this blueprint, score each criterion from 1-100, then multiply by the weighting factor. Add up the weighted scores to arrive at the aggregate evaluation score for each vendor on your shortlist.

    What are some of the best practices?

    • While the criteria for each project may vary, it’s helpful to have an inventory of repeatable criteria that can be used across application selection projects. The next slide contains an example that you can add or subtract from.
    • Don’t go overboard on the number of criteria: five to 10 weighted criteria should be the norm for most projects. The more criteria (and sub-criteria) you must score against, the longer it will take to conduct your evaluation. Always remember, link the level of rigor to the size and complexity of your project! It’s possible to create a convoluted scoring model that takes significant time to fill out but yields little additional value.
    • Creation of the scoring model should be a consensus-driven activity among IT, procurement, and the key business stakeholders – it should not be built in isolation. Everyone should agree on the fundamental criteria and weights that are employed.
    • Consider using not just the outputs of investigative interviews and RFP responses to score vendors, but also third-party review services like SoftwareReviews.

    Define how you’ll score CRM proposals and demos

    Define key CRM selection criteria for your organization – this should be informed by the following goals, use cases, and requirements covered in the blueprint.

    Criteria

    Description

    Functional CapabilitiesHow well does the vendor align with the top-priority functional requirements identified in your accelerated needs assessment? What is the vendor’s functional breadth and depth?
    AffordabilityHow affordable is this vendor? Consider a three-to-five-year total cost of ownership (TCO) that encompasses not just licensing costs, but also implementation, integration, training, and ongoing support costs.
    Architectural FitHow well does this vendor align with our direction from an enterprise architecture perspective? How interoperable is the solution with existing applications in our technology stack? Does the solution meet our deployment model preferences?
    ExtensibilityHow easy is it to augment the base solution with native or third-party add-ons as our business needs may evolve?
    ScalabilityHow easy is it to expand the solution to support increased user, data, and/or customer volumes? Are there any capacity constraints of the solution?
    Vendor ViabilityHow viable is this vendor? Are they an established player with a proven track record, or a new and untested entrant to the market? What is the financial health of the vendor? How committed are they to the particular solution category?
    Vendor VisionDoes the vendor have a cogent and realistic product roadmap? Are they making sensible investments that align with your organization’s internal direction?
    Emotional FootprintHow well does the vendor’s organizational culture and team dynamics align to yours?
    Third-Party Assessments and/or ReferencesHow well-received is the vendor by unbiased, third-party sources like SoftwareReviews? For larger projects, how well does the vendor perform in reference checks (and how closely do those references mirror your own situation)?

    Decision Point: Select the Finalist

    After reviewing all vendor responses to your RFP, conducting vendor demos, and running a pilot project (if applicable), the time has arrived to select your finalist.

    All core selection team members should hold a session to score each shortlisted vendor against the criteria enumerated on the previous slide – based on an in-depth review of proposals, the demo sessions, and any pilots or technical assessments.

    The vendor that scores the highest in aggregate is your finalist.

    Congratulations – you are now ready to proceed to final negotiation and inking a contract. This blueprint provides a detailed approach on the mechanics of a major vendor negotiation.

    Leverage Info-Tech’s research to plan and execute your CRM implementation

    Use Info-Tech Research Group’s three phase implementation process to guide your own planning.
    The three phases of software implementation: 'Assess', 'Prepare', 'Govern & Course Correct'. Sample of the 'Governance and Management of Enterprise Software Implementation' blueprint.

    Establish and execute an end-to-end, agile framework to succeed with the implementation of a major enterprise application.

    Visit this link

    Prepare for implementation: establish a clear resourcing plan

    Organizations rarely have sufficient internal staffing to resource a CRM project on their own. Consider the options for closing the gap in internal resource availability.

    The most common project resourcing structures for enterprise projects are:
    Your own staff +
    1. Management consultant
    2. Vendor consultant
    3. System integrator
    Info-Tech Insight

    When contemplating a resourcing structure, consider:

    • Availability of in-house implementation competencies and resources.
    • Timeline and constraints.
    • Integration environment complexity.

    Consider the following:

    Internal vs. External Roles and Responsibilities

    Clearly delineate between internal and external team responsibilities and accountabilities, and communicate this to your technology partner up front.

    Internal vs. External Accountabilities

    Accountability is different than responsibility. Your vendor or SI partner may be responsible for completing certain tasks, but be careful not to outsource accountability for the implementation – ultimately, the internal team will be accountable.

    Partner Implementation Methodologies

    Often vendors and/or SIs will have their own preferred implementation methodology. Consider the use of your partner's implementation methodology; however, you know what will work for your organization.

    Establish team composition

    1 – 2 hours

    Input: Skills assessment, Stakeholder analysis, Vendor partner selection

    Output: Team composition

    Materials: Sticky notes, Whiteboard, Markers

    Participants: Project team

    Use Info-Tech’s Governance and Management of Enterprise Software Implementation to establish your team composition. Within that blueprint:

    1. Assess the skills necessary for an implementation. Inventory the competencies required for the implementation project team. Map your internal resources to each competency as applicable.
    2. Select your internal implementation team. Determine who needs to be involved closely with the implementation. Key stakeholders should also be considered as members of your implementation team.
    3. Identify the number of external consultants/support required for implementation. Consider your in-house skills, timeline considerations, integration environment complexity, and cost constraints as you make your team composition plan. Be sure to dedicate an internal resource to managing the vendor and partner relationships.
    4. Document the roles and responsibilities, accountabilities, and other expectations of your team as they relate to each step of the implementation.

    Governance and Management of Enterprise Software Implementation

    Sample of the 'Governance and Management of Enterprise Software Implementation' blueprint.Follow our iterative methodology with a task list focused on the business must-have functionality to achieve rapid execution and to allow staff to return to their daily work sooner.

    Visit this link

    Ensure your implementation team has a high degree of trust and communication

    If external partners are needed, dedicate an internal resource to managing the vendor and partner relationships.

    Communication

    Teams must have some type of communication strategy. This can be broken into:
    • Regularity: Having a set time each day to communicate progress and a set day to conduct retrospectives.
    • Ceremonies: Injecting awards and continually emphasizing delivery of value can encourage relationship-building and constructive motivation.
    • Escalation: Voicing any concerns and having someone responsible for addressing those concerns.

    Proximity

    Distributed teams create complexity as communication can break down. This can be mitigated by:
    • Location: Placing teams in proximity can close the barrier of geographical distance and time zone differences.
    • Inclusion: Making a deliberate attempt to pull remote team members into discussions and ceremonies.
    • Communication tools: Having the right technology (e.g. video conference) can help bring teams closer together virtually.

    Trust

    Members should trust other members are contributing to the project and completing their required tasks on time. Trust can be developed and maintained by:
    • Accountability: Having frequent quality reviews and feedback sessions. As work becomes more transparent, people become more accountable.
    • Role clarity: Having a clear definition of what everyone’s role is.

    Plan for your implementation of CRM based on deployment model

    Place your CRM application into your IT landscape by configuring and adjusting the tool based on your specific deployment method.

    Icon of a housing development.
    On-Premises

    1. Identify custom features and configuration items
    2. Train developers and IT staff on new software investment
    3. Install software
    4. Configure software
    5. Test installation and configuration
    6. Test functionality

    Icon of a cloud upload.
    SaaS-based

    1. Train developers and IT staff on new software investment
    2. Set up connectivity
    3. Identify VPN or internal solution
    4. Check firewalls
    5. Validate bandwidth regulations

    Integration is a top IT challenge and critical to the success of the CRM suite

    CRM suites are most effective when they are integrated with ERP and MarTech solutions.

    Data interchange between the CRM solution and other data sources is necessary

    Formulate a comprehensive map of the systems, hardware, and software with which the CRM solution must be able to integrate. Customer data needs to constantly be synchronized: without this, you lose out on one of the primary benefits of CRM. These connections must be bidirectional for maximum value (i.e. marketing data to the CRM, customer data to MMS).
    Specialized projects that include an intricate prospect or customer list and complex rules may need to be built by IT The more custom fields you have in your CRM suite and point solutions, the more schema mapping you will have to do. Include this information in the RFP to receive guidance from vendors on the ease with which integration can be achieved.

    Pay attention to legacy apps and databases

    If you have legacy CRM, POS, or customer contact software, more custom code will be required. Many vendors claim that custom integration can be performed for most systems, but custom comes at a cost. Don’t just ask if they can integrate; ask how long it will take and for references from organizations which have been successful in this.
    When assessing the current application portfolio that supports CRM, the tendency will be to focus on the applications under the CRM umbrella, relating mostly to marketing, sales, and customer service. Be sure to include systems that act as inputs to, or benefit due to outputs from, the CRM or similar applications.

    CRM data flow

    Example of a CRM data flow.

    Be sure to include enterprise applications that are not included in the CRM application portfolio. Popular systems to consider for POIs include billing, directory services, content management, and collaboration tools.

    Sample CRM integration map

    Sample of a CRM integration map.

    Scenario: Failure to address CRM data integration will cost you in the long run

    A company spent $15 million implementing a new CRM system in the cloud and decided NOT to spend an additional $1.5 million to do a proper cloud DI tool procurement. The mounting costs followed.

    Cost Element – Custom Data Integration

    $

    2 FTEs for double entry of sales order data $ 100,000/year
    One-time migration of product data to CRM $ 240,000 otc
    Product data maintenance $ 60,000/year
    Customer data synchronization interface build $ 60,000 otc
    Customer data interface maintenance $ 10,000/year
    Data quality issues $ 100,000/year
    New SaaS integration built in year 3 $ 300,000 otc
    New SaaS integration maintenance $ 150,000/year

    Cost Element – Data Integration Tool

    $

    DI strategy and platform implementation $1,500,000 otc
    DI tool maintenance $ 15,000/year
    New SaaS integration point in year 3 $ 300,000 otc
    Thumbs down color coded red to the adjacent chart. Custom integration is costing this organization $300,000/year for one SaaS solution.
    Thumbs up color coded blue to the adjacent chart.

    The proposed integration solution would have paid for itself in 3-4 years and saved exponential costs in the long run.

    Proactively address data quality in the CRM during implementation

    Data quality is a make-or-break issue in a CRM platform; garbage in is garbage out.
    • CRM suites are one of the leading offenders for generating poor-quality data. As such, it’s important to have a plan in place for structuring your data architecture in such a way the poor data quality is minimized from the get-go.
    • Having a plan for data quality should precede data migration efforts; some types of poor data quality can be mitigated prior to migration.
    • There are five main types of poor-quality data found in CRM platforms.
      • Duplicate data: Duplicate records can be a major issue. Leverage dedicated deduplication tools to eliminate them.
      • Stale data: Out-of-date customer information can reduce the usefulness of the platform. Use automated social listening tools to help keep data fresh.
      • Incomplete data: Records with missing info limit platform value. Specify data validation parameters to mandate that all fields are filled in.
      • Invalid and conflicting data: These can create cascading errors. Establishing conflict resolution rules in ETL tools for data integration can lessen issues.
    Info-Tech Insight

    If you have a complex POI environment, appoint data stewards for each major domain and procure a deduplication tool. As the complexity of CRM system-to-system integrations increases, so will the chance that data quality errors will crop up – for example, bidirectional POI with other sources of customer information dramatically increase the chances of conflicting/duplicate data.

    Profile data, eliminate dead weight, and enforce standards to protect data

    Identify and eliminate dead weight

    Poor data can originate in the firm’s CRM system. Custom queries, stored procedures, or profiling tools can be used to assess the key problem areas.

    Loose rules in the CRM system may lead to records of no significant value in the database. Those rules need to be fixed, but if changes are made before the data is fixed, users could encounter database or application errors, which will reduce user confidence in the system.

    • Conduct a data flow analysis: map the path that data takes through the organization.
    • Use a mass cleanup to identify and destroy dead weight data. Merge duplicates either manually or with the aid of software tools. Delete incomplete data, taking care to reassign related data.
    • COTS packages typically allow power users to merge records without creating orphaned records in related tables, but custom-built applications typically require IT expertise.

    Create and enforce standards and policies

    Now that the data has been cleaned, it’s important to protect the system from relapsing.

    Work with business users to find out what types of data require validation and which fields should have changes audited. Whenever possible, implement drop-down lists to standardize values and make programming changes to ensure that truncation ceases.

    • Truncated data is usually caused by mismatches in data structures during either one-time data loads or ongoing data integrations.
    • Don’t go overboard on assigning required fields; users will just put key data in note fields.
    • Discourage the use of unstructured note fields: the data is effectively lost except if it gets subpoenaed.
    Info-Tech Insight

    Data quality concerns proliferate with the customization level of your platform. The more extensive the custom integration points and module/database extensions that you have made, the more you will need to have a plan in place for managing data quality from a reactive and proactive standpoint.

    Create a formal communication process throughout the CRM implementation

    Establish a comprehensive communication process around the CRM enterprise roll-out to ensure that end users stay informed.

    The CRM kick-off meeting(s) should encompass: 'The high-level application overview', 'Target business-user requirements', 'Target quality of service (QoS) metrics', 'Other IT department needs', 'Tangible business benefits of application', 'Special consideration needs'. The overall objective for interdepartmental CRM kick-off meetings is to confirm that all parties agree on certain key points and understand platform rationale and functionality.

    The kick-off process will significantly improve internal communications by inviting all affected internal IT groups, including business units, to work together to address significant issues before the application process is formally activated.

    Department groups or designated trainers should take the lead and implement a process for:

    • Scheduling CRM platform roll-out/kick-off meetings.
    • Soliciting preliminary input from the attending groups to develop further training plans.
    • Establishing communication paths and the key communication agents from each department who are responsible for keeping lines open moving forward.

    Ensure requirements are met with robust user acceptance testing

    User acceptance testing (UAT) is a test procedure that helps to ensure end-user requirements are met. Test cases can reveal bugs before the suite is implemented.

    Five Secrets of UAT Success

    Bracket with colors corresponding the adjacent list items.

    1

    Create the plan With the information collected from requirements gathering, create the plan. Make sure this information is added to the main project plan documentation.

    2

    Set the agenda The time allotted will vary depending on the functionality being tested. Ensure that the test schedule allows for the resolution of issues and discussion.

    3

    Determine who will participate Work with the relevant stakeholders to identify the people who can best contribute to system testing. Look for experienced power users who have been involved in earlier decision making about the system.

    4

    Highlight acceptance criteria Together with the UAT group, pinpoint the criteria to determine system acceptability. Refer back to requirements specified in use cases in the initial requirements-gathering stages of the project.

    5

    Collect end user feedback Weaknesses in resolution workflow design, technical architecture, and existing customer service processes can be highlighted and improved on with ongoing surveys and targeted interviews.

    Calculate post-deployment metrics to assess measurable value of the project

    Track the post-deployment results from the project and compare the metrics to the current state and target state.

    CRM Selection and Implementation Metrics
    Description Formula Current or Estimated Target Post-Deployment
    End-User Satisfaction # of Satisfied Users
    # of End Users
    70% 90% 85%
    Percentage Over/Under Estimated Budget Amount Spent - 100%
    Budget
    5% 0% 2%
    Percentage Over/Under Estimated Timeline Project Length - 100%
    Estimated Timeline
    10% -5% -10%

    CRM Strategy Metrics
    Description Formula Current or Estimated Target Post-Deployment
    Number of Leads Generated (per month) # of Leads Generated 150 200 250
    Average Time to Resolution (in minutes) Time Spent on Resolution
    # of Resolutions
    30 minutes 10 minutes 15 minutes
    Cost per Interaction by Campaign Total Campaign Spending
    # of Customer Interactions
    $17.00 $12.00 $12.00

    Select the Right CRM Platform

    CRM technology is critical to facilitate an organization’s relationships with customers, service users, employees, and suppliers. Having a structured approach to building a business case, defining key requirements, and engaging with the right shortlist of vendors to pick the best finalist is crucial.

    This selection guide allows organizations to execute a structured methodology for picking a CRM that aligns with their needs. This includes:
    • Alignment and prioritization of key business and technology drivers for a CRM selection business case.
    • Identification of key use cases and requirements for CRM.
    • Construction of a robust CRM RFP.
    • A strong market scan of key players.
    • A survey of crucial implementation considerations.
    This formal CRM selection initiative will drive business-IT alignment, identify sales and marketing automation priorities, and allow for the rollout of a platform that’s highly likely to satisfy all stakeholder needs.

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

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

    Insight summary

    Stakeholder satisfaction is critical to your success

    Choosing a solution for a single use case and then expanding it to cover other purposes can be a way to quickly gain approvals and then make effective use of dollars spent. However, this can also be a nightmare if the product is not fit for purpose and requires significant customization effort for future use cases. Identify use cases early, engage stakeholders to define success, and recognize where you need to find balance between a single off-the-shelf CRM platform and adjacent MarTech or sales enablement systems.

    Build a business case

    An effective business case isn’t a single-purpose document for obtaining funding. It can also be used to drive your approach to product selection, requirements gathering, and ultimately evaluating stakeholder and user satisfaction.

    Use your business case to define use cases and milestones as well as success.

    Balance process with technology

    A new solution with old processes will result in incremental increased value. Evaluate existing processes and identify opportunities to improve and remove workarounds. Then define requirements.

    You may find that the tools you have would be adequate with an upgrade and tool optimization. If not, this exercise will prepare you to select the right solution for your current and future needs.

    Drive toward early value

    Lead with the most important benefit and consider the timeline. Most stakeholders will lose interest if they don’t realize benefits within the fist year. Can you reach your goal and report success within that timeline?

    Identify secondary, incremental customer engagement improvements that can be made as you work toward the overall goal to be achieved at the one-year milestone.

    Related Info-Tech Research

    Stock image of an office worker. Build a Strong Technology Foundation for Customer Experience Management
    • Any CRM project needs to be guided by the broader strategy around customer engagement. This blueprint explores how to create a strong technology enablement approach for CXM using voice of the customer analysis.
    Stock image of a target with arrows. Improve Requirements Gathering
    • 70% of projects that fail do so because of poor requirements. If you need to double-click on best practices for eliciting, analyzing, and validating requirements as you build up your CRM picklist and RFP, this blueprint will equip you with the knowledge and tools you need to hit the ground running.
    Stock image of a pen on paper. Drive Successful Sourcing Outcomes with a Robust RFP Process
    • Managing a complex RFP process for an enterprise application like a CRM platform can be a challenging undertaking. This blueprint zooms into how to build, run, administer, and evaluate RFP responses effectively.

    Bibliography

    “Doomed From the Start? Why a Majority of Business and IT Teams Anticipate Their Software Development Projects Will Fail.” Geneca, 25 Jan. 2017. Web.

    Hall, Kerrie. “The State of CRM Data Management 2020.” Validity. 27 April 2020. Web.

    Hinchcliffe, Dion. “The Evolving Role of the CIO and CMO in Customer Experience.” ZDNet, 22 Jan. 2020. Web.

    Klie, L. “CRM Still Faces Challenges, Most Speakers Agree: CRM Systems Have Been Around for Decades, but Interoperability and Data Siloes Still Have to Be Overcome.” CRM Magazine, vol. 23, no. 5, 2019, pp. 13-14.

    Markman, Jon. "Netflix Knows What You Want... Before You Do." Forbes. 9 Jun. 2017. Web.

    Morgan, Blake. “50 Stats That Prove The Value Of Customer Experience.” Forbes, 24 Sept. 2019. Web.

    Taber, David. “What to Do When Your CRM Project Fails.” CIO Magazine, 18 Sept. 2017. Web.

    “The State of Project Management Annual Survey 2018.” Wellingtone, 2018. Web.

    “The History of Microsoft Dynamics.” Eswelt. 2021. Accessed 8 June 2022.

    “Unlock the Mysteries of Your Customer Relationships.” Harvard Business Review. 1 July 2014. Accessed 30 Mar. 2016.

    Portfolio Management

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    • member rating overall impact: 9.6/10
    • member rating average dollars saved: $40,234
    • member rating average days saved: 30
    • Parent Category Name: Applications
    • Parent Category Link: /applications

    The challenge

    • Typically your business wants much more than your IT development organization can deliver with the available resources at the requested quality levels.
    • Over-damnd has a negative influence on delivery throughput. IT starts many projects (or features) but has trouble delivering most of them within the set parameters of scope, time, budget, and quality. Some requested deliverables may even be of questionable value to the business.
    • You may not have the right project portfolio management (PPM) strategy to bring order in IT's delivery activities and to maximize business value.

    Our advice

    Insight

    • Many in IT mix PPM and project management. Your project management playbook does not equate to the holistic view a real PPM practice gives you.
    • Some organizations also mistake PPM for a set of processes. Processes are needed, but a real strategy works towards tangible goals.
    • PPM works at the strategic level of the company; hence executive buy-in is critical. Without executive support, any effort to reconcile supply and demand will be tough to achieve.

    Impact and results 

    • PPM is a coherent business-aligned strategy that maximizes business value creation across the entire portfolio, rather than in each project.
    • Our methodology tackles the most pressing challenge upfront: get executive buy-in before you start defining your goals. With senior management behind the plan, implementation will become easier.
    • Create PPM processes that are a cultural fit for your company. Define your short and long-term goals for your strategy and support them with fully embedded portfolio management processes.

    The roadmap

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

    Get started.

    Read our executive brief to understand why you should develop a PPM strategy and understand how our methodology can help you. We show you how we can support you.

    Obtain executive buy-in for your strategy

    Ensure your strategy is a cultural fit or cultural-add for your company.

    • Develop a Project Portfolio Management Strategy – Phase 1: Get Executive Buy-In for Your PPM Strategy (ppt)
    • PPM High-Level Supply-Demand Calculator (xls)
    • PPM Strategic Plan Template (ppt)
    • PPM Strategy-Process Goals Translation Matrix Template (xls)

    Align the PPM processes to your company's strategic goals

    Use the advice and tools in this stage to align the PPM processes.

    • Develop a Project Portfolio Management Strategy – Phase 2: Align PPM Processes to Your Strategic Goals (ppt)
    • PPM Strategy Development Tool (xls)

    Refine and complete your plan

    Use the inputs from the previous stages and add a cost-benefit analysis and tool recommendation.

    • Streamline Application Maintenance – Phase 3: Optimize Maintenance Capabilities (ppt)

    Streamline your maintenance delivery

    Define quality standards in maintenance practices. Enforce these in alignment with the governance you have set up. Show a high degree of transparency and open discussions on development challenges.

    • Develop a Project Portfolio Management Strategy – Phase 3: Complete Your PPM Strategic Plan (ppt)
    • Project Portfolio Analyst / PMO Analyst (doc)

     

     

    Demystify Blockchain: How Can It Bring Value to Your Organization?

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    • Parent Category Name: Innovation
    • Parent Category Link: /innovation
    • Most leaders have an ambiguous understanding of blockchain and its benefits, let alone how it impacts their organization.
    • At the same time, with bitcoin drawing most of the media attention, organizations are finding it difficult to translate cryptocurrency usage to business case.

    Our Advice

    Critical Insight

    • Cut through the hype associated with blockchain by focusing on what is relevant to your organization. You have been hearing about blockchain for some time now and want to better understand it. While it is complex, you can beat the learning curve by analyzing its key benefits and purpose. Features such as transparency, efficiency, and security differentiate blockchain from existing technologies and help explain why it has transformative potential.
    • Ensure your use case is actually useful by first determining whether blockchain aligns with your organization. CIOs must take a practical approach to blockchain in order to avoid wasting resources (both time and money) and hurting IT’s image in the eyes of the business. While is easy to get excited and invest in a new technology to help maintain your image as a thought leader, you must ensure that your use case is fully developed prior to doing so.

    Impact and Result

    • Follow Info-Tech’s methodology for simplifying an otherwise complex concept. By focusing on its benefits and how they directly relate to a use case, blockchain technology is made easy to understand for business and IT professionals.
    • Our program will help you understand if blockchain is the optimal solution for your organization by mapping its key benefits (i.e. transparency, integrity, efficiency, and security) to your needs and capabilities.
    • Leverage a repeatable framework for brainstorming blockchain use case ideas and communicate your findings to business stakeholders who may otherwise be confused about the transformative potential of blockchain.

    Demystify Blockchain: How Can It Bring Value to Your Organization? Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why your organization should care about determining whether blockchain aligns with your organization, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

    1. What exactly is blockchain?

    Understand blockchain’s unique feature, benefits, and business use cases.

    • Demystify Blockchain – Phase 1: What Is Blockchain?
    • Blockchain Glossary

    2. What can blockchain do for your organization?

    Envision blockchain’s transformative potential for your organization by brainstorming and validating a use case.

    • Demystify Blockchain – Phase 2: What Can Blockchain Do for Your Organization?
    • Blockchain Alignment Tool
    • Blockchain Alignment Presentation
    [infographic]

    Identify and Build the Data & Analytics Skills Your Organization Needs

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    • Parent Category Name: Data Management
    • Parent Category Link: /data-management

    The rapid technological evolution in platforms, processes, and applications is leading to gaps in the skills needed to manage and use data. Some common obstacles that could prevent you from identifying and building the data & analytics skills your organization needs include:

    • Lack of resources and knowledge to secure professionals with the right mix of D&A skills and right level of experience/skills
    • Lack of well-formulated and robust data strategy
    • Underestimation of the value of soft skills

    Our Advice

    Critical Insight

    Skill deficiency is frequently stated as a roadblock to realizing corporate goals for data & analytics. Soft skills and technical skills are complementary, and data & analytics teams need a combination of both to perform effectively. Identify the essential skills and the gap with current skills that fit your organization’s data strategy to ensure the right skills are available at the right time and minimize pertinent risks.

    Impact and Result

    Follow Info-Tech's advice on the roles and skills needed to support your data & analytics strategic growth objectives and how to execute an actionable plan:

    • Define the skills required for each essential data & analytics role.
    • Identify the roles and skills gaps in alignment with your current data strategy.
    • Establish an action plan to close the gaps and reduce risks.

    Identify and Build the Data & Analytics Skills Your Organization Needs Research & Tools

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

    1. Identify and Build the Data & Analytics Skills Your Organization Needs Deck – Use this research to assist you in identifying and building roles and skills that are aligned with the organization’s data strategy.

    To generate business value from data, data leaders must first understand what skills are required to achieve these goals, identify the current skill gaps, and then develop skills development programs to enhance the relevant skills. Use Info-Tech's approach to identify and fill skill gaps to ensure you have the right skills at the right time.

    • Identify and Build the Data & Analytics Skills Your Organization Needs Storyboard

    2. Data & Analytics Skills Assessment and Planning Tool – Use this tool to help you identify the current and required level of competency for data & analytics skills, analyze gaps, and create an actionable plan.

    Start with skills and roles identified as the highest priority through a high-level maturity assessment. From there, use this tool to determine whether the organization’s data & analytics team has the key role, the right combination of skill sets, and the right level competency for each skill. Create an actionable plan to develop skills and fill gaps.

    • Data & Analytics Skills Assessment and Planning Tool
    [infographic]

    Further reading

    Identify and Build the Data & Analytics Skills Your Organization Needs

    Blending soft skills with deep technical expertise is essential for building successful data & analytics teams.

    Analyst Perspective

    Blending soft skills with deep technical expertise is essential for building successful data & analytics teams.

    In today's changing environment, data & analytics (D&A) teams have become an essential component, and it is critical for organizations to understand the skill and talent makeup of their D&A workforce. Chief data & analytics officers (CDAOs) or other equivalent data leaders can train current data employees or hire proven talent and quickly address skills gaps.

    While developing technical skills is critical, soft skills are often left underdeveloped, yet lack of such skills is most likely why the data team would face difficulty moving beyond managing technology and into delivering business value.

    Follow Info-Tech's methodology to identify and address skills gaps in today's data workplace. Align D&A skills with your organization's data strategy to ensure that you always have the right skills at the right time.

    Ruyi Sun
    Research Specialist,
    Data & Analytics, and Enterprise Architecture
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    The rapid technological evolution in platforms, processes, and applications is leading to gaps in the skills needed to manage and use data. Some critical challenges organizations with skills deficiencies might face include:

    • Time loss due to delayed progress and reworking of initiatives
    • Poor implementation quality and low productivity
    • Reduced credibility of data leader and data initiatives

    Common Obstacles

    Some common obstacles that could prevent you from identifying and building the data and analytics (D&A) skills your organization needs are:

    • Lack of resources and knowledge to secure professionals with the right mixed D&A skills and the right experience/skill level
    • Lack of well-formulated and robust data strategy
    • Neglecting the value of soft skills and placing all your attention on technical skills

    Info-Tech's Approach

    Follow Info-Tech's guidance on the roles and skills required to support your D&A strategic growth objectives and how to execute an actionable plan:

    • Define skills required for each essential data and analytics role
    • Identify roles and skills gap in alignment with your current data strategy
    • Establish action plan to close the gaps and reduce risks

    Info-Tech Insight

    Skills gaps are a frequently named obstacle to realizing corporate goals for D&A. Soft skills and technical skills are complementary, and a D&A team needs both to perform effectively. Identify the essential skills and the gap with current skills required by your organization's data strategy to ensure the right skill is available at the right time and to minimize applicable risks.

    The rapidly changing environment is impacting the nature of work

    Scarcity of data & analytics (D&A) skills

    • Data is one of the most valuable organizational assets, and regardless of your industry, data remains the key to informed decision making. More than 75% of businesses are looking to adopt technologies like big data, cloud computing, and artificial intelligence (AI) in the next five years (World Economic Forum, 2023). As organizations pivot in response to industry disruptions and technological advancements, the nature of work is changing, and the demand for data expertise has grown.
    • Despite an increasing need for data expertise, organizations still have trouble securing D&A roles due to inadequate upskilling programs, limited understanding of the skills required, and more (EY, 2022). Notably, scarce D&A skills have been critical. More workers will need at least a base level of D&A skills to adequately perform their jobs.

    Stock image of a data storage center.

    Organizations struggle to remain competitive when skills gaps aren't addressed

    Organizations identify skills gaps as the key barriers preventing industry transformation:

    60% of organizations identify skills gaps as the key barriers preventing business transformation (World Economic Forum, 2023)

    43% of respondents agree the business area with the greatest need to address potential skills gaps is data analytics (McKinsey & Company, 2020)

    Most organizations are not ready to address potential role disruptions and close skills gaps:

    87% of surveyed companies say they currently experience skills gaps or expect them within a few years (McKinsey & Company, 2020)

    28% say their organizations make effective decisions on how to close skills gaps (McKinsey & Company, 2020)

    Neglecting soft skills development impedes CDOs/CDAOs from delivering value

    According to BearingPoint's CDO survey, cultural challenges and limited data literacy are the main roadblocks to a CDO's success. To drill further into the problem and understand the root causes of the two main challenges, conduct a root cause analysis (RCA) using the Five Whys technique.

    Bar Chart of 'Major Roadblocks to the Success of a CDO' with 'Limited data literacy' at the top.
    (Source: BearingPoint, 2020)

    Five Whys RCA

    Problem: Poor data literacy is the top challenge CDOs face when increasing the value of D&A. Why?

    • People that lack data literacy find it difficult to embrace and trust the organization's data insights. Why?
    • Data workers and the business team don't speak the same language. Why?
    • No shared data definition or knowledge is established. Over-extensive data facts do not drive business outcomes. Why?
    • Leaders fail to understand that data literacy is more than technical training, it is about encompassing all aspects of business, IT, and data. Why?
    • A lack of leadership skills prevents leaders from recognizing these connections and the data team needing to develop soft skills.

    Problem: Cultural challenge is one of the biggest obstacles to a CDO's success. Why?

    • Decisions are made from gut instinct instead of data-driven insights, thus affecting business performance. Why?
    • People within the organization do not believe that data drives operational excellence, so they resist change. Why?
    • Companies overestimate the organization's level of data literacy and data maturity. Why?
    • A lack of strategies in change management, continuous improvement & data literacy for data initiatives. Why?
    • A lack of expertise/leaders possessing these relevant soft skills (e.g. change management, etc.).

    As organizations strive to become more data-driven, most conversations around D&A emphasize hard skills. Soft skills like leadership and change management are equally crucial, and deficits there could be the root cause of the data team's inability to demonstrate improved business performance.

    Data cannot be fully leveraged without a cohesive data strategy

    Business strategy and data strategy are no longer separate entities.

    • For any chief data & analytics officer (CDAO) or equivalent data leader, a robust and comprehensive data strategy is the number one tool for generating measurable business value from data. Data leaders should understand what skills are required to achieve these goals, consider the current skills gap, and build development programs to help employees improve those skills.
    • Begin your skills development programs by ensuring you have a data strategy plan prepared. A data strategy should never be formulated independently from the business. Organizations with high data maturity will align such efforts to the needs of the business, making data a major part of the business strategy to achieve data centricity.
    • Refer to Info-Tech's Build a Robust and Comprehensive Data Strategy blueprint to ensure data can be leveraged as a strategic asset of the organization.

    Diagram of 'Data Strategy Maturity' with two arrangements of 'Data Strategy' and 'Business Strategy'. One is 'Aligned', the other is 'Data Centric.'

    Info-Tech Insight

    The process of achieving data centricity requires alignment between the data and business teams, and that requires soft skills.

    Follow Info-Tech's methodology to identify the roles and skills needed to execute a data strategy

    1. Define Key Roles and Skills

      Digital Leadership Skills, Soft Skills, Technical Skills
      Key Output
      • Defined essential competencies, responsibilities for some common data roles
    2. Uncover the Skills Gap

      Data Strategy Alignment, High-Level Data Maturity Assessment, Skills Gap Analysis
      Key Output
      • Data roles and skills aligned with your current data strategy
      • Identified current and target state of data skill sets
    3. Build an Actionable Plan

      Initiative Priority, Skills Growth Feasibility, Hiring Feasibility
      Key Output
      • Identified action plan to address the risk of data skills deficiency

    Info-Tech Insight

    Skills gaps are a frequently named obstacle to realizing corporate goals for D&A. Soft skills and technical skills are complementary, and a D&A team needs both to perform effectively. Identify the essential skills and the gap with current skills that fit your organization's data strategy to ensure the right skill is available at the right time and to minimize applicable risks.

    Research benefits

    Member benefits

    • Reduce time spent defining the target state of skill sets.
    • Gain ability to reassess the feasibility of execution on your data strategy, including resources and timeline.
    • Increase confidence in the data leader's ability to implement a successful skills development program that is aligned with the organization's data strategy, which correlates directly to successful business outcomes.

    Business benefits

    • Reduce time and cost spent hiring key data roles.
    • Increase chance of retaining high-quality data professionals.
    • Reduce time loss for delayed progress and rework of initiatives.
    • Optimize quality of data initiative implementation.
    • Improve data team productivity.

    Insight summary

    Overarching insight

    Skills gaps are a frequently named obstacle to realizing corporate goals for D&A. Soft skills and technical skills are complementary, and a D&A team needs both to perform effectively. Identify the essential skills and the gap with current skills that fit your organization's data strategy to ensure the right skill is available at the right time and to minimize applicable risks.

    Phase 1 insight

    Technological advancements will inevitably require new technical skills, but the most in-demand skills go beyond mastering the newest technologies. Soft skills are essential to data roles as the global workforce navigates the changes of the last few years.

    Phase 2 insight

    Understanding and knowing your organization's data maturity level is a prerequisite to assessing your current skill and determining where you must align in the future.

    Phase 3 insight

    One of the misconceptions that organizations have includes viewing skills development as a one-time effort. This leads to underinvestment in data team skills, risk of falling behind on technological changes, and failure to connect with business partners. Employees must learn to continuously adapt to the changing circumstances of D&A.

    While the program must be agile and dynamic to reflect technological improvements in the development of technical skills, the program should always be anchored in soft skills because data management is fundamentally about interaction, collaboration, and people.

    Tactical insight

    Seeking input and support across your business units can align stakeholders to focus on the right data analytics skills and build a data learning culture.

    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 four to six calls over the course of two to three months.

    What does a typical GI on this topic look like?

    Phase 1

    Phase 2

    Phase 3

    Call #1: Understand common data & analytics roles and skills, and your specific objectives and challenges. Call #2: Assess the current data maturity level and competency of skills set. Identify the skills gap. Call #3: Identify the relationship between current initiatives and capabilities. Initialize the corresponding roadmap for the data skills development program.

    Call #4: (follow-up call) Touching base to follow through and ensure that benefits have received.

    Identify and Build the Data & Analytics Skills Your Organization Needs

    Phase 1

    Define Key Roles and Skills

    Define Key Roles and Skills Uncover the Skills Gap Build an Actionable Plan

    This phase will walk you through the following activities:

    • 1.1 Review D&A Skill & Role List in Data & Analytics Assessment and Planning Tool

    This phase involves the following participants:

    • Data leads

    Key resources for your data strategy: People

    Having the right role is a key component for executing effective data strategy.

    D&A Common Roles

    • Data Steward
    • Data Custodian
    • Data Owner
    • Data Architect
    • Data Modeler
    • Artificial Intelligence (AI) and Machine Learning (ML) Specialist
    • Database Administrator
    • Data Quality Analyst
    • Security Architect
    • Information Architect
    • System Architect
    • MDM Administrator
    • Data Scientist
    • Data Engineer
    • Data Pipeline Developer
    • Data Integration Architect
    • Business Intelligence Architect
    • Business Intelligence Analyst
    • ML Validator

    AI and ML Specialist is projected to be the fastest-growing occupation in the next five years (World Economic Forum, 2023).

    While tech roles take an average of 62 days to fill, hiring a senior data scientist takes 70.5 days (Workable, 2019). Start your recruitment cycle early for this demand.

    D&A Leader Roles

    • Chief Data Officer (CDO)/Chief Data & Analytics Officer (CDAO)
    • Data Governance Lead
    • Data Management Lead
    • Information Security Lead
    • Data Quality Lead
    • Data Product Manager
    • Master Data Manager
    • Content and Record Manager
    • Data Literacy Manager

    CDOs act as impactful change agents ensuring that the organization's data management disciplines are running effectively and meeting the business' data needs. Only 12.0% of the surveyed organizations reported having a CDO as of 2012. By 2022, this percentage had increased to 73.7% (NewVantage Partners, 2022).

    Sixty-five percent of respondents said lack of data literacy is the top challenge CDOs face today (BearingPoint, 2020). It has become imperative for companies to consider building a data literacy program which will require a dedicated data literacy team.

    Key resources for your data strategy: Skill sets

    Distinguish between the three skills categories.

    • Soft Skills

      Soft skills are described as power skills regarding how you work, such as teamwork, communication, and critical thinking.
    • Digital Leadership Skills

      Not everyone working in the D&A field is expected to perform advanced analytical tasks. To thrive in increasingly data-rich environments, however, every data worker, including leaders, requires a basic technological understanding and skill sets such as AI, data literacy, and data ethics. These are digital leadership skills.
    • Technical Skills

      Technical skills are the practical skills required to complete a specific task. For example, data scientists and data engineers require programming skills to handle and manage vast amounts of data.

    Info-Tech Insight

    Technological advancements will inevitably require new technical skills, but the most in-demand skills go beyond mastering the newest technologies. Soft skills are essential to data roles as the global workforce navigates the changes of the last few years.

    Soft skills aren't just nice to have

    They're a top asset in today's data workplace.

    Leadership

    • Data leaders with strong leadership abilities can influence the organization's strategic execution and direction, support data initiatives, and foster data cultures. Organizations that build and develop leadership potential are 4.2 times more likely to financially outperform those that do not (Udemy, 2022).

    Business Acumen

    • The process of deriving conclusions and insights from data is ultimately utilized to improve business decisions and solve business problems. Possessing business acumen helps provide the business context and perspectives for work within data analytics fields.

    Critical Thinking

    • Critical thinking allows data leaders at every level to objectively assess a problem before making judgment, consider all perspectives and opinions, and be able to make decisions knowing the ultimate impact on results.

    Analytical Thinking

    • Analytical thinking remains the most important skill for workers in 2023 (World Economic Forum, 2023). Data analytics expertise relies heavily on analytical thinking, which is the process of breaking information into basic principles to analyze and understand the logic and concepts.

    Design Thinking & Empathy

    • Design thinking skills help D&A professionals understand and prioritize the end-user experience to better inform results and assist the decision-making process. Organizations with high proficiency in design thinking are twice as likely to be high performing (McLean & Company, 2022).

    Learning Focused

    • The business and data analytics fields continue to evolve rapidly, and the skills, especially technical skills, must keep pace. Learning-focused D&A professionals continuously learn, expanding their knowledge and enhancing their techniques.

    Change Management

    • Change management is essential, especially for data leaders who act as change agents developing and enabling processes and who assist others with adjusting to changes with cultural and procedural factors. Organizations with high change management proficiency are 2.2 times more likely to be high performing (McLean & Company, 2022).

    Resilience

    • Being motivated and adaptable is essential when facing challenges and high-pressure situations. Organizations highly proficient in resilience are 1.8 times more likely to be high performing (McLean & Company, 2022).

    Managing Risk & Governance Mindset

    • Risk management ability is not limited to highly regulated institutions. All data workers must understand risks from the larger organizational perspective and have a holistic governance mindset while achieving their individual goals and making decisions.

    Continuous Improvement

    • Continuously collecting feedback and reflecting on it is the foundation of continuous improvement. To uncover and track the lessons learned and treat them as opportunities, data workers must be able to discover patterns and connections.

    Teamwork & Collaboration

    • Value delivery in a data-centric environment is a team effort, requiring collaboration across the business, IT, and data teams. D&A experts with strong collaborative abilities can successfully work with other teams to achieve shared objectives.

    Communication & Active Listening

    • This includes communicating with relevant stakeholders about timelines and expectations of data projects and associated technology and challenges, paying attention to data consumers, understanding their requirements and needs, and other areas of interest to the organization.

    Technical skills for everyday excellence

    Digital Leadership Skills

    • Technological Literacy
    • Data and AI Literacy
    • Cloud Computing Literacy
    • Data Ethics
    • Data Translation

    Data & Analytics Technical Competencies

    • Data Mining
    • Programming Languages (Python, SQL, R, etc.)
    • Data Analysis and Statistics
    • Computational and Algorithmic Thinking
    • AI/ML Skills (Deep Learning, Computer Vision, Natural Language Processing, etc.)
    • Data Visualization and Storytelling
    • Data Profiling
    • Data Modeling & Design
    • Data Pipeline (ETL/ELT) Design & Management
    • Database Design & Management
    • Data Warehouse/Data Lake Design & Management

    1.1 Review D&A Skill & Role List in the Data & Analytics Assessment and Planning Tool

    Sample of Tab 2 in the Data & Analytics Assessment and Planning Tool.

    Tab 2. Skill & Role List

    Objective: Review the library of skills and roles and customize them as needed to align with your organization's language and specific needs.

    Download the Data & Analytics Assessment and Planning Tool

    Identify and Build the Data & Analytics Skills Your Organization Needs

    Phase 2

    Uncover the Skills Gap

    Define Key Roles and Skills Uncover the Skills Gap Build an Actionable Plan

    This phase will walk you through the following activities:

    • 2.1 High-level assessment of your present data management maturity
    • 2.2 Interview business and data leaders to clarify current skills availability
    • 2.3 Use the Data & Analytics Assessment and Planning Tool to Identify your skills gaps

    This phase involves the following participants:

    • Data leads
    • Business leads and subject matter experts (SMEs)
    • Key business stakeholders

    Identify skills gaps across the organization

    Gaps are not just about assigning people to a role, but whether people have the right skill sets to carry out tasks.

    • Now that you have identified the essential skills and roles in the data workplace, move to Phase 2. This phase will help you understand the required level of competency, assess where the organization stands today, and identify gaps to close.
    • Using the Data & Analytics Assessment and Planning Tool, start with areas that are given the highest priority through a high-level maturity assessment. From there, three levels of gaps will be found: whether people are assigned to a particular position, the right combination of D&A skill sets, and the right competency level for each skill.
    • Lack of talent assigned to a position

    • Lack of the right combination of D&A skill sets

    • Lack of appropriate competency level

    Info-Tech Insight

    Understanding your organization's data maturity level is a prerequisite to assessing the skill sets you have today and determining where you need to align in the future.

    2.1 High-level assessment of your present data management maturity

    Identifying and fixing skills gaps takes time, money, and effort. Focus on bridging the gap in high-priority areas.

    Input: Current state capabilities, Use cases (if applicable), Data culture diagnostic survey results (if applicable)
    Output: High-level maturity assessment, Prioritized list of data management focused area
    Materials: Data Management Assessment and Planning Tool (optional), Data & Analytics Assessment and Planning Tool
    Participants: Data leads, Business leads and subject matter experts (SMEs), Key business stakeholders

    Objectives:

    Prioritize these skills and roles based on your current maturity levels and what you intend to accomplish with your data strategy.

    Steps:

    1. (Optional Step) Refer to the Build a Robust and Comprehensive Data Strategy blueprint. You can assess your data maturity level using the following frameworks and methods:
      • Review current data strategy and craft use cases that represent high-value areas that must be addressed for their teams or functions.
      • Use the data culture assessment survey to determine your organization's data maturity level.
    2. (Optional Step) Refer to the Create a Data Management Roadmap blueprint and Data Management Assessment and Planning Tool to dive deep into understanding and assessing capabilities and maturity levels of your organization's data management enablers and understanding your priority areas and specific gaps.
    3. If you have completed Data Management Assessment and Planning Tool, fill out your maturity level scores for each of the data management practices within it - Tab 3 (Current-State Assessment). Skip Tab 4 (High-Level Maturity Assessment).
    4. If you have not yet completed Data Management Assessment and Planning Tool, skip Tab 3 and continue with Tab 4. Assign values 1 to 3 for each capability and enabler.
    5. You can examine your current-state data maturity from a high level in terms of low/mid/high maturity using either Tabs 3 or 4.
    6. Suggested focus areas along the data journey:
      • Low Maturity = Data Strategy, Data Governance, Data Architecture
      • Mid Maturity = Data Literacy, Information Management, BI and Reporting, Data Operations Management, Data Quality Management, Data Security/Risk Management
      • High Maturity = MDM, Data Integration, Data Product and Services, Advanced Analytics (ML & AI Management).

    Download the Data & Analytics Assessment and Planning Tool

    2.2 Interview business and data leaders to clarify current skills availability

    1-2 hours per interview

    Input: Sample questions targeting the activities, challenges, and opportunities of each unit
    Output: Identified skills availability
    Materials: Whiteboard/Flip charts, Data & Analytics Assessment and Planning Tool
    Participants: Data leads, Business leads and subject matter experts (SMEs), Key business stakeholders

    Instruction:

    1. Conduct a deep-dive interview with each key data initiative stakeholder (data owners, SMEs, and relevant IT/Business department leads) who can provide insights on the skill sets of their team members, soliciting feedback from business and data leaders about skills and observations of employees as they perform their daily tasks.
    2. Populate a current level of competency for each skill in the Data & Analytics Assessment and Planning Tool in Tabs 5 and 6. Having determined your data maturity level, start with the prioritized data management components (e.g. if your organization sits at low data maturity level, start with identifying relevant positions and skills under data governance, data architecture, and data architecture elements).
    3. More detailed instructions on how to utilize the workbook are at the next activity.

    Key interview questions that will help you :

    1. Do you have personnel assigned to the role? What are their primary activities? Do the personnel possess the soft and technical skills noted in the workbook? Are you satisfied with their performance? How would you evaluate their degree of competency on a scale of "vital, important, nice to have, or none"? The following aspects should be considered when making the evaluation:
      • Key Performance Indicators (KPIs): Business unit data will show where the organization is challenged and will help identify potential areas for development.
      • Project Management Office: Look at successful and failed projects for trends in team traits and competencies.
      • Performance Reviews: Look for common themes where employees excel or need to improve.
      • Focus Groups: Speak with a cross section of employees to understand their challenges.
    2. What technology is currently used? Are there requirements for new technology to be bought and/or optimized in the future? Will the workforce need to increase their skill level to carry out these activities with the new technology in place?

    Download the Data & Analytics Assessment and Planning Tool

    2.3 Use the Data & Analytics Assessment and Planning Tool to identify skills gaps

    1-3 hours — Not everyone needs the same skill levels.

    Input: Current skills competency, Stakeholder interview results and findings
    Output: Gap identification and analysis
    Materials: Data & Analytics Assessment and Planning Tool
    Participants: Data leads

    Instruction:

    1. Select your organization's data maturity level in terms of Low/Mid/High in cell A6 for both Tab 5 (Soft Skills Assessment) and Tab 6 (Technical Skills Assessment) to reduce irrelevant rows.
    2. Bring together key business stakeholders (data owners, SMEs, and relevant IT custodians) to determine whether the data role exists in the organization. If yes, assign a current-state value from “vital, important, nice to have, or none” for each skill in the assessment tool. Info-Tech has specified the desired/required target state of each skill set.
    3. Once you've assigned the current-state values, the tool will automatically determine whether there is a gap in skill set.

    Download the Data & Analytics Assessment and Planning Tool

    Identify and Build the Data & Analytics Skills Your Organization Needs

    Phase 3

    Build an Actionable Plan

    Define Key Roles and Skills Uncover the Skills Gap Build an Actionable Plan

    This phase will walk you through the following activities:

    • 3.1 Use the Data & Analytics Assessment and Planning Tool to build your actionable roadmap

    This phase involves the following participants:

    • Data leads
    • Business leads and subject matter experts (SMEs)
    • Key business stakeholders

    Determine next steps and decision points

    There are three types of internal skills development strategies

    • There are three types of internal skills development strategies organizations can use to ensure the right people with the right abilities are placed in the right roles: reskill, upskill, and new hire.
    1. Reskill

      Reskilling involves learning new skills for a different or newly defined position.
    2. Upskill

      Upskilling involves building a higher level of competency in skills to improve the worker's performance in their current role.
    3. New hire

      New hire involves hiring workers who have the essential skills to fill the open position.

    Info-Tech Insight

    One of the misconceptions that organizations have includes viewing skills development as a one-time effort. This leads to underinvestment in data team skills, risk of falling behind on technological changes, and failure to connect with business partners. Employees must learn to continuously adapt to the changing circumstances of D&A. While the program must be agile and dynamic to reflect technological improvements in the development of technical skills, the program should always be anchored in soft skills because data management is fundamentally about interaction, collaboration, and people.

    How to determine when to upskill, reskill, or hire to meet your skills needs

    Reskill

    Reskilling often indicates a change in someone's career path, so this decision requires a goal aligned with both individuals and the organization to establish a mutually beneficial situation.

    When making reskilling decisions, organizations should also consider the relevance of the skill for different positions. For example, data administrators and data architects have similar skill sets, so reskilling is appropriate for these employees.

    Upskill

    Upskilling tends to focus more on the soft skills necessary for more advanced positions. A data strategy lead, for example, might require design thinking training, which enables leaders to think from different perspectives.

    Skill growth feasibility must also be considered. Some technical skills, particularly those involving cutting-edge technologies, require continual learning to maintain operational excellence. For example, a data scientist may require AI/ML skills training to incorporate use of modern automation technology.

    New Hire

    For open positions and skills that are too resource-intensive to reskill or upskill, it makes sense to recruit new employees. Consider, however, time and cost feasibility of hiring. Some positions (e.g. senior data scientist) take longer to fill. To minimize risks, coordinate with your HR department and begin recruiting early.

    Data & Analytics skills training

    There are various learning methods that help employees develop priority competencies to achieve reskilling or upskilling.

    Specific training

    The data team can collaborate with the human resources department to plan and develop internal training sessions aimed at specific skill sets.

    This can also be accomplished through external training providers such as DCAM, which provides training courses on data management and analytics topics.

    Formal education program

    Colleges and universities can equip students with data analytics skills through formal education programs such as MBAs and undergraduate or graduate degrees in Data Science, Machine Learning, and other fields.

    Certification

    Investing time and effort to obtain certifications in the data & analytics field allows data workers to develop skills and gain recognition for continuous learning and self-improvement.

    AWS Data Analytics and Tableau Data Scientist Certification are two popular data analytics certifications.

    Online learning from general providers

    Some companies offer online courses in various subjects. Coursera and DataCamp are two examples of popular providers.

    Partner with a vendor

    The organization can partner with a vendor who brings skills and talents that are not yet available within the organization. Employees can benefit from the collaboration process by familiarizing themselves with the project and enhancing their own skills.

    Support from within your business

    The data team can engage with other departments that have previously done skills development programs, such as Finance and Change & Communications, who may have relevant resources to help you improve your business acumen and change management skills.

    Info-Tech Insight

    Seeking input and support across your business units can align stakeholders to focus on the right data analytics skills and build a data learning culture.

    Data & Analytics skills reinforcement

    Don't assume learners will immediately comprehend new knowledge. Use different methods and approaches to reinforce their development.

    Innovation Space

    • Skills development is not a one-time event, but a continuous process during which innovation should be encouraged. A key aspect of being innovative is having a “fail fast” mentality, which means collecting feedback, recognizing when something isn't working, encouraging experimentation, and taking a different approach with the goal of achieving operational excellence.
    • Human-centered design (HCD) also yields innovative outcomes with a people-first focus. When creating skills development programs for various target groups, organizations should integrate a human-centered approach.

    Commercial Lens

    • Exposing people to a commercial way of thinking can add long-term value by educating people to act in the business' best interest and raising awareness of what other business functions contribute. This includes concepts such as project management, return on investment (ROI), budget alignment, etc.

    Checklists/Rubrics

    • Employees should record what they learn so they can take the time to reflect. A checklist is an effective technique for establishing objectives, allowing measurement of skills development and progress.

    Buddy Program

    • A buddy program helps employees gain and reinforce knowledge and skills they have learned through mutual support and information exchange.

    Align HR programs to support skills integration and talent recruitment

    With a clear idea of skills needs and an executable strategy for training and reinforcing of concepts, HR programs and processes can help the data team foster a learning environment and establish a recruitment plan. The links below will direct you to blueprints produced by McLean & Company, a division of Info-Tech Research Group.

    Workforce Planning

    When integrating the skills of the future into workforce planning, determine the best approach for addressing the identified talent gaps – whether to build, buy, or borrow.

    Integrate the future skills identified into the organization's workforce plan.

    Talent Acquisition

    In cases where employee development is not feasible, the organization's talent acquisition strategy must focus more on buying or borrowing talent. This will impact the TA process. For example, sourcing and screening must be updated to reflect new approaches and skills.

    If you have a talent acquisition strategy, assess how to integrate the new roles/skills into recruiting.

    Competencies/Succession Planning

    Review current organizational core competencies to determine if they need to be modified. New skills will help inform critical roles and competencies required in succession talent pools.

    If no competency framework exists, use McLean & Company's Develop a Comprehensive Competency Framework blueprint.

    Compensation

    Evaluate modified and new roles against the organization's compensation structure. Adjust them as necessary. Look at market data to understand compensation for new roles and skills.

    Reassess your base pay structure according to market data for new roles and skills.

    Learning and Development

    L&D plays a huge role in closing the skills gap. Build L&D opportunities to support development of new skills in employees.

    Design an Impactful Employee Development Program to build the skills employees need in the future.

    3.1 Use the Data & Analytics Assessment and Planning Tool to build an actionable plan

    1-3 hours

    Input: Roles and skills required, Key decision points
    Output: Actionable plan
    Materials: Data & Analytics Assessment and Planning Tool
    Participants: Data leads, Business leads and subject matter experts (SMEs), Key business stakeholders

    Instruction:

    1. On Tab 7 (Next Steps & Decision Points), you will find a list of tasks that correspond to roles that where there is a skills gap.
    2. Customize this list of tasks initiatives according to your needs.
    3. The Gantt chart, which will be generated automatically after assigning start and finish dates for each activity, can be used to structure your plan and guarantee that all the main components of skills development are addressed.

    Sample of Tab 7 in the Data & Analytics Assessment and Planning Tool.

    Download the Data & Analytics Assessment and Planning Tool

    Related Info-Tech Research

    Sample of the Create a Data Management Roadmap blueprint.

    Create a Data Management Roadmap

    • This blueprint will help you design a data management practice that will allow your organization to use data as a strategic enabler.

    Stock image of a person looking at data dashboards on a tablet.

    Build a Robust and Comprehensive Data Strategy

    • Put a strategy in place to ensure data is available, accessible, well-integrated, secured, of acceptable quality, and suitably visualized to fuel organization-wide decision making. Start treating data as strategic and corporate asset.

    Sample of the Foster Data-Driven Culture With Data Literacy blueprint.

    Foster Data-Driven Culture With Data Literacy

    • By thoughtfully designing a data literacy training program appropriate to the audience's experience, maturity level, and learning style, organizations build a data-driven and engaged culture that helps them unlock their data's full potential and outperform other organizations.

    Research Authors and Contributors

    Authors:

    Name Position Company
    Ruyi Sun Research Specialist Info-Tech Research Group

    Contributors:

    Name Position Company
    Steve Wills Practice Lead Info-Tech Research Group
    Andrea Malick Advisory Director Info-Tech Research Group
    Annabel Lui Principal Advisory Director Info-Tech Research Group
    Sherwick Min Technical Counselor Info-Tech Research Group

    Bibliography

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    Agrawal, Sapana, et al. “Beyond hiring: How companies are reskilling to address talent gaps.” McKinsey & Company, 12 Feb. 2020. Accessed 20 June 2023.

    Bika, Nikoletta. “Key hiring metrics: Useful benchmarks for tech roles.” Workable, 2019. Accessed 20 June 2023.

    Chroust, Tomas. “Chief Data Officer – Leaders of data-driven enterprises.” BearingPoint, 2020. Accessed 20 June 2023.

    “Data and AI Leadership Executive Survey 2022.” NewVantage Partners, Jan 2022. Accessed 20 June 2023.

    Dondi, Marco, et al. “Defining the skills citizens will need in the future world of work.” McKinsey & Company, June 2021. Accessed 20 June 2023.

    Futschek, Gerald. “Algorithmic Thinking: The Key for Understanding Computer Science.” Lecture Notes in Computer Science, vol. 4226, 2006.

    Howard, William, et al. “2022 HR Trends Report.” McLean & Company, 2022. Accessed 20 June 2023.

    “Future of Jobs Report 2023.” World Economic Forum, May 2023. Accessed 20 June 2023.

    Knight, Michelle. “What is Data Ethics?” Dataversity, 19 May 2021. Accessed 20 June 2023.

    Little, Jim, et al. “The CIO Imperative: Is your technology moving fast enough to realize your ambitions?” EY, 22 Apr. 2022. Accessed 20 June 2023.

    “MDM Roles and Responsibilities.” Profisee, April 2019. Accessed 20 June 2023.

    “Reskilling and Upskilling: A Strategic Response to Changing Skill Demands.” TalentGuard, Oct. 2019. Accessed 20 June 2023.

    Southekal, Prashanth. “The Five C's: Soft Skills That Every Data Analytics Professional Should Have.” Forbes, 17 Oct. 2022. Accessed 20 June 2023.

    Enterprise Architecture Trends

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    • Parent Category Name: Strategy & Operating Model
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    • The digital transformation journey brings business and technology increasingly closer.
    • Because the two become more and more intertwined, the role of the enterprise architecture increases in importance, aligning the two in providing additional efficiencies.
    • The current need for an accelerated digital transformation elevates the importance of enterprise architecture.

    Our Advice

    Critical Insight

    • Enterprise architecture is impacted and has an increasing role in the following areas:
      • Business agility
      • Security
      • Innovation
      • Collaborative EA
      • Tools and automation

    Impact and Result

    EA’s role in brokering and negotiating overlapping areas can lead to the creation of additional efficiencies at the enterprise level.

    Enterprise Architecture Trends Research & Tools

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

    1. Enterprise Architecture Trends Deck – A trend report to support executives as they digitally transform the enterprise.

    In an accelerated path to digitization, the increasingly important role of enterprise architecture is one of collaboration across siloes, inside and outside the enterprise, in a configurable way that allows for quick adjustment to new threats and conditions, while embracing unprecedented opportunities to scale, stimulating innovation, in order to increase the organization’s competitive advantage.

    • Enterprise Architecture Trends Report

    Infographic

    Further reading

    Enterprise Architecture Trends

    Supporting Executives to Digitally Transform the Enterprise

    Analyst Perspective

    Enterprise architecture, seen as the glue of the organization, aligns business goals with all the other aspects of the organization, providing additional effectiveness and efficiencies while also providing guardrails for safety.

    In an accelerated path to digitization, the increasingly important role of enterprise architecture (EA) is one of collaboration across siloes, inside and outside the enterprise, in a configurable way that allows for quick adjustment to new threats and conditions while embracing unprecedented opportunities to scale, stimulating innovation to increase the organization’s competitive advantage.

    Photo of Milena Litoiu, Principal/Senior Director, Enterprise Architecture, Info-Tech Research Group.

    Milena Litoiu
    Principal/Senior Director, Enterprise Architecture
    Info-Tech Research Group

    Accelerated digital transformation elevates the importance of EA

    The Digital transformation journey brings Business and technology increasingly closer.

    Because the two become more and more intertwined, the role OF Enterprise Architecture increases in importance, aligning the two in providing additional efficiencies.

    THE Current need for an accelerated Digital transformation elevates the importance of Enterprise Architecture.

    More than 70% of organizations revamp their enterprise architecture programs. (Info-Tech Tech Trends 2022 Survey)

    Most organizations still see a significant gap between the business and IT.

    Enterprise Architecture (EA) is impacted and has an increasing role in the following areas

    Accelerated Digital Transformation

    • Business agility Business agility, needed more that ever, increases reliance on enterprise strategies.
      EA creates alignment between business and IT to improve business nimbleness.
    • Security More sophisticated attacks require more EA coordination.
      EA helps adjust to the increasing sophistication of external threats. Partnering with the CISO office to develop strategies to protect the enterprise becomes a prerequisite for survival.
    • Innovation EA's role in an innovation increases synergies at the enterprise level.
      EA plays an increasingly stronger role in innovation, from business endeavors to technology, across business units, etc.
    • Collaborative EA Collaborative EA requires new ways of working.
      Enterprise collaboration gains new meaning, replacing stiff governance.
    • Tools & automation Tools-based automation becomes increasingly common.
      Tools support as well as new artificial intelligence or machine- learning- powered approaches help achieve tools-assisted coordination across viewpoints and teams.

    Info-Tech Insight

    EA's role in brokering and negotiating overlapping areas can lead to the creation of additional efficiencies at the enterprise level.

    EA Enabling Business Agility

    Trend 01 — Business Agility is needed more than ever and THIS increases reliance on enterprise Strategies. to achieve nimbleness, organizations need to adapt timely to changes in the environment.

    Approaches:
    A plethora of approaches are needed (e.g. architecture modularity, data integration, AI/ML) in addition to other Agile/iterative approaches for the entire organization.

    IT Service Management Selection Guide

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    • Parent Category Name: Service Desk
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    • Your ITSM solution that was once good enough is no longer adequate for a rapidly evolving services culture.
    • Processes and data are disconnected with multiple workarounds and don’t allow the operations team to mature processes.
    • The workarounds, disparate systems, and integrations you’ve implemented to solve IT operations issues are no longer adequate.

    Our Advice

    Critical Insight

    • Accessing funding for IT solutions can be challenging when the solution isn’t obviously aligned to the business need.
    • To maximize value and stakeholder satisfaction, determine use cases early, engage the right stakeholders, and define success.
    • Choosing a solution for a single purpose and then expanding it to cover other use cases can be a very effective use of technology dollars. However, spending the time up front to determine which use cases should be included and which will need a separate best-of-breed solution will make the best use of your investment.

    Impact and Result

    • Create a business case that defines use cases and requirements.
    • Shorten the list of viable vendors by matching vendors to use cases.
    • Determine which features are most important to reach your goals and select the best-matched vendor.

    IT Service Management Selection Guide Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out how Info-Tech’s methodology will provide a quick solution to selecting ITSM vendors 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. Build a business case

    Create a light business case to gain buy-in and define goals, milestones, and use cases.

    • IT Service Management Business Case Template

    2. Define requirements

    Create your list of requirements and shortlist vendors.

    • The ITSM Vendor Evaluation Workbook
    [infographic]

    Create a Right-Sized Enterprise Architecture Governance Framework

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    • EA governance is perceived as an unnecessary layer of bureaucracy because business benefits are poorly communicated.
    • The organization doesn’t have a formalized EA practice.
    • Where an EA practice exists, employees are unsure of EA’s roles and responsibilities.

    Our Advice

    Critical Insight

    • Enterprise architecture is not a technical function – it should be business-value driven and forward looking, positioning organizational assets in favor of long-term strategy rather than short-term tactics.

    Impact and Result

    • Value-focused. Focus EA governance on helping the organization achieve business benefits. Promote EA’s contribution in realizing business value.
    • Right-sized. Re-use existing process checkpoints rather than creating new ones. Clearly define EA governance inclusion criteria for projects.
    • Defined and measured process. Define metrics to measure EA’s performance and integrate EA governance with other governance processes such as project governance. Also clearly define the EA governing bodies’ composition, domain, inputs, and outputs.
    • Strike the right balance. Adopt architecture principles that strikes the right balance between business and technology.

    Create a Right-Sized Enterprise Architecture Governance Framework Research & Tools

    Start here – read the Executive Brief

    Read our Executive Brief to find out how implementing a successful enterprise architecture governance framework can benefit your organization.

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

    1. Current State of EA Governance

    Identify the organization’s standing in terms of the enterprise architecture practice, and know the gaps and what the EA practice needs to fulfill to create a good governance framework.

    • Create a Right-Sized Enterprise Architecture Governance Framework – Phase 1: Current State of EA Governance
    • EA Capability – Risk and Complexity Assessment Tool
    • EA Governance Assessment Tool

    2. EA Fundamentals

    Understand the EA fundamentals and then refresh them to better align the EA practice with the organization and create business benefit.

    • Create a Right-Sized Enterprise Architecture Governance Framework – Phase 2: EA Fundamentals
    • EA Vision and Mission Template
    • EA Goals and Measures Template
    • EA Principles Template

    3. Engagement Model

    Analyze the IT operating model and identify EA’s role at each stage; refine it to promote effective EA engagement upfront in the early stages of the IT operating model.

    • Create a Right-Sized Enterprise Architecture Governance Framework – Phase 3: Engagement Model
    • EA Engagement Model Template

    4. EA Governing Bodies

    Set up EA governing bodies to provide guidance and foster a collaborative environment by identifying the correct number of EA governing bodies, defining the game plan to initialize the governing bodies, and creating an architecture review process.

    • Create a Right-Sized Enterprise Architecture Governance Framework – Phase 4: EA Governing Bodies
    • Architecture Board Charter Template
    • Architecture Review Process Template

    5. EA Policy

    Create an EA policy to provide a set of guidelines designed to direct and constrain the architecture actions of the organization in the pursuit of its goals in order to improve architecture compliance and drive business value.

    • Create a Right-Sized Enterprise Architecture Governance Framework – Phase 5: EA Policy
    • EA Policy Template
    • EA Assessment Checklist Template
    • EA Compliance Waiver Process Template
    • EA Compliance Waiver Form Template

    6. Architectural Standards

    Define architecture standards to facilitate information exchange, improve collaboration, and provide stability. Develop a process to update the architectural standards to ensure relevancy and promote process transparency.

    • Create a Right-Sized Enterprise Architecture Governance Framework – Phase 6: Architectural Standards
    • Architecture Standards Update Process Template

    7. Communication Plan

    Craft a plan to engage the relevant stakeholders, ascertain the benefits of the initiative, and identify the various communication methods in order to maximize the chances of success.

    • Create a Right-Sized Enterprise Architecture Governance Framework – Phase 7: Communication Plan
    • EA Governance Communication Plan Template
    • EA Governance Framework Template
    [infographic]

    Workshop: Create a Right-Sized Enterprise Architecture Governance Framework

    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 Current State of EA governance (Pre-workshop)

    The Purpose

    Conduct stakeholder interviews to understand current state of EA practice and prioritize gaps for EA governance based on organizational complexity.

    Key Benefits Achieved

    Prioritized list of actions to arrive at the target state based on the complexity of the organization

    Activities

    1.1 Determine organizational complexity.

    1.2 Conduct an assessment of the EA governance components.

    1.3 Identify and prioritize gaps.

    1.4 Conduct senior management interviews.

    Outputs

    Organizational complexity score

    EA governance current state and prioritized list of EA governance component gaps

    Stakeholder perception of the EA practice

    2 EA Fundamentals and Engagement Model

    The Purpose

    Refine EA fundamentals to align the EA practice with the organization and identify EA touchpoints to provide guidance for projects.

    Key Benefits Achieved

    Alignment of EA goals and objectives with the goals and objectives of the organization

    Early involvement of EA in the IT operating model

    Activities

    2.1 Review the output of the organizational complexity and EA assessment tools.

    2.2 Craft the EA vision and mission.

    2.3 Develop the EA principles.

    2.4 Identify the EA goals.

    2.5 Identify EA engagement touchpoints within the IT operating model.

    Outputs

    EA vision and mission statement

    EA principles

    EA goals and measures

    Identified EA engagement touchpoints and EA level of involvement

    3 EA Governing Bodies

    The Purpose

    Set up EA governing bodies to provide guidance and foster a collaborative environment by identifying the correct number of EA governing bodies, defining the game plan to initialize the governing bodies and creating an architecture review process.

    Key Benefits Achieved

    Business benefits are maximized and solution design is within the options set forth by the architectural reference models while no additional layers of bureaucracy are introduced

    Activities

    3.1 Identify the number of governing bodies.

    3.2 Define the game plan to initialize the governing bodies.

    3.3 Define the architecture review process.

    Outputs

    Architecture board structure and coverage

    Identified architecture review template

    4 EA Policy

    The Purpose

    Create an EA policy to provide a set of guidelines designed to direct and constrain the architecture actions of the organization in the pursuit of its goals in order to improve architecture compliance and drive business value.

    Key Benefits Achieved

    Improved architecture compliance, which ties investments to business value and provides guidance to architecture practitioners

    Activities

    4.1 Define the scope.

    4.2 Identify the target audience.

    4.3 Determine the inclusion and exclusion criteria.

    4.4 Craft an assessment checklist.

    Outputs

    Defined scope

    Inclusion and exclusion criteria for project review

    Architecture assessment checklist

    5 Architectural Standards and Communication Plan

    The Purpose

    Define architecture standards to facilitate information exchange, improve collaboration, and provide stability.

    Craft a communication plan to implement the new EA governance framework in order to maximize the chances of success.

    Key Benefits Achieved

    Consistent development of architecture, increased information exchange between stakeholders

    Improved process transparency

    Improved stakeholder engagement

    Activities

    5.1 Identify and standardize EA work products.

    5.2 Classifying the architectural standards.

    5.3 Identifying the custodian of standards.

    5.4 Update the standards.

    5.5 List the changes identified in the EA governance initiative

    5.6 Create a communication plan.

    Outputs

    Identified set of EA work products to standardize

    Architecture information taxonomy

    Identified set of custodian of standards

    Standard update process

    List of EA governance initiatives

    Communication plan for EA governance initiatives

    Further reading

    Create a Right-Sized Enterprise Architecture Governance Framework

    Focus on process standardization, repeatability, and sustainability.

    ANALYST PERSPECTIVE

    "Enterprise architecture is not a technology concept, rather it is the foundation on which businesses orient themselves to create and capture value in the marketplace. Designing architecture is not a simple task and creating organizations for the future requires forward thinking and rigorous planning.

    Architecture processes that are supposed to help facilitate discussions and drive option analysis are often seen as an unnecessary overhead. The negative perception is due to enterprise architecture groups being overly prescriptive rather than providing a set of options that guide and constrain solutions at the same time.

    EA groups should do away with the direct and control mindset and change to a collaborate and mentor mindset. As part of the architecture governance, EA teams should provide an option set that constrains design choices, and also be open to changes to standards or best practices. "

    Gopi Bheemavarapu, Sr. Manager, CIO Advisory Info-Tech Research Group

    Our understanding of the problem

    This Research Is Designed For:

    • CIO
    • IT Leaders
    • Business Leaders
    • Head of Enterprise Architecture
    • Enterprise Architects
    • Domain Architects
    • Solution Architects

    This Research Will Help You:

    • Understand the importance of enterprise architecture (EA) governance and how to apply it to guide architectural decisions.
    • Enhance your understanding of the organization’s current EA governance and identify areas for improvement.
    • Optimize your EA engagement model to maximize value creation.
    • Learn how to set up the optimal number of governance bodies in order to avoid bureaucratizing the organization.

    This Research Will Also Assist:

    • Business Relationship Managers
    • Business Analysts
    • IT Managers
    • Project Managers
    • IT Analysts
    • Quality Assurance Leads
    • Software Developers

    This Research Will Help Them:

    • Give an overview of enterprise architecture governance
    • Clarity on the role of enterprise architecture team

    Executive summary

    Situation

    • Deployed solutions do not meet business objectives resulting in expensive and extensive rework.
    • Each department acts independently without any regular EA touchpoints.
    • Organizations practice project-level architecture as opposed to enterprise architecture.

    Complication

    • EA governance is perceived as an unnecessary layer of bureaucracy because business benefits are poorly communicated.
    • The organization doesn’t have a formalized EA practice.
    • Where an EA practice exists, employees are unsure of EA’s roles and responsibilities.

    Resolution

    • Value-focused. Focus EA governance on helping the organization achieve business benefits. Promote EA’s contribution in realizing business value.
    • Right-sized. Re-use existing process checkpoints, rather than creating new ones. Clearly define EA governance inclusion criteria for projects.
    • Defined and measured process. Define metrics to measure EA’s performance and integrate EA governance with other governance processes such as project governance. Also clearly define the EA governing bodies’ composition, domain, inputs, and outputs.
    • Strike the right balance. Adopt architecture principles that strikes the right balance between business and technology imperatives.

    Info-Tech Insight

    Enterprise architecture is critical to ensuring that an organization has the solid IT foundation it needs to efficiently enable the achievement of its current and future strategic goals rather than focusing on short-term tactical gains.

    What is enterprise architecture governance?

    An architecture governance process is the set of activities an organization executes to ensure that decisions are made and accountability is enforced during the execution of its architecture strategy. (Hopkins, “The Essential EA Toolkit.”)

    EA governance includes the following:

    • Implement a system of controls over the creation and monitoring of all architectural components.
    • Ensure effective introduction, implementation, and evolution of architectures within the organization.
    • Implement a system to ensure compliance with internal and external standards and regulatory obligations.
    • Develop practices that ensure accountability to a clearly identified stakeholder community, both inside and outside the organization.

    (TOGAF)

    IT governance sets direction through prioritization and decision making, and monitors overall IT performance.

    The image shows a circle set within a larger circle. The inner circle is connected to the bottom of the larger circle. The inner circle is labelled EA Governance and the larger circle is labelled IT Governance.

    EA governance ensures that optimal architectural design choices are being made that focus on long-term value creation.

    Harness the benefits of an optimized EA governance

    Core benefits of EA governance are seen through:

    Value creation

    Effective EA governance ensures alignment between organizational investments and corporate strategic goals and objectives.

    Cost reduction

    Architecture standards provide guidance to identify opportunities for reuse and eliminate redundancies in an organization.

    Risk optimization

    Architecture review processes and assessment checklists ensure that solutions are within the acceptable risk levels of the organization.

    EA governance is difficult to structure appropriately, but having an effective structure will allow you to:

    • Achieve business strategy through faster time-to-market innovations and capabilities.
    • Reduced transaction costs with more consistent business processes and information across business units.
    • Lower IT costs due to better traceability, faster design, and lower risk.
    • Link IT investments to organizational strategies and objectives
    • Integrate and institutionalizes IT best practices.
    • Enable the organization to take full advantage of its information, infrastructure, and hardware and software assets.
    • Support regulatory as well as best practice requirements such as auditability, security, responsibility, and accountability.

    Organizations that have implemented EA governance realize greater benefits from their EA programs

    Modern day CIOs of high-performing organizations use EA as a strategic planning discipline to improve business-IT alignment, enable innovation, and link business and IT strategies to execution.

    Recent Info-Tech research found that organizations that establish EA governance realize greater benefits from their EA initiatives.

    The image shows a bar graph, with Impact from EA on the Y-axis, and different initiatives listed on the X-axis. Each initiative has two bars connected to it, with a blue bar representing answers of No and the grey bar representing answers of Yes.

    (Info-Tech Research Group, N=89)

    Measure EA governance implementation effectiveness

    Define key operational measures for internal use by IT and EA practitioners. Also, define business value measures that communicate and demonstrate the value of EA as an “enabler” of business outcomes to senior executives.

    EA performance measures (lead, operational) EA value measures (lag)
    Application of EA management process EA’s contribution to IT performance EA’s contribution to business value

    Enterprise Architecture Management

    • Number of months since the last review of target state EA blueprints.

    IT Investment Portfolio Management

    • Percentage of projects that were identified and proposed by EA.

    Solution Development

    • Number of projects that passed EA reviews.
    • Number of building blocks reused.

    Operations Management

    • Reduction in the number of applications with overlapping functionality.

    Business Value

    • Lower non-discretionary IT spend.
    • Decreased time to production.
    • Higher satisfaction of IT-enabled services.

    An insurance provider adopts a value-focused, right-sized EA governance program

    CASE STUDY

    Industry Insurance

    Source Info-Tech

    Situation

    The insurance sector has been undergoing major changes, and as a reaction, businesses within the sector have been embracing technology to provide innovative solutions.

    The head of EA in a major insurance provider (henceforth to be referred to as “INSPRO01”) was given the mandate to ensure that solutions are architected right the first time to maximize reuse and reduce technology debt. The EA group was at a critical point – to demonstrate business value or become irrelevant.

    Complication

    The project management office had been accountable for solution architecture and had placed emphasis on short-term project cost savings at the expense of long term durability.

    There was a lack of awareness of the Enterprise Architecture group within INSPRO01, and people misunderstood the roles and responsibilities of the EA team.

    Result

    Info-Tech helped define the responsibilities of the EA team and clarify the differences between the role of a Solution Architect vs. Enterprise Architect.

    The EA team was able to make the case for change in the project management practices to ensure architectures are reviewed and approved prior to implementation.

    As a result, INSPRO01 saw substantial increases in reuse opportunities and thereby derived more value from its technology investments.

    Success factors for EA governance

    The success of any EA governance initiative revolves around adopting best practices, setting up repeatable processes, and establishing appropriate controls.

    1. Develop best practices for managing architecture policies, procedures, roles, skills, and organizational structures.
    2. Establish organizational responsibilities and structures to support the architecture governance processes.
    3. Management of criteria for the control of the architecture governance processes, dispensations, compliance assessments, and SLAs.

    Info-Tech’s approach to EA governance

    Our best-practice approach is grounded in TOGAF and enhanced by the insights and guidance from our analysts, industry experts, and our clients.

    Value-focused. Focus EA governance on helping the organization achieve business benefits. Promote EA’s contribution in realizing business value.

    Right-sized. Insert EA governance into existing process checkpoints rather than creating new ones. Clearly define EA governance inclusion criteria for projects.

    Measured. Define metrics to measure EA’s performance, and integrate EA governance with other governance processes such as project governance. Also clearly define the EA governing bodies’ composition, domain, inputs, and outputs.

    Balanced. Adopt architecture principles that strikes the right balance between business and technology.

    Info-Tech’s EA governance framework

    Info-Tech’s architectural governance framework provides a value-focused, right-sized approach with a strong emphasis on process standardization, repeatability, and sustainability.

    1. Current state of EA governance
    2. EA fundamentals
    3. Engagement model
    4. EA governing bodies
    5. EA policy
    6. Architectural standards
    7. Communication Plan

    Use Info-Tech’s templates to complete this project

    1. Current state of EA governance
      • EA Capability - Risk and Complexity Assessment Tool
      • EA Governance Assessment Tool
    2. EA fundamentals
      • EA Vision and Mission Template
      • EA Goals and Measures Template
      • EA Principles Template
    3. Engagement model
      • EA Engagement Model Template
    4. EA governing bodies
      • Architecture Board Charter Template
      • Architecture Review Process Template
    5. EA policy
      • EA Policy Template
      • Architecture Assessment Checklist Template
      • Compliance Waiver Process Template
      • Compliance Waiver Form Template
    6. Architectural standards
      • Architecture Standards Update Process Template
    7. Communication Plan
      • EA Governance Communication Plan Template
      • EA Governance Framework Template

    As you move through the project, capture your progress with a summary in the EA Governance Framework Template.

    Download the EA Governance Framework Template document for use throughout this project.

    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

    EA governance framework – phase-by-phase outline (1/2)

    Current state of EA governance EA Fundamentals Engagement Model EA Governing Bodies
    Best-Practice Toolkit

    1.1 Determine organizational complexity

    1.2 Conduct an assessment of the EA governance components

    1.3 Identify and prioritize gaps

    2.1 Craft the EA vision and mission

    2.2 Develop the EA principles

    2.3 Identify the EA goals

    3.1 Build the case for EA engagement

    3.2 Identify engagement touchpoints within the IT operating model

    4.1 Identify the number of governing bodies

    4.2 Define the game plan to initialize the governing bodies

    4.3 Define the architecture review process

    Guided Implementations
    • Determine organizational complexity
    • Assess current state of EA governance
    • Develop the EA fundamentals
    • Review the EA fundamentals
    • Review the current IT operating model
    • Determine the target engagement model
    • Identify architecture boards and develop charters
    • Develop an architecture review process

    Phase 1 Results:

    • EA Capability - risk and complexity assessment
    • EA governance assessment

    Phase 2 Results:

    • EA vision and mission
    • EA goals and measures
    • EA principles

    Phase 3 Results:

    • EA engagement model

    Phase 4 Results:

    • Architecture board charter
    • Architecture review process

    EA governance framework – phase-by-phase outline (2/2)

    EA Policy Architectural Standards Communication Plan
    Best-Practice Toolkit

    5.1 Define the scope of EA policy

    5.2 Identify the target audience

    5.3 Determine the inclusion and exclusion criteria

    5.4 Craft an assessment checklist

    6.1 Identify and standardize EA work products

    6.2 Classify the architectural standards

    6.3 Identify the custodian of standards

    6.4 Update the standards

    7.1 List the changes identified in the EA governance initiative

    7.2 Identify stakeholders

    7.3 Create a communication plan

    Guided Implementations
    • EA policy, assessment checklists, and decision types
    • Compliance waivers
    • Understand architectural standards
    • EA repository and updating the standards
    • Create a communication plan
    • Review the communication plan

    Phase 5 Results:

    • EA policy
    • Architecture assessment checklist
    • Compliance waiver process
    • Compliance waiver form

    Phase 6 Results:

    • Architecture standards update process

    Phase 7 Results:

    • Communication plan
    • EA governance framework

    Workshop overview

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

    Pre-workshopWorkshop Day 1Workshop Day 2Workshop Day 3Workshop Day 4
    ActivitiesCurrent state of EA governance EA fundamentals and engagement model EA governing bodies EA policy Architectural standards and

    communication plan

    1.1 Determine organizational complexity

    1.2 Conduct an assessment of the EA governance components

    1.3 Identify and prioritize gaps

    1.4 Senior management interviews

    1. Review the output of the organizational complexity and EA assessment tools
    2. Craft the EA vision and mission
    3. Develop the EA principles.
    4. Identify the EA goals
    5. Identify EA engagement touchpoints within the IT operating model
    1. Identify the number of governing bodies
    2. Define the game plan to initialize the governing bodies
    3. Define the architecture review process
    1. Define the scope
    2. Identify the target audience
    3. Determine the inclusion and exclusion criteria
    4. Craft an assessment checklist
    1. Identify and standardize EA work products
    2. Classifying the architectural standards
    3. Identifying the custodian of standards
    4. Updating the standards
    5. List the changes identified in the EA governance initiative
    6. Identify stakeholders
    7. Create a communication plan
    Deliverables
    1. EA Capability - risk and complexity assessment tool
    2. EA governance assessment tool
    1. EA vision and mission template
    2. EA goals and measures template
    3. EA principles template
    4. EA engagement model template
    1. Architecture board charter template
    2. Architecture review process template
    1. EA policy template
    2. Architecture assessment checklist template
    3. Compliance waiver process template
    4. Compliance waiver form template
    1. Architecture standards update process template
    2. Communication plan template

    Phase 1

    Current State of EA Governance

    Create a Right-Sized Enterprise Architecture Governance Framework

    Current State of EA Governance

    1. Current State of EA Governance
    2. EA Fundamentals
    3. Engagement Model
    4. EA Governing Bodies
    5. EA Policy
    6. Architectural Standards
    7. Communication Plan

    This phase will walk you through the following activities:

    • Determine organizational complexity
    • Conduct an assessment of the EA governance components
    • Identify and prioritize gaps

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders
    • Head of Enterprise Architecture
    • Enterprise Architects
    • Domain Architects
    • Solution Architects

    Outcomes of this step

    • Prioritized list of gaps

    Info-Tech Insight

    Correlation is not causation – an apparent problem might be a symptom rather than a cause. Assess the organization’s current EA governance to discover the root cause and go beyond the symptoms.

    Phase 1 guided implementation 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: Current State of EA Governance

    Proposed Time to Completion: 2 weeks

    Step 1.1: Determine organizational complexity

    Start with an analyst kick-off call:

    • Discuss how to use Info-Tech’s EA Capability – Risk and Complexity Assessment Tool.
    • Discuss how to complete the inputs on the EA Governance Assessment Tool.

    Then complete these activities…

    • Conduct an assessment of your organization to determine its complexity.
    • Assess the state of EA governance within your organization.

    With these tools & templates:

    • EA Capability – Risk and Complexity Assessment Tool
    • EA Governance Assessment Tool

    Step 1.2: Assess current state of EA governance

    Start with an analyst kick-off call:

    • Review the output of the EA governance assessment and gather feedback on your goals for the EA practice.

    Then complete these activities…

    • Discuss whether you are ready to proceed with the project.
    • Review the list of tasks and plan your next steps.

    With these tools & templates:

    • EA Governance Assessment Tool

    Right-size EA governance based on organizational complexity

    Determining organizational complexity is not rocket science. Use Info-Tech’s tool to quantify the complexity and use it, along with common sense, to determine the appropriate level of architecture governance.

    Info-Tech’s methodology uses six factors to determine the complexity of the organization:

    1. The size of the organization, which can often be denoted by the revenue, headcount, number of applications in use, and geographical diversity.
    2. The solution alignment factor helps indicate the degree to which various projects map to the organization’s strategy.
    3. The size and complexity of the IT infrastructure and networks.
    4. The portfolio of applications maintained by the IT organization.
    5. Key changes within the organization such as M&A, regulatory changes, or a change in business or technology leadership.
    6. Other negative influences that can adversely affect the organization.

    Determine your organization’s level of complexity

    1.1 2 hours

    Input

    • Group consensus on the current state of EA competencies.

    Output

    • A list of gaps that need to be addressed for EA governance competencies.

    Materials

    • Info-Tech’s EA assessment tool, a computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    The image shows a screenshot of the Table of Contents with the EA Capability section highlighted.

    Step 1 - Facilitate

    Download the EA Capability – Risk and Complexity Assessment Tool to facilitate a session on determining your organization’s complexity.

    Download EA Organizational - Risk and Complexity Assessment Tool

    Step 2 - Summarize

    Summarize the results in the EA governance framework document.

    Update the EA Governance Framework Template

    Understand the components of effective EA governance

    EA governance is multi-faceted and it facilitates effective use of resources to meet organizational strategic objectives through well-defined structural elements.

    EA Governance

    • Fundamentals
    • Engagement Model
    • Policy
    • Governing Bodies
    • Architectural Standards

    Components of architecture governance

    1. EA vision, mission, goals, metrics, and principles that provide a direction for the EA practice.
    2. An engagement model showing where and in what fashion EA is engaged in the IT operating model.
    3. An architecture policy formulated and enforced by the architectural governing bodies to guide and constrain architectural choices in pursuit of strategic goals.
    4. Governing bodies to assess projects for compliance and provide feedback.
    5. Architectural standards that codify the EA work products to ensure consistent development of architecture.

    Next Step: Based on the organization’s complexity, conduct a current state assessment of EA governance using Info-Tech’s EA Governance Assessment Tool.

    Assess the components of EA governance in your organization

    1.2 2 hrs

    Input

    • Group consensus on the current state of EA competencies.

    Output

    • A list of gaps that need to be addressed for EA governance competencies.

    Materials

    • Info-Tech’s EA assessment tool, a computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    The image shows a screenshot of the Table of Contents with the EA Governance section highlighted.

    Step 1 - Facilitate

    Download the “EA Governance Assessment Tool” to facilitate a session on identifying the best practices to be applied in your organization.

    Download Info-Tech’s EA Governance Assessment Tool

    Step 2 - Summarize

    Summarize the identified best practices in the EA governance framework document.

    Update the EA Governance Framework Template


    Conduct a current state assessment to identify limitations of the existing EA governance framework

    CASE STUDY

    Industry Insurance

    Source Info-Tech

    Situation

    INSPRO01 was planning a major transformation initiative. The organization determined that EA is a strategic function.

    The CIO had pledged support to the EA group and had given them a mandate to deliver long-term strategic architecture.

    The business leaders did not trust the EA team and believed that lack of business skills in the group put the business transformation at risk.

    Complication

    The EA group had been traditionally seen as a technology organization that helps with software design.

    The EA team lacked understanding of the business and hence there had been no common language between business and technology.

    Result

    Info-Tech helped the EA team create a set of 10 architectural principles that are business-value driven rather than technical statements.

    The team socialized the principles with the business and technology stakeholders and got their approvals.

    By applying the business focused architectural principles, the EA team was able to connect with the business leaders and gain their support.

    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:

    Key Activities

    • Determine organizational complexity.
    • Conduct an assessment of the EA governance components.
    • Identify and prioritize gaps.

    Outcomes

    • Organizational complexity assessment
    • EA governance capability assessment
    • A prioritized list of capability gaps

    Phase 2

    EA Fundamentals

    Create a Right-Sized Enterprise Architecture Governance Framework

    EA Fundamentals

    1. Current State of EA Governance
    2. EA Fundamentals
    3. Engagement Model
    4. EA Governing Bodies
    5. EA Policy
    6. Architectural Standards
    7. Communication Plan

    This phase will walk you through the following activities:

    • Craft the EA vision and mission
    • Develop the EA principles.
    • Identify the EA goals

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders
    • Head of Enterprise Architecture
    • Enterprise Architects
    • Domain Architects
    • Solution Architects

    Outcomes of this step

    • Refined set of EA fundamentals to support the building of EA governance

    Info-Tech Insight

    A house divided against itself cannot stand – ensure that the EA fundamentals are aligned with the organization’s goals and objectives.

    Phase 2 guided implementation 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: EA Fundamentals

    Proposed Time to Completion: 3 weeks

    Step 2.1: Develop the EA fundamentals

    Review findings with analyst:

    • Discuss the importance of the EA fundamentals – vision, mission, goals, measures, and principles.
    • Understand how to align the EA vision, mission, goals, and measures to your organization’s vision, mission, goals, measures, and principles.

    Then complete these activities…

    • Develop the EA vision statements.
    • Craft the EA mission statements.
    • Define EA goals and measures.
    • Adopt EA principles.

    With these tools & templates:

    • EA Vision and Mission Template
    • EA Principles Template
    • EA Goals and Measures Template

    Step 2.2: Review the EA fundamentals

    Review findings with analyst:

    • Review the EA fundamentals in conjunction with the results of the EA governance assessment tool and gather feedback.

    Then complete these activities…

    • Refine the EA vision, mission, goals, measures, and principles.
    • Review the list of tasks and plan your next steps.

    With these tools & templates:

    • EA Vision and Mission Template
    • EA Principles Template
    • EA Goals and Measures Template

    Fundamentals of an EA organization

    Vision, mission, goals and measures, and principles form the foundation of the EA function.

    Factors to consider when developing the vision and mission statements

    The vision and mission statements provide strategic direction to the EA team. These statements should be created based on the business and technology drivers in the organization.

    Business Drivers

    • Business drivers are factors that determine, or cause, an increase in value or major improvement of a business.
    • Examples of business drivers include:
      • Increased revenue
      • Customer retention
      • Salesforce effectiveness
      • Innovation

    Technology Drivers

    • Technology drivers are factors that are vital for the continued success and growth of a business using effective technologies.
    • Examples of technology drivers include:
      • Enterprise integration
      • Information security
      • Portability
      • Interoperability

    "The very essence of leadership is [that] you have a vision. It's got to be a vision you articulate clearly and forcefully on every occasion. You can't blow an uncertain trumpet." – Theodore Hesburgh

    Develop vision, mission, goals, measures, and principles to define the EA capability direction and purpose

    EA capability vision statement

    Articulates the desired future state of EA capability expressed in the present tense.

    • What will be the role of EA capability?
    • How will EA capability be perceived?

    Example: To be recognized by both the business and IT as a trusted partner that drives [Company Name]’s effectiveness, efficiency, and agility.

    EA capability mission statement

    Articulates the fundamental purpose of the EA capability.

    • Why does EA capability exist?
    • What does EA capability do to realize its vision?
    • Who are the key customers of the EA capability?

    Example: Define target enterprise architecture for [Company Name], identify solution opportunities, inform IT investment management, and direct solution development, acquisition, and operation compliance.

    EA capability goals and measures

    EA capability goals define specific desired outcomes of an EA management process execution. EA capability measures define how to validate the achievement of the EA capability goals.

    Example:

    Goal: Improve reuse of IT assets at [Company Name].

    Measures:

    • The number of building blocks available for reuse.
    • Percent of projects that utilized existing building blocks.
    • Estimated efficiency gain (= effort to create a building block * reuse count).

    EA principles

    EA principles are shared, long-lasting beliefs that guide the use of IT in constructing, transforming, and operating the enterprise by informing and restricting target-state enterprise architecture design, solution development, and procurement decisions.

    Example:

    • EA principle name: Reuse.
    • Statement: Maximize reuse of existing assets.
    • Rationale: Reuse prevents duplication of development and support efforts, increasing efficiency, and agility.
    • Implications: Define architecture and solution building blocks and ensure their consistent application.

    EA principles guide decision making

    Policies can be seen as “the letter of the law,” whereas EA principles summarize “the spirit of the law.”

    The image shows a graphic with EA Principles listed at the top, with an arrow pointing down to Decisions on the use of IT. At the bottom are domain-specific policies, with two arrows pointing upwards: the arrow on the left is labelled direct, and the arrow on the right is labelled control. The arrow points up to the label Decisions on the use of IT. On the left, there is an arrow pointing both up and down. At the top it is labelled The spirit of the law, and at the bottom, The letter of the law. On the right, there is another arrow pointing both up and down, labelled How should decisions be made at the top and labelled Who has the accountability and authority to make decisions? at the bottom.

    Define EA capability goals and related measures that resonate with EA capability stakeholders

    EA capability goals, i.e. specific desired outcomes of an EA management process execution. Use COBIT 5, APO03 process goals, and metrics as a starting point.

    The image shows a chart titled Manage Enterprise Architecture.

    Define relevant business value measures to collect indirect evidence of EA’s contribution to business benefits

    Define key operational measures for internal use by IT and EA practitioners. Also, define business value measures that communicate and demonstrate the value of EA as an enabler of business outcomes to senior executives.

    EA performance measures (lead, operational) EA value measures (lag)
    Application of EA management process EA’s contribution to IT performance EA’s contribution to business value

    Enterprise Architecture Management

    • Number of months since the last review of target state EA blueprints.

    IT Investment Portfolio Management

    • Percentage of projects that were identified and proposed by EA.

    Solution Development

    • Number of projects that passed EA reviews.
    • Number of building blocks reused.

    Operations Management

    • Reduction in the number of applications with overlapping functionality.

    Business Value

    • Lower non-discretionary IT spend.
    • Decreased time to production.
    • Higher satisfaction of IT-enabled services.

    Refine the organization’s EA fundamentals

    2.1 2 hrs

    Input

    • Group consensus on the current state of EA competencies.

    Output

    • A list of gaps that need to be addressed for EA governance competencies.

    Materials

    • Info-Tech’s EA assessment tool, a computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    The image shows the Table of Contents with four sections highlighted, beginning with EA Vision Statement and ending with EA Goals and Measures.

    Step 1 - Facilitate

    Download the three templates and hold a working session to facilitate a session on creating EA fundamentals.

    Download the EA Vision and Mission Template, the EA Principles Template, and the EA Goals and Measures Template

    Step 2 - Summarize

    Document the final vision, mission, principles, goals, and measures within the EA Governance Framework.

    Update the EA Governance Framework Template


    Ensure that the EA fundamentals are aligned to the organizational needs

    CASE STUDY

    Industry Insurance

    Source Info-Tech

    Situation

    The EA group at INSPRO01 was being pulled in multiple directions with requests ranging from architecture review to solution design to code reviews.

    Project level architecture was being practiced with no clarity on the end goal. This led to EA being viewed as just another IT function without any added benefits.

    Info-Tech recommended that the EA team ensure that the fundamentals (vision, mission, principles, goals, and measures) reflect what the team aspired to achieve before fixing any of the process concerns.

    Complication

    The EA team was mostly comprised of technical people and hence the best practices outlined were not driven by business value.

    The team had no documented vision and mission statements in place. In addition, the existing goals and measures were not tied to the business strategic objectives.

    The team had architectural principles documented, but there were too many and they were very technical in nature.

    Result

    With Info-Tech’s guidance, the team developed a vision and mission statement to succinctly communicate the purpose of the EA function.

    The team also reduced and simplified the EA principles to make sure they were value driven and communicated in business terms.

    Finally, the team proposed goals and measures to track the performance of the EA team.

    With the fundamentals in place, the team was able to show the value of EA and gain organization-wide acceptance.

    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:

    Key Activities

    • Craft the EA vision and mission.
    • Develop the EA principles.
    • Identify the EA goals.

    Outcomes

    • Refined set of EA fundamentals to support the building of EA governance.

    Phase 3

    Engagement Model

    Create a Right-Sized Enterprise Architecture Governance Framework

    Engagement Model

    1. Current state of EA governance
    2. EA fundamentals
    3. Engagement model
    4. EA governing bodies
    5. EA policy
    6. Architectural standards
    7. Communication Plan

    This step will walk you through the following activities:

    • Build the case for EA engagement
    • Engagement touchpoints within the IT operating model

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders
    • Head of Enterprise Architecture
    • Enterprise Architects
    • Domain Architects
    • Solution Architects

    Outcomes of this step

    • Summary of the assessment of the current EA engagement model
    • Target EA engagement model

    Info-Tech Insight

    Perform due diligence prior to decision making. Use the EA Engagement Model to promote conversations between stage gate meetings as opposed to having the conversation during the stage gate meetings.

    Phase 3 guided implementation 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: EA engagement model

    Proposed Time to Completion: 2 weeks

    Step 3.1 Review the current IT operating model

    Start with an analyst kick-off call:

    • Review Info-Tech’s IT operating model.
    • Understand how to document your organization’s IT operating model.
    • Document EA’s current role and responsibility at each stage of the IT operating model.

    Then complete these activities…

    • Document your organization’s IT operating model.

    With these tools & templates:

    • EA Engagement Model Template

    Step 3.2: Determine the target engagement model

    Review findings with analyst:

    • Review your organization’s current state IT operating model.
    • Review your EA’s role and responsibility at each stage of the IT operating model.
    • Document the role and responsibility of EA in the future state.

    Then complete these activities…

    • Document EA’s future role within each stage of your organization’s IT operating model.

    With these tools & templates:

    • EA Engagement Model Template.

    The three pillars of EA Engagement

    Effective EA engagement revolves around three basic principles – generating business benefits, creating adaptable models, and being able to replicate the process across the organization.

    Business Value Driven

    Focus on generating business value from organizational investments.

    Repeatable

    Process should be standardized, transparent, and repeatable so that it can be consistently applied across the organization.

    Flexible

    Accommodate the varying needs of projects of different sizes.

    Where these pillars meet: Advocates long-term strategic vs. short-term tactical solutions.

    EA interaction points within the IT operating model

    EA’s engagement in each stage within the plan, build, and run phases should be clearly defined and communicated.

    Plan Strategy Development Business Planning Conceptualization Portfolio Management
    Build Requirements Solution Design Application Development/ Procurement Quality Assurance
    Run Deploy Operate

    Document the organization’s current IT operating model

    3.1 2-3 hr

    Input

    • IT project lifecycle

    Output

    • Organization’s current IT operating model.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, IT department leads, business leaders.

    Instructions:

    Hold a working session with the participants to document the current IT operating model. Facilitate the activity using the following steps:

    1. Map out the IT operating model.

    1. Find a project that was just deployed within the organization and backtrack every step of the way to the strategy development that resulted in the conception of the project.
    2. Interview the personnel involved with each step of the process to get a sense of whether or not projects usually move to deployment going through these steps.
    3. Review Info-Tech’s best-practice IT operating model presented in the EA Engagement Model Template, and add or remove any steps to the existing organization’s IT operating model as necessary. Document the finalized steps of the IT operating model.

    2. Determine EA’s current role in the operating model.

    1. Interview EA personnel through each step of the process and ask them their role. This is to get a sense of the type of input that EA is having into each step of the process.
    2. Using the EA Engagement Model Template, document the current role of EA in each step of the organization’s IT operation as you complete the interviews.

    Download the EA Engagement Model Template to document the organization’s current IT operating model.

    Define RACI in every stage of the IT operating model (e.g. EA role in strategy development phase of the IT operating model is presented below)

    Strategy Development

    Also known as strategic planning, strategy development is fundamental to creating and running a business. It involves the creation of a longer-term game plan or vision that sets specific goals and objectives for a business.

    R Those in charge of performing the task. These are the people actively involved in the completion of the required work. Business VPs, EA, IT directors R
    A The one ultimately answerable for the correct and thorough completion of the deliverable or task, and the one who delegates the work to those responsible. CEO A
    C Those whose opinions are sought before a decision is made, and with whom there is two-way communication. PMO, Line managers, etc. C
    I Those who are kept up to date on progress, and with whom there is one-way communication. Development managers, etc. I

    Next Step: Similarly define the RACI for each stage of the IT operating model; refer to the activity slide for prompts.

    Best practices on the role of EA within the IT operating model

    Plan

    Strategy Development

    C

    Business Planning

    C

    Conceptualization

    A

    Portfolio Management

    C

    Build

    Requirements

    C

    Solution Design

    R

    Application Development/ Procurement

    R

    Quality Assurance

    I

    Run

    Deploy

    I

    Operate

    I

    Next Step: Define the role of EA in each stage of the IT operating model; refer to the activity slide for prompts.

    Define EA’s target role in each step of the IT operating model

    3.2 2 hrs

    Input

    • Organization’s IT operating model.

    Output

    • Organization’s EA engagement model.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, CIO, business leaders, IT department leaders.

    The image shows the Table of Contents for the EA Engagement Model Template with the EA Engagement Summary section highlighted.

    Step 1 - Facilitate

    Download the EA Engagement Model Template and hold a working session to define EA’s target role in each step of the IT operating model.

    Download the EA Engagement Model Template

    Step 2 - Summarize

    Document the target state role of EA within the EA Governance Framework document.

    Update the EA Governance Framework Template


    Design an EA engagement model to formalize EA’s role within the IT operating model

    CASE STUDY

    Industry Insurance

    Source Info-Tech

    Situation

    INSPRO01 had a high IT cost structure with looming technology debt due to a preference for short-term tactical gains over long-term solutions.

    The business satisfaction with IT was at an all-time low due to expensive solutions that did not meet business needs.

    INSPRO01’s technology landscape was in disarray with many overlapping systems and interoperability issues.

    Complication

    No single team within the organization had an end-to-end perspective all the way from strategy to project execution. A lot of information was being lost in handoffs between different teams.

    This led to inconsistent design/solution patterns being applied. Investment decisions had not been grounded in reality and this often led to cost overruns.

    Result

    Info-Tech helped INSPRO01 identify opportunities for EA team engagement at different stages of the IT operating model. EA’s role within each stage was clearly defined and documented.

    With Info-Tech’s help, the EA team successfully made the case for engagement upfront during strategy development rather than during project execution.

    The increased transparency enabled the EA team to ensure that investments were aligned to organizational strategic goals and objectives.

    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:

    Key Activities

    • Build the case for EA engagement.
    • Identify engagement touchpoints within the IT operating model.

    Outcomes

    • Summary of the assessment of the current EA engagement model
    • Target EA engagement model

    Phase 4

    EA Governing Bodies

    Create a Right-Sized Enterprise Architecture Governance Framework

    EA Governing Bodies

    1. Current state of EA governance
    2. EA fundamentals
    3. Engagement model
    4. EA governing bodies
    5. EA policy
    6. Architectural standards
    7. Communication Plan

    This phase will walk you through the following activities:

    • Identify the number of governing bodies
    • Define the game plan to initialize the governing bodies
    • Define the architecture review process

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders
    • Head of Enterprise Architecture
    • Enterprise Architects
    • Domain Architects
    • Solution Architects

    Outcomes of this step

    • Charter definition for each EA governance board

    Info-Tech Insight

    Use architecture governance like a scalpel rather than a hatchet. Implement governing bodies to provide guidance rather than act as a police force.

    Phase 4 guided implementation

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

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

    Guided Implementation 4: Create or identify EA governing bodies

    Proposed Time to Completion: 2 weeks

    Step 4.1: Identify architecture boards and develop charters

    Start with an analyst kick-off call:

    • Understand the factors influencing the number of governing bodies required for an organization.
    • Understand the components of a governing body charter.

    Then complete these activities…

    • Identify how many governing bodies are needed.
    • Define EA governing body composition, meeting frequency, and domain of coverage.
    • Define the inputs and outputs of each EA governing body.
    • Identify mandatory inclusion criteria.

    With these tools & templates:

    • Architecture Board Charter Template

    Step 4.2: Develop an architecture review process

    Follow-up with an analyst call:

    • Review the number of boards identified for your organization and gather feedback.
    • Review the charters developed for each governing body and gather feedback.
    • Understand the various factors that impact the architecture review process.
    • Review Info-Tech’s best-practice architecture review process.

    Then complete these activities…

    • Refine the charters for governing bodies.
    • Develop the architecture review process for your organization.

    With these tools & templates:

    • Architecture Review Process Template

    Factors that determine the number of architectural boards required

    The primary purpose of architecture boards is to ensure that business benefits are maximized and solution design is within the options set forth by the architectural reference models without introducing additional layers of bureaucracy.

    The optimal number of architecture boards required in an organization is a function of the following factors:

    • EA organization model
      • Distributed
      • Federated
      • Centralized
    • Architecture domains Maturity of architecture domains
    • Project throughput

    Commonly observed architecture boards:

    • Architecture Review Board
    • Technical Architecture Committee
    • Data Architecture Review Board
    • Infrastructure Architecture Review Board
    • Security Architecture Review Board

    Info-Tech Insight

    Before building out a new governance board, start small by repurposing existing forums by adding architecture as an agenda item. As the items for review increase consider introducing dedicated governing bodies.

    EA organization model drives the architecture governance structure

    EA teams can be organized in three ways – distributed, federated, and centralized. Each model has its own strengths and weaknesses. EA governance must be structured in a way such that the strengths are harvested and the weaknesses are mitigated.

    Distributed Federated Centralized
    EA org. structure
    • No overarching EA team exists and segment architects report to line of business (LOB) executives.
    • A centralized EA team exists with segment architects reporting to LOB executives and dotted-line to head of (centralized) EA.
    • A centralized EA capability exists with enterprise architects reporting to the head of EA.
    Implications
    • Produces a fragmented and disjointed collection of architectures.
    • Economies of scale are not realized.
    • High cross-silo integration effort.
    • LOB-specific approach to EA.
    • Requires dual reporting relationships.
    • Additional effort is required to coordinate centralized EA policies and blueprints with segment EA policies and blueprints.
    • Accountabilities may be unclear.
    • Can be less responsive to individual LOB needs, because the centralized EA capability must analyze needs of multiple LOBs and various trade-off options to avoid specialized, one-off solutions.
    • May impede innovation.
    Architectural boards
    • Cross LOB working groups to create architecture standards, patterns, and common services.
    • Local boards to support responsiveness to LOB-specific needs.
    • Cross LOB working groups to create architecture standards, patterns and common services.
    • Cross-enterprise boards to ensure adherence to enterprise standards and reduce integration costs.
    • Local boards to support responsiveness to LOB specific needs.
    • Enterprise working groups to create architecture standards, patterns, and all services.
    • Central board to ensure adherence to enterprise standards.

    Architecture domains influences the number of architecture boards required

    • An architecture review board (ARB) provides direction for domain-specific boards and acts as an escalation point. The ARB must have the right mix of both business and technology stakeholders.
    • Domain-specific boards provide a platform to have focused discussions on items specific to that domain.
    • Based on project throughput and the maturity of each domain, organizations would have to pick the optimal number of boards.
    • Architecture working groups provide a platform for cross-domain conversations to establish organization wide standards.
    Level 1 Architecture Review Board IT and Business Leaders
    Level 2 Business Architecture Board Data Architecture Board Application Architecture Board Infrastructure Architecture Board Security Architecture Board IT and Business Managers
    Level 3 Architecture Working Groups Architects

    Create a game plan for the architecture boards

    • Start with a single board for each level – an architecture review board (ARB), a technical architecture committee (TAC), and architecture working groups.
    • As the organization matures and the number of requests to the TAC increase, consider creating domain-specific boards – such as business architecture, data architecture, application architecture, etc. – to handle architecture decisions pertaining to that domain.

    Start with this:

    Level 1 Architecture Review Board
    Level 2 Technical Architecture Committee
    Level 3 Architecture Working Groups

    Change to this:

    Architecture Review Board IT and Business Leaders
    Business Architecture Board Data Architecture Board Application Architecture Board Infrastructure Architecture Board Security Architecture Board IT and Business Managers
    Architecture Working Groups Architects

    Architecture boards have different objectives and activities

    The boards at each level should be set up with the correct agenda – ensure that the boards’ composition and activities reflect their objective. Use the entry criteria to communicate the agenda for their meetings.

    Architecture Review Board Technical Architecture Committee
    Objective
    • Evaluates business strategy, needs, and priorities, sets direction and acts as a decision making authority of the EA capability.
    • Directs the development of target state architecture.
    • Monitors performance and compliance of the architectural standards.
    • Monitor project solution architecture compliance to standards, regulations, EA principles, and target state EA blueprints.
    • Review EA compliance waiver requests, make recommendations, and escalate to the architecture review board (ARB).
    Composition
    • Business Leadership
    • IT Leadership
    • Head of Enterprise Architecture
    • Business Managers
    • IT Managers
    • Architects
    Activities
    • Review compliance of conceptual solution to standards.
    • Discuss the enterprise implications of the proposed solution.
    • Select and approve vendors.
    • Review detailed solution design.
    • Discuss the risks of the proposed solution.
    • Discuss the cost of the proposed solution.
    • Review and recommend vendors.
    Entry Criteria
    • Changes to IT Enterprise Technology Policy.
    • Changes to the technology management plan.
    • Approve changes to enterprise technology inventory/portfolio.
    • Ongoing operational cost impacts.
    • Detailed estimates for the solution are ready for review.
    • There are significant changes to protocols or technologies responsible for solution.
    • When the project is deviating from baselined architectures.

    Identify the number of governing bodies

    4.1 2 hrs

    Input

    • EA Vision and Mission
    • EA Engagement Model

    Output

    • A list of EA governing bodies.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, CIO, business line leads, IT department leads.

    Instructions:

    Hold a working session with the participants to identify the number of governing bodies. Facilitate the activity using the following steps:

    1. Examine the EA organization models mentioned previously. Assess how your organization is structured, and identify whether your organization has a federated, distributed or centralized EA organization model.
    2. Reference the “Game plan for the architecture boards” slide. Assess the architecture domains, and define how many there are in the organization.
    3. Architecture domains:
      1. If no defined architecture domains exist, model the number of governing bodies in the organization based on the “Start with this” scenario in the “Game plan for the architecture boards” slide.
      2. If defined architecture domains do exist, model the number of governing bodies based on the “Change to this” scenario in the “Game plan for the architecture boards” slide.
    4. Name each governing body you have defined in the previous step. Download Info-Tech’s Architecture Board Charter Template for each domain you have named. Input the names into the title of each downloaded template.

    Download the Architecture Board Charter Template to document this activity.

    Defining the governing body charter

    The charter represents the agreement between the governing body and its stakeholders about the value proposition and obligations to the organization.

    1. Purpose: The reason for the existence of the governing body and its goals and objectives.
    2. Composition: The members who make up the committee and their roles and responsibilities in it.
    3. Frequency of meetings: The frequency at which the committee gathers to discuss items and make decisions.
    4. Entry/Exit Criteria: The criteria by which the committee selects items for review and items for which decisions can be taken.
    5. Inputs: Materials that are provided as inputs for review and decision making by the committee.
    6. Outputs: Materials that are provided by the committee after an item has been reviewed and the decision made.
    7. Activities: Actions undertaken by the committee to arrive at its decision.

    Define EA’s target role in each step of the IT operating model

    4.2 3 hrs

    Input

    • A list of all identified EA governing bodies.

    Output

    • Charters for each EA governing bodies.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    The image shows the Table of Contents for the EA Governance Framework document, with the Architecture Board Charters highlighted.

    Step 1 Facilitate

    Hold a working session with the stakeholders to define the charter for each of the identified architecture boards.

    Download Architecture Board Charter Template

    Step 2 Summarize

    • Summarize the objectives of each board and reference the charter document within the EA Governance Framework.
    • Upload the final charter document to the team’s common repository.

    Update the EA Governance Framework document


    Considerations when creating an architecture review process

    • Ensure that architecture review happens at major milestones within the organization’s IT Operating Model such as the plan, build, and run phases.
    • In order to provide continuous engagement, make the EA group accountable for solution architecture in the plan phase. In the build phase, the EA group will be consulted while the solution architect will be responsible for the project solution architecture.

    Plan

    • Strategy Development
    • Business Planning
    • A - Conceptualization
    • Portfolio Management

    Build

    • Requirements
    • R - Solution Design
    • Application Development/ Procurement
    • Quality Assurance

    Run

    • Deploy
    • Operate

    Best-practice project architecture review process

    The best-practice model presented facilitates the creation of sound solution architecture through continuous engagement with the EA team and well-defined governance checkpoints.

    The image shows a graphic of the best-practice model. At the left, four categories are listed: Committees; EA; Project Team; LOB. At the top, three categories are listed: Plan; Build; Run. Within the area between these categories is a flow chart demonstrating the best-practice model and specific checkpoints throughout.

    Develop the architecture review process

    4.3 2 hours

    Input

    • A list of all EA governing bodies.
    • Info-Tech’s best practice architecture review process.

    Output

    • The new architecture review process.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    Hold a working session with the participants to develop the architecture review process. Facilitate the activity using the following steps:

    1. Reference Info-Tech’s best-practice architecture review process embedded within the “Architecture Review Process Template” to gain an understanding of an ideal architecture review process.
    2. Identify the stages within the plan, build, and run phases where solution architecture reviews should occur, and identify the governing bodies involved in these reviews.
    3. As you go through these stages, record your findings in the Architecture Review Process Template.
    4. Connect the various activities leading to and from the architecture creation points to outline the review process.

    Download the Architecture Review Process Template for additional guidance regarding developing an architecture review process.

    Develop the architecture review process

    4.3 2 hrs

    Input

    • A list of all identified EA governing bodies.

    Output

    • Charters for each EA governing bodies.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    The image shows a screenshot of the Table of Contents, with the Architecture Review Process highlighted.

    Step 1 - Facilitate

    Download Architecture Review Process Template and facilitate a session to customize the best-practice model presented in the template.

    Download the Architecture Review Process Template

    Step 2 - Summarize

    Summarize the process changes and document the process flow in the EA Governance Framework document.

    Update the EA Governance Framework Template

    Right-size EA governing bodies to reduce the perception of red tape

    Case Study

    Industry Insurance

    Source Info-Tech

    Situation

    At INSPRO01, architecture governance boards were a bottleneck. The boards fielded all project requests, ranging from simple screen label changes to complex initiatives spanning multiple applications.

    These boards were designed as forums for technology discussions without any business stakeholder involvement.

    Complication

    INSPRO01’s management never gave buy-in to the architecture governance boards since their value was uncertain.

    Additionally, architectural reviews were perceived as an item to be checked off rather than a forum for getting feedback.

    Architectural exceptions were not being followed through due to the lack of a dispensation process.

    Result

    Info-Tech has helped the team define adaptable inclusion/exclusion criteria (based on project complexity) for each of the architectural governing boards.

    The EA team was able to make the case for business participation in the architecture forums to better align business and technology investment.

    An architecture dispensation process was created and operationalized. As a result architecture reviews became more transparent with well-defined next steps.

    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:

    Key Activities

    • Identify the number of governing bodies.
    • Define the game plan to initialize the governing bodies.
    • Define the architecture review process.

    Outcomes

    • Charter definition for each EA governance board

    Phase 5

    EA Policy

    Create a Right-Sized Enterprise Architecture Governance Framework

    EA Policy

    1. Current state of EA governance
    2. EA fundamentals
    3. Engagement model
    4. EA governing bodies
    5. EA policy
    6. Architectural standards
    7. Communication Plan

    This phase will walk you through the following activities:

    • Define the EA policy scope
    • Identify the target audience
    • Determine the inclusion and exclusion criteria
    • Create an assessment checklist

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders
    • Head of Enterprise Architecture
    • Enterprise Architects
    • Domain Architects
    • Solution Architects

    Outcomes of this step

    • The completed EA policy
    • Project assessment checklist
    • Defined assessment outcomes
    • Completed compliance waiver process

    Info-Tech Insight

    Use the EA policy to promote EA’s commitment to deliver value to business stakeholders through process transparency, stakeholder engagement, and compliance.

    Phase 5 guided implementation

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

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

    Guided Implementation 5: EA Policy

    Proposed Time to Completion: 3 weeks

    Step 5.1–5.3: EA Policy, Assessment Checklists, and Decision Types

    Start with an analyst kick-off call:

    • Discuss the three pillars of EA policy and its purpose.
    • Review the components of an effective EA policy.
    • Understand how to develop architecture assessment checklists.
    • Understand the assessment decision types.

    Then complete these activities…

    • Define purpose, scope, and audience of the EA policy.
    • Create a project assessment checklist.
    • Define the organization’s assessment decision type.

    With these tools & templates:

    • EA Policy Template
    • EA Assessment Checklist Template

    Step 5.4: Compliance Waivers

    Review findings with analyst:

    • Review your draft EA policy and gather feedback.
    • Review your project assessment checklists and the assessment decision types.
    • Discuss the best-practice architecture compliance waiver process and how to tailor it to your organizational needs.

    Then complete these activities…

    • Refine the EA policy based on feedback gathered.
    • Create the compliance waiver process.

    With these tools & templates:

    • EA Compliance Waiver Process Template
    • EA Compliance Waiver Form Template

    Three pillars of architecture policy

    Architecture policy is a set of guidelines, formulated and enforced by the governing bodies of an organization, to guide and constrain architectural choices in pursuit of strategic goals.

    Architecture compliance – promotes compliance to organizational standards through well-defined assessment checklists across architectural domains.

    Business value – ensures that investments are tied to business value by enforcing traceability to business capabilities.

    Architectural guidance – provides guidance to architecture practitioners on the application of the business and technology standards.

    Components of EA policy

    An enterprise architecture policy is an actionable document that can be applied to projects of varying complexity across the organization.

    1. Purpose and Scope: This EA policy document clearly defines the scope and the objectives of architecture reviews within an organization.
    2. Target Audience: The intended audience of the policy such as employees and partners.
    3. Architecture Assessment Checklist: A wide range of typical questions that may be used in conducting Architecture Compliance reviews, relating to various aspects of the architecture.
    4. Assessment Outcomes: The outcome of the architecture review process that determines the conformance of a project solution to the enterprise architecture standards.
    5. Compliance Waiver: Used when a solution or segment architecture is perceived to be non-compliant with the enterprise architecture.

    Draft the purpose and scope of the EA policy

    5.1 2.5 hrs

    Input

    • A consensus on the purpose, scope, and audience for the EA policy.

    Output

    • Documented version of the purpose, scope, and audience for the EA policy.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, CIO, business line leads, IT department leads.

    The image shows a screenshot of the Table of Contents with the EA Policy section highlighted.

    Step 1 - Facilitate

    Download the EA Policy Template and hold a working session to draft the EA policy.

    Download the EA Policy Template

    Step 2 - Summarize

    • Summarize purpose, scope, and intended audience of the policy in the EA Governance Framework document.
    • Update the EA policy document with the purpose, scope and intended audience.

    Update the EA Governance Framework Template

    Architecture assessment checklist

    Architecture assessment checklist is a list of future-looking criteria that a project will be assessed against. It provides a set of standards against which projects can be assessed in order to render a decision on whether or not the project can be greenlighted.

    Architecture checklists should be created for each EA domain since each domain provides guidance on specific aspects of the project.

    Sample Checklist Questions

    Business Architecture:

    • Is the project aligned to organizational strategic goals and objectives?
    • What are the business capabilities that the project supports? Is it creating new capabilities or supporting an existing one?

    Data Architecture:

    • What processes are in place to support data referential integrity and/or normalization?
    • What is the physical data model definition (derived from logical data models) used to design the database?

    Application Architecture:

    • Can this application be placed on an application server independent of all other applications? If not, explain the dependencies.
    • Can additional parallel application servers be easily added? If so, what is the load balancing mechanism?

    Infrastructure Architecture:

    • Does the solution provide high-availability and fault-tolerance that can recover from events within a datacenter?

    Security Architecture:

    • Have you ensured that the corporate security policies and guidelines to which you are designing are the latest versions?

    Create architectural assessment checklists

    5.2 2 hrs

    Input

    • Reference architecture models.

    Output

    • Architecture assessment checklist.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    The image shows a screenshot of the Table of Contents with the EA Assessment Checklist section highlighted.

    Step 1 - Facilitate

    Download the EA Assessment Checklist Template and hold a working session to create the architectural assessment checklists.

    Download the EA Assessment Checklist Template

    Step 2 - Summarize

    • Summarize the major points of the checklists in the EA Governance Framework document.
    • Update the EA policy document with the detailed architecture assessment checklists.

    Update the EA Governance Framework Template

    Architecture assessment decision types

    • As a part of the proposed solution review, the governing bodies produce a decision indicating the compliance of the solution architecture with the enterprise standards.
    • Go, No Go, or Conditional are a sample set of decision outcomes available to the governing bodies.
    • On a conditional approval, the project team must file for a compliance waiver.

    Approved

    • The solution demonstrates substantial compliance with standards.
    • Negligible risk to the organization or minimal risks with sound plans of how to mitigate them.
    • Architectural approval to proceed with delivery type of work.

    Conditional Approval

    • The significant aspects of the solution have been addressed in a satisfactory manner.
    • Yet, there are some aspects of the solution that are not compliant with standards.
    • The architectural approval is conditional upon presenting the missing evidence within a minimal period of time determined.
    • The risk level may be acceptable to the organization from an overall IT governance perspective.

    Not Approved

    • The solution is not compliant with the standards.
    • Scheduled for a follow-up review.
    • Not recommended to proceed until the solution is more compliant with the standards.

    Best-practice architecture compliance waiver process

    Waivers are not permanent. Waiver terms must be documented for each waiver specifying:

    • Time period after which the architecture in question will be compliant with the enterprise architecture.
    • The modifications necessary to the enterprise architecture to accommodate the solution.

    The image shows a flow chart, split into 4 sections: Enterprise Architect; Solution Architect; TAC; ARB. To the right of these section labels, there is a flow chart that documents the waiver process.

    Create compliance waiver process

    5.4 3-4 hrs

    Input

    • A consensus on the compliance waiver process.

    Output

    • Documented compliance waiver process and form.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    The image shows the Table of Contents with the Compliance Waiver Form section highlighted.

    Step 1 - Facilitate

    Download the EA compliance waiver template and hold a working session to customize the best-practice process to your organization’s needs.

    Download the EA Compliance Waiver Process Template

    Step 2 - Summarize

    • Summarize the objectives and high-level process in the EA Governance Framework document.
    • Update the EA policy document with the compliance waiver process.
    • Upload the final policy document to the team’s common repository.

    Update the EA Governance Framework Template

    Creates an enterprise architecture policy to drive adoption

    Case Study

    Industry Insurance

    Source Info-Tech

    Situation

    EA program adoption across INSPRO01 was at its lowest point due to a lack of transparency into the activities performed by the EA group.

    Often, projects ignored EA entirely as it was viewed as a nebulous and non-value-added activity that produced no measurable results.

    Complication

    There was very little documented information about the architecture assessment process and the standards against which project solution architectures were evaluated.

    Additionally, there were no well-defined outcomes for the assessment.

    Project groups were left speculating about the next steps and with little guidance on what to do after completing an assessment.

    Result

    Info-Tech helped the EA team create an EA policy containing architecture significance criteria, assessment checklists, and reference to the architecture review process.

    Additionally, the team also identified guidelines and detailed next steps for projects based on the outcome of the architecture assessment.

    These actions brought clarity to EA processes and fostered better engagement with the EA group.

    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:

    Key Activities

    • Define the scope.
    • Identify the target audience.
    • Determine the inclusion and exclusion criteria.
    • Create an assessment checklist.

    Outcomes

    • The completed EA policy
    • Project assessment checklist
    • Defined assessment outcomes
    • Completed compliance waiver process

    Phase 6

    Architectural Standards

    Create a Right-Sized Enterprise Architecture Governance Framework

    Architectural Standards

    1. Current state of EA governance
    2. EA fundamentals
    3. Engagement model
    4. EA governing bodies
    5. EA policy
    6. Architectural standards
    7. Communication Plan

    This phase will walk you through the following activities:

    • Identify and standardize EA work products
    • Classify the architectural standards
    • Identify the custodian of standards
    • Update the standards

    This step involves the following participants:

    • Head of Enterprise Architecture
    • Enterprise Architects
    • Domain Architects
    • Solution Architects

    Outcomes of this step

    • A standardized set of EA work products
    • A way to categorize and store EA work products
    • A defined method of updating standards

    Info-Tech Insight

    The architecture standard is the currency that facilitates information exchange between stakeholders. The primary purpose is to minimize transaction costs by providing a balance between stability and relevancy.

    Phase 6 guided implementation

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

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

    Guided Implementation 6: Architectural standards

    Proposed Time to Completion: 4 weeks

    Step 6.1: Understand Architectural Standards

    Start with an analyst kick-off call:

    • Discuss architectural standards.
    • Know how to identify and define EA work products.
    • Understand the standard content of work products.

    Then complete these activities…

    • Identify and standardize EA work products.

    Step 6.2–6.3: EA Repository and Updating the Standards

    Review with analyst:

    • Review the standardized EA work products.
    • Discuss the principles of EA repository.
    • Discuss the Info-Tech best-practice model for updating architecture standards and how to tailor them to your organizational context.

    Then complete these activities…

    • Build a folder structure for storing EA work products.
    • Use the Info-Tech best-practice architecture standards update process to develop your organization’s process for updating architecture standards.

    With these tools & templates:

    • Architecture Standards Update Process Template

    Recommended list of EA work products to standardize

    • EA work products listed below are typically produced as a part of the architecture lifecycle.
    • To ensure consistent development of architecture, the work products need to be standardized.
    • Consider standardizing both the naming conventions and the content of the work products.
    1. EA vision: A document containing the vision that provides the high-level aspiration of the capabilities and business value that EA will deliver.
    2. Statement of EA Work: The Statement of Architecture Work defines the scope and approach that will be used to complete an architecture project.
    3. Reference architectures: A reference architecture is a set of best-practice taxonomy that describes components and the conceptual structure of the model, as well as graphics, which provide a visual representation of the taxonomy to aid understanding. Reference architectures are created for each of the architecture domains.
    4. Solution proposal: The proposed project solution based on the EA guidelines and standards.
    5. Compliance assessment request: The document that contains the project solution architecture assessment details.
    6. Architecture change request: The request that initiates a change to architecture standards when existing standards can no longer meet the needs of the enterprise.
    7. Transition architecture: A transition architecture shows the enterprise at incremental states that reflect periods of transition that sit between the baseline and target architectures.
    8. Architectural roadmap: A roadmap that lists individual increments of change and lays them out on a timeline to show progression from the baseline architecture to the target architecture.
    9. EA compliance waiver request: A compliance waiver request that must be made when a solution or segment architecture is perceived to be non-compliant with the enterprise architecture.

    Standardize the content of each work product

    1. Purpose - The reason for the existence of the work product.
    2. Owner - The owner of this EA work product.
    3. Target Audience - The intended audience of the work product such as employees and partners.
    4. Naming Pattern - The pattern for the name of the work product as well as its file name.
    5. Table of Contents - The various sections of the work product.
    6. Review & Sign-Off Authority - The stakeholders who will review the work product and approve it.
    7. Repository Folder Location - The location where the work product will be stored.

    Identify and standardize work products

    6.1 3 hrs

    Input

    • List of various documents being produced by projects currently.

    Output

    • Standardized list of work products.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • A computer, and/or a whiteboard and marker.

    Instructions:

    Hold a working session with the participants to identify and standardize work products. Facilitate the activity using the steps below.

    1. Identifying EA work products:
      1. Start by reviewing the list of all architecture-related documents presently produced in the organization. Any such deliverable with the following characteristics can be standardized:
        1. If it can be broken out and made into a standalone document.
        2. If it can be made into a fill-in form completed by others.
        3. If it is repetitive and requires iterative changes.
      2. Create a list of work products that your organization would like to standardize based on the characteristics above.
    2. The content and format of standardized EA work products:
      1. For each work product your organization wishes to standardize, look at its purpose and brainstorm the content needed to fulfill that purpose.
      2. After identifying the elements that need to be included in the work product to fulfill its purpose, order them logically for presentation purposes.
      3. In each section of the work product that need to be completed, include instructions on how to complete the section.
      4. Review the seven elements presented in the previous slide and include them in the work products.

    EA repository - information taxonomy

    As the EA function begins to grow and accumulates EA work products, having a well-designed folder structure helps you find the necessary information efficiently.

    Architecture meta-model

    Describes the organizationally tailored architecture framework.

    Architecture capability

    Defines the parameters, structures, and processes that support the enterprise architecture group.

    Architecture landscape

    An architectural presentation of assets in use by the enterprise at particular points in time.

    Standards information base

    Captures the standards with which new architectures and deployed services must comply.

    Reference library

    Provides guidelines, templates, patterns, and other forms of reference material to accelerate the creation of new architectures for the enterprise.

    Governance log

    Provides a record of governance activity across the enterprise.

    Create repository folder structure

    6.2 5-6 hrs

    Input

    • List of standardized work products.

    Output

    • EA work products mapped to a repository folder.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, IT department leads.

    Instructions:

    Hold a working session with the participants to create a repository structure. Facilitate the activity using the steps below:

    1. Start with the taxonomy on the previous slide, and sort the existing work products into these six categories.
    2. Assess that the work products are sorted in a mutually exclusive and collectively exhaustive fashion. This means that a certain work product that appears in one category should not appear in another category. As well, make sure these six categories capture all the existing work products.
    3. Based on the categorization of the work products, build a folder structure that follows these categories, which will allow for the work products to be accessed quickly and easily.

    Create a process to update EA work products

    • Architectural standards are not set in stone and should be reviewed and updated periodically.
    • The Architecture Review Board is the custodian for standards.
    • Any change to the standards need to be assessed thoroughly and must be communicated to all the impacted stakeholders.

    Architectural standards update process

    Identify

    • Identify changes to the standards

    Assess

    • Review and assess the impacts of the change

    Document

    • Document the change and update the standard

    Approve

    • Distribute the updated standards to key stakeholders for approval

    Communicate

    • Communicate the approved changes to impacted stakeholders

    Create a process to continually update standards

    6.3 1.5 hrs

    Input

    • The list of work products and its owners.

    Output

    • A documented work product update process.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, business line leads, IT department leads.

    The image shows the screenshot of the Table of Contents with the Standards Update Process highlighted.

    Step 1 - Facilitate

    Download the standards update process template and hold a working session to customize the best practice process to your organization’s needs.

    Download the Architecture Standards Update Process Template

    Step 2 - Summarize

    Summarize the objectives and the process flow in the EA governance framework document.

    Update the EA Governance Framework Template

    Create architectural standards to minimize transaction costs

    Case Study

    Industry Insurance

    Source Info-Tech

    Situation

    INSPRO01 didn’t maintain any centralized standards and each project had its own solution/design work products based on the preference of the architect on the project. This led to multiple standards across the organization.

    Lack of consistency in architectural deliverables made the information hand-offs expensive.

    Complication

    INSPRO01 didn’t maintain the architectural documents in a central repository and the information was scattered across multiple project folders.

    This caused key stakeholders to make decisions based on incomplete information and resulted in constant revisions as new information became available.

    Result

    Info-Tech recommended that the EA team identify and standardize the various EA work products so that information was collected in a consistent manner across the organization.

    The team also recommended an information taxonomy to store the architectural deliverables and other collateral.

    This resulted in increased consistency and standardization leading to efficiency gains.

    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:

    Key Activities

    • Identify and standardize EA work products.
    • Classify the architectural standards.
    • Identify the custodian of standards.
    • Update the standards.

    Outcomes

    • A standardized set of EA work products
    • A way to categorize and store EA work products
    • A defined method of updating standards

    Phase 7

    Communication Plan

    Create a Right-Sized Enterprise Architecture Governance Framework

    Communication Plan

    1. Current state of EA governance
    2. EA fundamentals
    3. Engagement model
    4. EA governing bodies
    5. EA policy
    6. Architectural standards
    7. Communication Plan

    This phase will walk you through the following activities:

    • List the changes identified in the EA governance initiative
    • Identify stakeholders
    • Create a communication plan

    This step involves the following participants:

    • Head of Enterprise Architecture
    • Enterprise Architects
    • Domain Architects
    • Solution Architects

    Outcomes of this step

    • Communication Plan
    • EA Governance Framework

    Info-Tech Insight

    By failing to prepare, you are preparing to fail – maximize the likelihood of success for EA governance by engaging the relevant stakeholders and communicating the changes.

    Phase 7 guided implementation

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

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

    Guided Implementation 6: Operationalize the EA governance framework

    Proposed Time to Completion: 1 week

    Step 7.1: Create a Communication Plan

    Start with an analyst kick-off call:

    • Discuss how to communicate changes to stakeholders.
    • Discuss the purposes and benefits of the EA governance framework.

    Then complete these activities…

    • Identify the stakeholders affected by the EA governance transformations.
    • List the benefits of the proposed EA governance initiative.
    • Create a plan to communicate the changes to impacted stakeholders.

    With these tools & templates:

    • EA Governance Communication Plan Template
    • EA Governance Framework Template

    Step 7.2: Review the Communication Plan

    Start with an analyst kick-off call:

    • Review the communication plan and gather feedback on the proposed stakeholders.
    • Confer about the various methods of communicating change in an organization.
    • Discuss the uses of the EA Governance Framework.

    Then complete these activities…

    • Refine your communication plan and use it to engage with stakeholders to better serve customers.
    • Create the EA Governance Framework to accompany the communication plan in engaging stakeholders to better understand the value of EA.

    With these tools & templates:

    • EA Governance Communication Plan Template
    • EA Governance Framework Template

    Communicate changes to stakeholders

    The changes made to the EA governance components need to be reviewed, approved, and communicated to all of the impacted stakeholders.

    Deliverables to be reviewed:

    • Fundamentals
      • Vision and Mission
      • Goals and Measures
      • Principles
    • Architecture review process
    • Assessment checklists
    • Policy Governing body charters
    • Architectural standards

    Deliverable Review Process:

    Step 1: Hold a meeting with stakeholders to review, refine, and agree on the changes.

    Step 2: Obtain an official approval from the stakeholders.

    Step 3: Communicate the changes to the impacted stakeholders.

    Communicate the changes by creating an EA governance framework and communication plan

    7.1 3 hrs

    Input

    • EA governance deliverables.

    Output

    • EA Governance Framework
    • Communication Plan.

    Materials

    • A computer, and/or a whiteboard and marker.

    Participants

    • EA team, CIO, business line leads, IT department leads.

    Instructions:

    Hold a working session with the participants to create the EA governance framework as well as the communication plan. Facilitate the activity using the steps below:

    1. EA Governance Framework:
      1. The EA Governance Framework is a document that will help reference and cite all the materials created from this blueprint. Follow the instructions on the framework to complete.
    2. Communication Plan:
      1. Identify the stakeholders based on the EA governance deliverables.
      2. For each stakeholder identified, complete the “Communication Matrix” section in the EA Governance Communication Plan Template. Fill out the section based on the instructions in the template.
      3. As the stakeholders are identified based on the “Communication Matrix,” use the EA Governance Framework document to communicate the changes.

    Download the EA Governance Communication Plan Template and EA Governance Framework Template for additional instructions and to document your activities in this phase.

    Maximize the likelihood of success by communicating changes

    Case Study

    Industry Insurance

    Source Info-Tech

    Situation

    The EA group followed Info-Tech’s methodology to assess the current state and has identified areas for improvement.

    Best practices were adopted to fill the gaps identified.

    The team planned to communicate the changes to the technology leadership team and get approvals.

    As the EA team tried to roll out changes, they encountered resistance from various IT teams.

    Complication

    The team was not sure of how to communicate the changes to the business stakeholders.

    Result

    Info-Tech has helped the team conduct a thorough stakeholder analysis to identify all the stakeholders who would be impacted by the changes to the architecture governance framework.

    A comprehensive communication plan was developed that leveraged traditional email blasts, town hall meetings, and non-traditional methods such as team blogs.

    The team executed the communication plan and was able to manage the change effectively.

    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:

    Key Activities

    • List the changes identified in the EA governance initiative.
    • Identify stakeholders.
    • Create a communication plan.
    • Compile the materials created in the blueprint to better communicate the value of EA governance.

    Outcomes

    • Communication plan
    • EA governance framework

    Bibliography

    Government of British Columbia. “Architecture and Standards Review Board.” Government of British Columbia. 2015. Web. Jan 2016. < http://www.cio.gov.bc.ca/cio/standards/asrb.page >

    Hopkins, Brian. “The Essential EA Toolkit Part 3 – An Architecture Governance Process.” Cio.com. Oct 2010. Web. April 2016. < http://www.cio.com/article/2372450/enterprise-architecture/the-essential-ea-toolkit-part-3---an-architecture-governance-process.html >

    Kantor, Bill. “How to Design a Successful RACI Project Plan.” CIO.com. May 2012. Web. Jan 2016. < http://www.cio.com/article/2395825/project-management/how-to-design-a-successful-raci-project-plan.html >

    Sapient. “MIT Enterprise Architecture Guide.” Sapient. Sep 2004. Web. Jan 2016. < http://web.mit.edu/itag/eag/FullEnterpriseArchitectureGuide0.1.pdf >

    TOGAF. “Chapter 41: Architecture Repository.” The Open Group. 2011. Web. Jan 2016. < http://pubs.opengroup.org/architecture/togaf9-doc/arch/chap41.html >

    TOGAF. “Chapter 48: Architecture Compliance.” The Open Group. 2011. Web. Jan 2016. < http://pubs.opengroup.org/architecture/togaf9-doc/arch/chap48.html >

    TOGAF. “Version 9.1.” The Open Group. 2011. Web. Jan 2016. http://pubs.opengroup.org/architecture/togaf9-doc/arch/

    United States Secret Service. “Enterprise Architecture Review Board.” United States Secret Service. Web. Jan 2016. < http://www.archives.gov/records-mgmt/toolkit/pdf/ID191.pdf >

    Virginia Information Technologies Agency. “Enterprise Architecture Policy.” Commonwealth of Virginia. Jul 2006. Web. Jan 2016. < https://www.vita.virginia.gov/uploadedfiles/vita_main_public/library/eapolicy200-00.pdf >

    Research contributors and experts

    Alan Mitchell, Senior Manager, Global Cities Centre of Excellence, KPMG

    Alan Mitchell has held numerous consulting positions before his role in Global Cities Centre of Excellence for KPMG. As a Consultant, he has had over 10 years of experience working with enterprise architecture related engagements. Further, he worked extensively with the public sector and prides himself on his knowledge of governance and how governance can generate value for an organization.

    Ian Gilmour, Associate Partner, EA advisory services, KPMG

    Ian Gilmour is the global lead for KPMG’s enterprise architecture method and Chief Architect for the KPMG Enterprise Reference Architecture for Health and Human Services. He has over 20 years of business design experience using enterprise architecture techniques. The key service areas that Ian focuses on are business architecture, IT-enabled business transformation, application portfolio rationalization, and the development of an enterprise architecture capability within client organizations.

    Djamel Djemaoun Hamidson, Senior Enterprise Architect, CBC/Radio-Canada

    Djamel Djemaoun is the Senior Enterprise Architect for CBC/Radio-Canada. He has over 15 years of Enterprise Architecture experience. Djamel’s areas of special include service-oriented architecture, enterprise architecture integration, business process management, business analytics, data modeling and analysis, and security and risk management.

    Sterling Bjorndahl, Director of Operations, eHealth Saskatchewan

    Sterling Bjorndahl is now the Action CIO for the Sun Country Regional Health Authority, and also assisting eHealth Saskatchewan grow its customer relationship management program. Sterling’s areas of expertise include IT strategy, enterprise architecture, ITIL, and business process management. He serves as the Chair on the Board of Directors for Gardiner Park Child Care.

    Huw Morgan, IT Research Executive, Enterprise Architect

    Huw Morgan has 10+ years experience as a Vice President or Chief Technology Officer in Canadian internet companies. As well, he possesses 20+ years experience in general IT management. Huw’s areas of expertise include enterprise architecture, integration, e-commerce, and business intelligence.

    Serge Parisien, Manager, Enterprise Architecture at Canada Mortgage Housing Corporation

    Serge Parisien is a seasoned IT leader with over 25 years of experience in the field of information technology governance and systems development in both the private and public sectors. His areas of expertise include enterprise architecture, strategy, and project management.

    Alex Coleman, Chief Information Officer at Saskatchewan Workers’ Compensation Board

    Alex Coleman is a strategic, innovative, and results-driven business leader with a proven track record of 20+ years’ experience planning, developing, and implementing global business and technology solutions across multiple industries in the private, public, and not-for-profit sectors. Alex’s expertise includes program management, integration, and project management.

    L.C. (Skip) Lumley , Student of Enterprise and Business Architecture

    Skip Lumley was formerly a Senior Principle at KPMG Canada. He is now post-career and spends his time helping move enterprise business architecture practices forward. His areas of expertise include enterprise architecture program implementation and public sector enterprise architecture business development.

    Additional contributors

    • Tim Gangwish, Enterprise Architect at Elavon
    • Darryl Garmon, Senior Vice President at Elavon
    • Steve Ranaghan, EMEIA business engagement at Fujitsu

    Industry-Specific Digital Transformation

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    • Parent Category Name: Innovation
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    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    Infographic

    Create a Transparent and Defensible IT Budget

    • Buy Link or Shortcode: {j2store}291|cart{/j2store}
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    • Parent Category Name: Cost & Budget Management
    • Parent Category Link: /cost-and-budget-management
    • IT struggles to gain budget approval year after year, largely driven by a few key factors:
      • For a long time, IT has been viewed as a cost center whose efficiency needs to be increasingly optimized over time. IT’s relationship to strategy is not yet understood or established in many organizations.
      • IT is one of the biggest areas of cost for many organizations. Often, executives don’t understand or even believe that all that IT spending is necessary to advance the organization’s objectives, let alone keep it up and running.

    Our Advice

    Critical Insight

    Internal and external obstacles beyond IT’s control make these challenges with gaining IT budget approval even harder to overcome:

    • Economic pressures can quickly drive IT’s budgetary focus from strategic back to tactical.
    • Corporate-driven categorizations of expenditure, plus disconnected approval mechanisms for capital vs. operational spend, hide key interdependencies and other aspects of IT’s financial reality.
    • Connecting the dots between IT activities and business benefits rarely forms a straight line.

    Impact and Result

    • CIOs need a straightforward way to create and present an approval-ready budget.
      • Info-Tech recognizes that connecting the dots to demonstrate value is key to budgetary approval.
      • Info-Tech also recognizes that key stakeholders require different perspectives on the IT budget.
      • This blueprint provides a framework, method, and templated exemplars for creating and presenting an IT budget to stakeholders that will speed up the approval process and ensure more of it is approved.

    Create a Transparent and Defensible IT Budget Research & Tools

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

    1. Create a Transparent and Defensible IT Budget Storyboard – A step-by-step guide to developing a proposed IT budget that’s sensitive to stakeholder perspectives and ready to approve.

    This deck applies Info-Tech’s proven ITFM Cost Model to the IT budgeting process and offers five phases that cover the purpose of your IT budget and what it means to your stakeholders, key budgeting resources, forecasting, selecting and fine-tuning your budget message, and delivering your IT budget executive presentation for approval.

    • Create a Transparent and Defensible IT Budget Storyboard

    2. IT Cost Forecasting and Budgeting Workbook – A structured Excel tool that allows you to forecast your IT budget for next fiscal year across four key stakeholder views, analyze it in the context of past expenditure, and generate high-impact visualizations.

    This Excel workbook offers a step-by-step approach for mapping your historical and forecasted IT expenditure and creating visualizations you can use to populate your IT budget executive presentation.

    • IT Cost Forecasting and Budgeting Workbook

    3. Sample: IT Cost Forecasting and Budgeting Workbook – A completed IT Cost Forecasting & Budgeting Workbook to review and use as an example.

    This sample workbook offers a completed example of the “IT Cost Forecasting and Budgeting Workbook” that accompanies the Create a Transparent & Defensible IT Budget blueprint.

    • Sample: IT Cost Forecasting and Budgeting Workbook

    4. IT Budget Executive Presentation – A PowerPoint template and full example for pulling together your proposed IT budget presentation.

    This presentation template offers a recommended structure for presenting your proposed IT budget for next fiscal year to your executive stakeholders for approval. 

    [infographic]

    Workshop: Create a Transparent and Defensible 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 Get into budget-starting position

    The Purpose

    Understand your IT budget in the context of your organization and key stakeholders, as well as gather your budgeting data and review previous years’ financial performance.

    Key Benefits Achieved

    Understand your organization’s budget process and culture.

    Understand your stakeholders’ priorities and perspectives regarding your IT budget.

    Gain insight into your historical IT expenditure.

    Set next fiscal year’s IT budget targets.

    Activities

    1.1 Review budget purpose. 

    1.2 Understand stakeholders and approvers.

    1.3 Gather your data.

    1.4 Map and review historical financial performance.

    1.5 Rationalize last year’s variances and set next year's budget targets.

    Outputs

    Budget process and culture assessment.

    Stakeholder alignment assessment and pre-selling strategy.

    Data prepared for next steps.

    Mapped historical expenditure.

    Next fiscal year’s budget targets.

    2 Forecast project CapEx

    The Purpose

    Develop a forecast of next fiscal year’s proposed capital IT expenditure driven by your organization’s strategic projects.

    Key Benefits Achieved

    Develop project CapEx forecast according to the four different stakeholder views of Info-Tech’s ITFM Cost Model.

    Ensure that no business projects that have IT implications (and their true costs) are missed.

    Activities

    2.1 Review the ITFM cost model

    2.2 List projects.

    2.3 Review project proposals and costs.

    2.4 Map and tally total project CapEx.

    2.5 Develop and/or confirm project-business alignment, ROI, and cost-benefit statements.

    Outputs

    Confirmed ITFM cost mdel.

    A list of projects.

    Confirmed list of project proposals and costs.

    Forecasted project-based capital expenditure mapped against the four views of the ITFM Cost Model.

    Projects financials in line.

    3 Forecast non-project CapEx and OpEx

    The Purpose

    Develop a forecast of next fiscal year’s proposed “business as usual” non-project capital and operating IT expenditure.

    Key Benefits Achieved

    Develop non-project CapEx and non-project OpEx forecasts according to the four different stakeholder views of Info-Tech’s ITFM Cost Model.

    Make “business as usual” costs fully transparent and rationalized.

    Activities

    3.1 Review non-project capital and costs. 

    3.2 Review non-project operations and costs.

    3.3 Map and tally total non-project CapEx and OpEx.

    3.4 Develop and/or confirm proposed expenditure rationales.

    Outputs

    Confirmation of non-project capital and costs.

    Confirmation of non-project operations and costs.

    Forecasted non-project-based capital expenditure and operating expenditure against the four views of the ITFM Cost Model.

    Proposed expenditure rationales.

    4 Finalize budget and develop presentation

    The Purpose

    Aggregate and sanity-check your forecasts, harden your rationales, and plan/develop the content for your IT budget executive presentation.

    Key Benefits Achieved

    Create a finalized proposed IT budget for next fiscal year that offers different views on your budget for different stakeholders.

    Select content for your IT budget executive presentation that will resonate with your stakeholders and streamline approval.

    Activities

    4.1 Aggregate forecast totals and sanity check.

    4.2 Generate graphical outputs and select content to include in presentation.

    4.3 Fine-tune rationales.

    4.4 Develop presentation and write commentary.

    Outputs

    Final proposed IT budget for next fiscal year.

    Graphic outputs selected for presentation.

    Rationales for budget.

    Content for IT Budget Executive Presentation.

    5 Next steps and wrap-up (offsite)

    The Purpose

    Finalize and polish the IT budget executive presentation.

    Key Benefits Achieved

    An approval-ready presentation that showcases your business-aligned proposed IT budget backed up with rigorous rationales.

    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 Budget Executive Presentation.

    Review scheduled.

    Further reading

    Create a Transparent and Defensible IT Budget

    Build in approvability from the start.

    EXECUTIVE BRIEF

    Analyst Perspective

    A budget’s approvability is about transparency and rationale, not the size of the numbers.

    Jennifer Perrier.

    It’s that time of year again – budgeting. Most organizations invest a lot of time and effort in a capital project selection process, tack a few percentage points onto last year’s OpEx, do a round of trimming, and call it a day. However, if you want to improve IT financial transparency and get your business stakeholders and the CFO to see the true value of IT, you need to do more than this.

    Yourcrea IT budget is more than a once-a-year administrative exercise. It’s an opportunity to educate, create partnerships, eliminate nasty surprises, and build trust. The key to doing these things rests in offering a range of budget perspectives that engage and make sense to your stakeholders, as well as providing iron-clad rationales that tie directly to organizational objectives.

    The work of setting and managing a budget never stops – it’s a series of interactions, conversations, and decisions that happen throughout the year. If you take this approach to budgeting, you’ll greatly enhance your chances of creating and presenting a defensible annual budget that gets approved the first time around.

    Jennifer Perrier
    Principal Research Director
    IT Financial Management Practice
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    IT struggles to gain budget approval year after year, largely driven by a few key factors:

    • For a long time, IT has been viewed as a cost center whose efficiency needs to be increasingly optimized over time. IT’s relationship to strategy is not yet understood or established in many organizations.
    • IT is one of the biggest areas of cost for many organizations. Often, executives don’t understand, or even believe, that all that IT spending is necessary to advance the organization’s objectives, let alone keep it running.

    Internal and external obstacles beyond IT’s control make these challenges even harder to overcome:

    • Economic pressures can quickly drive IT’s budgetary focus from strategic back to tactical.
    • Corporate-driven categorizations of expenditure, plus disconnected approval mechanisms for capital vs. operational spend, hide key interdependencies and other aspects of IT’s financial reality.
    • Connecting the dots between IT activities and business benefits rarely forms a straight line.

    CIOs need a straightforward way to create and present an approval-ready budget.

    • Info-Tech recognizes that connecting the dots to demonstrate value is key to budgetary approval.
    • Info-Tech also recognizes that key stakeholders require different perspectives on the IT budget.
    • This blueprint provides a framework, method, and templated exemplars for creating and presenting an IT budget to stakeholders. It will speed the approval process and ensure more of it is approved.

    Info-Tech Insight
    CIOs need a straightforward way to create and present an approval-ready IT budget that demonstrates the value IT is delivering to the business and speaks directly to different stakeholder priorities.

    IT struggles to get budgets approved due to low transparency and failure to engage

    Capability challenges

    Administrative challenges

    Operating challenges

    Visibility challenges

    Relationship challenges

    IT is seen as a cost center, not an enabler or driver of business strategy.

    IT leaders are not seen as business leaders.

    Economic pressures drive knee-jerk redirection of IT’s budgetary focus from strategic initiatives back to operational tactics.

    The vast majority of IT’s
    real-life expenditure is in the form of operating expenses i.e. keeping the lights on.

    Most business leaders don’t know how many IT resources their business units are really consuming.

    Other departments in the organization see IT as a competitor for funding, not a business partner.

    Lack of transparency

    IT and the business aren’t speaking the same language.

    IT leaders don’t have sufficient access to information about, or involvement in, business decisions and objectives.

    Outmoded finance department expenditure categorizations don’t accommodate IT’s real cost categories.

    IT absorbs unplanned spend because business leaders don’t realize or consider the impact of their decisions on IT.

    The business doesn’t understand what IT is, what it does, or what it can offer.

    IT and the business don’t have meaningful conversations about IT costs, opportunities, or investments.

    Defining and demonstrating the value of IT and its investments isn’t straightforward.

    IT leaders may not have the financial literacy or acumen needed to translate IT activities and needs into business terms.

    CapEx and OpEx approval and tracking mechanisms are handled separately when, in reality, they’re highly interdependent.

    IT activities usually have an indirect relationship with revenue, making value calculations more complicated.

    Much of IT, especially infrastructure, is invisible to the business and is only noticed if it’s not working.

    The relationship between IT spending and how it supports achievement of business objectives is not clear.

    Reflect on the numbers…

    The image contains a screenshot of five graphs. The graphs depict Cost and budget management, Cost optimization, Business value, perception of improvement, and intensity of business frustration.

    To move forward, first you need to get unstuck

    Today’s IT budgeting challenges have been growing for a long time. Overcoming these challenges means untangling yourself from the grip of the root causes.

    Principle 1:
    IT and the business are fighting diverging forces. Technology has changed monumentally, while financial management hasn’t changed much at all.

    Principle 2:
    Different stakeholders have different perspectives on your IT budget. Learn and acknowledge what’s important to them so that you can potentially deliver it.

    Principle 3:
    Connecting the dots to clearly demonstrate IT’s value to the organization is the key to budgetary approval. But those connected dots don’t always result in a straight line.

    The three principles above are all about IT’s changing relationship to the business. IT leaders need a systematic and repeatable approach to budgeting that addresses these principles by:

    • Clearly illustrating the alignment between the IT budget and business objectives.
    • Showing stakeholders the overall value that IT investment will bring them.
    • Demonstrating where IT is already realizing efficiencies and economies of scale.
    • Gaining consensus on the IT budget from all parties affected by it.

    “The culture of the organization will drive your success with IT financial management.”

    – Dave Kish, Practice Lead, IT Financial Management Practice, Info-Tech Research Group

    Info-Tech’s approach

    CIOs need a straightforward way to convince approval-granting CFOs, CEOs, boards, and committees to spend money on IT to advance the organization’s strategies.

    IT budget approval cycle

    The image contains a screenshot of the IT budget approval cycle.

    The Info-Tech difference:

    This blueprint provides a framework, method, and templated exemplars for building and presenting your IT budget to different stakeholders. These will speed the approval process and ensure that a higher percentage of your proposed spend is approved.

    Info-Tech’s methodology for how to create a transparent and defensible it budget

    1. Lay Your Foundation

    2. Get Into Budget-Starting Position

    3. Develop Your Forecasts

    4. Build Your Proposed Budget

    5. Create and Deliver Your Budget Presentation

    Phase steps

    1. Understand budget purpose
    2. Know your stakeholders
    3. Continuously pre-sell your budget
    1. Gather your data
    2. Review historical performance
    3. Set budget goals
    1. Develop alternate scenarios
    2. Develop project CapEx forecasts
    3. Develop non-project CapEx and OpEx forecasts
    1. Aggregate your forecasts
    2. Stress-test your forecasts
    3. Challenge and perfect your rationales
    1. Plan your presentation content
    2. Build your budget presentation
    3. Present, finalize, and submit your budget

    Phase outcomes

    An understanding of your stakeholders and what your IT budget means to them.

    Information and goals for planning next fiscal year’s IT budget.

    Completed forecasts for project and non-project CapEx and OpEx.

    A final IT budget for proposal including scenario-based alternatives.

    An IT budget presentation.

    Insight summary

    Overarching insight: Create a transparent and defensible IT budget

    CIOs need a straightforward way to create and present an approval-ready IT budget that demonstrates the value IT is delivering to the business and speaks directly to different stakeholder priorities.

    Phase 1 insight: Lay your foundation

    IT needs to step back and look at it’s budget-creation process by first understanding exactly what a budget is intended to do and learning what the IT budget means to IT’s various business stakeholders.

    Phase 2 Insight: Get into budget-starting position

    Presenting your proposed IT budget in the context of past IT expenditure demonstrates a pattern of spend behavior that is fundamental to next year’s expenditure rationale.

    Phase 3 insight: Develop your forecasts

    Forecasting costs according to a range of views, including CapEx vs. OpEx and project vs. non-project, and then positioning it according to different stakeholder perspectives, is key to creating a transparent budget.

    Phase 4 insight: Build your proposed budget

    Fine-tuning and hardening the rationales behind every aspect of your proposed budget is one of the most important steps for facilitating the budgetary approval process and increasing the amount of your budget that is ultimately approved.

    Phase 5 insight: Create and deliver your budget presentation

    Selecting the right content to present to your various stakeholders at the right level of granularity ensures that they see their priorities reflected in IT’s budget, driving their interest and engagement in IT financial concerns.

    Blueprint deliverables

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

    IT Cost Forecasting and Budgeting Workbook

    This Excel tool allows you to capture and work through all elements of your IT forecasting from the perspective of multiple key stakeholders and generates compelling visuals to choose from to populate your final executive presentation.

    The image contains a screenshot of the IT Cost Forecasting and Budgeting Workbook.

    Also download this completed sample:

    Sample: IT Cost Forecasting and Budgeting Workbook

    Key deliverable

    IT Budget Executive Presentation Template

    Phase 5: Create a focused presentation for your proposed IT budget that will engage your audience and facilitate approval.

    The image contains a screenshot of the IT Budget Executive Presentation Template.

    Blueprint benefits

    IT benefits

    Business benefits

    • Improve IT’s overall financial management capability.
    • Streamline the administration of annual IT budget development.
    • Legitimize the true purpose and value of IT operations and associated expenditure.
    • Create visibility on the part of both IT and the business into IT’s mandate, what needs to be in place, and what it costs to fund it.
    • Foster better relationships with business stakeholders by demonstrating IT’s business and financial competency, working in partnership with business leaders on IT investment decisions, and building mutual trust.
    • Better understand the different types of expenditure occurring in IT, including project CapEx, non-project CapEx, and non-project OpEx.
    • Gain insight into the relationship between one-time CapEx on ongoing OpEx and its ramifications.
    • See business priorities and concerns clearly reflected in IT’s budget down to the business-unit level.
    • Receive thorough return on investment calculations and cost-benefit analyses for all aspects of IT expenditure.
    • Understand the direct relationship between IT expenditure and the depth, breadth, and quality of IT service delivery to the business.

    Measure the value of this blueprint

    Ease budgetary approval and improve its accuracy.

    Near-term goals

    • Percentage of budget approved: Target 95%
    • Percentage of IT-driven projects approved: Target 100%
    • Number of iterations/re-drafts required to proposed budget: One iteration

    Long-term goal

    • Variance in budget vs. actuals: Actuals less than budget and within 2%

    In Phases 1 and 2 of this blueprint, we will help you understand what your approvers are looking for and gather the right data and information.

    In Phase 3, we will help you forecast your IT costs it terms of four stakeholder views so you can craft a more meaningful IT budget narrative.

    In Phases 4 and 5, we will help you build a targeted presentation for your proposed IT budget.

    Value you will receive:

    1. Increased forecast accuracy through using a sound cost-forecasting methodology.
    2. Improved budget accuracy by applying more thorough and transparent techniques.
    3. Increased budget transparency and completeness by soliciting input earlier and validating budgeting information.
    4. Stronger alignment between IT and enterprise goals through building a better understanding of the business values and using language they understand.
    5. A more compelling budget presentation by offering targeted, engaging, and rationalized information.
    6. A faster budgeting rework process by addressing business stakeholder concerns the first time.

    An analogy…

    “A budget isn’t like a horse and cart – you can’t get in front of it or behind it like that. It’s more like a river…

    When developing an annual budget, you have a good idea of what the OpEx will be – last year’s with an annual bump. You know what that boat is like and if the river can handle it.

    But sometimes you want to float bigger boats, like capital projects. But these boats don’t start at the same place at the same time. Some are full of holes. And does your river even have the capacity to handle a boat of that size?

    Some organizations force project charters by a certain date and only these are included in the following year’s budget. The project doesn’t start until 8-12 months later and the charter goes stale. The river just can’t float all these boats! It’s a failed model. You have to have a great governance processes and clear prioritization so that you can dynamically approve and get boats on the river throughout the year.”

    – Mark Roman, Managing Partner, Executive Services,
    Info-Tech Research Group and Former Higher Education CIO

    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

    Phase 1: Lay Your Foundation

    Phase 2: Get Into Budget-Starting Position

    Phase 3: Develop Your Forecasts

    Phase 4: Build Your Proposed Budget

    Phase 5: Create and Deliver Your Budget Presentation

    Call #1: Discuss the IT budget, processes, and stakeholders in the context of your unique organization.

    Call #2: Review data requirements for transparent budgeting.

    Call #3: Set budget goals and process improvement metrics.

    Call #4: Review project CapEx forecasts.

    Call #5: Review non-project CapEx and OpEx forecasts.

    Call #6: Review proposed budget logic and rationales.

    Call #7: Identify presentation inclusions and exclusions.

    Call #8: Review final budget presentation.

    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

    Get into budget-starting position

    Forecast project CapEx

    Forecast non-project CapEx and OpEx

    Finalize budget and develop presentation

    Next Steps and
    Wrap-Up (offsite)

    Activities

    1.1 Review budget purpose.

    1.2 Understand stakeholders and approvers.

    1.3 Gather your data.

    1.4 Map and review historical financial performance.

    1.5 Rationalize last year’s variances.

    1.5 Set next year’s budget targets.

    2.1 Review the ITFM Cost Model.

    2.2 List projects.

    2.3 Review project proposals and costs.

    2.4 Map and tally total project CapEx.

    2.5 Develop and/or confirm project-business alignment, ROI, and cost-benefit statements.

    3.1 Review non-project capital and costs.

    3.2 Review non-project operations and costs.

    3.3 Map and tally total non-project CapEx and OpEx.

    3.4 Develop and/or confirm proposed expenditure rationales.

    4.1 Aggregate forecast totals and sanity check.

    4.2 Generate graphical outputs and select content to include in presentation.

    4.3 Fine-tune rationales.

    4.4 Develop presentation and write commentary.

    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. Budget process and culture assessment.
    2. Stakeholder alignment assessment and pre-selling strategy.
    3. Mapped historical expenditure.
    4. Next fiscal year’s budget targets.
    1. Forecasted project-based capital expenditure mapped against the four views of the ITFM Cost Model.
    1. Forecasted non-project-based capital expenditure and operating expenditure against the four views of the ITFM Cost Model.
    1. Final proposed IT budget for next fiscal year.
    2. Plan and build content for IT Budget Executive Presentation.
    1. Completed IT Budget Executive Presentation.

    Phase 1

    Lay Your Foundation

    Lay Your
    Foundation

    Get Into Budget-Starting Position

    Develop Your
    Forecasts

    Build Your
    Proposed Budget

    Create and Deliver Your Presentation

    1.1 Understand what your budget is
    and does

    1.2 Know your stakeholders

    1.3 Continuously pre-sell your budget

    2.1 Assemble your resources

    2.2 Understand the four views of the ITFM Cost Model

    2.3 Review last year’s budget vs.
    actuals and five-year historical trends

    2.4 Set your high-level goals

    3.1 Develop assumptions and
    alternative scenarios

    3.2 Forecast your project CapEx

    3.3 Forecast your non-project CapEx and OpEx

    4.1 Aggregate your numbers

    4.2 Stress test your forecasts

    4.3 Challenge and perfect your
    rationales

    5.1 Plan your content

    5.2 Build your presentation

    5.3 Present to stakeholders

    5.4 Make final adjustments and submit your IT budget

    This phase will walk you through the following activities:

    • Seeing your budget as a living governance tool
    • Understanding the point of view of different stakeholders
    • Gaining tactics for setting future IT spend expectations

    This phase involves the following participants:

    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Lay Your Foundation

    Before starting any process, you need to understand exactly why you’re doing it.

    This phase is about understanding the what, why, and who of your IT budget.

    • Understand what your budget is and does. A budget isn’t just an annual administrative event – it’s an important governance tool. Understand exactly what a budget is and your budgetary accountabilities as an IT leader.
    • Know your stakeholders. The CFO, CEO, and CXOs in your organization have their own priorities, interests, and professional mandates. Get to know what their objectives are and what IT’s budget means to them.
    • Continuously pre-sell your budget. Identifying, creating, and capitalizing on opportunities to discuss your budget well in advance of its formal presentation will get influential stakeholders and approvers on side, foster collaborations, and avoid unpleasant surprises on all fronts.

    “IT finance is more than budgeting. It’s about building trust and credibility in where we’re spending money, how we’re spending money. It’s about relationships. It’s about financial responsibility, financial accountability. I rely on my entire leadership team to all understand what their spend is. We are a steward of other people’s money.”

    – Rick Hopfer, CIO, Hawaii Medical Service Association

    What does your budget actually do?

    A budget is not just a painful administrative exercise that you go through once a year.

    Most people know what a budget is, but it’s important to understand its true purpose and how it’s used in your organization before you engage in any activity or dialogue about it.

    In strictly objective terms:

    • A budget is a calculated estimate of income vs. expenditure for a period in the future, often one year. Basically, it’s an educated guess about how much money will come into a business entity or unit and how much money will go out of it.
    • A balanced budget is where income and expenditure amounts are equal.
    • The goal in most organizations is for the income component of the budget to match or exceed the expenditure component.
      If it doesn’t, this results in a deficit that may lead to debt.

    Simply put, a budget’s fundamental purpose is to plan and communicate how an organization will avoid deficit and debt and remain financially viable while meeting its various accountabilities and responsibilities to its internal and external stakeholders.

    “CFOs are not thinking that they want to shut down IT spend. Nobody wants to do that. I always looked at things in terms of revenue streams – where the cash inflow is coming from, where it’s going to, and if I can align my cash outflows to my revenue stream. Where I always got suspicious as a CFO is if somebody can’t articulate spending in terms of a revenue stream. I think that’s how most CFOs operate.”

    – Carol Carr, Technical Counselor,
    Info-Tech Research Group and Former CFO

    Put your IT budget in context

    Your IT budget is just one of several budgets across your organization that, when combined, create an organization-wide budget. In this context, IT’s in a tough spot.

    It’s a competition: The various units in your organization are competing for the biggest piece they can get of the limited projected income pie. It’s a zero-sum game. The organization’s strategic and operational priorities will determine how this projected income is divvied up.

    Direct-to-revenue units win: Business units that directly generate revenue often get bigger relative percentages of the organizational budget since they’re integral to bringing in the projected income part of the budget that allows the expenditure across all business units to happen in the first place.

    Indirect-to-revenue units lose: Unlike sales units, for example, IT’s relationship to projected income tends to be indirect, which means that IT must connect a lot more dots to illustrate its positive impact on projected income generation.

    In financial jargon, IT really is a cost center: This indirect relationship to revenue also explains why the focus of IT budget conversations is usually on the expenditure side of the equation, meaning it doesn’t have a clear positive impact on income.

    Contextual metrics like IT spend as a percentage of revenue, IT OpEx as a percentage of organizational OpEx, and IT spend per organizational employee are important baseline metrics to track around your budget, internally benchmark over time, and share, in order to illustrate exactly where IT fits into the broader organizational picture.

    Budgeting isn’t a once-a-year thing

    Yet, many organizations treat it like a “one and done” point of annual administration. This is a mistake that misses out on the real benefits of budgeting.

    Many organizations have an annual budgeting and planning event that takes place during the back half of the fiscal year. This is where all formal documentation around planned projects and proposed spend for the upcoming year is consolidated, culminating in final presentation, adjustment, and approval. It’s basically a consolidation and ranking of organization-wide priorities at the highest level.

    If things are running well, this culmination point in the overall budget development and management process is just a formality, not the beginning, middle, and end of the real work. Ideally:

    • Budgets are actually used: The whole organization uses budgets as tools to actively manage day-to-day operations and guide decision making throughout the year in alignment with priorities as opposed to something that’s put on a shelf or becomes obsolete within a few months.
    • Interdependencies are evident: No discrete area of spend focus is an island – it’s connected directly or indirectly with other areas of spend, both within IT and across the organization. For example, one server interacts with multiple business applications, IT and business processes, multiple IT staff, and even vendors or external managed service providers. Cost-related decisions about that one server – maintain, repurpose, consolidate, replace, discard – will drive other areas of spend up or down.
    • There are no surprises: While this does happen, your budget presentation isn’t a great time to bring up a new point of significant spend for the first time. The items in next year’s proposed budget should be priorities that are already known, vetted, supported, and funded.

    "A well developed and presented budget should be the numeric manifestation of your IT strategy that’s well communicated and understood by your peers. When done right, budgets should merely affirm what’s already been understood and should get approved with minimal pushback.“

    – Patrick Gray, TechRepublic, 2020

    Understand your budgetary responsibilities as the IT leader

    It’s in your job description. For some stakeholders, it’s the most important part of it.

    While not a contract per se, your IT budget is an objective and transparent statement made in good faith that shows:

    • You know what it takes to keep the organization viable.
    • You understand the organization’s accountabilities and responsibilities as well as those of its leaders.
    • You’re willing and able to do your part to meet these accountabilities and responsibilities.
    • You know what your part of this equation is, as well as what parts should and must be played by others.

    When it comes to your budget (and all things financial), your job is to be ethical, careful, and wise:

    1. Be honest. Business ethics matter.
    2. Be as accurate as possible. Your expenditure predictions won’t be perfect, but they need to be best-effort and defensible.
    3. Respect the other players. They have their own roles, motivations, and mandates. Accept and respect these by being a supporter of their success instead of an obstacle to them achieving it.
    4. Connect the dots to income. Always keep the demonstration of business value in your sights. Often, IT can’t draw a straight line to income, but demonstrating how IT expenditure supports and benefits future, current, and past (but still relevant) business goals and strategies, which in turn affect income, is the best course.
    5. Provide alternatives. There are only so many financial levers your organization can pull. An action on one lever will have wanted and unwanted consequences on another. Aim to put financial discussions in terms of risk-focused “what if” stories and let your business partners decide if those risks are satisfactory.

    Budgeting processes tend to be similar – it’s budgeting cultures that drive differences

    The basic rules of good budgeting are the same everywhere. Bad budgeting processes, however, are usually caused by cultural factors and can be changed.

    What’s the same everywhere…

    What’s unchangeable…

    What’s changeable…

    For right or wrong, most budgeting processes follow these general steps:

    There are usually only three things about an organization’s budgeting process that are untouchable and can’t be changed:

    Budgeting processes are rarely questioned. It never occurs to most people to challenge this system, even if it doesn’t work. Who wants to challenge the CFO? No one.

    Review your organization’s budgeting culture to discover the negotiable and non-negotiable constraints. Specifically, look at these potentially-negotiable factors if they’re obstacles to IT budgeting success:

    1. Capital project vetting and selection for the next fiscal year starts three-to-six months before the end of the current fiscal year.
    2. Operational expenditure, including salaries, is looked at later with much less formality and scrutiny with an aim to cut.
    3. Each business unit does a budget presentation and makes directed amendments (usually trimming).
    4. The approved budget numbers are plugged into a standard, sub-optimal budget template provided by Finance.
    1. The legal and regulatory mandates that govern financial funding, accounting, and reporting practices. These are often specific to industries and spend types.
    2. The accounting rules your organization follows, such as GAAP, or IFRS. These too may be legally mandated for government entities and publicly-traded companies.
    3. Hard limits on the projected available income the CFO has to distribute.
    • Timeframes and deadlines
    • Order of operations
    • Areas of focus (CapEx vs. OpEx)
    • Funding sources and ownership
    • Review/approval mechanisms
    • Templates and tools

    1.1 Review your budgeting process and culture

    1 hour

    1. Review the following components of your budget process using the questions provided for each as a guideline.
      1. Legal and regulatory mandates. What are the external rules that govern how we do financial tracking and reporting? How do they manifest in our processes?
      2. Accounting rules used. What rules does our finance department use and why? Do these rules allow for more meaningful representations of IT spend? Are there policies or practices in place that don’t appear to be backed by any external standards?
      3. Timeframes and deadlines. Are we starting the budgeting process too late? Do we have enough time to do proper due diligence? Will expenditures approved now be out of date when we go to execute? Are there mechanisms to update spend plans mid-cycle?
      4. Order of operations. What areas of spend do we always look at first, such as CapEx? Are there any benefits to changing the order in which we do things, such as examining OpEx first?
      5. Areas of focus. Is CapEx taking up most of our budgeting cycle time? Are we spending enough time examining OpEx? Is IT getting enough time from the CFO compared to other units?
      6. Funding sources and ownership. Is IT footing most of the technology bills? Are business unit leaders fronting any technology business case pitches? Is IT appropriately included in business case development? Is there any benefit to implementing show-back or charge-back?
      7. Review/approval mechanisms. Are strategies and priorities used to rank proposed spend clear and well communicated? Are spend approvers objective in their decision making? Do different approvers apply the same standards and tools?
      8. Templates and tools. Are the ones provided by Finance, the PMO, and other groups sufficient to document what we need to document? Are they accessible and easy to use? Are they automated and integrated so we only have to enter data once?
    2. On the slide following these activity instructions, rate how effective each of the above is on a scale of 1-10 (where 10 is very effective) in supporting the budgeting process. Note specific areas of challenge and opportunity for change.

    1.1 Review your budgeting process and culture

    Input Output Materials Participants
    • Organizational knowledge of typical budgeting processes
    • Copies of budgeting policies, procedures, and tools
    • Rated assessment of your organization’s budget process and culture, as well as major areas of challenge and opportunity for change
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Budget process and culture assessment

    Document the outcomes of your assessment. Examples are provided below.

    Budgeting area of assessment

    Rating

    1 = very ineffective

    10 = very effective

    Challenges

    Opportunities for change

    Legal and regulatory mandates

    7

    Significant regulation but compliance steps not clear or supported within departments.

    Create, communicate, and train management on compliance procedures and align the financial management tools accordingly.

    Accounting rules

    6

    IT not very familiar with them.

    Learn more about them and their provisions to see if IT spend can be better represented.

    Timeframes and deadlines

    5

    Finalize capital project plans for next fiscal four months before end of current fiscal.

    Explore flexible funding models that allow changes to budget closer to project execution.

    Order of operations

    3

    Setting CapEx before OpEx leads to paring of necessary OpEx based on CapEx commitments.

    Establish OpEx first as a baseline and then top up to target budget with CapEx.

    Areas of focus

    6

    Lack of focus on OpEx means incremental budgeting – we don’t know what’s in there.

    Perform zero-based budgeting on OpEx every few years to re-rationalize this spend.

    Funding sources and ownership

    4

    IT absorbing unplanned mid-cycle spend due to impact of unknown business actions.

    Implement a show-back mechanism to change behavior or as precursor to limited charge-back.

    Review/approval mechanisms

    8

    CFO is fair and objective with information presented but could demand more evidence.

    Improve business sponsorship/fronting of new initiative business cases and IT partnership.

    Templates and tools

    2

    Finance budget template largely irrelevant and unreflective of IT: only two relevant categories.

    Adjust account buckets over a period of time, starting with SW/HW and cloud breakouts.

    Receptive audiences make communication a lot easier

    To successfully communicate anything, you need to be heard and understood.

    The key to being heard and understood is first to hear and understand the perspective of the people with whom you’re trying to communicate – your stakeholders. This means asking some questions:

    • What context are they operating in?
    • What are their goals and responsibilities?
    • What are their pressures and stresses?
    • How do they deal with novelty and uncertainty?
    • How do they best take in information and learn?

    The next step of this blueprint shows the perspectives of IT’s key stakeholders and how they’re best able to absorb and accept the important information contained in your IT budget. You will:

    • Learn a process for discovering these stakeholders’ IT budget information needs within the context of your organization’s industry, goals, culture, organizational structure, personalities, opportunities, and constraints.
    • Document key objectives and messages when communicating with these various key stakeholders.

    There are certain principles, mandates, and priorities that drive your stakeholders; they’ll want to see these reflected in you, your work, and your budget.

    Your IT budget means different things to different stakeholders

    Info-Tech’s ITFM Cost Model lays out what matters most from various points of view.

    The image contains a screenshot of Info-Tech's ITFM Cost Model.

    The CFO: Understand their role

    The CFO is the first person that comes to mind in dealing with budgets. They’re personally and professionally on the line if anything runs amiss with the corporate purse.

    What are the CFO’s role and responsibilities?

    • Tracking cash flow and balancing income with expenditures.
    • Ensuring fiscal reporting and legal/regulatory compliance.
    • Working with the CEO to ensure financial-strategic alignment.
    • Working with business unit heads to set aligned budgets.
    • Seeing the big picture.

    What’s important to the CFO?

    • Costs
    • Benefits
    • Value
    • Analysis
    • Compliance
    • Risk Management
    • Strategic alignment
    • Control
    • Efficiency
    • Effectiveness
    • Reason
    • Rationale
    • Clarity
    • Objectivity
    • Return on investment

    “Often, the CFO sees IT requests as overhead rather than a need. And they hate increasing overhead.”

    – Larry Clark, Executive Counselor, Info-Tech Research Group and Former CIO

    The CFO carries big responsibilities focused on mitigating organizational risks. It’s not their job to be generous or flexible when so much is at stake. While the CEO appears higher on the organizational chart than the CFO, in many ways the CFO’s accountabilities and responsibilities are on par with, and in some cases greater than, those of the CEO.

    The CFO: What they want from the IT budget

    What they need should look familiar, so do your homework and be an open book.

    Your CFO’s IT budget to-do list:

    Remember to:

    • A review of the previous year financial performance. This demonstrates to the CFO your awareness, savvy, and overall competence in the financial management realm. This is also your opportunity to start laying out the real-life context within which IT has been operating. Information to show includes:
      • Budget vs. actuals, including an overview of factors that led to major variances.
      • Percentage difference in proposed budget versus previous year’s budget, and major contributing factors to those differences (i.e. unanticipated projects, changes, or events).
    • Presentation of information according to Finance’s existing categories. This makes it as easy as possible for them to plug your numbers into their system.
    • Separate views of overall workforce vs. overall vendor spending. This is a traditional view.
    • Separate views of capital expenditure (CapEx) and operating expenditure (OpEx). This also includes information on expected lifespan of proposed new capital assets to inform depreciation/amortization decisions.
    • Explanation of anticipated sources of funding. Specifically, indicate whether the funding required is a brand-new net increase or a reallocation from the existing pool.
    • Details (upon request). Have these available for every aspect of your proposed budget.
    • Avoid being flashy. Exclude proposed expenditures with a lot of bells and whistles that don’t directly tie to concrete business objectives.
    • Be a conservationist. Show how you plan to re-use or extend assets that you already have.
    • Act like a business leader. Demonstrate your understanding of near-term (12-month) realities, priorities, and goals.
    • Think like them. Present reliable and defensible calculations of benefits versus risks as well as projected ROI for major areas of new or different spending.

    The CFO: Budget challenges and opportunities

    Budget season is a great time to start changing the conversation and building trust.

    Potential challenges

    Low trust

    Poor financial literacy and historical sloppiness among business unit leaders means that a CFO may come into budget conversations with skepticism. This can put them on the offensive and put you on the defensive. You have to prove yourself.

    Competition

    You’re not the only department the CFO is dealing with. Everyone is competing for their piece of the pie, and some business unit leaders are persistent. A good CFO will stay out of the politics and not be swayed by sweet talk, but it can be an exhausting experience for them.

    Mismatched buckets

    IT’s spend classes and categories probably won’t match what’s in Finance’s budget template or general ledger. Annual budgeting isn’t the best time to bring this up. Respect Finance’s categories, but plan to tackle permanent changes at a less busy time.

    Potential opportunities

    Build confidence

    Engaging in the budgeting process is your best chance to demonstrate your knowledge about the business and your financial acumen. The more that the CFO sees that you get it and are taking it seriously, the more confidence and trust they’ll have in you.

    Educate

    The CFO will not know as much as you about the role technology could and should play in the organization. Introduce new language around technology focused on capabilities and benefits. This will start to shift the conversation away from costs and toward value.

    Initiate alignment

    An important governance objective is to change the way IT expenditure is categorized and tracked to better reveal and understand what’s really happening. This process should be done gradually over time, but definitely communicate what you want to do and why.

    The CXO: Understand their role

    CXOs are a diverse group who lead a range of business functions including admin, operations, HR, legal, production, sales and service, and marketing, to name a few.

    What are the CXO’s role and responsibilities?

    Like you, the CXO’s job is to help the organization realize its goals and objectives. How each CXO does this is specific to the domain they lead. Variations in roles and responsibilities typically revolve around:

    • Law and regulation. Some functions have compliance as a core mandate, including legal, HR, finance, and corporate risk groups.
    • Finance and efficiency. Other functions prioritize time, money, and process such as finance, sales, customer service, marketing, production, operations, and logistics units.
    • Quality. These functions prioritize consistency, reliability, relationship, and brand such as production, customer service, and marketing.

    What’s important to the CXO?

    • Staffing
    • Skills
    • Reporting
    • Funding
    • Planning
    • Performance
    • Predictability
    • Customers
    • Visibility
    • Inclusion
    • Collaboration
    • Reliability
    • Information
    • Knowledge
    • Acknowledgement

    Disagreement is common between business-function leaders – they have different primary focus areas, and conflict and misalignment are natural by-products of that fact. It’s also hard to make someone care as much about your priorities as you do. Focus your efforts on sharing and partnering, not converting.

    The CXO: What they want from the IT budget

    Focus on their unique part of the organization and show that you see them.

    Your CXO’s IT budget to-do list:

    Remember to:

    • A review of the previous year’s IT expenditure on the business function. This includes:
      • Budget vs. actuals (if available) for the business function, and overview of any situations or factors that led to major variances.
      • Percentage difference in proposed budget for that business function vs. the previous year’s spend, and major contributing factors to those differences, i.e. unanticipated projects, changes, or events.
      • Last year’s IT expenditure per business function employee vs. proposed IT expenditure per business function employee (if available). This is a good metric to use going forward as it’s a fair comparative internal benchmark.
    • Separate views of proposed IT workforce vs. proposed IT vendor spending for the business function. Do a specific breakout of proposed expenditure for the major applications that business unit explicitly uses.
    • Separate views of proposed IT capital expenditure (CapEx) and proposed IT operating expenditure (OpEx) for the business function. Show breakdowns for each capital project,
      as well as summaries for their core applications and portion of shared IT services.
    • Celebrate any collaborative wins from last year. You want to reinforce that working together is in both of your best interests and you’d like to keep it going.
    • Get to the apps fast. Apps are visible, concrete, and relatable – this is what the CXO cares about. Core IT infrastructure, on the other hand, is technobabble about something that’s invisible, boring, and disengaging for most CXOs.
    • Focus on the business function’s actual technology needs and consumption. Show them where they stand in relation to others. This will get their attention and serve as an opportunity to provide some education.

    The CXO: Budget challenges and opportunities

    Seek out your common ground and be the solution for their real problems.

    Potential challenges

    Different priorities

    Other business unit leaders will have bigger concerns than your IT budget. They have their own budget to figure out plus other in-flight issues. The head of sales, for instance, is going to be more concerned with hitting sales goals for this fiscal year than planning for next.

    Perceived irrelevance

    Some business unit leaders may be completely unaware of how they use IT, how much they use, and how they could use it more or differently to improve their performance. They may have a learning curve to tackle before they can start to see your relationship as collaborative.

    Bad track record

    If a business unit has had friction with IT in the past or has historically been underserved, they may be hesitant to let you in, may be married to their own solutions, or perhaps do not know how to express what they need.

    Potential opportunities

    Start collaborating

    You and other business unit leaders have a lot in common. You all share the objective of helping the organization succeed. Focus in on your shared concerns and how you can make progress on them together before digging into your unique challenges.

    Practice perspective taking

    Be genuinely curious about the business unit, how it works, and how they overcome obstacles. See the organization from their point of view. For now, keep your technologies completely out of the discussion – that will come later on.

    Build relationships

    You only need to solve one problem for a business unit to change how they think of you. Just one. Find that one thing that will make a real difference – ideally small but impactful – and work it into your budget.

    The CEO: Understand their role

    A CEO sets the tone for an organization, from its overall direction and priorities to its values and culture. What’s possible and what’s not is usually determined by them.

    What are the CEO’s role and responsibilities?

    • Assemble an effective team of executives and advisors.
    • Establish, communicate, and exemplify the organizations core values.
    • Study the ecosystem within which the organization exists.
    • Identify and evaluate opportunities.
    • Set long-term directions, priorities, goals, and strategies.
    • Ensure ongoing organizational performance, profitability, and growth.
    • Connect the inside organization to the outside world.
    • Make the big decisions no one else can make.

    What’s important to the CEO?

    • Strategy
    • Leadership
    • Vision
    • Values
    • Goals
    • Priorities
    • Performance
    • Metrics
    • Accountability
    • Stakeholders
    • Results
    • Insight
    • Growth
    • Cohesion
    • Context

    Unlike the CFO and CXOs, the CEO is responsible for seeing the big picture. That means they’re operating in the realm of big problems and big ideas – they need to stay out of the weeds. IT is just one piece of that big picture, and your problems and ideas are sometimes small in comparison. Use any time you get with them wisely.

    The CEO: What they want from the IT budget

    The CEO wants what the CFO wants, but at a higher level and with longer-term vision.

    Your CEO’s IT budget to-do list:

    Remember to:

    • A review of the previous year’s financial performance. In addition to last year’s budget vs. actuals vs. proposed budget and any rationales for variances, the CEO’s interest is in seeing numbers in terms of strategic delivery. Focus on performance against last year’s goals and concrete benefits realized.
    • A review of initiatives undertaken to optimize/reduce operating costs. Note overall gains with a specific look at initiatives that had a substantial positive financial impact.
    • A specific summary of the cost landscape for new strategic or capital projects. Ideally, these projects have already been committed to at the executive level. A more fine-tuned analysis of anticipated costs and variables may be required, including high-level projects with long-term impact on operational expenditure. Categorize these expenditures as investments in innovation, growth, or keeping the lights on.
    • Details (upon request). Have these available for every aspect of your proposed budget.
    • Be brief. Hopefully, the CEO is already well versed on the strategic spend plans. Stay high-level, reserve the deep dive for your documentation, and let the CEO decide if they want to hash anything out in more detail.
    • Be strategic. If you can’t tie it to a strategic objective, don’t showcase it.
    • Use performance language. This means citing goals, metrics, and progress made against them.
    • Ensure the CFO can translate. You may not get a direct audience with the CEO – the CFO may be your proxy for that. Ensure that everything is crystal clear so that the CFO can summarize your budget on your behalf.

    The CEO: Budget challenges and opportunities

    Strategically address the big issues, but don’t count on their direct assistance.

    Potential challenges

    Lack of interest

    Your CEO may just not be enthusiastic about technology. For them, IT is strictly a cost center operating on the margins. If they don’t have a strategic vision that includes technology, IT’s budget will always be about efficiency and cost control and not investment.

    Deep hierarchy

    The executive-level CIO role isn’t yet pervasive in every industry. There may be one or more non-IT senior management layers between IT and the office of the CEO, as well as other bureaucratic hurdles, which prohibit your direct access.

    Uncertainty

    What’s happening on the outside will affect what needs to be done on the inside. The CEO has to assess and respond quickly, changing priorities and plans in an instant. An indecisive CEO that’s built an inflexible organization will make it difficult to pivot as needed.

    Potential opportunities

    Grow competency

    Sometimes, IT just needs to wait it out. The biggest shifts in technology interest often come with an outright change in the organization’s leadership. In the meantime, fine-tune your operational excellence, brush up on business skills, and draft out your best ideas on paper.

    Build partnerships

    Other business-function executives may need to be IT’s voice. Investment proposals may be more compelling coming from them anyway. Behind-the-scenes partnerships and high-profile champions are something you want regardless of your degree of CEO access.

    Bake in resilience

    Regardless of who’s at the helm, systematic investment in agile and flexible solutions that can be readily scaled, decoupled, redeployed, or decommissioned is a good strategy. Use recent crises to help make the strategic case for a more resilient posture.

    What about the CIO view on the IT budget?

    IT leaders tend to approach budgeting from an IT services perspective. After all, that’s how their departments are typically organized.

    The CFO expense view, CXO business view, and CEO innovation view represent IT’s stakeholders. The CIO service view, however, represents you, the IT budget creator. This means that the CIO service view plays a slightly different role in developing your IT budget communications.

    An IT team effort…

    A logical starting point

    A supporting view

    Most budget drafts start with internal IT management discussion. These managers are differentially responsible for apps dev and maintenance, service desk and user support, networks and data center, security, data and analytics, and so forth.

    These common organizational units and their managers tend to represent discrete IT service verticals. This means the CIO service view is a natural structural starting point for your budget-building process. Stakeholder views of your budget will be derived from this first view.

    You probably don’t want to lead your budget presentation with IT’s perspective – it won’t make sense to your stakeholders. Instead, select certain impactful pieces of your view to drop in where they provide valued information and augment the IT budget story.

    Things to bring forward…

    Things to hold back…

    • All major application costs
    • Security/compliance costs
    • Strategic project costs
    • End-user support and enablement costs
    • Data and BI initiative costs
    • Minor applications costs
    • Day-to-day network and data center costs
    • Other infrastructure costs
    • IT management and administration costs

    1.2 Assess your stakeholders

    1 hour

    1. Use the “Stakeholder alignment assessment” template slide following this one to document the outcomes of this activity.
    2. As an IT management team, identify your key budget stakeholders and specifically those in an approval position.
    3. Use the information provided in this blueprint about various stakeholder responsibilities, areas of focus, and what’s typically important to them to determine each key stakeholder’s needs regarding the information contained in your IT budget. Note their stated needs, any idiosyncrasies, and IT’s current relationship status with the stakeholder (positive, neutral, or negative).
    4. Assess previous years’ IT budgets to determine how well they targeted each different stakeholder’s needs. Note any gaps or areas for future improvement.
    5. Develop a high-level list of items or elements to stop, start, or continue during your next budgeting cycle.
    Input Output
    • Organizational awareness of key stakeholders and budget approvers
    • Previous years’ budgets
    • Assessment of key stakeholder needs and a list of potential changes or additions to the IT budget/budget process
    Materials Participants
    • Whiteboard/flip charts
    • Stakeholder alignment assessment template (following slide)
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Stakeholder alignment assessment

    Document the outcomes of your assessment below. Examples are provided below.

    Stakeholder

    Relationship status

    Understanding of needs

    Budget changes/additions

    CFO

    Positive

    Wants at least 30% of budget to be CapEx. Needs more detail concerning benefits and tracking of realization.

    Do more detailed breakouts of CapEx vs. OpEx as 30% CapEx not realistic – pre-meet. Talk to Enterprise PMO about improving project benefits statement template.

    VP of Sales

    Negative

    Only concerned with hitting sales targets. Needs to respond/act quickly based on reliable data.

    Break out sales consumption of IT resources in detail focusing on CRM and SFA tool costs. Propose business intelligence enhancement project.

    Director of Marketing

    Neutral

    Multiple manual processes – would benefit from increased automation of campaign management and social media posting.

    Break out marketing consumption of IT resources and publicly share/compare to generate awareness/support for tech investment. Work together to build ROI statements

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    Set your IT budget pre-selling strategy

    Pre-selling is all about ongoing communication with your stakeholders. This is the most game-changing thing you can do to advance a proposed IT budget’s success.

    When IT works well, nobody notices. When it doesn’t, the persistent criticism about IT not delivering value will pop up, translating directly into less funding. Cut this off at the pass with an ongoing communications strategy based on facts, transparency, and perspective taking.

    1. Know your channels
    2. Identify all the communication channels you can leverage including meetings, committees, reporting cycles, and bulletins. Set up new channels if they don’t exist.

    3. Identify partners
    4. Nothing’s better than having a team of supporters when pitch day comes. Quietly get them on board early and be direct about the role each of you will play.

    5. Always be prepared
    6. Have information and materials about proposed initiatives at-the-ready. You never know when you’ll get your chance. But if your facts are still fuzzy, do more homework first.

    7. Don’t be annoying
    8. Talking about IT all the time will turn people off. Plan chats that don’t mention IT at all. Ask questions about their world and really listen. Empathy’s a powerful tool.

    9. Communicate IT initiatives at launch
    10. Describe what you will be doing and how it will benefit the business in language that makes sense to the beneficiaries of the initiative.

    11. Communicate IT successes
    12. Carry the same narrative forward through to the end and tell the whole story. Include comments from stakeholders and beneficiaries about the value they’re receiving.

    Pre-selling with partners

    The thing with pre-selling to partners is not to take a selling approach. Take a collaborative approach instead.

    A partner is an influencer, advocate, or beneficiary of the expenditure or investment you’re proposing. Partners can:

    • Advise you on real business impacts.
    • Voice their support for your funding request.
    • Present the initial business case for funding approval themselves.
    • Agree to fund all or part of an initiative from their own budget.

    When partners agree to pitch or fund an initiative, IT can lose control of it. Make sure you set specific expectations about what IT will help with or do on an ongoing basis, such as:

    • Calculating the upfront and ongoing technology maintenance/support costs of the initiative.
    • Leading the technology vetting and selection process, including negotiating with vendors, setting service-level agreements, and finalizing contracts.
    • Implementing selected technologies and training users.
    • Maintaining and managing the technology, including usage metering.
    • Making sure the bills get paid.

    A collaborative approach tends to result in a higher level of commitment than a selling approach.

    Put yourself in their shoes using their language. Asking “How will this affect you?” focuses on what’s in it for them.

    Example:

    CIO: “We’re thinking of investing in technology that marketing can use to automate posting content to social media. Is that something you could use?”

    CMO: “Yes, we currently pay two employees to post on Facebook and Twitter, so if it could make that more efficient, then there would be cost savings there.”

    Pre-selling with approvers

    The key here is to avoid surprises and ensure the big questions are answered well in advance of decision day.

    An approver is the CFO, CEO, board, council, or committee that formally commits funding support to a program or initiative. Approvers can:

    • Point out factors that could derail realization of intended benefits.
    • Know that a formal request is coming and factor it into their planning.
    • Connect your idea with others to create synergies and efficiencies.
    • Become active advocates.

    When approvers cool to an idea, it’s hard to warm them up again. Gradually socializing an idea well in advance of the formal pitch gives you the chance to isolate and address those cooling factors while they’re still minor. Things you can address if you get an early start with future approvers include:

    • Identify and prepare for administrative, regulatory, or bureaucratic hurdles.
    • Incorporate approvers’ insights about organizational realities and context.
    • Further reduce the technical jargon in your language.
    • Fine tune the relevance and specificity of your business benefits statements.
    • Get a better sense of the most compelling elements to focus on.

    Blindsiding approvers with a major request at a budget presentation could trigger an emotional response, not the rational and objective one you want.

    Make approvers part of the solution by soliciting their advice and setting their expectations well in advance.

    Example:

    CIO: “The underwriting team and I think there’s a way to cut new policyholder approval turnaround from 8 to 10 days down to 3 or 4 using an online intake form. Do you see any obstacles?”

    CFO: “How do the agents feel about it? They submit to underwriting differently and might not want to change. They’d all need to agree on it. Exactly how does this impact sales?”

    1.3 Set your budget pre-selling strategy

    1 hour

    1. Use the “Stakeholder pre-selling strategy” template slide following this instruction slide to document the outcomes of this activity.
    2. Carry forward your previously-generated stakeholder alignment assessment from Step 1.2. As a management team, discuss the following for each stakeholder:
      1. Forums and methods of contact and interaction.
      2. Frequency of interaction.
      3. Content or topics typically addressed during interactions.
    3. Discuss what the outcomes of an ideal interaction would look like with each stakeholder.
    4. List opportunities to change or improve the nature of interactions and specific actions you plan to take.
    InputOutput
    • Stakeholder Alignment Assessment (in-deck template)
    • Stakeholder Pre-selling Strategy
    MaterialsParticipants
    • Stakeholder Pre-selling Strategy (in-deck template)
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Stakeholder pre-selling strategy

    Document the outcomes of your discussion. Examples are provided below.

    Stakeholder

    Current interactions

    Opportunities and actions

    Forum

    Frequency

    Content

    CFO

    One-on-one meeting

    Monthly

    IT expenditure updates and tracking toward budgeted amount.

    Increase one-on-one meeting to weekly. Alternate focus – retrospective update one week, future-looking case development the next. Invite one business unit head to future-looking sessions to discuss their IT needs.

    VP of Sales

    Executive meeting

    Quarterly

    General business update - dominates.

    Set up bi-weekly one-on-one meeting – initially focus on what sales does/needs, not tech. Later, when the relationship has stabilized, bring data that shows Sales’ consumption of IT resources.

    Director of Marketing

    Executive meeting

    Quarterly

    General business update - quiet.

    Set up monthly one-on-one meeting. Temporarily embed BA to better discover/understand staff processes and needs.

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    Phase recap: Lay your foundation

    Build in the elements from the start that you need to facilitate budgetary approval.

    You should now have a deeper understanding of the what, why, and who of your IT budget. These elements are foundational to streamlining the budget process, getting aligned with peers and the executive, and increasing your chances of winning budgetary approval in the end.

    In this phase, you have:

    • Reviewed what your budget is and does. Your budget is an important governance and communication tool that reflects organizational priorities and objectives and IT’s understanding of them.
    • Taken a closer look at your stakeholders. The CFO, CEO, and CXOs in your organization have accountabilities of their own to meet and need IT and its budget to help them succeed.
    • Developed a strategy for continuously pre-selling your budget. Identifying opportunities and approaches for building relationships, collaborating, and talking meaningfully about IT and IT expenditure throughout the year is one of the leading things you can do to get on the same page and pave the way for budget approval.

    “Many departments have mostly labor for their costs. They’re not buying a million and a half or two million dollars’ worth of software every year or fixing things that break. They don’t share IT’s operations mindset and I think they get frustrated.”

    – Matt Johnson, IT Director Governance and Business Solutions, Milwaukee County

    Phase 2

    Get Into Budget-Starting Position

    Lay Your
    Foundation

    Get Into Budget-Starting Position

    Develop Your
    Forecasts

    Build Your
    Proposed Budget

    Create and Deliver Your Presentation

    1.1 Understand what your budget is
    and does

    1.2 Know your stakeholders

    1.3 Continuously pre-sell your budget

    2.1 Assemble your resources

    2.2 Understand the four views of the ITFM Cost Model

    2.3 Review last year’s budget vs.
    actuals and five-year historical trends

    2.4 Set your high-level goals

    3.1 Develop assumptions and
    alternative scenarios

    3.2 Forecast your project CapEx

    3.3 Forecast your non-project CapEx and OpEx

    4.1 Aggregate your numbers

    4.2 Stress test your forecasts

    4.3 Challenge and perfect your
    rationales

    5.1 Plan your content

    5.2 Build your presentation

    5.3 Present to stakeholders

    5.4 Make final adjustments and submit your IT budget

    This phase will walk you through the following activities:

    • Putting together your budget team and gather your data.
    • Selecting which views of the ITFM Cost Model you’ll use.
    • Mapping and analyzing IT’s historical expenditure.
    • Setting goals and metrics for the next budgetary cycle.

    This phase involves the following participants:

    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Get into budget-starting position

    Now’s the time to pull together your budgeting resources and decision-making reference points.

    This phase is about clarifying your context and defining your boundaries.

    • Assemble your resources. This includes the people, data, and other information you’ll need to maximize insight into future spend requirements.
    • Understand the four views of the IT Cost Model. Firm up your understanding of the CFO expense view, CIO service view, CXO business view, and CEO innovation view and decide which ones you’ll use in your analysis and forecasting.
    • Review last year’s budget versus actuals. You need last year’s context to inform next year’s numbers as well as demonstrate any cost efficiencies you successfully executed.
    • Review five-year historical trends. This long-term context gives stakeholders and approvers important information about where IT fits into the business big picture and reminds them how you got to where you are today.
    • Set your high-level goals. You need to decide if you’re increasing, decreasing, or holding steady on your budget and whether you can realistically meet any mandates you’ve been handed on this front. Set a target as a reference point to guide your decisions and flag areas where you might need to have some tough conversations.

    “A lot of the preparation is education for our IT managers so that they understand what’s in their budgets and all the moving parts. They can actually help you keep it within bounds.”

    – Trisha Goya, Director, IT Governance & Administration, Hawaii Medical Service Association

    Gather your budget-building team

    In addition to your CFO, CXOs, and CEO, there are other people who will provide important information, insight, and skill in identifying IT budget priorities and costs.

    Role

    Skill set

    Responsibilities

    IT Finance Lead

    • Financial acumen, specifically with cost forecasting and budgeting.
    • Understanding of actual IT costs and service-based costing methods.

    IT finance personnel will guide the building of cost forecasting methodologies for operating and capital costs, help manage IT cash flows, help identify cost reduction options, and work directly with the finance department to ensure they get what they need.

    IT Domain Managers

    • Knowledge of services and their outputs.
    • Understanding of cost drivers for the services they manage.

    They will be active participants in budgeting for their specific domains, act as a second set of eyes, assist with and manage their domain budgets, and engage with stakeholders.

    Project Managers

    • Knowledge of project requirements.
    • Project budgeting.
    • Understanding of project IT-specific costs.

    Project managers will assist in capital and operational forecasting and will review project budgets to ensure accuracy. They will also assist in forecasting the operational impacts of capital projects.

    As the head of IT, your role is as the budgeting team lead. You understand both the business and IT strategies, and have relationships with key business partners. Your primary responsibilities are to guide and approve all budget components and act as a liaison between finance, business units, and IT.

    Set expectations with your budgeting team

    Be clear on your goals and ensure everyone has what they need to succeed.

    Your responsibilities and accountabilities.

    • Budget team lead.
    • Strategic direction.
    • Primary liaison with business stakeholders.
    • Pre-presentation approver and final decision maker.

    Goals and requirements.

    • Idea generation for investment and cost optimization.
    • Cost prioritization and rationale.
    • Skills requirements and sourcing options.
    • Risk assessment and operational impact.
    • Data format and level of granularity.

    Budgeting fundamentals.

    • Review of key finance concepts – CapEx, OpEx, cashflow, income, depreciation, etc.
    • What a budget is, and its component parts.
    • How the budget will be used by IT and the organization.
    • How to calculate cost forecasts.

    Their responsibilities and accountabilities.

    • Data/information collection.
    • Operational knowledge of their services, projects, and staff.
    • Cost forecast development for their respective domains/projects.
    • Review and sanity checking of their peers’ cost forecasts.

    Timeframes and deadlines.

    • Budgeting stages/phases and their deliverables.
    • Internal IT deadlines.
    • External business deadlines.
    • Goals and cadence of future working sessions and meetings.

    Available resources.

    • Internal and external sources of data and information.
    • Tools and templates for tracking information and performing calculations.
    • Individuals who can provide finance concept guidance and support.
    • Repositories for in-progress and final work.

    2.1 Brief and mobilize your IT budgeting team

    2 hours

    1. Download the IT Cost Forecasting and Budgeting Workbook
    2. Organize a meeting with your IT department management team, team leaders, and project managers.
    3. Review their general financial management accountabilities and responsibilities.
    4. Discuss the purpose and context of the budgeting exercise, different budget components, and the organization’s milestones/deadlines.
    5. Identify specific tasks and activities that each member of the team must complete in support of the budgeting exercise.
    6. Set up additional checkpoints, working sessions, or meetings that will take you through to final budget submission.
    7. Document your budget team members, responsibilities, deliverables, and due dates on the “Planning Variables” tab in the IT Cost Forecasting & Budgeting Workbook.

    Download the IT Cost Forecasting and Budgeting Workbook

    InputOutput
    • The organization’s budgeting process and procedures
    • Assignment of IT budgeting team responsibilities
    • A budgeting schedule
    MaterialsParticipants
    • IT Cost Forecasting and Budgeting Workbook
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Leverage the ITFM Cost Model

    Each of the four views breaks down IT costs into a different array of categories so you and your stakeholders can see expenditure in a way that’s meaningful for them.

    You may decide not to use all four views based on your goals, audience, and available time. However, let’s start with how you can use the first two views, the CFO expense view and the CIO service view.

    The image contains a screenshot of the CFO expense view.

    The CFO expense view is fairly traditional – workforce and vendor. However, Info-Tech’s approach breaks down the vendor software and hardware buckets into on-premises and cloud. Making this distinction is increasingly critical given key differences in CapEx vs. OpEx treatment.

    Forecasting this view is mandatory

    These two views provide information that will help you optimize IT costs. They’re designed to allow the CFO and CIO to find a common language that will allow them to collaboratively make decisions about managing IT expenditure effectively.

    The image contains a screenshot of the CIO service view.

    The CIO service view is your view, i.e. it’s how IT tends to organize and manage itself and is often the logical starting point for expenditure planning and analysis. Sub-categories in this view, such as security and data & BI, can also resonate strongly with business stakeholders and their priorities.

    Forecasting this view is recommended

    Extend your dialogue to the business

    Applying the business optimization views of the ITFM Cost Model can bring a level of sophistication to your IT cost analysis and forecasting efforts.

    Some views take a bit more work to map out, but they can be powerful tools for communicating the value of IT to the business. Let’s look at the last two views, the CXO business view and the CEO innovation view.

    The CXO business view looks at IT expenditure business unit by business unit so that each can understand their true consumption of IT resources. This view relies on having a fair and reliable cost allocation formula, such as one based on relative headcount, so it runs the risk of inaccuracy.

    Forecasting this view is recommended

    The image contains a screenshot of the CXO business view.

    These two views provide information that will help you optimize IT support to the business. These views also have a collaborative goal in mind, enabling IT to talk about IT spend in terms that will promote transparency and engage business stakeholders.

    The CEO innovation view is one of the hardest to analyze and forecast since a single spend item may apply to innovation, growth, and keeping the lights on. However, if you have an audience with the CEO and they want IT to play a more strategic or innovative role, then this view is worth mapping.

    Forecasting this view is optional

    The image contains a screenshot of the CEO innovation view.

    2.2 Select the ITFM Cost Model views you plan to complete based on your goals

    30 minutes

    The IT Cost Forecasting and Budgeting Workbook contains standalone sections for each view, as well as rows for each lowest-tier sub-category in a view, so each view can be analyzed and forecasted independently.

    1. Review Info-Tech’s ITFM Cost Model and the expenditure categories and sub-categories each view contains.
    2. Revisit your stakeholder analysis for the budgeting exercise. Plan to:
      1. Complete the CFO expense view regardless.
      2. Complete the CIO service view – consider doing this one first for forecasting purposes as it may be most familiar to you and serve as an easier entry point into the forecasting process.
      3. Complete the CXO business view – consider doing this only for select business units if you have the objective of enhancing awareness of their true consumption of IT resources or if you have (or plan to have) a show-back/chargeback mechanism.
      4. Complete the CEO innovation view only if your data allows it and there’s a compelling reason to discuss the strategic or innovative role of IT in the organization.
    Input Output
    • Stakeholder analysis
    • Info-Tech’s ITFM Cost Model
    • Decision on which views in the ITFM Cost Model you’ll use for historical expenditure analysis and forecasting purposes
    Materials Participants
    • Info-Tech’s ITFM Cost Model
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Gather your budget-building data

    Your data not only forms the content of your budget but also serves as the supporting evidence for the decisions you’ve made.

    Ensure you have the following data and information available to you and your budgeting team before diving in:

    Past data

    • Last fiscal year’s budget.
    • Actuals for the past five fiscal years.
    • Pre-set capital depreciation/amortization amounts to be applied to next fiscal year’s budget.

    Current data

    • Current-year IT positions and salaries.
    • Active vendor contracts with payment schedules and amounts (including active multi-year agreements).
    • Cost projections for remainder of any projects that are committed or in-progress, including projected OpEx for ongoing maintenance and support.

    Future data

    • Estimated market value for any IT positions to be filled next year (both backfill of current vacancies and proposed net-new positions).
    • Pricing data on proposed vendor purchases or contracts.
    • Cost estimates for any capital/strategic projects that are being proposed but not yet committed, including resulting maintenance/support OpEx.
    • Any known pending credits to be received or applied in the next fiscal year.

    If you’re just getting started building a repeatable budgeting process, treat it like any other project, complete with a formal plan/ charter and a central repository for all related data, information, and in-progress and final documents.

    Once you’ve identified a repeatable approach that works for you, transition the budgeting project to a regular operational process complete with policies, procedures, and tools.

    Review last year’s budget vs. actuals

    This is the starting point for building your high-level rationale around what you’re proposing for next fiscal year.

    But first, some quick definitions:

    • Budgeted: What you planned to spend when you started the fiscal year.
    • Actual: What you ended up spending in real life by the end of the fiscal year.
    • Variance: The difference between budgeted expenditure and actual expenditure.

    For last fiscal year, pinpoint the following metrics and information:

    Budgeted and actual IT expenditure overall and by major cost category.

    Categories will include workforce (employees/contractors) and vendors (hardware, software, contracted services) at a minimum.

    Actual IT expenditure as a percentage of organizational revenue.

    This is a widely-used benchmark that your CFO will expect to see.

    The known and likely drivers behind budgeted vs. actual variances.

    Your rationales will affect your perceived credibility. Be straightforward, avoid defending or making excuses, and just show the facts.

    Ask your CFO what they consider acceptable variance thresholds for different cost categories to guide your variance analysis, such as 1% for overall IT expenditure.

    Actual IT CapEx and OpEx.

    CapEx is often more variable than OpEx over time. Separate them so you can see the real trends for each. Consider:

    • Sub-dividing CapEx by strategic projects and non-strategic “business as usual” spend (e.g. laptops, network maintenance gear).
    • Showing overall CapEx and OpEx as percentages of their organization-wide counterparts if that information is available.

    Next, review your five-year historical expenditure trends

    The longer-term pattern of IT expenditure can help you craft a narrative about the overarching story of IT.

    For the previous five fiscal years, focus on the following:

    Actual IT expenditure as a percentage of organizational revenue.

    Again, for historical years 2-5, you can break this down into granular cost categories like workforce, software, and infrastructure like you did for last fiscal year. Avoid getting bogged down and focusing on the past – you ultimately want to redirect stakeholders to the future.

    Percentage expenditure increase/decrease year to year.

    You may choose to show overall IT expenditure amounts, breakdowns by CapEx and OpEx, as well as high-level cost categories.

    As you go back in time, some data may not be available to you, may be unreliable or incomplete, or employ the same cost categories you’re using today. Use your judgement on the level of granularity you want to and can apply when going back two to five years in the past.

    So, what’s the trend? Consider these questions:

    • Is the year-over-year trend on a steady trajectory or are there notable dips and spikes?
    • Are there any one-time capital projects that significantly inflated CapEx and overall spend in a given year or that forced maintenance-and support-oriented OpEx commitments in subsequent years?
    • Does there seem to be an overall change in the CapEx-to-OpEx ratio due to factors like increased use of cloud services, outsourcing, or contract-based staff?

    Take a close look at financial data showcasing the cost-control measures you’ve taken

    Your CFO will look for evidence that you’re gaining efficiencies by controlling costs, which is often a prerequisite for them approving any new funding requests.

    Your objective here is threefold:

    1. Demonstrate IT’s track record of fiscal responsibility and responsiveness to business priorities.
    2. Acknowledge and celebrate your IT-as-cost-center efficiency gains to clear the way for more strategic discussions.
    3. Identify areas where you can potentially source and reallocate recouped funds to bolster other initiatives or business cases for net-new spend.

    This step is about establishing credibility, demonstrating IT value, building trust, and showing the CFO you’re on their team.

    Do the following:

    • List any specific cost-control initiatives and their initial objectives and targets.
    • Identify any changes made to those targets and your approaches due to changing conditions, with rationales for the decisions made. For example:
      • Mid-year, the business decided to allow approximately half the workforce to work from home on a permanent basis.
      • As a result, remote-worker demand on the service desk remained high and actually increased in some areas. You were unable to reduce service desk staff headcount as originally planned.
      • You’re now exploring ways to streamline ticket intake and assignment to increase throughput and speed resolution.
    • Report on completed cost-control initiatives first, including targets, actuals, and related impacts. Include select feedback from business stakeholders and users about the impact of your cost-control measure on them.
    • For in-progress initiatives, report progress made to-date, benefits realized to date, and plans for continuation next fiscal year.

    “Eliminate the things you don’t need. People will give you what you need when you need it if you’re being responsible with what you already have.”

    – Angela Hintz, VP of PMO & Integrated Services,
    Blue Cross and Blue Shield of Louisiana

    2.3 Review your historical IT expenditure

    8 hours

    1. Download the IT Cost Forecasting and Budgeting Workbook.
    2. On Tab 1, “Historical Events & Projects,” note the cost-driving and cost-saving events that occurred last fiscal year that drove any variance between budgeted and actual expenditure. Describe the nature of their impact and current status (ongoing, resolved – temporary impact, or resolved – permanent impact).
    3. Also on Tab 1, “Historical Events & Projects”, summarize the work done on capital or strategic projects, expenditures, and status (in progress, deferred, canceled, or complete).
    4. On Tab 2, “Historical Expenditure”:
      1. Enter the budgeted and actuals data for last fiscal year in columns D-H for the views of the ITFM Cost Model you’re opted to do, i.e. CFO expense view, CIO service view, CXO business view, and CEO innovation view.
      2. Enter a brief rationale for any notable budgeted-versus-actuals variances or other interesting items in column K.
      3. Enter actuals data for the remaining past five fiscal years in columns L-O. Year-over-year comparative metrics will be calculated for you.
      4. Enter FTEs by business function in columns R-AA, rows 34-43.
        Expenditure per FTE and year-over year comparative metrics will be
        calculated for you.
    5. Using Tabs 2, “Historical Expenditure” and 3, “Historical Analysis”, review and analyze the resulting data sets and graphs to identify overall patterns, specifically notable increases or decreases in a particular category of expenditure or where rationales are repeated across categories or views (these are significant).
    6. Finally, flag any data points that help demonstrate achievement of, or progress toward, any cost-control measures you implemented.

    2.3 Review your historical IT expenditure

    InputOutputMaterialsParticipants
    • Budgeted data for the previous fiscal year and actuals data for the previous five fiscal years
    • Mapped budgeted for last fiscal year, mapped actuals for the past five fiscal years, and variance metrics and rationales
    • IT Cost Forecasting and Budgeting Workbook
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Pull historical trends into a present-day context when setting your high-level goals

    What’s happening to your organization and the ecosystem within which it’s operating right now? Review current business concerns, priorities, and strategies.

    Knowing what happened in the past can provide good insights and give you a chance to show stakeholders your money-management track record. However, what stakeholders really care about is “now” and “next”. For them, it’s all about current business context.

    Ask these questions about your current context to assess the relevance of your historical trend data:

    What’s the state of
    the economy and how is
    it affecting your organization?

    What are the
    organization’s stated
    strategic goals and objectives?

    What has the business
    explicitly communicated
    about finance-related targets?

    What’s the business
    executive’s attitude on
    budget increase requests?

    Some industries are very sensitive to economic cycles, causing wild budget fluctuations year to year. This uncertainty can reduce the volume of spend you automatically carry over one year to the next, making past spend patterns less relevant to your current budgeting effort.

    These can change year to year as well, and often manifest on the CapEx side in the form of strategic projects selected. Since this is so variable, using previous years’ CapEx to determine next fiscal’s CapEx isn’t always useful except in regard to multi-year, ongoing capital projects.

    Do your best to honor mandates. However, if cuts are suggested that could jeopardize core service delivery, tread cautiously, and pick your battles. You may be able to halt new capital spend to generate cuts, but these projects may get approved anyway, with IT expected to make cuts to OpEx.

    If the CFO and others rail against even the most necessary inflation-driven increases, you’ll need to take a conservative approach, focus on cost-saving initiatives, and plan to redirect last year’s expenditures instead of pursuing net-new spend.

    Set metrics and targets for some broader budget effectiveness improvement efforts

    Budget goalsetting isn’t limited to CapEx and OpEx targets. There are several effectiveness metrics to track overall improvement in your budgeting process.

    Step back and think about other budget and expenditure goals you have.
    Do you want to:

    • Better align the budget with organizational objectives?
    • Increase cost forecasting accuracy?
    • Increase budget transparency and completeness?
    • Improve the effectiveness of your budget presentation?
    • Reduce the amount of budget rework?
    • Increase the percentage of the budget that’s approved?
    • Reduce variance between what was budgeted and actuals?

    Establish appropriate metrics and targets that will allow you to define success, track progress, and communicate achievement on these higher-level goals.

    Check out some example metrics in the table below.

    Budgeting metric

    Improvement driver

    Current value

    Future target

    Percentage of spend directly tied to an organizational goal.

    Better alignment via increased communication and partnership with the business.

    72%

    90%

    Number of changes to budget prior to final acceptance.

    Better accuracy and transparency via use of zero-based budgeting and enhanced stakeholder views.

    8

    2

    Percentage variance between budgeted vs. actuals.

    Improved forecasting through better understanding of business plans and in-cycle show-back.

    +4%

    +/-2%

    Percentage of budget approved after first presentation.

    Improved business rationales and direct mapping of expenditure to org priorities.

    76%

    95%

    Percentage of IT-driven project budget approved.

    More rigor around benefits, ROI calculation, and quantifying value delivered.

    80%

    100%

    Set your high-level OpEx budget targets

    The high-level targets you set now don’t need to be perfect. Think of them as reference points or guardrails to sanity-check the cost forecasting exercise to come.

    First things first: Zero-based or incremental for OpEx?

    Set your OpEx targets

    Incremental budgeting is the addition of a few percentage onto next year’s budget, assuming the previous year’s OpEx is all re-occurring. The percentage often aligns with rates of inflation.

    • Most organizations take this approach because it’s faster and easier.
    • However, incremental budgeting is less accurate. Non-recurring items are often overlooked and get included in the forecast, resulting in budget bloat. Also, redundant or wasteful items can be entirely missed, undermining any cost optimization efforts.

    Zero-based budgeting involves rebuilding your budget from scratch, i.e. zero. It doesn’t assume that any of last year’s costs are recurring or consistent year to year.

    • This approach is harder because all relevant historical spend data needs to be collected and reviewed, which not only takes time but the data you need may be unlocatable.
    • Every item needs to be re-examined, re-justified, and tied to an asset, service, or project, which means it’s a far more comprehensive and accurate approach.

    Pick a range of percentage change based on your business context and past spend.

    • If economic prospects are negative, start with a 0-3% increase to balance inflation with potential cuts. Don’t set concrete reduction targets at this point, to avoid tunnel vision in the forecasting exercise.
    • If economic prospects are positive, target 3-5% increases for stable scenarios and 6-10% increases for growth scenarios.
    • If CapEx from previous-year projects is switching to steady-state OpEx, then account for these bumps in OpEx.
    • If the benefits from any previous-year efficiency measures will be realized next fiscal year, then account for these as OpEx reductions.

    If cost-cutting or optimization is a priority, then a zero-based approach is the right decision. If doing this every year is too onerous, plan to do it for your OpEx at least every few years to examine what’s actually in there, clean house, and re-set.

    Set your high-level CapEx budget targets

    A lot of IT CapEx is conceived in business projects, so your proposed expenditure here may not be up to you. Exercise as much influence as you can.

    First things first: Is it project CapEx, or “business as usual” CapEx?

    Project CapEx is tied to one-time strategic projects requiring investment in new assets.

    • This CapEx will probably be variable year to year, going up or down depending on the organization’s circumstances or goals.
    • This area of spend is driven largely by the business and not IT. Plan to set project CapEx targets in close partnership with the business and function as a steward of these funds instead of as an owner.

    User-driven “business as usual” CapEx manifests via changes (often increases) in organizational headcount due to growth.

    • Costs here focus on end-user hardware like desktops, laptops, and peripherals.
    • Any new capital software acquisitions you have planned will also be affected in terms of number of licenses required.
    • Get reliable estimates of department-by-department hiring plans for next fiscal year to better account for these in your budget.

    Network/data center-driven “business-as-usual” CapEx is about core infrastructure maintenance.

    • Costs here focus on the purchase of network and data center hardware and other equipment to maintain existing infrastructure services and performance.
    • Increased outsourcing often drives down this area of “business as usual” CapEx by reducing the purchase of new on-premises solutions and eliminating network and data center maintenance requirements.

    Unanticipated hiring and the need to buy end-user hardware is cited as a top cause of budget grief by IT leaders – get ahead of this. Project CapEx, however, is usually determined via business-based capital project approval mechanisms well in advance. And don’t forget to factor in pre-established capital asset depreciation amounts generated by all the above!

    2.4 Set your high-level IT budget targets and metrics

    8 hours

    1. Download the IT Cost Forecasting and Budgeting Workbook to document the outcomes of this activity.
    2. Review the context in which your organization is currently operating and expects to operate in the next fiscal year. Specifically, look at:
      1. The state of the economy.
      2. Stated goals, objectives, and targets.
      3. The executive’s point of view on budget increase requests.
      Document your factors, assessment, rationale, and considerations in the “Business Context Assessment” table on the “Planning Variables” tab in the IT Cost Forecasting and Budgeting Workbook.
    3. Based on the business context, anticipated flips of former CapEx to OpEx, and realization of previous years’ efficiency measures, set a general non-project OpEx target as a percentage increase or decrease for next fiscal year to serve as a guideline in the cost forecasting guideline. Document this in the “Budget Targets & Metrics” table on the “Planning Variables” tab in the IT Cost Forecasting and Budgeting Workbook. sed on known capital projects, changes in headcount, typical “business as usual” equipment expenditure, and pre-established capital asset depreciation amounts, set general project CapEx and non-project CapEx targets. Document these in the “Budget Targets & Metrics” table on the “Planning Variables” tab in the IT Cost Forecasting and Budgeting Workbook.
    4. Finally, set your overarching IT budget process success metrics. Also document these in the “Budget Targets & Metrics” table on the “Planning Variables” tab in the IT Cost Forecasting and Budgeting Workbook.

    Download the IT Cost Forecasting and Budgeting Workbook

    2.4 Set your high-level IT budget targets and metrics

    InputOutputMaterialsParticipants
    • Knowledge of current business context and probable context next fiscal year
    • Analysis of historical IT expenditure patterns
    • High-level project CapEx and non-project CapEx and OpEx targets for the next fiscal year
    • IT budget process success metrics
    • IT Cost Forecasting and Budgeting Workbook
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Phase recap: Get into budget-starting position

    Now you’re ready to do the deep dive into forecasting your IT budget for next year.

    In this phase, you clarified your business context and defined your budgetary goals, including:

    • Assembling your resources. You’ve built and organized your IT budgeting team, as well as gathered the data and information you’ll need to do your historical expenditure analysis and future forecasting
    • Understanding the four views of the IT Cost Model. You’ve become familiar with the four views of the model and have selected which ones you’ll map for historical analysis and forecasting purposes.
    • Reviewing last year’s budget versus actuals and five-year historical trends. You now have the critical rationale-building context to inform next year’s numbers and demonstrate any cost efficiencies you’ve successfully executed.
    • Setting your high-level goals. You’ve established high-level targets for project and non-project CapEx and OpEx, as well as set some IT budget process improvement goals.

    “We only have one dollar but five things. Help us understand how to spend that dollar.”

    – Trisha Goya, Director, IT Governance & Administration, Hawaii Medical Service Association

    Phase 3

    Develop Your Forecasts

    Lay Your
    Foundation

    Get Into Budget-Starting Position

    Develop Your
    Forecasts

    Build Your
    Proposed Budget

    Create and Deliver Your Presentation

    1.1 Understand what your budget is
    and does

    1.2 Know your stakeholders

    1.3 Continuously pre-sell your budget

    2.1 Assemble your resources

    2.2 Understand the four views of the ITFM Cost Model

    2.3 Review last year’s budget vs.
    actuals and five-year historical trends

    2.4 Set your high-level goals

    3.1 Develop assumptions and
    alternative scenarios

    3.2 Forecast your project CapEx

    3.3 Forecast your non-project CapEx and OpEx

    4.1 Aggregate your numbers

    4.2 Stress test your forecasts

    4.3 Challenge and perfect your
    rationales

    5.1 Plan your content

    5.2 Build your presentation

    5.3 Present to stakeholders

    5.4 Make final adjustments and submit your IT budget

    This phase will walk you through the following activities:

    • Documenting the assumptions behind your proposed budget and develop alternative scenarios.
    • Forecasting your project CapEx.
    • Forecasting your non-project CapEx and OpEx.

    This phase involves the following participants:

    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Develop your forecasts

    Start making some decisions.

    This phase focuses on putting real numbers on paper based on the research and data you’ve collected. Here, you will:

    • Develop assumptions and alternative scenarios. The assumptions you make are the logical foundation for your decisions, and your primary and alternative scenarios focus your thinking and demonstrate that you’ve thoroughly examined your organization’s current and future context.
    • Forecast your project CapEx costs. These costs are comprised of all the project-related capital expenditures for strategic or capital projects, including in-house labor.
    • Forecast your non-project CapEx and OpEx costs. These costs are the ongoing “business as usual” expenditures incurred via the day-to-day operations of IT and delivery of IT services.

    “Our April forecast is what really sets the bar for what our increase is going to be next fiscal year. We realized that we couldn’t change it later, so we needed to do more upfront to get that forecast right.

    If we know that IT projects have been delayed, if we know we pulled some things forward, if we know that a project isn’t starting until next year, let’s be really clear on those things so that we’re starting from a better forecast because that’s the basis of deciding two percent, three percent, whatever it’s going to be.”

    – Kristen Thurber, IT Director, Office of the CIO, Donaldson Company

    When pinning down assumptions, start with negotiable and non-negotiable constraints

    Assumptions are things you hold to be true. They may not actually be true, but they are your logical foundation and must be shared with stakeholders so they can follow your thinking.

    Start with understanding your constraints. These are either negotiable (adjustable) or non-negotiable (non-adjustable). However, what is non-negotiable for IT may be negotiable for the organization as a whole, such as its strategic objectives. Consider each of the constraints below, determine how it relates to IT expenditure options, and decide if it’s ultimately negotiable or non-negotiable.

    Organizational

    Legal and Regulatory

    IT/Other

    Example:
    • Strategic goals and priorities
    • Financial and market performance
    • Governance style and methods
    • Organizational policies
    • Organizational culture
    • Regulatory compliance and reporting
    • Data residency and privacy laws
    • Vendor contract terms and conditions
    • Health and safety
    • Compensation and collective bargaining
    • IT funding and fund allocation flexibility
    • Staff/skills availability and capacity
    • Business continuity and IT performance requirements
    • Time and timeframes
    You’re in year one of a three-year vendor contract. All contracts are negotiable, but this one isn’t for two years. This contact should be considered a non-negotiable for current budget-planning purposes.

    Identifying your negotiable and non-negotiable constraints is about knowing what levers you can pull. Government entities have more non-negotiable constraints than private companies, which means IT and the organization as a whole have fewer budgetary levers to pull and a lot less flexibility.

    An un-pullable lever and a pullable lever (and how much you can pull it) have one important thing in common – they are all fundamental assumptions that influence your decisions.

    Brainstorm your assumptions even further

    The tricky thing about assumptions is that they’re taken for granted – you don’t always realize you’ve made them. Consider these common assumptions and test them for validity.

    My current employees will still be here 18 months from now.

    My current vendors aren’t going to discontinue the products we have.

    My organization’s executive team will be the same 18 months from now. My current key vendors will be around for years to come.

    My organization’s departments, divisions, and general structure will be the same 18 months from now.

    IT has to be an innovation leader.

    We won’t be involved in any merger/acquisition activity next fiscal year.

    IT has always played the same role here and that won’t change.

    There won’t be a major natural disaster that takes us offline for days or even weeks.

    We must move everything we can to the cloud.

    We won’t be launching any new products or services next fiscal year.

    Most of our IT expenditure has to be CapEx, as usual.

    You won’t put some of these assumptions into your final budget presentation. It’s simply worthwhile knowing what they are so you can challenge them when forecasting.

    Based on your assumptions, define the primary scenario that will frame your budget

    Your primary scenario is the one you believe is most likely to happen and upon which you’ll build your IT cost forecasts.

    Now it’s time to outline your primary scenario.

    • A scenario is created by identifying the variable factors embedded in your assumptions and manipulating them across the range of possibilities. This manipulation of variables will result in different scenarios, some more likely or feasible than others.
    • Your primary scenario is the one you believe is the most feasible and/or likely to happen (i.e. most probable). This is based on:
      • Your understanding of past events and patterns.
      • Your understanding of your organization’s current context.
      • Your understanding of IT’s current context.
      • Your understanding of the organization’s objectives.
      • Your assessment of negotiable and non-negotiable constraints and other assumptions for both IT and the organization.

    A note on probability…

    • A non-negotiable constraint doesn’t have any variables to manipulate. It’s a 100% probability that must be rigidly accommodated and protected in your scenario. An example is a long-standing industry regulation that shows no signs of being updated or altered and must be complied with in its current state.
    • A negotiable constraint has many more variables in play. Your goal is to identify the different potential values of the variables and determine the degree of probability that one value is more likely to be true or feasible than another. An example is that you’re directed to cut costs, but the amount could be as little as 3% or as much as 20%.
    • And then there are the unknowns. These are circumstances, events, or initiatives that inevitably happen, but you can’t predict when, what, or how much. This is what contingency planning and insurance are for. Examples include a natural disaster, a pandemic, a supply chain crisis, or the CEO simply changing their mind. Its safe to assume something is going to happen, so if you’re able to establish a contingency fund or mechanisms that let you respond, then do it.

    What could or will be your organization’s new current state at the end of next fiscal year?

    Next, explore alternative scenarios, even those that may seem a bit outrageous

    Offering alternatives demonstrates that you weighed all the pertinent factors and that you’ve thought broadly about the organization’s future and how best to support it.

    Primary scenario approval can be helped by putting that scenario alongside alternatives that are less attractive due to their cost, priority, or feasibility. Alternative scenarios are created by manipulating or eliminating your negotiable constraints or treating specific unknowns as knowns. Here are some common alternative scenarios.

    The high-cost scenario: Assumes very positive economic prospects. Characterized by more of everything – people and skills, new or more sophisticated technologies, projects, growth, and innovation. Remember to consider the long-term impact on OpEx that higher capital spend may bring in subsequent years.

    Target 10-20% more expenditure than your primary scenario

    The low-cost scenario: Assumes negative economic prospects or cost-control objectives. Characterized by less of everything, specifically capital project investment, other CapEx, and OpEx. Must assume that business service-level expectations will be down-graded and other sacrifices will be made.

    Target 5-15% less expenditure than your primary scenario

    The dark horse scenario: This is a more radical proposition that challenges the status quo. For example, what would the budget look like if all data specialists in the organization were centralized under IT? What if IT ran the corporate PMO? What if the entire IT function was 100% outsourced?

    No specific target

    Case Study

    INDUSTRY: Manufacturing

    SOURCE: Anonymous

    A manufacturing IT Director gets budgetary approval by showing what the business would have to sacrifice to get the cheap option.

    Challenge

    Solution

    Results

    A manufacturing business had been cutting costs endlessly across the organization, but specifically in IT.

    IT was down to the bone. The IT Director had already been doing zero-based budgeting to rationalize all expenditure, stretching asset lifecycles as long as possible, and letting maintenance work slide.

    There were no obvious options left to reduce costs based on what the business wanted to do.

    The IT Director got creative. He put together three complete budgets:

    1. The budget he wanted.
    2. A budget where everything was entirely outsourced and there would be zero in-house IT staff.
    3. A budget that was not as extreme as the second one, but still tilted toward outsourcing.

    In the budget presentation, he led with the “super cheap” budget where IT was 100% outsourced.

    He proceeded to review the things they wouldn’t have under the extreme outsourced scenario, including the losses in service levels that would be necessary to make it happen.

    The executive was shocked by what the IT Director showed them.

    The executive immediately approved the IT Director’s preferred budget. He was able to defend the best budget for the business by showing them what they stood to lose.

    3.1 Document your assumptions and alternative scenarios

    2 hours

    1. Download the IT Cost Forecasting and Budgeting Workbook and document the outcomes of this activity on Tab 9, “Alternative Scenarios.”
    2. As a management team, identify and discuss your non-negotiable and negotiable constraints. Document these in rows 4 and 5 respectively in the Workbook.
    3. Brainstorm, list, and challenge any other assumptions being made by IT or the organization’s executive in terms of what can and cannot be done.
    4. Identify the most likely or feasible scenario (primary) and associated assumptions. You will base your initial forecasting on this scenario.
    5. Identify alternative scenarios. Document each scenario’s name, description, and key assumptions, and major opportunities in columns B-D on Tab 9, “Alternative Scenarios.” You will do any calculations for these scenarios after you have completed the forecast for your primary scenario.

    Download the IT Cost Forecasting and Budgeting Workbook

    InputOutput
    • Knowledge of organization’s context, culture, and operations
    • A list of assumptions that will form the logical foundation of your forecasting decisions
    • Identification of the primary budget scenario and alternatives
    MaterialsParticipants
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Before diving into actual forecasting, get clear on project and non-project CapEx and OpEx

    Traditional, binary “CapEx vs. OpEx” distinctions don’t seem adequate for showing where expenditure is really going. We’ve added a new facet to help further differentiate one-time project costs from recurring “business as usual” expenses.

    Project CapEx
    Includes all workforce and vendor costs associated with planning and execution of projects largely focused on the acquisition or creation of new capital assets.

    Non-project CapEx
    Includes “business as usual” capital asset acquisition in the interest of managing, maintaining, or supporting ongoing performance of existing infrastructure or services, such as replacement network equipment, end-user hardware (e.g. laptops), or disaster recovery/business continuity redundancies. Also includes ongoing asset depreciation amounts.

    Non-project OpEx
    Includes all recurring, non-CapEx “business as usual” costs such as labor compensation and training, cloud-based software fees, outsourcing costs, managed services fees, subscriptions, and other discretionary spend.

    Depreciation is technically CapEx. However, for practical purposes, most organizations list it under OpEx, which can cause it to get lost in the noise. Here, depreciation is under non-project CapEx to keep its true CapEx nature visible and in the company of other “business as usual” capital purchases that will ultimately join the depreciation ranks.

    Forecast your project CapEx costs

    This process can be simple as far as overall budget forecasting is concerned. If it isn’t simple now, plan to make it simpler next time around.

    What to expect…

    • Ideally, the costs for all projects should have been thoroughly estimated, reviewed, and accepted by a steering committee, your CFO, or other approving entity at the start of the budgeting season, and funding already committed to. In a nutshell, forecasting your project costs should already have been done and will only require plugging in those numbers.
    • If projects have yet to be pitched and rubber stamped, know that your work is cut out for you. Doing things in a rush or without proper due diligence will result in certain costs being missed. This means that you risk going far over budget in terms of actuals next year, or having to borrow from other areas in your budget to cover unplanned or underestimated project costs.

    Key forecasting principles…

    Develop rigorous business cases
    Secure funding approval well in advance
    Tie back costs benefitting business units
    Consider the longer-term OpEx impact

    For more information about putting together sound business cases for different projects and circumstances, see the following Info-Tech blueprints:

    Build a Comprehensive Business Case

    Fund Innovation with a Minimum Viable Business Case

    Reduce Time to Consensus with an Accelerated Business Case

    Apply these project CapEx forecasting tips

    A good project CapEx forecast requires steady legwork, not last-minute fast thinking.

    Tip #1: Don’t surprise your approvers. Springing a capital project on approvers at your formal presentation isn’t a good idea and stands a good chance of rejection, so do whatever you can to lock these costs down well in advance.

    Tip #2: Project costs should be entirely comprised of CapEx if possible. Keep in mind that some of these costs will convert to depreciated non-project CapEx and non-project OpEx as they transition from project costs to ongoing “business as usual” costs, usually in the fiscal year following the year of expenditure. Creating projections for the longer-term impacts of these project CapEx costs on future types of expenditure is a good idea. Remember that a one-time project is not the same thing as a one-time cost.

    Tip #3: Capitalize any employee labor costs on capital projects. This ensures the true costs of projects are not underestimated and that operational staff aren’t being used for free at the expense of their regular duties.

    Tip #4: Capitalizing cloud costs in year one of a formal implementation project is usually acceptable. It’s possible to continue treating cloud costs as CapEx with some vendors via something called reserved instances, but organizations report that this is a lot of work to set up. In the end, most capitalized cloud will convert into non-project OpEx in years two and beyond.

    Tip #5: Build in some leeway. By the time a project is initiated, circumstances may have changed dramatically from when it was first pitched and approved, including business priorities and needs, vendor pricing, and skillset availability. Your costing may become completely out of date. It’s a good practice to work within more general cost ranges than with specific numbers, to give you the flexibility to respond and adapt during actual execution.

    3.2 Forecast your project CapEx

    Time: Depends on size of project portfolio

    1. Download the IT Cost Forecasting and Budgeting Workbook and navigate to Tab 5, “Project CapEx Forecast”. Add more columns as required. Enter the following for all projects:
      • Row 5 – Its name and/or unique identifier.
      • Row 6 – Its known or estimated project start/end dates.
      • Row 7 – Its status (in proposal, committed, or in progress).
    2. Distribute each project’s costs across the categories listed for each view you’ve selected to map. Do not include any OpEx here – it will be mapped separately under non-project OpEx.
    3. Rationalize your values. A running per-project total for each view, as well as totals for all projects combined, are in rows 16, 28, 39, and 43. Ensure these totals match or are very close across all the views you are mapping. If they don’t match, review the views that are lower-end outliers as there’s a good chance something has been overlooked.

    Download the IT Cost Forecasting and Budgeting Workbook

    InputOutput
    • Project proposals and plans, including cost estimations
    • A project CapEx forecast for next fiscal year
    MaterialsParticipants
    • IT Cost Forecasting and Budgeting Workbook
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Forecast your non-project OpEx

    Most of your budget will be non-project OpEx, so plan to spend most of your forecasting effort here.

    What to expect…

    Central to the definition of OpEx is the fact that it’s ongoing. It rarely stops, and tends to steadily increase over time due to factors like inflation, rising vendor prices, growing organizational growth, increases in the salary expectations of employees, and other factors.

    The only certain ways to reduce OpEx are to convert it to capitalizable expenditure, decrease staffing costs, not pursue cloud technologies, or for the organization to simply not grow. For most organizations, none of these approaches are feasible. Smaller scale efficiencies and optimizations can keep OpEx from running amok, but they won’t change its overall upward trajectory over time. Expect it to increase.

    Key forecasting principles…

    Focus on optimization and efficiency.
    Aim for full spend transparency.
    Think about appropriate chargeback options.
    Give it the time it deserves.

    For more information about how to make the most out of your IT OpEx, see the following Info-Tech blueprints:

    Develop Your Cost Optimization Roadmap

    Achieve IT Spend & Staffing Transparency

    Discover the Hidden Costs of Outsourcing

    Apply these non-project OpEx forecasting tips

    A good forecast is in the details, so take a very close look to see what’s really there.

    Tip #1: Consider zero-based budgeting. You don’t have to do this every year, but re-rationalizing your OpEx every few years, or a just a segment of it on a rotational basis, will not only help you readily justify the expenditure but also find waste and inefficiencies you didn’t know existed.

    Tip #2: Capitalize your employee capital project work. While some organizations aren’t allowed to do this, others who can simply don’t bother. Unfortunately, this act can bloat the OpEx side of the equation substantially. Many regular employees spend a significant amount of their time working on capital projects, but this fact is invisible to the business. This is why the business keeps asking why it takes so many people to run IT.

    Tip #3: Break out your cloud vs. on-premises costs. Burying cloud apps costs in a generic software bucket works against any transparency ambitions you may have. If you have anything resembling a cloud strategy, you need to track, report, and plan for these costs separately in order to measure benefits realization. This goes for cloud infrastructure costs, too.

    Tip #4: Spend time on your CIO service view forecast. Completing this view counts as a first step toward service-based costing and is a good starting point for setting up an accurate service catalog. If looking for cost reductions, you’ll want to examine your forecasts in this view as there will likely be service-level reductions you’ll need to propose to hit your cost-cutting goals.

    Tip #5: Budget with consideration for chargeback. chargeback mechanisms for OpEx can be challenging to manage and have political repercussions, but they do shift accountability back to the business, guarantee that the IT bills get paid, and reduce IT’s OpEx burden. Selectively charging business units for applications that only they use may be a good entry point into chargeback. It may also be as far as you want to go with it. Doing the CXO business view forecast will provide insight into your opportunities here.

    Forecast your non-project CapEx

    These costs are often the smallest percentage of overall expenditure but one of the biggest sources of financial grief for IT.

    What to expect…

    • These costs can be hard to predict. Anticipating expenditure on end-user hardware such as laptops depends on knowing how many new staff will be hired by the organization next year. Predicting the need to buy networking hardware depends on knowing if, and when, a critical piece of equipment is going to spontaneously fail. You can never be completely sure.
    • IT often must reallocate funds from other areas of its budget to cover non-project CapEx costs. Unfortunately, keeping the network running and ensuring employees have access to that network is seen exclusively as an IT problem, not a business problem. Plan to change this mindset.

    Key forecasting principles…

    Discuss hiring plans with the business.
    Pay close attention to your asset lifecycles.
    Prepare to advise about depreciation schedules.
    Build in contingency for the unexpected.

    For more information about ensuring IT isn’t left in the lurch when it comes to non-project CapEx, see the following Info-Tech blueprints:

    Manage End-User Devices

    Develop an Availability and Capacity Management Plan

    Modernize the Network

    Apply these non-project CapEx forecasting tips

    A good forecast relies on your ability to accurately predict the future.

    Tip #1: Top up new hire estimations: Talk to every business unit leader about their concrete hiring plans, not their aspirations. Get a number, increase that number by 25% or 20 FTEs (whichever is less), and use this new number to calculate your end-user non-project CapEx.

    Tip #2: Make an arrangement for who’s paying for operational technology (OT) devices and equipment. OT involves specialized devices such as in-the-field sensors, scanners, meters, and other networkable equipment. Historically, operational units have handled this themselves, but this has created security problems and they still rely on IT for support. Sort the financials out now, including whose budget device and equipment purchases appear on, as well as what accommodations IT will need to make in its own budget to support them.

    Tip #3: Evaluate cloud infrastructure and managed services. These can dramatically reduce your non-project CapEx, particularly on the network and data center fronts. However, these solutions aren’t necessarily less expensive and will drive up OpEx, so tread cautiously.

    Tip #4: Definitely do an inventory. If you haven’t invested in IT asset management, put it on your project and budgetary agenda. You can’t manage what you don’t know you have, so asset discovery should be your first order of business. From there, start gathering asset lifecycle information and build in alerting to aid your spend planning.

    Tip #5: Think about retirement: What assets are nearing end of life or the end of their depreciation schedule? What impact is this having on non-project OpEx in terms of maintenance and support? Deciding to retire, replace, or extend an IT operational asset will change your non-project CapEx outlook and will affect costs in other areas.

    Tip #6: Create a contingency fund: You need one to deal with surprises and emergencies, so why wait?

    Document the organization’s projected FTEs by business function

    This data point is usually missing from IT’s budget forecasting data set. Try to get it.

    A powerful metric to share with business stakeholders is expenditure per employee or FTE. It’s powerful because:

    • It’s one of the few metrics that’s intuitively understood by most people
    • It can show changes in IT expenditure over time at both granular and general levels.

    This metric is one of the simplest to calculate. The challenge is in getting your hands on the data in the first place.

    • Most business unit leaders struggle to pin down this number in terms of actuals as they have difficulty determining what an FTE actually is. Does it include contract staff? Part-time staff? Seasonal workers? Volunteers and interns? And if the business unit has high turnover, this number can fluctuate significantly.
    • Encourage your business peers to produce a rational estimate. Unlike the headcount number you’re seeking to forecast for non-project capital expenditure for end-user hardware, this FTE number should strive to be more in the ballpark, as you’re not using it to ensure sufficient funds but comparatively track expenditure year to year.
    • Depending on your industry, employees or FTEs may not be the best measurement. Use what works best for you. Number of unique users is a common one. Other industry-specific examples include per student, per bed, per patient, per account, and per resident.

    Start to build in long-term and short-term forecasting into your budgeting process

    These are growing practices in mature IT organizations that afford significant flexibility.

    Short-term forecasting:

    Long-term forecasting:

    • At Donaldson Company, budgeting is a once-a-year event, but they’ve started formalizing a forecast review three times a year.
    • These mini-forecasts are not as full blown as the annual forecasting process. Rather, they look at specific parts of the budget and update it based on changing realities.

    “It’s a great step in the right direction. We look at
    the current, and then the future. What we’re really pushing is how to keep that outyear spend more in discussion. The biggest thing we’re trying to do when we approve projects is look at what does that approval do to outyear spend? Is it going to increase? Is it going to decrease? Will we be spending more on licensing? On people?”

    – Kristen Thurber, IT Director, Office of the CIO,
    Donaldson Company

    • In 2017, the Hawaii Medical Service Association accepted the fact that they were very challenged with legacy systems. They needed to modernize.
    • They created a multi-year strategic budget -- a five-year investment plan. This plan was a success. They were able to gain approval for a five-year horizon with variable allocations per year, as required.

    “This approach was much better. We now
    have a “guarantee” of funding for five years now – they’ve conceptually agreed. Now we don’t have
    to make that request for new money every time
    if we need more. We can vary the amount every
    year – it doesn’t have to be the same.”

    – Trisha Goya, Director, IT Governance & Administration,
    Hawaii Medical Service Association

    3.4 Forecast your non-project OpEx and CapEx

    Time: Depends on size of vendor portfolio and workforce

    1. Download the IT Cost Forecasting and Budgeting Workbook and navigate to Tab 4, “Business as Usual Forecast”. This tab assumes an incremental budgeting approach. Last year’s actuals have been carried forward for you to build upon.
    2. Enter expected percentage-based cost increases/decreases for next fiscal year for each of the following variables (columns E-I): inflation, vendor pricing, labor costs, service levels, and depreciation. Do this for all sub-categories for the ITFM cost model views you’ve opted to map. Provide rationales for your percentage values in column K.
    3. In columns M and N, enter the anticipated percentage allocation of cost to non-project CapEx versus non-project OpEx.
    4. In column O, rows 29-38, enter the projected FTEs for each business function (if available).
    5. If you choose, make longer-term, high-level forecasts for 2-3 years in the future in columns P-U. Performing longer-term forecasts for at least the CFO expense view categories is recommended.

    Download the IT Cost Forecasting and Budgeting Workbook

    Input Output
    • Last fiscal year’s actuals
    • Knowledge of likely inflation, vendor cost, and salary expectations for next fiscal year
    • Depreciation amounts
    • A non-project OpEx and CapEx forecast for next fiscal year
    Materials Participants
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Case Study

    INDUSTRY: Insurance

    SOURCE: Anonymous

    Challenge

    Solution

    Results

    In his first run at the annual budgeting process, a new CIO received delivery dates from Finance and spent the next three months building the budget for the next fiscal year.

    He discovered that the organization had been underinvesting in IT for a long time. There were platforms without support, no accounting for currency exchange rates on purchases, components that had not be upgraded in 16 years, big cybersecurity risks, and 20 critical incidences a month.

    In his budget, the CIO requested a 22-24% increase in IT expenditure to deal with the critical gaps, and provided a detailed defense of his proposal

    But the new CIO’s team and Finance were frustrated with him. He asked his IT finance leader why. She said she didn’t understand what his direction was and why the budgeting process was taking so long – his predecessor did the budget in only two days. He would add up the contracts, add 10% for inflation, and that’s it.

    Simply put, the organization hadn’t taken budgeting seriously. By doing it right, the new CIO had inadvertently challenged the status quo.

    The CIO ended up under-executing his first budget by 12% but is tracking closer to plan this year. Significantly, he’s been able cut critical incidences from 20 down to only 2-3 per month.

    Some friction persists with the CFO, who sees him as a “big spender,” but he believes that this friction has forced him to be even better.

    Phase recap: Develop your forecasts

    The hard math is done. Now it’s time to step back and craft your final proposed budget and its key messages.

    This phase focused on developing your forecasts and proposed budget for next fiscal year. It included:

    • Developing assumptions and alternative scenarios. These will showcase your understanding of business context as well as what’s most likely to happen (or should happen) next year.
    • Forecasting your project CapEx costs. If these costs weren’t laid out already in formal, approved project proposals or plans, now you know why it’s the better approach for developing a budget.
    • Forecasting your non-project CapEx and OpEx costs. Now you should have more clarity and transparency concerning where these costs are going and exactly why they need to go there.

    “Ninety percent of your projects will get started but a good 10% will never get off the ground because of capacity or the business changes their mind or other priorities are thrown in. There are always these sorts of challenges that come up.”

    – Theresa Hughes, Executive Counselor,
    Info-Tech Research Group
    and Former IT Executive

    Phase 4

    Build Your Proposed Budget

    Lay Your
    Foundation

    Get Into Budget-Starting Position

    Develop Your
    Forecasts

    Build Your
    Proposed Budget

    Create and Deliver Your Presentation

    1.1 Understand what your budget is
    and does

    1.2 Know your stakeholders

    1.3 Continuously pre-sell your budget

    2.1 Assemble your resources

    2.2 Understand the four views of the ITFM Cost Model

    2.3 Review last year’s budget vs.
    actuals and five-year historical trends

    2.4 Set your high-level goals

    3.1 Develop assumptions and
    alternative scenarios

    3.2 Forecast your project CapEx

    3.3 Forecast your non-project CapEx and OpEx

    4.1 Aggregate your numbers

    4.2 Stress test your forecasts

    4.3 Challenge and perfect your
    rationales

    5.1 Plan your content

    5.2 Build your presentation

    5.3 Present to stakeholders

    5.4 Make final adjustments and submit your IT budget

    This phase will walk you through the following activities:

    • Pulling your forecasts together into a comprehensive IT budget for next fiscal year.
    • Double checking your forecasts to ensure they’re accurate.
    • Fine tuning the rationales behind your proposals.

    This phase involves the following participants:

    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Build your proposed budget

    Triple check your numbers and put the finishing touches on your approval-winning rationales.

    This phase is where your analysis and decision making finally come together into a coherent budget proposal. Key steps include:

    • Aggregating your numbers. This step involves pulling together your project CapEx, non-project CapEx, and non-project OpEx forecasts into a comprehensive whole and sanity-checking your expenditure-type ratios.
    • Stress-testing your forecasts. Do some detailed checks to ensure everything’s accounted for and you haven’t overlooked any significant information or factors that could affect your forecasted costs.
    • Challenging and perfecting your rationales. Your ability to present hard evidence and rational explanations in support of your proposed budget is often the difference between a yes or a no. Look at your proposals from different stakeholder perspectives and ask yourself, “Would I say yes to this if I were them?”

    “We don’t buy servers and licenses because we want to. We buy them because we have to. IT doesn’t need those servers out at our data center provider, network connections, et cetera. Only a fraction of these costs are to support us in the IT department. IT doesn’t have control over these costs because we’re not the consumers.”

    – Matt Johnson, IT Director Governance and Business Solutions, Milwaukee County

    Great rationales do more than set you up for streamlined budgetary approval

    Rationales build credibility and trust in your business capabilities. They can also help stop the same conversations happening year after year.

    Any item in your proposed budget can send you down a rabbit hole if not thoroughly defensible.

    You probably won’t need to defend every item, but it’s best to be prepared to do so. Ask yourself:

    • What areas of spend does the CFO come back to year after year? Is it some aspect of OpEx, such as workforce costs or cloud software fees? Is it the relationship between proposed project spend and business benefits? Provide detailed and transparent rationales for these items to start re-directing long-term conversations to more strategic issues.
    • What areas of spend seem to be recurring points of conflict with business unit leaders? Is it surprise spend that comes from business decisions that didn’t include IT? Is it business-unit leaders railing against chargeback? Have frank, information-sharing conversations focused on business applications, service-level requirements, and true IT costs to support them.
    • What’s on the CEO’s mind? Are they focused on entering a new overseas market, which will require capital investment? Are they interested in the potential of a new technology because competitors are adopting it? It may not be the same focus as last year, so ensure you have fresh rationales that show how IT will help deliver on these business goals.

    “Budgets get out of control when one department fails to care for the implications of change within another department's budget. This wastes time, reduces accuracy and causes conflict.”

    – Tara Kinney, Atomic Revenue, LLC.

    Rationalizing costs depends on the intention of the spend

    Not all spending serves the same purpose. Some types require deeper or different justifications than others.

    For the business, there are two main purposes for spend:

    1. Spending that drives revenues or the customer experience. Think in terms of return on investment (ROI), i.e. when will the expenditure pay for itself via the revenue gains it helps create?
    2. Spending that mitigates and manages risk. Think in terms of cost-benefit, i.e. what are the costs of doing something versus doing nothing at all?
    Source: Kris Blackmon, NetSuite Brainyard.

    “Approval came down to ROI and the ability to show benefits realization for years one, two, and three through five.”

    – Duane Cooney, Executive Counselor, Info-Tech Research Group, and Former Healthcare CIO

    Regardless of its ultimate purpose, all expenditure needs statements of assumptions, obstacles, and likelihood of goals being realized behind it.

    • What are the assumptions that went into the calculation?
    • Is the spend new or a reallocation (and from where)?
    • What’s the likelihood of realizing returns or benefits?
    • What are potential obstacles to realizing returns or benefits?

    Rationales aren’t only for capital projects – they can and should be applied to all proposed OpEx and CapEx. Business project rationales tend to drive revenue and the customer experience, demanding ROI calculations. Internal IT-projects and non-project expenditure are often focused on mitigating and managing risk, requiring cost-benefit analysis.

    First, make sure your numbers add up

    There are a lot of numbers flying around during a budgeting process. Now’s the time to get out of the weeds, look at the big picture, and ensure everything lines up.

    Overall

    Non-Project OpEx

    Non-Project CapEx

    Project CapEx

    • Is your proposed budget consistent with previous IT expenditure patterns?
    • Did you account for major known anomalies or events?
    • Is your final total in line with your CFO’s communicated targets and expectations?
    • Are your alternative scenarios realistic and reflective of viable economic contexts that your organization could find itself in in the near term?
    • Are the OpEx-to-CapEx ratios sensible?
    • Does it pass your gut check?
    • Did you research and verify market rates for employees and skill sets?
    • Did you research and verify likely vendor pricing and potential increases?
    • Are cost categories with variances greater than +5% backed up by defensible IT hiring plans or documented operational growth or improvement initiatives?
    • Have you accounted for the absorption of previous capital project costs into day-to-day management, maintenance, and support operations?
    • Do you have accurate depreciation amounts and timeframes for their discontinuation?
    • Are any variances driven by confirmed business plans to increase headcount, necessitating purchase of end-user hardware and on-premises software licenses?
    • Are any variances due to net-new planned/contingency purchases or the retirement of depreciable on-premises equipment?
    • Is funding for all capital projects represented reliable, i.e. has it been approved?
    • Are all in-progress, proposed, or committed project CapEx costs backed up with reliable estimates and full project documentation?
    • Do capital project costs include the capitalizable costs of employees working on those projects, and were these amounts deducted from non-project OpEx?
    • Have you estimated the longer-term OpEx impact of your current capital projects?

    4.1 Aggregate your proposed budget numbers and stress test your forecasts

    2 hours

    1. Download the IT Cost Forecasting and Budgeting Workbook for this activity. If you have been using it thus far, the Workbook will have calculated your numbers for you across the four views of the ITFM Cost Model on Tab 7, “Proposed Budget”, including:
      1. Forecasted non-project OpEx, non-project CapEx (including depreciation values), project CapEx, and total values.
      2. Numerical and percentage variances from the previous year.
    2. Test and finalize your forecasts by applying the questions on the previous slide.
    3. Flag cost categories where large variances from the previous year or large numbers in general appear – you will need to ensure your rationales for these variances are rigorous in the next step.
    4. Make amendments if needed to Tabs 4, “Business as Usual Forecast” and 5, “Project CapEx Forecast” in the IT Cost Forecasting and Budgeting Workbook.

    Download the IT Cost Forecasting and Budgeting Workbook

    InputOutputMaterialsParticipants
    • Final drafts of all IT cost forecasts
    • A final proposed IT budget
    • IT Cost Forecasting and Budgeting Workbook
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Case Study

    INDUSTRY: Healthcare

    SOURCE: Anonymous

    Challenge

    Solution

    Results

    A senior nursing systems director needed the CIO’s help. She wanted to get a project off the ground, but it wasn’t getting priority or funding.

    Nurses were burning out. Many were staying one to two hours late per shift to catch up on patient notes. Their EHR platform had two problematic workflows, each taking up to about 15 minutes per nurse per patient to complete. These workflows were complex, of no value, and just not getting done. She needed a few million dollars to make the fix.

    The CIO worked with the director to do the math. In only a few hours, they realized that the savings from rewriting the workflows would allow them to hire over 500 full-time nurses.

    The benefits realized would not only help reduce nurse workload and generate savings, but also increase the amount of time spent with patients and number of patients seen overall. They redid the math several times to ensure they were right.

    The senior nursing systems director presented to her peers and leadership, and eventually to the Board of Directors. The Board immediately saw the benefits and promoted the project to first on the list ahead of all other projects.

    This collaborative approach to generating project benefits statements helped the CIO gain trust and pave the way for future budgets.

    The strength of your rationales will determine how readily your budget is approved

    When proposing expenditure, you need to thoroughly consider the organization’s goals, its governance culture, and the overall feasibility of what’s being asked.

    First, recall what budgets are really about.

    The completeness, accuracy, and granularity of your numbers and thorough ROI calculations for projects are essential. They will serve you well in getting the CFO’s attention. However, the numbers will only get you halfway there. Despite what some people think, the work in setting a budget is more about the what, how, and why – that is, the rationale – than about the how much.

    Next, revisit Phase 1 of this blueprint and review:

    • Your organization’s budgeting culture and processes.
    • The typical accountabilities, priorities, challenges, opportunities, and expectations associated with your CFO, CEO, and CXO IT budget stakeholders.
    • Your budgetary mandate as the head of IT.

    Then, look at each component of your proposed budget through each of these three rationale-building lenses.

    Business goals
    What are the organization’s strategic priorities?

    Governance culture
    How constrained is the decision-making process?

    Feasibility
    Can we make it happen?

    Linking proposed spend to strategic goals isn’t just for strategic project CapEx

    Tie in your “business as usual” non-project OpEx and CapEx, as well.

    Business goals

    What are the organization’s strategic priorities?

    Context

    This is all about external factors, namely the broader economic, political, and industry contexts in which the organization operates.

    Lifecycle position

    The stage the organization is at in terms of growth, stability, or decline will drive decisions, priorities, and the ability to spend or invest.

    Opportunities

    Context and lifecycle position determine opportunities, which are often defined in terms of potential cost savings
    or ROI.

    Tie every element in your proposed budget to an organizational goal.

    Non-project OpEx

    • Remember that OpEx is what comes from the realization of past strategic goals. If that past goal is still valid, then the OpEx that keeps that goal alive is, too.
    • Business viability and continuity are often unexpressed goals. OpEx directly supports these goals.
    • Periodically apply zero-based budgeting to OpEx to re-rationalize and identify waste.

    Non-project CapEx

    • Know the impact of any business growth goals on future headcount – this is essential to rationalize laptop/desktop and other end-user hardware spend.
    • Position infrastructure equipment spend in terms of having sufficient capacity to support growth goals as well as ensuring network/system reliability and continuity.
    • Leverage depreciation schedules as backup.

    Project CapEx

    • Challenge business-driven CapEx projects if they don’t directly support stated goals.
    • Ideally, the goal-supporting rationales for software, hardware, and workforce CapEx have been laid out in an already-approved project proposal. Refer to these plans.
    • If pitching a capital project at the last minute, especially an IT-driven one, expect a “no” regardless of how well it ties to goals.

    Your governance culture will determine what you need to show and when you show it

    The rigor of your rationales is entirely driven by “how things are done around here.”

    Governance Culture

    How rigorous/ constrained
    is decision-making?

    Risk tolerance

    This is the organization’s willingness to be flexible, take chances, make change, and innovate. It is often driven by legal and regulatory mandates.

    Control

    Control manifests in the number and nature of rules and how authority and accountability are centralized or distributed in the organization.

    Speed to action

    How quickly decisions are made and executed upon is determined by the amount of consultation and number of approval steps.

    Ensure all parts of your proposed budget align with what’s tolerated and allowed.

    Non-project OpEx

    • Don’t hide OpEx. If it’s a dirty word, put it front and center to start normalizing it.
    • As with business goals, position OpEx as necessary for business continuity and risk mitigation, as well as the thing that keeps long-term strategic goals alive.
    • Focus on efficiency and cost control, both in terms of past and future initiatives, regardless of the governance culture.

    Non-project CapEx

    • Treat non-project CapEx in the same way as you would non-project OpEx.
    • IT must make purchases quickly in this area of spend, but drawn-out procurement processes can make this impossible. Consider including a separate proposal to establish a policy that gives IT the control to make end-user and network/data center equipment purchases faster and easier.

    Project CapEx

    • If your organization is risk-averse, highly centralized, or slow to act, don’t expect IT to win approval for innovative capital projects. Let the business make any pitches and have IT serve in a supporting role.
    • Capital projects are often committed to 6-12 months in advance and can’t be completed within a fiscal year. Nudge the organization toward longer-term, flexible funding.

    No matter which way your goals and culture lean, ground all your rationales in reality

    Objective, unapologetic facts are your strongest rationale-building tool.

    Feasibility

    Can we do it, and what sacrifices will we have to make?

    Funding

    The ultimate determinant of feasibility is the availability, quantity, and reliability of funding next fiscal year and over the long term to support investment.

    Capabilities

    Success hinges on both the availability and accessibility of required skills and knowledge to execute on a spend plan in the required timeframe.

    Risk

    Risk is not just about obstacles to success and what could happen if you do something – it’s also about what could happen if you do nothing at all.

    Vet every part of your proposed budget to ensure what you’re asking for is both realistic and possible.

    Non-project OpEx

    • Point out your operational waste-reduction and efficiency-gaining efforts in hard, numerical terms.
    • Clearly demonstrate that OpEx cannot be reduced without sacrifices on the business side, specifically in terms of service levels.
    • Define OpEx impacts for all CapEx proposals to ensure funding commitments include long-term maintenance and support.

    Non-project CapEx

    • This is a common source of surprise budget overage, and IT often sacrifices parts of its OpEx budget to cover it. Shed light on this problem and define IT’s boundaries.
    • A core infrastructure equipment contingency fund and a policy mandating business units pay for unbudgeted end-user tech due to unplanned or uncommunicated headcount increases are worth pursuing.

    Project CapEx

    • Be sure IT is involved with every capital project proposal that has a technological implication (which is usually all of them).
    • Specifically, IT should take on responsibility for tech vendor evaluation and negotiation. Never leave this up to the business.
    • Ensure IT gains funding for supporting any technologies acquired via a capital planning process, including hiring if necessary.

    Double-check to ensure your bases are covered

    Detailed data and information checklist:

    • I have the following data and information for each item of proposed expenditure:
    • Sponsors, owners, and/or managers from IT and the business.
    • CapEx and OpEx costs broken down by workforce (employees/contract) and vendor (software, hardware, services) at a minimum for both last fiscal year (if continuing spend) and next fiscal year to demonstrate any changes.
    • Projected annual costs for the above, extending two to five years into the future, with dates when new spending will start, known depreciations will end, and CapEx will transition to OpEx.
    • Descriptions of any tradeoffs or potential obstacles.
    • Lifespan information for new, proposed assets informing depreciation scheduling.
    • Sources of funding (especially if new, transferred, or changed).
    • Copies of any research used to inform any of the above.

    High-level rationale checklist:

    • I have done the following thinking and analysis for each item of proposed expenditure:
    • Considered it in the context of my organization’s broader operating environment and the constraints and opportunities this creates.
    • Tied it – directly or indirectly – to the achievement or sustainment of current or past (but still relevant) organizational goals.
    • Understood my organization’s tolerances, how things get done, and whether I can win any battles that I need to fight given these realities.
    • Worked with business unit leaders to fully understand their plans and how IT can support them.
    • Obtained current, verifiable data and information and have a good idea if, when, and how this information may change next year.
    • Assessed benefits, risks, dependencies, and overall feasibility, as well as created ROI statements where needed.
    • Stuck to the facts and am confident they can speak for themselves.

    For more on creating detailed business cases for projects and investments, see Info-Tech’s comprehensive blueprint, Build a Comprehensive Business Case.

    4.2 Challenge and perfect your rationales

    2 hours

    1. Based on your analysis in Phase 1, review your organization’s current and near-term business goals (context, lifecycle position, opportunities), governance culture (risk tolerance, control, speed to action), and feasibility (funding, capabilities, risk) to understand what’s possible, what’s not, and your general boundaries.
    2. Review your proposed budget in its current form and flag items that may be difficult or impossible to sell, given the above.
    3. Systematically go through each item in you proposed budget and apply the detailed data and information and high-level rationale checklists on the previous slide to ensure you have considered it from every angle and have all the information you need to defend it.
    4. Track down any additional information needed to fill gaps and fine-tune your budget based on any discoveries, including eliminating or adding elements if needed.

    Download the IT Cost Forecasting and Budgeting Workbook

    InputOutput
    • Final drafts of all IT cost forecasts, including rationales
    • Fully rationalized proposed IT budget for next fiscal year
    MaterialsParticipants
    • IT Cost Forecasting and Budgeting Workbook
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Phase recap: Build your proposed budget

    You can officially say your proposed IT budget is done. Now for the communications part.

    This phase is where everything came together into a coherent budget proposal. You were able to:

    • Aggregate your numbers. This involved pulling for project and non-project CapEx and OpEx forecasts into a single proposed IT budget total.
    • Stress-test your forecasts. Here, you ensured that all your numbers were accurate and made sense.
    • Challenge and perfect your rationales. Finally, you made sure you have all your evidence in place and can defend every component in your proposed IT budget regardless of who’s looking at it.

    “Current OpEx is about supporting and aligning with past business strategies. That’s alignment. If the business wants to give up on those past business strategies, that’s up to them.”

    – Darin Stahl, Distinguished Analyst and Research Fellow, Info-Tech Research Group

    Phase 5

    Create and Deliver Your Presentation

    Lay Your
    Foundation

    Get Into Budget-Starting Position

    Develop Your
    Forecasts

    Build Your
    Proposed Budget

    Create and Deliver Your Presentation

    1.1 Understand what your budget is
    and does

    1.2 Know your stakeholders

    1.3 Continuously pre-sell your budget

    2.1 Assemble your resources

    2.2 Understand the four views of the ITFM Cost Model

    2.3 Review last year’s budget vs.
    actuals and five-year historical trends

    2.4 Set your high-level goals

    3.1 Develop assumptions and
    alternative scenarios

    3.2 Forecast your project CapEx

    3.3 Forecast your non-project CapEx and OpEx

    4.1 Aggregate your numbers

    4.2 Stress test your forecasts

    4.3 Challenge and perfect your
    rationales

    5.1 Plan your content

    5.2 Build your presentation

    5.3 Present to stakeholders

    5.4 Make final adjustments and submit your IT budget

    This phase will walk you through the following activities:

    • Planning the content you’ll include in your budget presentation.
    • Pulling together your formal presentation.
    • Presenting, finalizing, and submitting your budget.

    This phase involves the following participants:

    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Create and deliver your presentation

    Pull it all together into something you can show your approvers and stakeholders and win IT budgetary approval.

    This phase focuses on developing your final proposed budget presentation for delivery to your various stakeholders. Here you will:

    • Plan your final content. Decide the narrative you want to tell and select the visualizations and words you want to include in your presentation (or presentations) depending on the makeup of your target audience.
    • Build your presentation. Pull together all the key elements in a PowerPoint template in a way that best tells the IT budget story.
    • Present to stakeholders. Deliver your IT budgetary message.
    • Make final adjustments and submit your budget. Address any questions, make final changes, and deconstruct your budget into the account categories mandated by your Finance Department to plug into the budget template they’ve provided.

    “I could have put the numbers together in a week. The process of talking through what the divisions need and spending time with them is more time consuming than the budget itself.”

    – Jay Gnuse, IT Director, Chief Industries

    The content you select to present depends on your objectives and constraints

    Info-Tech classifies potential content according to three basic types: mandatory, recommended, and optional. What’s the difference?

    Mandatory: Just about every CFO or approving body will expect to see this information. Often high level in nature, it includes:

    • A review of last year’s performance.
    • A comparison of proposed budget totals to last year’s actuals.
    • A breakdown of CapEx vs. OpEx.
    • A breakdown of proposed expenditure according to traditional workforce and vendor costs.

    Recommended: This information builds on the mandatory elements, providing more depth and detail. Inclusion of recommended content depends on:

    • Availability of the information.
    • Relevance to a current strategic focus or overarching initiative in the organization.
    • Known business interest in the topic, or the topic’s ability to generate interest in IT budgetary concerns in general.

    Optional: This is very detailed information that provides alternative views and serves as reinforcement of your key messages. Consider including it if:

    • You need to bring fuller transparency to a murky IT spending situation.
    • Your audience is open to it, i.e. it wouldn’t be seen as irrelevant, wasting their time, or a cause of discord.
    • You have ample time during your presentation to dive into it.

    Deciding what to include or exclude depends 100% on your target audience. What will fulfill their basic information needs as well as increase their engagement in IT financial issues?

    Revisit your assumptions and alternative scenarios first

    These represent the contextual framework for your proposal and explain why you made the decisions you did.

    Stating your assumptions and presenting at least two alternative scenarios helps in the following ways:

    1. Identifies the factors you considered when setting budget targets and proposing specific expenditures, and shows that you know what the important factors are.
    2. Lays the logical foundation for all the rationales you will be presenting.
    3. Demonstrates that you’ve thought broadly about the future of the organization and how IT is best able to support that future organization regardless of its state and circumstances.

    Your assumptions and alternative scenarios may not appear back-to-back in your presentation, yet they’re intimately connected in that every unique scenario is based on adjustments to your core assumptions. These tweaks – and the resulting scenarios – reflect the different degrees of probability that a variable is likely to land on a certain value (i.e. an alternative assumption).

    Your primary scenario is the one you believe is most likely to happen and is represented by the complete budget you’re recommending and presenting.

    Target timeframe for presentation: 2 minutes

    Key objectives: Setting context, demonstrating breadth of thought.

    Potential content for section:

    • List of assumptions for the budget being presented (primary target scenario).
    • Two or more alternative scenarios.

    “Things get cut when the business
    doesn’t know what something is,
    doesn’t recognize it, doesn’t understand it. There needs to be an education.”

    – Angie Reynolds, Principal Research Director, ITFM Practice,
    Info-Tech Research Group,

    Select your assumptions and scenarios

    See Tabs “Planning Variables” and 9, “Alternative Scenarios” in your IT Cost Forecasting and Budgeting Workbook for these outputs.

    Core assumptions

    Primary target scenario

    Alternative scenarios

    Full alternative scenario budgets

    List

    Slide

    Slide

    Budget

    Mandatory: This is a listing of both internal and external factors that are most likely to affect the challenges and opportunities your organization will have and how it can and will operate. This includes negotiable and non-negotiable internal and external constraints, stated priorities, and the expression of known risk factors.

    Mandatory: Emanating from your core assumptions, this scenario is a high-level statement of goals, initial budget targets, and proposed budget based on your core assumptions.

    Recommended: Two alternatives are typical, with one higher spend and one lower spend than your target. The state of the economy and funding availability are the assumptions usually tweaked. More radical scenarios, like the cost and implications of completely outsourcing IT, can also be explored.

    Optional: This is a lot of work, but some IT leaders do it if an alternative scenario is a strong contender or is necessary to show that a proposed direction from the business is costly or not feasible.

    The image contains screenshots of tab Planning Variables and Alternative Scenarios.

    The first major section of your presentation will be a retrospective

    Plan to kick things off with a review of last year’s results, factors that affected what transpired, and longer-term historical IT expenditure trends.

    This retrospective on IT expenditure is important for three reasons:

    1. Clarifying definitions and the different categories of IT expenditure.
    2. Showing your stakeholders how, and how well you aligned IT expenditure with business objectives.
    3. Setting stakeholder expectations about what next year’s budget will look like based on past patterns.

    You probably won’t have a lot of time for this section, so everything you select to share should pack a punch and perform double duty by introducing concepts you’ll need your stakeholders to have internalized when you present next year’s budget details.

    Target timeframe for presentation: 7 minutes

    Key objectives: Definitions, alignment, expectations-setting.

    Potential content for section:

    • Last fiscal year budgeted vs. actuals
    • Expenditure by type
    • Major capital projects completed
    • Top vendor spend
    • Drivers of last year’s expenditures and efficiencies
    • Last fiscal year in in detail (expense view, service view, business view, innovation view)
    • Expenditure trends for the past five years

    “If they don’t know the consequences of their actions, how are they ever going to change their actions?”

    – Angela Hintz, VP of PMO & Integrated Services,
    Blue Cross and Blue Shield of Louisiana

    Start at the highest level

    See Tabs 1 “Historical Events & Projects,” 3 “Historical Analysis,” and 6 “Vendor Worksheet” in your IT Cost Forecasting and Budgeting Workbook for these outputs.

    Total budgeted vs. total actuals

    Graph

    Mandatory: Demonstrates the variance between what you budgeted for last year and what was actually spent. Explaining causes of variance is key.

    l actuals by expenditure type

    Graph

    Mandatory: Provides a comparative breakdown of last year’s expenditure by non-project OpEx, non-project CapEx, and project CapEx. This offers an opportunity to explain different types of IT expenditure and why they’re the relative size they are.

    Major capital projects completed

    List

    Mandatory: Illustrates progress made toward strategically important objectives.

    Top vendors

    List

    Recommended: A list of vendors that incurred the highest costs, including their relative portion of overall expenditure. These are usually business software vendors, i.e. tools your stakeholders use every day. The number of vendors shown is up to you.

    The image contains screenshots from Tabs 1, 3, and 6 of the IT Cost Forecasting and Budgeting Workbook.

    Describe drivers of costs and savings

    See Tab 1, “Historical Events & Projects” in your IT Cost Forecasting and Budgeting Workbook for these outputs.

    Cost drivers

    List

    Mandatory: A list of major events, circumstances, business decisions, or non-negotiable factors that necessitated expenditure. Be sure to focus on the unplanned or unexpected situations that caused upward variance.

    Savings drivers

    List

    Mandatory: A list of key initiatives pursued, or circumstances that resulted in efficiencies or savings. Include any deferred or canceled projects.

    The image contains screenshots from Tab 1 of the IT Cost Forecasting and Budgeting Workbook.

    Also calculate and list the magnitude of costs incurred or savings realized in hard financial terms so that the full impact of these events is truly understood by your stakeholders.

    “What is that ongoing cost?
    If we brought in a new platform, what
    does that do to our operating costs?”

    – Kristen Thurber, IT Director, Office of the CIO, Donaldson Company

    End with longer-term five-year trends

    See Tab 3 “Historical Analysis” in your IT Cost Forecasting and Budgeting Workbook for these outputs.

    IT actual expenditure
    year over year

    Graph

    Mandatory: This is crucial for showing overall IT expenditure patterns, particularly percentage changes up or down year to year, and what the drivers of those changes were.

    IT actuals as a % of organizational revenue

    Graph

    Mandatory: You need to set the stage for the proposed percentage of organizational revenue to come. The CFO will be looking for consistency and an overall decreasing pattern over time.

    IT expenditure per FTE year over year

    Graph

    Optional: This can be a powerful metric as it’s simple and easily to understand.

    The image contains screenshots from Tab 3 of the IT Cost Forecasting and Budgeting Workbook.

    The historical analysis you can do is endless. You can generate many more cuts of the data or go back even further – it’s up to you.

    Keep in mind that you won’t have a lot of time during your presentation, so stick to the high-level, high-impact graphs that demonstrate overarching trends or themes.

    Show different views of the details

    See Tab 3 “Historical Analysis” in your IT Cost Forecasting and Budgeting Workbook for these outputs.

    Budgeted vs. actuals CFO expense view

    Graph

    Mandatory: Showing different types of workforce expenditure compared to different types of vendor expenditure will be important to the CFO.

    Budgeted vs. actuals CIO services view

    Graph

    Optional: Showing the expenditure of some IT services will clarify the true total costs of delivering and supporting these services if misunderstandings exist.

    Budgeted vs. actuals CXO business view

    Graph

    Optional: A good way to show true consumption levels and the relative IT haves and have-nots. Potentially political, so consider sharing one-on-one with relevant business unit leaders instead of doing a big public reveal.

    Budgeted vs. actual CEO innovation view

    Graph

    Optional: Clarifies how much the organization is investing in innovation or growth versus keeping the lights on. Of most interest to the CEO and possibly the CFO, and good for starting conversations about how well funding is aligned with strategic directions.

    The image contains screenshots from Tab 3 of the IT Cost Forecasting and Budgeting Workbook.

    5.1a Select your retrospective content

    30 minutes

    1. Open your copy of the IT Cost Forecasting and Budgeting Workbook.
    2. From Tabs 1, “Historical Events & Projects, 3 “Historical Analysis”, and 6, “Vendor Worksheet,” select the visual outputs (graphs and lists) you plan to include in the retrospective section of your presentation. Consider the following when determining what to include or exclude:
      1. Fundamentals: Elements such as budgeted vs. actual, distribution across expenditure types, and drivers of variance are mandatory.
      2. Key clarifications: What expectations need to be set or common misunderstandings cleared up? Strategically insert visuals that introduce and explain important concepts early.
      3. Your time allowance. Plan for a maximum of seven minutes for every half hour of total presentation time.
    3. Note what you plan to include in your presentation and set aside.

    Download the IT Cost Forecasting and Budgeting Workbook

    InputOutput
    • Data and graphs from the completed IT Cost Forecasting and Budgeting Workbook
    • Selected content and visuals for the historical/ retrospective section of the IT Budget Executive Presentation
    MaterialsParticipants
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Next, transition from past expenditure to your proposal for the future

    Build a logical bridge between what happened in the past to what’s coming up next year using a comparative approach and feature major highlights.

    This transitional phase between the past and the future is important for the following reasons:

    1. It illustrates any consistent patterns of IT expenditure that may exist and be relevant in the near term.
    2. It sets the stage for explaining any deviations from historical patterns that you’re about to propose.
    3. It grounds proposed IT expenditure within the context of commitments made in previous years.

    Consider this the essential core of your presentation – this is the key message and what your audience came to hear.

    Target timeframe for presentation: 10 minutes

    Key objectives: Transition, reveal proposed budget.

    Potential content for section:

    • Last year’s actuals vs. next year’s proposed.
    • Next year’s proposed budget in context of the past five years’ year-over-year actuals.
    • Last year’s actual expenditure type distribution vs. next year’s proposed budget distribution.
    • Major projects to be started next year.

    “The companies...that invest the most in IT aren’t necessarily the best performers.
    On average, the most successful small and medium companies are more frugal when it comes to
    company spend on IT (as long as they do it judiciously).”

    – Source: Techvera, 2023

    Compare next year to last year

    See Tab 8, “Proposed Budget Analysis” in your IT Cost Forecasting and Budgeting Workbook for these outputs.

    Last year’s total actuals vs. next year’s total forecast

    Proposed budget in context: Year-over-year expenditure

    Last year’s actuals vs. next year’s proposed by expenditure type

    Last year’s expenditure per FTE vs. next year’s proposed

    Graph

    Graph

    Graph

    Graph

    Mandatory: This is the most important graph for connecting the past with the future and is also the first meaningful view your audience will have of your proposed budget for next year.

    Mandatory: Here, you will continue the long-term view introduced in your historical data by adding on next year’s projections to your existing five-year historical trend. The percentage change from last year to next year will be the focus.

    Recommended: A double-comparative breakdown of last year vs. next year by non-project OpEx, non-project CapEx, and project CapEx illustrates where major events, decisions, and changes are having their impact.

    Optional: This graph is particularly useful in demonstrating the success of cost-control if the actual proposed budget is higher that the previous year but the IT cost per employee has gone down.

    The image contains screenshots from Tab 8 of the IT Cost Forecasting and Budgeting Workbook.

    Select business projects to profile

    See Tab 5, “Project CapEx Forecast” in your IT Cost Forecasting and Budgeting Workbook for the data and information to create these outputs.

    Major project profile

    Slide

    Mandatory: Focus on projects for which funding is already committed and lean toward those that are strategic or clearly support business goal attainment. How many you profile is up to you, but three to five is suggested.

    Minor project overview

    List

    Optional: List other projects on IT’s agenda to communicate the scope of IT’s project-related responsibilities and required expenditure to be successful. Include in-progress projects that will be completed next year and net-new projects on the roster.

    The image contains screenshots from Tab 5 of the IT Cost Forecasting and Budgeting Workbook.

    You can’t profile every project on the list, but it’s important that your stakeholders see their priorities clearly reflected in your budget; projects are the best way to do this.

    If you’ve successfully pre-sold your budget and partnered with business-unit leaders to define IT initiatives, your stakeholders should already be very familiar with the project summaries you put in front of them in your presentation.

    5.1b Select your transitional past-to-future content

    30 minutes

    1. Open your copy of the IT Cost Forecasting and Budgeting Workbook.
    2. From Tabs 5, “Project CapEx Forecast” and 7, “Proposed Budget Analysis”, select the visual outputs (graphs and lists) you plan to include in the transitional section of your presentation. Consider the following when determining what to include or exclude:
      1. Shift from CapEx to OpEx: If this has been a point of contention or confusion with your CFO in the past, or if your organization has actively committed to greater cloud or outsourcing intensity, you’ll want to show this year-to-year shift in expenditure type.
      2. Strategic priorities: Profile major capital projects that reflect stakeholder priorities. If your audience is already very familiar with these projects, you may be able to skip detailed profiles and simply list them.
      3. Your time allowance. Plan for a maximum of 10 minutes for every half hour of total presentation time.
    3. Note what you plan to include in your presentation and set aside.

    Download the IT Cost Forecasting and Budgeting Workbook

    InputOutput
    • Data and graphs from the completed IT Cost Forecasting and Budgeting Workbook
    • Selected content and visuals for the past-to-future transitional section of the IT Budget Executive Presentation
    MaterialsParticipants
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Finally, carefully select detailed drill-downs that add clarity and depth to your proposed budget

    The graphs you select here will be specific to your audience and any particular message you need to send.

    This detailed phase of your presentation is important because it allows you to:

    1. Highlight specific areas of IT expenditure that often get buried under generalities.
    2. View your proposed budget from different perspectives that are most meaningful to your audience, such as traditional workforce vs. vendor allocations, expenditure by IT service, business-unit consumption, and the allocation of funds to innovation and growth versus daily IT operations.
    3. Get stakeholder attention. For example, laying out exactly how much money will be spent next year in support of the Sales Department compared to other units will get the VP of Sales’ attention…and everyone else’s, for that matter. This kind of transparency is invaluable for enabling meaningful conversations and thoughtful decision-making about IT spend.

    Target timeframe for presentation: 7 minutes, but this phase of the presentation may naturally segue into the final Q&A.

    Key objectives: Transparency, dialogue, buy-in.

    Potential content for section:

    • Allocation across workforce vs. vendors
    • Top vendors by expenditure
    • Allocation across on-premises vs. cloud
    • Allocation across core IT services
    • Allocation across core business units
    • Allocation across business focus area

    “A budget is a quantified version of
    your service-level agreements.”

    – Darin Stahl, Distinguished Analysis & Research Fellow,
    Info-Tech Research Group,

    Start with the expense view details

    See Tab 8, “Proposed Budget Analysis” in your IT Cost Forecasting and Budgeting Workbook for these outputs.

    Proposed budget: Workforce and vendors by expenditure type

    Graph

    Mandatory: This is the traditional CFO’s view, so definitely show it. The compelling twist here is showing it by expenditure type, i.e. non-project OpEx, non-project CapEx, and project CapEx.

    Proposed budget: Cloud vs. on-premises vendor expenditure

    Graph

    Optional: If this is a point of contention or if an active transition to cloud solutions is underway, then show it.

    Top vendors

    Graph

    Recommended: As with last year’s actuals, showing who the top vendors are slated to be next year speaks volumes to stakeholders about exactly where much of their money is going.

    If you have a diverse audience with diverse interests, be very selective – you don’t want to bore them with things they don’t care about.

    The image contains screenshots from Tab 8 of the IT Cost Forecasting and Budgeting Workbook.

    Offer choice details on the other views

    See Tab 8, “Proposed Budget Analysis” in your IT Cost Forecasting and Budgeting Workbook for these outputs.

    Proposed budget: IT services by expenditure type

    Graph

    Optional: Business unit leaders will be most interested in the application services. Proposed expenditure on security and data and BI services may be of particular interest given business priorities. Don’t linger on infrastructure spend unless chargeback is in play.

    Proposed budget: Business units by expenditure type

    Graph

    Optional: The purpose of this data is to show varying business units where they stand in terms of consumption. It may be more appropriate to show this graph in a one-on-one meeting or other context.

    Proposed budget: Business focus by expenditure type

    Graph

    Optional: The CEO will care most about this data. If they’re not in the room, then consider bypassing it and discuss it separately with the CFO.

    Inclusion of these graphs really depends on the makeup of your audience. It’s a good decision to show all of them to your CFO at some point before the formal presentation. Consider getting their advice on what to include and exclude.

    The image contains screenshots from Tab 8 of the IT Cost Forecasting and Budgeting Workbook.

    5.1c Select next year’s expenditure sub-category details

    30 minutes

    1. Open your copy of the IT Cost Forecasting and Budgeting Workbook.
    2. From Tab 8, “Proposed Budget Analysis,” select the visual outputs (graphs) you plan to include in the targeted expenditure sub-category details section of your presentation. Consider the following when determining what to include or exclude:
      1. The presence of important fence-sitters. If there are key individuals who require more convincing, this is where you show them the reality of what it costs to deliver their most business-critical IT services to them.
      2. The degree to which you’ve already gone over the numbers previously with your audience. Again, if you’ve done your pre-selling, this data may be old news and not worth going over again.
      3. Your time allowance. Plan for a maximum of seven minutes for every half hour of total presentation time.
    3. Note what you plan to include in your presentation and set aside.

    Download the IT Cost Forecasting and Budgeting Workbook

    InputOutput
    • Data and graphs from the completed IT Cost Forecasting and Budgeting Workbook
    • Selected content and visuals for the expenditure category details section of the IT Budget Executive Presentation
    MaterialsParticipants
    • Whiteboard/flip charts
    • Head of IT
    • IT Financial Lead
    • Other IT Management

    Finalize your line-up and put your selected content into a presentation template

    This step is about nailing down the horizontal logic of the story you want to tell. Start by ordering and loading the visualizations of your budget data.

    Download Info-Tech’s IT Budget Executive Presentation Template

    The image contains a screenshot of the IT Budget Executive Presentation Template.

    If you prefer, use your own internal presentation standard template instead and Info-Tech’s template as a structural guide.

    Regardless of the template you use, Info-Tech recommends the following structure:

    1. Summary: An overview of your decision-making assumptions, initial targets given the business context, and the total proposed IT budget amount.
    2. Retrospective: An overview of previous years’ performance, with a specific focus on last fiscal year.
    3. Proposed budget overview: A high-level view of the proposed budget for next fiscal year in the context of last year’s performance (i.e. the bridge from past to future), including alternative scenarios considered and capital projects on the roster.
    4. Proposed budget details by category: Detailed views of the proposed budget by expense type, IT service, business unit, and business focus category.
    5. Next steps: Include question-and-answer and itemization of your next actions through to submitting your final budget to the CFO.

    Draft the commentary that describes and highlights your data’s key messages

    This is where the rationales that you perfected earlier come into play.

    Leave the details for the speaker’s notes.
    Remember that this is an executive presentation. Use tags, pointers, and very brief sentences in the body of the presentation itself. Avoid walls of text. You want your audience to be listening to your words, not reading a slide.

    Speak to everything that represents an increase or decrease of more than 5% or that simply looks odd.
    Being transparent is essential. Don’t hide anything. Acknowledge the elephant in the room before your audience does to quickly stop suspicious or doubtful thoughts

    Identify causes and rationales.
    This is why your numbers are as they are. However, if you’re not 100% sure what all driving factors are, don’t make them up. Also, if the line between cause and effect isn’t straight, craft in advance a very simple way of explaining it that you can offer whenever needed.

    Be neutral and objective in your language.
    You need to park strong feelings at the door. You’re presenting rational facts and thoroughly vetted recommendations. The best defense is not to be defensive, or even offensive for that matter. You don’t need to argue, plead, or apologize – let your information speak for itself and allow the audience to arrive at their own logical conclusions.

    Re-emphasize your core themes to create connections.
    If a single strategic project is driving cost increases across multiple cost categories, point it out multiple times if needed to reinforce its importance. If an increase in one area is made possible by a significant offset in another, say so to demonstrate your ongoing commitment to efficiencies. If a single event from last year will continue having cost impacts on several IT services next year, spell this out.

    5.2 Develop an executive presentation

    Duration: 2 hours

    1. Download the IT Budget Executive Presentation PowerPoint template.
    2. Open your working version of the IT Cost Forecasting and Budgeting Workbook and copy and paste your selected graphs and tables into the template. Note: Pasting as an image will preserve graph formatting.
    3. Incorporate observations and insights about your proposed budget and other analysis into the template where indicated.
    4. Conduct an internal review of the final presentation to ensure it includes all the elements you need and is error-free.

    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.

    Download the IT Budget Executive Presentation template

    Input Output
    • Tabular and graphical data outputs in the IT Cost Forecasting and Budgeting Workbook
    • Interpretive commentary based on your analysis
    • Executive presentation summarizing your proposed IT budget
    Materials Participants
    • IT Cost Forecasting and Budgeting Workbook
    • IT Budget Executive Presentation template
    • CIO/IT Directors
    • IT Financial Lead
    • Other IT Management

    Now it’s time to present your proposed IT budget for next fiscal year

    If you’ve done your homework and pre-sold your budget, the presentation itself should be a mere formality with no surprises for anyone, including you.

    Some final advice on presenting your proposed budget…

    Partner up

    If something big in your budget is an initiative that’s for a specific business unit, let that business unit’s leader be the face of it and have IT play the role of supporting partner.

    Use your champions

    Let your advocates know in advance that you’d appreciate hearing their voice during the presentation if you encounter any pushback, or just to reinforce your main messages.

    Focus on the CFO

    The CFO is the most important stakeholder in the room at the end of the day, even more than the CEO in some cases. Their interests should take priority if you’re pressed for time.

    Avoid judgment

    Let the numbers speak for themselves. Do point out highlights and areas of interest but hold off on offering emotion-driven opinions. Let your audience draw their own conclusions.

    Solicit questions

    You do want dialogue. However, keep your answers short and to the point. What does come up in discussion is a good indication of where you’ll need to spend more time in the future.

    The only other thing that can boost your chances is if you’re lucky enough to be scheduled to present between 10:00 and 11:00 on a Thursday morning when people are most agreeable. Beyond that, apply the standard rules of good presentations to optimize your success.

    Your presentation is done – now re-focus on budget finalization and submission

    This final stage tends to be very administrative. Follow the rules and get it done.

    • Incorporate feedback: Follow up on comments from your first presentation and reflect them in your budget if appropriate. This may include:
      • Having follow-up conversations with stakeholders.
      • Further clarifying the ROI projections or business benefits.
      • Adjusting proposed expenditure amounts based on new information or a shift in priorities.
      • Adding details or increasing granularity around specific issues of interest.
    • Trim: Almost every business unit leader will need to make cuts to their initial budget proposal. After all, the CFO has a finite pool of money to allocate. If all’s gone well, it may only be a few percent. Resurrect your less-costly alternative scenario and selectively apply the options you laid out there. Focus on downsizing or deferring capital projects if possible. If you must trim OpEx, remind the CFO about any service-level adjustments that will need to happen to make the less expensive alternatives work.
    • Re-present: It’s not unusual to have to present your budget one more time after you’ve made your adjustments. In some organizations, the first presentation is to an internal executive group while the second one is to a governing board. The same rules apply to this second presentation as to your first one.
    • Submit: Slot your final budget into the list of accounts prescribed in the budget template provided by Finance. These templates often don’t align with IT’s budget categories, but you’ll have to make do.

    Phase recap: Create and deliver your presentation

    You’ve reached the end of the budget creation and approval process. Now you can refocus on using your budget as a living governance tool.

    This phase focused on developing your final proposed budget presentation for delivery to your various stakeholders. Here, you:

    • Planned your final content. You selected the data and visuals to include and highlight.
    • Built your presentation. You pulled everything together into a PowerPoint template and crafted commentary to tell a cohesive IT budget story.
    • Presented to stakeholders. You delivered your proposed IT budget and solicited their comments and feedback.
    • Made final adjustments and submitted your budget. You applied final tweaks, deconstructed your budget to fit Finance’s template, and submitted it for entry into Finance’s system.

    “Everyone understands that there’s never enough money. The challenge is prioritizing the right work and funding it.”

    – Trisha Goya, Director, IT Governance & Administration, Hawaii Medical Service Association

    Next Steps

    “Keep that conversation going throughout the year so that at budgeting time no one is surprised…Make sure that you’re telling your story all year long and keep track of that story.”

    – Angela Hintz, VP of PMO & Integrated Services,
    Blue Cross and Blue Shield of Louisiana

    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.

    Summary of Accomplishment

    You’ve successfully created a transparent IT budget and gotten it approved.

    By following the phases and steps in this blueprint, you have:

    1. Learned more about what an IT budget does and what it means to your key stakeholders.
    2. Assembled your budgeting team and critical data needed for forecasting and budgeting, as well as set expenditure goals for next fiscal year, and metrics for improving the budgeting process overall.
    3. Forecasted your project and non-project CapEx and OpEx for next fiscal year and beyond.
    4. Fine-tuned your proposed expenditure rationales.
    5. Crafted and delivered an executive presentation and got your budget approved.

    What’s next?

    Use your approved budget as an ongoing IT financial management governance tool and track your budget process improvement metrics.

    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.

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    Research Contributors and Experts

    Monica Braun

    Research Director, ITFM Practice

    Info-Tech Research Group

    Carol Carr

    Technical Counselor (Finance)

    Info-Tech Research Group

    Larry Clark

    Executive Counselor

    Info-Tech Research Group

    Duane Cooney

    Executive Counselor

    Info-Tech Research Group

    Lynn Fyhrlund

    Former Chief Information Officer

    Milwaukee County

    Jay Gnuse

    Information Technology Director

    Chief Industries

    Trisha Goya

    Director, IS Client Services

    Hawaii Medical Service Association

    Angela Hintz

    VP of PMO & Integrated Services

    Blue Cross and Blue Shield of Louisiana

    Rick Hopfer

    Chief Information Officer

    Hawaii Medical Service Association

    Theresa Hughes

    Executive Counselor

    Info-Tech Research Group

    Research Contributors and Experts

    Dave Kish

    Practice Lead, IT Financial Management Practice

    Info-Tech Research Group

    Matt Johnson

    IT Director Governance and Business Solutions

    Milwaukee County

    Titus Moore

    Executive Counselor

    Info-Tech Research Group

    Angie Reynolds

    Principal Research Director, IT Financial Management Practice

    Info-Tech Research Group

    Mark Roman

    Managing Partner, Executive Services

    Info-Tech Research Group

    Darin Stahl

    Distinguished Analyst & Research Fellow

    Info-Tech Research Group

    Miguel Suarez

    Head of Technology

    Seguros Monterrey New York Life

    Kristen Thurber

    IT Director, Office of the CIO

    Donaldson Company

    Related Info-Tech Research & Services

    Achieve IT Spend & Staffing Transparency

    • IT spend has increased in volume and complexity, but how IT spend decisions are made has not kept pace.
    • Lay a foundation for meaningful conversations and informed decision making around IT spend by transparently mapping exactly where IT funds are really going.

    IT Spend & Staffing Benchmarking Service

    • Is a do-it-yourself approach to achieving spend transparency too onerous? Let Info-Tech do the heavy lifting for you.
    • Using Info-Tech’s ITFM Cost Model, our analysts will map your IT expenditure to four different stakeholder views – CFO Expense View, CIO Service View, CXO Business View, and CEO Innovation View – so that you clearly show where expenditure is going in terms that stakeholders can relate to and better demonstrate IT’s value to the business.
    • Get a full report that shows how your spend is allocated plus benchmarks that compare your results to those of your industry peers.

    Build Your IT Cost Optimization Roadmap

    • Cost optimization is usually thought about in terms of cuts, when it’s really about optimizing IT’s cost-to-value ratio.
    • Develop a cost-optimization strategy based on your organization’s circumstances and timeline focused on four key areas of IT expenditure: assets, vendors, projects, and workforce.

    Bibliography

    “How Much Should a Company Spend on IT?” Techvera, no date. Accessed 3 Mar. 2023.
    “State of the CIO Study 2023.” Foundry, 25 Jan. 2023. Accessed 3 Mar. 2023.
    Aberdeen Strategy & Research. “The State of IT 2023.” Spiceworks. Ziff Davis, 2022. Accessed 28 Feb. 2023.
    Ainsworth, Paul. “Responsibilities of the Modern CFO - A Function in Transition.” TopTal, LLC., no date. Accessed 15 Feb. 2023.
    Balasaygun, Kaitlin. “For the first time in a long time, CFOs can say no to tech spending.” CNBC CFO Council, 19 Jan. 2023. Accessed 17 Feb. 2023.
    Bashir, Ahmad. “Objectives of Capital Budgeting and factors affecting Capital Budget Decisions.” LinkedIn, 27 May 2017. Accessed 14 Apr. 2023.
    Blackmon, Kris. “Building a Data-Driven Budget Pitch the C-Suite Can't Refuse.” NetSuite Brainyard, 21 Sep. 2021. Accessed 17 Feb. 2023
    Butcher, Daniel. “CFO to CFO: Budgeting to Fund Strategic Plans.” Strategic Finance Magazine/Institute of Management Accountants, 1 Dec. 2021. Accessed 17 Feb. 2023
    Gray, Patrick. “IT Budgeting: A Cheat Sheet.” TechRepublic, 29 Jul. 2020. Accessed 28 Feb. 2023.
    Greenbaum, David. “Budget vs. Actuals: Budget Variance Analysis & Guide.” OnPlan, 15 Mar. 2022. Accessed 22 Mar. 2023.
    Huber, Michael and Joan Rundle. “How to Budget for IT Like a CFO.” Huber & Associates, no date. Accessed 15 Feb. 2023.
    Kinney, Tara. “Executing Your Department Budget Like a CFO.” Atomic Revenue, LLC., no date. Accessed 15 Feb. 2023.
    Lafley, A.G. “What Only the CFO Can Do.” Harvard Business Review, May 2009. Accessed 15 Mar. 2009.
    Moore, Peter D. “IN THE DIGITAL WORLD, IT should be run as a profit center, not a cost center.” Wild Oak Enterprise, 26 Feb. 2020. Accessed 3 Mar. 2023.
    Nordmeyer, Bille. “What Factors Are Going to Influence Your Budgeting Decisions?” bizfluent, 8 May 2019. Accessed 14 Apr. 2023
    Ryan, Vincent. “IT Spending and 2023 Budgets Under Close Scrutiny.” CFO, 5 Dec. 2022. Accessed 3 Mar. 2023.
    Stackpole, Beth. “State of the CIO, 2022: Focus turns to IT fundamentals.” CIO Magazine, 21 Mar. 2022. Accessed 3 Mar. 2023.

    Build a Winning Business Process Automation Playbook

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    • Parent Category Name: Business Analysis
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    • Organizations often have many business processes that rely on manual, routine, and repetitive data collection and processing work. These processes need to be automated to meet strategic priorities.
    • Your stakeholders may have decided to invest in process automation solutions. They may be ready to begin the planning and delivery of their first automated processes.
    • However, if your processes are costly, slow, defective, and do not generate the value end users want, automation will only magnify these inefficiencies.

    Our Advice

    Critical Insight

    • Put the user front and center. Aim to better understand the end user and their operational environment. Use cases, data models, and quality factors allow you to visualize the human-computer interactions from an end-user perspective and initiate a discussion on how technology and process improvements can be better positioned to help your end users.
    • Build for the future. Automation sets the technology foundations and process governance and management building blocks in your organization. Expect that more automation will be done using earlier investments.
    • Manage automations as part of your application portfolio. Automations are add-ons to your application portfolio. Unmanaged automations, like applications, will sprawl and reduce in value over time. A collaborative rationalization practice pinpoints where automation is required and identifies which business inefficiencies should be automated next.

    Impact and Result

    • Clarify the problem being solved. Gain a grounded understanding of your stakeholders’ drivers for business process automation. Discuss current business operations and systems to identify automation candidates.
    • Optimate your processes. Apply good practices to first optimize (opti-) and then automate (-mate) key business processes. Take a user-centric perspective to understand how users interact with technology to complete their tasks.
    • Deliver minimum viable automations (MVAs). Maximize the learning of automation solutions and business operational changes through small, strategic automation use cases. This sets the foundations for a broader automation practice.

    Build a Winning Business Process Automation Playbook Research & Tools

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

    1. Business Process Automation Deck – A step-by-step document that walks you through how to optimize and automate your business processes.

    This blueprint helps you develop a repeatable approach to understand your process challenges and to optimize and automate strategic business processes.

    • Build a Winning Business Process Automation Playbook – Phases 1-3

    2. Business Process Automation Playbook – A repeatable set of practices to assess, optimize, and automate your business processes.

    This playbook template gives your teams a step-by-step guide to build a repeatable and standardized framework to optimize and automate your processes.

    • Business Process Automation Playbook

    3. Process Interview Template – A structured approach to interviewing stakeholders about their business processes.

    Info-Tech's Process Interview Template provides a number of sections that you can populate to help facilitate and document your stakeholder interviews.

    • Process Interview Template

    4. Process Mapping Guide – A guide to mapping business processes using BPMN standards.

    Info-Tech's Process Mapping Guide provides a thorough framework for process mapping, including the purpose and benefits, the best practices for facilitation, step-by-step process mapping instructions, and process mapping naming conventions.

    • Process Mapping Guide

    Infographic

    Workshop: Build a Winning Business Process Automation Playbook

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

    1 Identify Automation Opportunities

    The Purpose

    Understand the goals and visions of business process automation.

    Develop your guiding principles.

    Build a backlog of automation opportunities

    Key Benefits Achieved

    Business process automation vision, expectations, and objectives.

    High-priority automation opportunities identified to focus on.

    Activities

    1.1 State your objectives and metrics.

    1.2 Build your backlog.

    Outputs

    Business process automation vision and objectives

    Business process automation guiding principles

    Process automation opportunity backlog

    2 Define Your MVAs

    The Purpose

    Assess and optimize high-strategic-importance business process automation use cases from the end user’s perspective.

    Shortlist your automation solutions.

    Build and plan to deliver minimum viable automations (MVAs).

    Key Benefits Achieved

    Repeatable framework to assess and optimize your business process.

    Selection of the possible solutions that best fit the business process use case.

    Maximized learning with a low-risk minimum viable automation.

    Activities

    2.1 Optimize your processes.

    2.2 Automate your processes.

    2.3 Define and roadmap your MVAs.

    Outputs

    Assessed and optimized business processes with a repeatable framework

    Fit assessment of use cases to automation solutions

    MVA definition and roadmap

    3 Deliver Your MVAs

    The Purpose

    Modernize your SDLC to support business process automation delivery.

    Key Benefits Achieved

    An SDLC that best supports the nuances and complexities of business process automation delivery.

    Activities

    3.1 Deliver your MVAs

    Outputs

    Refined and enhanced SDLC

    Cyber Resilience Report 2018

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    "The cyber threat landscape today is highly complex and rapidly changing. Cyber security incidents can have several impacts on organizations and society, both on a physical and non-physical level. Through the use of a computer, criminals can indeed cause IT outages, supply chain disruptions and other physical security incidents"

    -- excerpt from the foreword of the BCI Cyber resilience report 2018 by David Thorp, Executive Director, BCI

    There are a number of things you can do to protect yourself. And they range, as usual, from the fairly simple to the more elaborate and esoteric. Most companies can, with some common sense, if not close the door on most of these issues, at least prepare themselves to limit the consequences.

    Register to read more …

    Develop a Web Experience Management Strategy

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    • Parent Category Name: Marketing Solutions
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    • Web Experience Management (WEM) solutions have emerged as applications that provide marketers and other customer experience professionals with a complete set of tools for web content management, delivery, campaign execution, and site analytics.
    • However, many organizations are unsure of how to leverage these new technologies to enhance their customer interaction strategy.

    Our Advice

    Critical Insight

    • WEM products are not a one-size-fits-all investment: unique evaluations and customization is required in order to deploy a solution that fits your organization.
    • WEM technology often complements core CRM and marketing management products – it does not supplant it, and must augment the rest of your customer experience management portfolio.
    • WEM provides benefits by giving web visitors a better experience – leveraging tools such as web analytics gives the customer a tailored experience. Marketing can then monitor their behavior and use this information to warm leads.

    Impact and Result

    • Deploy a WEM platform and execute initiatives that will strengthen the web-facing customer experience, improving customer satisfaction and unlocking new revenue opportunities.
    • Avoid making unnecessary new WEM investments.
    • Make informed decisions about the types of technologies and initiatives that are necessary to support WEM.

    Develop a Web Experience Management Strategy Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should develop a WEM 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. Harness the value of web experience management

    Make the case for a web experience management suite and structure the WEM strategy project.

    • Develop a Web Experience Management Strategy Phase 1: Harness the Value of Web Experience Management
    • Web Experience Management Strategy Summary Template
    • WEM Project Charter Template

    2. Create the vision for web experience management

    Identify the target state WEM strategy, assess current state, and identify gaps.

    • Develop a Web Experience Management Strategy Phase 2: Create the Vision for Web Experience Management

    3. Execute initiatives for WEM deployment

    Build the WEM technology stack and create a web strategy initiatives roadmap.

    • Develop a Web Experience Management Strategy Phase 3: Execute Initiatives for WEM Deployment
    • Web Process Automation Investment Appropriateness Assessment Tool
    [infographic]

    Workshop: Develop a Web Experience Management 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 Launch the WEM Selection Project

    The Purpose

    Discuss the general project overview for the WEM selection.

    Key Benefits Achieved

    Launch of your WEM selection project.

    Development of your organization’s WEM requirements. 

    Activities

    1.1 Facilitation of activities from the Launch the WEM Project and Collect Requirements phase, including project scoping and resource planning.

    1.2 Conduct overview of the WEM market landscape, trends, and vendors.

    1.3 Conduct process mapping for selected marketing processes.

    1.4 Interview business stakeholders.

    1.5 Prioritize WEM functional requirements.

    Outputs

    WEM Procurement Project Charter

    WEM Use-Case Fit Assessment

    2 Plan the Procurement and Implementation Process

    The Purpose

    Plan the procurement and the implementation of the WEM solution.

    Key Benefits Achieved

    Selection of a WEM solution.

    A plan for implementing the selected WEM solution. 

    Activities

    2.1 Complete marketing process mapping with business stakeholders.

    2.2 Interview IT staff and project team, identify technical requirements for the WEM suite, and document high-level solution requirements.

    2.3 Perform a use-case scenario assessment, review use-case scenario results, identify use-case alignment, and review the WEM Vendor Landscape vendor profiles and performance.

    2.4 Create a custom vendor shortlist and investigate additional vendors for exploration in the marketplace.

    2.5 Meet with project manager to discuss results and action items.

    Outputs

    Vendor Shortlist

    WEM RFP

    Vendor Evaluations

    Selection of a WEM Solution

    WEM projected work break-down

    Implementation plan

    Framework for WEM deployment and CRM/Marketing Management Suite Integration

    Present Security to Executive Stakeholders

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    • Parent Category Name: Governance, Risk & Compliance
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    • There is a disconnect between security leaders and executive stakeholders on what information is important to present.
    • Security leaders find it challenging to convey the necessary information to obtain support for security objectives.
    • Changes to the threat landscape and shifts in organizational goals exacerbate the issue, as they impact security leaders' ability to prioritize topics to be communicated.
    • Security leaders struggle to communicate the importance of security to a non-technical audience.

    Our Advice

    Critical Insight

    Security presentations are not a one-way street. The key to a successful executive security presentation is having a goal for the presentation and ensuring that you have met your goal.

    Impact and Result

    • Developing a thorough understanding of the security communication goals.
    • Understanding the importance of leveraging highly relevant and understandable data.
    • Developing and delivering presentations that will keep your audience engaged and build trust with your executive stakeholders.

    Present Security to Executive Stakeholders Research & Tools

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

    1. Present Security to Executive Stakeholders – A step-by-step guide to communicating security effectively to obtain support from decision makers.

    Use this as a guideline to assist you in presenting security to executive stakeholders.

    • Present Security to Executive Stakeholders Storyboard

    2. Security Presentation Templates – A set of security presentation templates to assist you in communicating security to executive stakeholders.

    The security presentation templates are a set of customizable templates for various types of security presentation including:

    • Present Security to Executive Stakeholders Templates

    Infographic

    Further reading

    Present Security to Executive Stakeholders

    Learn how to communicate security effectively to obtain support from decision makers.

    Analyst Perspective

    Build and deliver an effective security communication to your executive stakeholders.

    Ahmad Jowhar

    As a security leader, you’re tasked with various responsibilities to ensure your organization can achieve its goals while its most important assets are being protected.

    However, when communicating security to executive stakeholders, challenges can arise in determining what topics are pertinent to present. Changes in the security threat landscape coupled with different business goals make identifying how to present security more challenging.

    Having a communication framework for presenting security to executive stakeholders will enable you to effectively identify, develop, and deliver your communication goals while obtaining the support you need to achieve your objectives.

    Ahmad Jowhar
    Research Specialist, Security & Privacy

    Info-Tech Research Group

    Executive Summary

    Your Challenge

    Common Obstacles

    Info-Tech’s Approach

    • Many security leaders struggle to decide what to present and how to present security to executive stakeholders.
    • Constant changes in the security threat landscape impacts a security leader’s ability to prioritize topics to be communicated.
    • There is a disconnect between security leaders and executive stakeholders on what information is important to present.
    • Security leaders struggle to communicate the importance of security to a non-technical audience.
    • Developing a thorough understanding of security communication goals.
    • Understanding the importance of leveraging highly relevant and understandable data.
    • Developing and delivering presentations that will keep your audience engaged and build trust with your executive stakeholders.

    Info-Tech Insight

    Security presentations are not a one-way street. The key to a successful executive security presentation is having a goal for the presentation and verifying that you have met your goal.

    Your challenge

    As a security leader, you need to communicate security effectively to executive stakeholders in order to obtain support for your security objectives.

    • When it comes to presenting security to executive stakeholders, many security leaders find it challenging to convey the necessary information in order to obtain support for security objectives.
    • This is attributed to various factors, such as an increase in the threat landscape, changes to industry regulations and standards, and new organizational goals that security has to align with.
    • Furthermore, with the limited time to communicate with executive stakeholders, both in frequency and duration, identifying the most important information to address can be challenging.

    76% of security leaders struggle in conveying the effectiveness of a cybersecurity program.

    62% find it difficult to balance the risk of too much detail and need-to-know information.

    41% find it challenging to communicate effectively with a mixed technical and non-technical audience.

    Source: Deloitte, 2022

    Common obstacles

    There is a disconnect between security leaders and executive stakeholders when it comes to the security posture of the organization:

    • Executive stakeholders are not confident that their security leaders are doing enough to mitigate security risks.
    • The issue has been amplified, with security threats constantly increasing across all industries.
    • However, security leaders don’t feel that they are in a position to make themselves heard.
    • The lack of organizational security awareness and support from cross-functional departments has made it difficult to achieve security objectives (e.g. education, investments).
    • Defining an approach to remove that disconnect with executive stakeholders is of utmost importance for security leaders, in order to improve their organization’s security posture.

    9% of boards are extremely confident in their organization’s cybersecurity risk mitigation measures.

    77% of organizations have seen an increase in the number of attacks in 2021.

    56% of security leaders claimed their team is not involved when leadership makes urgent security decisions.

    Source: EY, 2021
    The image contains a screenshot of an Info-Tech Thoughtmodel titled: Presenting Security to Executive Stakeholders.

    Info-Tech’s methodology for presenting security to executive stakeholders

    1. Identify communication goals

    2. Collect information to support goals

    3. Develop communication

    4. Deliver communication

    Phase steps

    1. Identify drivers for communicating to executives
    2. Define your goals for communicating to executives
    1. Identify data to collect
    2. Plan how to retrieve data
    1. Plan communication
    2. Build a compelling communication document
    1. Deliver a captivating presentation
    2. Obtain/verify goals

    Phase outcomes

    A defined list of drivers and goals to help you develop your security presentations

    A list of data sources to include in your communication

    A completed communication template

    A solidified understanding of how to effectively communicate security to your stakeholders

    Develop a structured process for communicating security to your stakeholders

    Security presentations are not a one-way street
    The key to a successful executive security presentation is having a goal for the presentation and verifying that you have met your goal.

    Identifying your goals is the foundation of an effective presentation
    Defining your drivers and goals for communicating security will enable you to better prepare and deliver your presentation, which will help you obtain your desired outcome.

    Harness the power of data
    Leveraging data and analytics will help you provide quantitative-based communication, which will result in a more meaningful and effective presentation.

    Take your audience on a journey
    Developing a storytelling approach will help engage with your audience.

    Win your audience by building a rapport
    Establishing credibility and trust with executive stakeholders will enable you to obtain their support for security objectives.

    Tactical insight
    Conduct background research on audience members (i.e. professional background) to help understand how best to communicate with them and overcome potential objections.

    Tactical insight
    Verifying your objectives at the end of the communication is important, as it ensures you have successfully communicated to executive stakeholders.

    Project deliverables

    This blueprint is accompanied by a supporting deliverable which includes five security presentation templates.

    Report on Security Initiatives
    Template showing how to inform executive stakeholders of security initiatives.

    Report on Security Initiatives.

    Security Metrics
    Template showing how to inform executive stakeholders of current security metrics that would help drive future initiatives.

    Security Metrics.

    Security Incident Response & Recovery
    Template showing how to inform executive stakeholders of security incidents, their impact, and the response plan.

    Security Incident Response & Recovery

    Security Funding Request
    Template showing how to inform executive stakeholders of security incidents, their impact, and the response plan.

    Security Funding Request

    Key template:

    Security and Risk Update

    Template showing how to inform executive stakeholders of proactive security and risk initiatives.

    Blueprint benefits

    IT/InfoSec benefits

    Business benefits

    • Reduce effort and time spent preparing cybersecurity presentations for executive stakeholders by having templates to use.
    • Enable security leaders to better prepare what to present and how to present it to their executive stakeholders, as well as driving the required outcomes from those presentations.
    • Establish a best practice for communicating security and IT to executive stakeholders.
    • Gain increased awareness of cybersecurity and the impact executive stakeholders can have on improving an organization’s security posture.
    • Understand how security’s alignment with the business will enable the strategic growth of the organization.
    • Gain a better understanding of how security and IT objectives are developed and justified.

    Measure the value of this blueprint

    Phase

    Measured Value (Yearly)

    Phase 1: Identify communication goals

    Cost to define drivers and goals for communicating security to executives:

    16 FTE hours @ $233K* =$1,940

    Phase 2: Collect information to support goals

    Cost to collect and synthesize necessary data to support communication goals:

    16 FTE hours @ $233K = $1,940

    Phase 3: Develop communication

    Cost to develop communication material that will contextualize information being shown:

    16 FTE hours @ $233K = $1,940

    Phase 4: Deliver communication

    Potential Savings:

    Total estimated effort = $5,820

    Our blueprint will help you save $5,820 and over 40 FTE hours

    * The financial figure depicts the annual salary of a CISO in 2022

    Source: Chief Information Security Officer Salary.” Salary.com, 2022

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

    DIY Toolkit

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

    Guided Implementation

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

    Workshop

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

    Consulting

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

    Diagnostics and consistent frameworks used throughout all four options

    Phase 1

    Identify communication goals

    Phase 1 Phase 2 Phase 3 Phase 4

    1.1 Identify drivers for communicating to executives

    1.2 Define your goals for communicating to executives

    2.1 Identify data to collect

    2.2 Plan how to retrieve data

    3.1 Plan communication

    3.2 Build a compelling communication document

    4.1 Deliver a captivating presentation

    4.2 Obtain/verify support for security goals

    This phase will walk you through the following activities:

    • Understanding the different drivers for communicating security to executive stakeholders
    • Identifying different communication goals

    This phase involves the following participants:

    • Security leader

    1.1. Identify drivers for communicating to executive stakeholders

    As a security leader, you meet with executives and stakeholders with diverse backgrounds, and you aim to showcase your organization’s security posture along with its alignment with the business’ goals.

    However, with the constant changes in the security threat landscape, demands and drivers for security could change. Thus, understanding potential drivers that will influence your communication will assist you in developing and delivering an effective security presentation.

    39% of organizations had cybersecurity on the agenda of their board’s quarterly meeting.

    Source: EY, 2021.

    Info-Tech Insight

    Not all security presentations are the same. Keep your communication strategy and processes agile.

    Know your drivers for security presentations

    By understanding the influences for your security presentations, you will be able to better plan what to present to executive stakeholders.

    • These meetings, which are usually held once per quarter, provide you with less than one hour of presentation time.
    • Hence, it is crucial to know why you need to present security and whether these drivers are similar across the other presentations.

    Understanding drivers will also help you understand how to present security to executive stakeholders.

    • These drivers will shape the structure of your presentation and help determine your approach to communicating your goals.
    • For example, financial-based presentations that are driven by budget requests might create a sense of urgency or assurance about investment in a security initiative.

    Identify your communication drivers, which can stem from various initiatives and programs, including:

    • Results from internal or external audit reports.
    • Upcoming budget meetings.
    • Briefing newly elected executive stakeholders on security.

    When it comes to identifying your communication drivers, you can collaborate with subject matter experts, like your corporate secretary or steering committees, to ensure the material being communicated will align with some of the organizational goals.

    Examples of drivers for security presentations

    Audit
    Upcoming internal or external audits might require updates on the organization’s compliance

    Organizational restructuring
    Restructuring within an organization could require security updates

    Merger & Acquisition
    An M&A would trigger presentations on organization’s current and future security posture

    Cyber incident
    A cyberattack would require an immediate presentation on its impact and the incident response plan

    Ad hoc
    Provide security information requested by stakeholders

    1.2. Define your goals for communicating to executives

    After identifying drivers for your communication, it’s important to determine what your goals are for the presentation.

    • Communication drivers are mainly triggers for why you want to present security.
    • Communication goals are the potential outcomes you are hoping to obtain from the presentation.
    • Your communication goals would help identify what data and metrics to include in your presentation, the structure of your communication deck, and how you deliver your communication to executive stakeholders.

    Identifying your communication goals could require the participation of the security team, IT leadership, and other business stakeholders.

    • As a group, brainstorm the security goals that align with your business goals for the coming year.
      • Aim to have at least two business goals that align with each security goal.
    • Identify what benefits and value the executive stakeholders will gain from the security goal being presented.
      • E.g. Increased security awareness, updates on organization's security posture.
    • Identify what the ask is for this presentation.
      • E.g. Approval for increasing budget to support security initiatives, executive support to implement internal security programs.

    Info-Tech Insight

    There can be different reasons to communicate security to executive stakeholders. You need to understand what you want to get out of your presentation.

    Examples of security presentation goals

    Educate
    Educate the board on security trends and/or latest risks in the industry

    Update
    Provide updates on security initiatives, relevant security metrics, and compliance posture

    Inform
    Provide an incident response plan due to a security incident or deliver updates on current threats and risks

    Investment
    Request funding for security investments or financial updates on past security initiatives

    Ad hoc
    Provide security information requested by stakeholders

    Phase 2

    Collect information to support goals

    Phase 1Phase 2Phase 3Phase 4

    1.1 Identify drivers for communicating to executives

    1.2 Define your goals for communicating to executives

    2.1 Identify data to collect

    2.2 Plan how to retrieve data

    3.1 Plan communication

    3.2 Build a compelling communication document

    4.1 Deliver a captivating presentation

    4.2 Obtain/verify support for security goals

    This phase will walk you through the following activities:

    • Understanding what types of data to include in your security presentations
    • Defining where and how to retrieve data

    This phase involves the following participants:

    • Security leader
    • Network/security analyst

    2.1 Identify data to collect

    After identifying drivers and goals for your communication, it’s important to include the necessary data to justify the information being communicated.

    • Leveraging data and analytics will assist in providing quantitative-based communication, which will result in a more meaningful and effective presentation.
    • The data presented will showcase the visibility of an organization’s security posture along with potential risks and figures on how to mitigate those risks.
    • Providing analysis of the quantitative data presented will also showcase further insights on the figures, allow the audience to better understand the data, and show its relevance to the communication goals.

    Identifying data to collect doesn’t need to be a rigorous task; you can follow these steps to help you get started:

    • Work with your security team to identify the main type of data applicable to the communication goals.
      • E.g. Financial data would be meaningful to use when communicating a budget presentation.
    • Identify supporting data linked to the main data defined.
      • E.g. If a financial investment is made to implement a security initiative, then metrics on improvements to the security posture will be relevant.
    • Show how both the main and supporting data align with the communication goals.
      • E.g. Improvement in security posture would increase alignment with regulation standards, which would result in additional contracts being awarded and increased revenue.

    Info-Tech Insight

    Understand how to present your information in a way that will be meaningful to your audience, for instance by quantifying security risks in financial terms.

    Examples of data to present

    Educate
    Number of organizations in industry impacted by data breaches during past year; top threats and risks affecting the industries

    Update
    Degree of compliance with standards (e.g. ISO-27001); metrics on improvement of security posture due to security initiatives

    Inform
    Percentage of impacted clients and disrupted business functions; downtime; security risk likelihood and financial impact

    Investment
    Capital and operating expenditure for investment; ROI on past and future security initiatives

    Ad hoc
    Number of security initiatives that went over budget; phishing test campaign results

    2.2 Plan how to retrieve the data

    Once the data that is going to be used for the presentation has been identified, it is important to plan how the data can be retrieved, processed, and shared.

    • Most of the data leveraged for security presentations are structured data, which are highly organized data that are often stored in a relational and easily searchable database.
      • This includes security log reports or expenditures for ongoing and future security investments.
    • Retrieving the data, however, would require collaboration and cooperation from different team members.
    • You would need to work with the security team and other appropriate stakeholders to identify where the data is stored and who the data owner is.

    Once the data source and owner has been identified, you need to plan how the data would be processed and leveraged for your presentation

    • This could include using queries to retrieve the relevant information needed (e.g. SQL, Microsoft Excel).
    • Verify the accuracy and relevance of the data with other stakeholders to ensure it is the most appropriate data to be presented to the executive stakeholders.

    Info-Tech Insight

    Using a data-driven approach to help support your objectives is key to engaging with your audience.

    Plan where to retrieve the data

    Identifying the relevant data sources to retrieve your data and the appropriate data owner enables efficient collaboration between departments collecting, processing, and communicating the data and graphics to the audience.

    Examples of where to retrieve your data

    Data Source

    Data

    Data Owner

    Communication Goal

    Audit & Compliance Reports

    Percentage of controls completed to be certified with ISO 27001; Number of security threats & risks identified.

    Audit Manager;

    Compliance Manager;

    Security Leader

    Ad hoc, Educate, Inform

    Identity & Access Management (IAM) Applications

    Number of privileged accounts/department; Percentage of user accounts with MFA applied

    Network/Security Analyst

    Ad hoc, Inform, Update

    Security Information & Event Management (SIEM)

    Number of attacks detected and blocked before & after implementing endpoint security; Percentage of firewall rules that triggered a false positive

    Network/Security Analyst

    Ad hoc, Inform, Update

    Vulnerability Management Applications

    Percentage of critical vulnerabilities patched; Number of endpoints encrypted

    Network/Security Analyst

    Ad hoc, Inform, Update

    Financial & Accounting Software

    Capital & operating expenditure for future security investments; Return on investment (ROI) on past and current security investments

    Financial and/or Accounting Manager

    Ad hoc, Educate, Investments

    Phase 3

    Develop communication

    Phase 1Phase 2Phase 3Phase 4

    1.1 Identify drivers for communicating to executives

    1.2 Define your goals for communicating to executives

    2.1 Identify data to collect

    2.2 Plan how to retrieve data

    3.1 Plan communication

    3.2 Build a compelling communication document

    4.1 Deliver a captivating presentation

    4.2 Obtain/verify support for security goals

    This phase will walk you through the following activities:

    • Identifying a communication strategy for presenting security
    • Identifying security templates that are applicable to your presentation

    This phase involves the following participants:

    • Security leader

    3.1 Plan communication: Know who your audience is

    • When preparing your communication, it's important to understand who your target audience is and to conduct background research on them.
    • This will help develop your communication style and ensure your presentation caters to the expected audience in the room.

    Examples of two profiles in a boardroom

    Formal board of directors

    The executive team

    • In the private sector, this will include an appointed board of shareholders and subcommittees external to the organization.
    • In the public sector, this can include councils, commissions, or the executive team itself.
    • In government, this can include mayors, ministers, and governors.
    • The board’s overall responsibility is governance.
    • This audience will include your boss and your peers internal to the organization.
    • This category is primarily involved in the day-to-day operations of the organization and is responsible for carrying out the strategic direction set by the board.
    • The executive team’s overall responsibility is operations.

    3.1.1 Know what your audience cares about

    • Understanding what your executive stakeholders value will equip you with the right information to include in your presentations.
    • Ensure you conduct background research on your audience to assist you in knowing what their potential interests are.
    • Your background research could include:
      • Researching the audience’s professional background through LinkedIn.
      • Reviewing their comments from past executive meetings.
      • Researching current security trends that align with organizational goals.
    • Once the values and risks have been identified, you can document them in notes and share the notes with subject matter experts to verify if these values and risks should be shared in the coming meetings.

    A board’s purpose can include the following:

    • Sustaining and expanding the organization’s purpose and ability to execute in a competitive market.
    • Determining and funding the organization’s future and direction.
    • Protecting and increasing shareholder value.
    • Protecting the company’s exposure to risks.

    Examples of potential values and risks

    • Business impact
    • Financial impact
    • Security and incidents

    Info-Tech Insight
    Conduct background research on audience members (e.g. professional background on LinkedIn) to help understand how best to communicate to them and overcome potential objections.

    Understand your audience’s concerns

    • Along with knowing what your audience values and cares about, understanding their main concerns will allow you to address those items or align them with your communication.
    • By treating your executive stakeholders as your project sponsors, you would build a level of trust and confidence with your peers as the first step to tackling their concerns.
    • These concerns can be derived from past stakeholder meetings, recent trends in the industry, or strategic business alignments.
    • After capturing their concerns, you’ll be equipped with the necessary understanding on what material to include and prioritize during your presentations.

    Examples of potential concerns for each profile of executive stakeholders

    Formal board of directors

    The executive team

    • Business impact (What is the impact of IT in solving business challenges?)
    • Investments (How will it impact organization’s finances and efficiency?)
    • Cybersecurity and risk (What are the top cybersecurity risks, and how is IT mitigating those risks to the business?)
    • Business alignment (How do IT priorities align to the business strategy and goals?)
    • IT operational efficiency (How is IT set up for success with foundational elements of IT’s operational strategy?)
    • Innovation & transformation priorities (How is IT enabling the organization’s competitive advantage and supporting transformation efforts as a strategic business partner?)

    Build your presentation to tackle their main concerns

    Your presentation should be well-rounded and compelling when it addresses the board’s main concerns about security.

    Checklist:

    • Research your target audience (their backgrounds, board composition, dynamics, executive team vs. external group).
    • Include value and risk language in your presentation to appeal to your audience.
    • Ensure your content focuses on one or more of the board’s main concerns with security (e.g. business impact, investments, or risk).
    • Include information about what is in it for them and the organization.
    • Research your board’s composition and skillsets to determine their level of technical knowledge and expertise. This helps craft your presentation with the right amount of technology vs. business-facing information.

    Info-Tech Insight
    The executive stakeholder’s main concerns will always boil down to one important outcome: providing a level of confidence to do business through IT products, services, and systems – including security.

    3.1.2 Take your audience through a security journey

    • Once you have defined your intended target and their potential concerns, developing the communication through a storytelling approach will be the next step to help build a compelling presentation.
    • You need to help your executive stakeholders make sense of the information being conveyed and allow them to understand the importance of cybersecurity.
    • Taking your audience through a story will allow them to see the value of the information being presented and better resonate with its message.
    • You can derive insights for your storytelling presentation by doing the following:
      • Provide a business case scenario on the topic you are presenting.
      • Identify and communicate the business problem up front and answer the three questions (why, what, how).
      • Quantify the problems in terms of business impact (money, risk, value).

    Info-Tech Insight
    Developing a storytelling approach will help keep your audience engaged and allow the information to resonate with them, which will add further value to the communication.

    Identify the purpose of your presentation

    You should be clear about your bottom line and the intent behind your presentation. However, regardless of your bottom line, your presentation must focus on what business problems you are solving and why security can assist in solving the problem.

    Examples of communication goals

    To inform or educate

    To reach a decision

    • In this presentation type, it is easy for IT leaders to overwhelm a board with excessive or irrelevant information.
    • Focus your content on the business problem and the solution proposed.
    • Refrain from too much detail about the technology – focus on business impact and risk mitigated. Ask for feedback if applicable.
    • In this presentation type, there is a clear ask and an action required from the board of directors.
    • Be clear about what this decision is. Once again, don’t lead with the technology solution: Start with the business problem you are solving, and only talk about technology as the solution if time permits.
    • Ensure you know who votes and how to garner their support.

    Info-Tech Insight
    Nobody likes surprises. Communicate early and often. The board should be pre-briefed, especially if it is a difficult subject. This also ensures you have support when you deliver a difficult message.

    Gather the right information to include in your boardroom presentation

    Once you understand your target audience, it’s important to tailor your presentation material to what they will care about.

    Typical IT boardroom presentations include:

    • Communicating the value of ongoing business technology initiatives.
    • Requesting funds or approval for a business initiative that IT is spearheading.
    • Security incident response/Risk/DRP.
    • Developing a business program or an investment update for an ongoing program.
    • Business technology strategy highlights and impacts.
    • Digital transformation initiatives (value, ROI, risk).

    Info-Tech Insight
    You must always have a clear goal or objective for delivering a presentation in front of your board of directors. What is the purpose of your board presentation? Identify your objective and outcome up front and tailor your presentation’s story and contents to fit this purpose.

    Info-Tech Insight
    Telling a good story is not about the message you want to deliver but the one the executive stakeholders want to hear. Articulate what you want them to think and what you want them to take away, and be explicit about it in your presentation. Make your story logically flow by identifying the business problem, complication, the solution, and how to close the gap. Most importantly, communicate the business impacts the board will care about.

    Structure your presentation to tell a logical story

    To build a strong story for your presentation, ensure you answer these three questions:

    WHY

    Why is this a business issue, or why should the executive stakeholders care?

    WHAT

    What is the impact of solving the problem and driving value for the company?

    HOW

    How will we leverage our resources (technology, finances) to solve the problem?

    Examples:

    Scenario 1: The company has experienced a security incident.

    Intent: To inform/educate the board about the security incident.

    WHY

    The data breach has resulted in a loss of customer confidence, negative brand impact, and a reduction in revenue of 30%.

    WHAT

    Financial, legal, and reputational risks identified, and mitigation strategies implemented. IT is working with the PR team on communications. Incident management playbook executed.

    HOW

    An analysis of vulnerabilities was conducted and steps to address are in effect. Recovery steps are 90% completed. Incident management program reviewed for future incidents.

    Scenario 2: Security is recommending investments based on strategic priorities.

    Intent: To reach a decision with the board – approve investment proposal.

    WHY

    The new security strategy outlines two key initiatives to improve an organization’s security culture and overall risk posture.

    WHAT

    Security proposed an investment to implement a security training & phishing test campaign, which will assist in reducing data breach risks.

    HOW

    Use 5% of security’s budget to implement security training and phishing test campaigns.

    Time plays a key role in delivering an effective presentation

    What you include in your story will often depend on how much time you have available to deliver the message.

    Consider the following:

    • Presenting to executive stakeholders often means you have a short window of time to deliver your message. The average executive stakeholder presentation is 15 minutes, and this could be cut short due to other unexpected factors.
    • If your presentation is too long, you risk overwhelming or losing your audience. You must factor in the time constraints when building your board presentation.
    • Your executive stakeholders have a wealth of experience and knowledge, which means they could jump to conclusions quickly based on their own experiences. Ensure you give them plenty of background information in advance. Provide your presentation material, a brief, or any other supporting documentation before the meeting to show you are well prepared.
    • Be prepared to have deep conversations about the topic, but respect that the executive stakeholders might not be interested in hearing the tactical information. Build an elevator pitch, a one-pager, back-up slides that support your ask and the story, and be prepared to answer questions within your allotted presentation time to dive deeper.

    Navigating through Q&A

    Use the Q&A portion to build credibility with the board.

    • It is always better to say, “I’m not certain about the answer but will follow up,” than to provide false or inaccurate information on the spot.
    • When asked challenging or irrelevant questions, ensure you have an approach to deflect them. Questions can often be out of scope or difficult to answer in a group. Find what works for you to successfully navigate through these questions:
      • “Let’s work with the sub-committee to find you an answer.”
      • “Let’s take that offline to address in more detail.”
      • “I have some follow-up material I can provide you to discuss that further after our meeting.”
    • And ensure you follow up! Make sure to follow through on your promise to provide information or answers after the meeting. This helps build trust and credibility with the board.

    Info-Tech Insight
    The average board presentation is 15 minutes long. Build no more than three or four slides of content to identify the business problem, the business impacts, and the solution. Leave five minutes for questions at the end, and be prepared with back-up slides to support your answers.

    Storytelling checklist

    Checklist:

    • Tailor your presentation based on how much time you have.
    • Find out ahead of time how much time you have.
    • Identify if your presentation is to inform/educate or reach a decision.
    • Identify and communicate the business problem up front and answer the three questions (why, what, how).
    • Express the problem in terms of business impact (risk, value, money).
    • Prepare and send pre-meeting collateral to the members of the board and executive team.
    • Include no more than 5-6 slides for your presentation.
    • Factor in Q&A time at the end of your presentation window.
    • Articulate what you want them to think and what you want them to take away – put it right up front and remind them at the end.
    • Have an elevator speech handy – one or two sentences and a one-pager version of your story.
    • Consider how you will build your relationship with the members outside the boardroom.

    3.1.3 Build a compelling communication document

    Once you’ve identified your communication goals, data, and plan to present to your stakeholders, it’s important to build the compelling communication document that will attract all audiences.

    A good slide design increases the likelihood that the audience will read the content carefully.

    • Bad slide structure (flow) = Audience loses focus
      • You can have great content on a slide, but if a busy audience gets confused, they’ll just close the file or lose focus. Structure encompasses horizontal and vertical logic.
    • Good visual design = Audience might read more
      • Readers will probably skim the slides first. If the slides look ugly, they will already have a negative impression. If the slides are visually appealing, they will be more inclined to read carefully. They may even use some slides to show others.
    • Good content + Good structure + Visual appeal = Good presentation
      • A presentation is like a house. Good content is the foundation of the house. Good structure keeps the house strong. Visual appeal differentiates houses.

    Slide design best practices

    Leverage these slide design best practices to assist you in developing eye-catching presentations.

    • Easy to read: Assume reader is tight on time. If a slide looks overwhelming, the reader will close the document.
    • Concise and clear: Fewer words = more skim-able.
    • Memorable: Use graphics and visuals or pithy quotes whenever you can do so appropriately.
    • Horizontal logic: Good horizontal logic will have slide titles that cascade into a story with no holes or gaps.
    • Vertical logic: People usually read from left to right, top to bottom, or in a Z pattern. Make sure your slide has an intuitive flow of content.
    • Aesthetics: People like looking at visually appealing slides, but make sure your attempts to create visual appeal do not detract from the content.

    Your presentation must have a logical flow

    Horizontal logic

    Vertical logic

    • Horizontal logic should tell a story.
    • When slide titles are read in a cascading manner, they will tell a logical and smooth story.
    • Title & tagline = thesis (best insight).
    • Vertical logic should be intuitive.
    • Each step must support the title.
    • The content you intend to include within each slide is directly applicable to the slide title.
    • One main point per slide.

    Vertical logic should be intuitive

    The image contains a screenshot example of a bad design layout for a slide. The image contains a screenshot example of a good design layout for a slide.

    The audience is unsure where to look and in what order.

    The audience knows to read the heading first. Then look within the pie chart. Then look within the white boxes to the right.

    Horizontal and vertical logic checklists

    Horizontal logic

    Vertical logic

    • List your slide titles in order and read through them.
    • Good horizontal logic should feel like a story. Incomplete horizontal logic will make you pause or frown.
    • After a self-test, get someone else to do the same exercise with you observing them.
    • Note at which points they pause or frown. Discuss how those points can be improved.
    • Now consider each slide title proposed and the content within it.
    • Identify if there is a disconnect in title vs. content.
    • If there is a disconnect, consider changing the title of the slide to appropriately reflect the content within it, or consider changing the content if the slide title is an intended path in the story.

    Make it easy to read

    The image contains a screenshot that demonstrates an uneasy to read slide. The image contains a screenshot that demonstrates an easy to read slide.
    • Unnecessary coloring makes it hard on the eyes
    • Margins for title at top is too small
    • Content is not skim-able (best to break up the slide)

    Increase skim-ability:

    • Emphasize the subheadings
    • Bold important words

    Make it easier on the eyes:

    • Declutter and add sections
    • Have more white space

    Be concise and clear

    1. Write your thoughts down
      • This gets your content documented.
      • Don’t worry about clarity or concision yet.
    2. Edit for clarity
      • Make sure the key message is very clear.
      • Find your thesis statement.
    3. Edit for concision
      • Remove unnecessary words.
      • Use the active voice, not passive voice (see below for examples).

    Passive voice

    Active voice

    “There are three things to look out for” (8 words)

    “Network security was compromised by hackers” (6 words)

    “Look for these three things” (5 words)

    “Hackers compromised network security” (4 words)

    Be memorable

    The image contains a screenshot of an example that demonstrates a bad example of how to be memorable. The image contains a screenshot of an example that demonstrates a good example of how to be memorable.

    Easy to read, but hard to remember the stats.

    The visuals make it easier to see the size of the problem and make it much more memorable.

    Remember to:

    • Have some kind of visual (e.g. graphs, icons, tables).
    • Divide the content into sections.
    • Have a bit of color on the page.

    Aesthetics

    The image contains a screenshot of an example of bad aesthetics. The image contains a screenshot of an example of good aesthetics.

    This draft slide is just content from the outline document on a slide with no design applied yet.

    • Have some kind of visual (e.g. graphs, icons, tables) as long as it’s appropriate.
    • Divide the content into sections.
    • Have a bit of color on the page.
    • Bold or italicize important text.

    Why use visuals?

    How graphics affect us

    Cognitively

    • Engage our imagination
    • Stimulate the brain
    • Heighten creative thinking
    • Enhance or affect emotions

    Emotionally

    • Enhance comprehension
    • Increase recollection
    • Elevate communication
    • Improve retention

    Visual clues

    • Help decode text
    • Attract attention
    • Increase memory

    Persuasion

    • 43% more effective than text alone
    Source: Management Information Systems Research Center

    Presentation format

    Often stakeholders prefer to receive content in a specific format. Make sure you know what you require so that you are not scrambling at the last minute.

    • Is there a standard presentation template?
    • Is a hard-copy handout required?
    • Is there a deadline for draft submission?
    • Is there a deadline for final submission?
    • Will the presentation be circulated ahead of time?
    • Do you know what technology you will be using?
    • Have you done a dry run in the meeting room?
    • Do you know the meeting organizer?

    Checklist to build compelling visuals in your presentation

    Leverage this checklist to ensure you are creating the perfect visuals and graphs for your presentation.

    Checklist:

    • Do the visuals grab the audience’s attention?
    • Will the visuals mislead the audience/confuse them?
    • Do the visuals facilitate data comparison or highlight trends and differences in a more effective manner than words?
    • Do the visuals present information simply, cleanly, and accurately?
    • Do the visuals display the information/data in a concentrated way?
    • Do the visuals illustrate messages and themes from the accompanying text?

    3.2 Security communication templates

    Once you have identified your communication goals and plans for building your communication document, you can start building your presentation deck.

    These presentation templates highlight different security topics depending on your communication drivers, goals, and available data.

    Info-Tech has created five security templates to assist you in building a compelling presentation.

    These templates provide support for presentations on the following five topics:

    • Security Initiatives
    • Security & Risk Update
    • Security Metrics
    • Security Incident Response & Recovery
    • Security Funding Request

    Each template provides instructions on how to use it and tips on ensuring the right information is being presented.

    All the templates are customizable, which enables you to leverage the sections you need while also editing any sections to your liking.

    The image contains screenshots of the Security Presentation Templates.

    Download the Security Presentation Templates

    Security template example

    It’s important to know that not all security presentations for an organization are alike. However, these templates would provide a guideline on what the best practices are when communicating security to executive stakeholders.

    Below is an example of instructions to complete the “Security Risk & Update” template. Please note that the security template will have instructions to complete each of its sections.

    The image contains a screenshot of the Executive Summary slide. The image contains a screenshot of the Security Goals & Objectives slide.

    The first slide following the title slide includes a brief executive summary on what would be discussed in the presentation. This includes the main security threats that would be addressed and the associated risk mitigation strategies.

    This slide depicts a holistic overview of the organization’s security posture in different areas along with the main business goals that security is aligning with. Ensure visualizations you include align with the goals highlighted.

    Security template example (continued)

    The image contains a screenshot example of the Top Threats & Risks. The image contains a screenshot example of the Top Threats & Risks.

    This slide displays any top threats and risks an organization is facing. Each threat consists of 2-3 risks and is prioritized based on the negative impact it could have on the organization (i.e. red bar = high priority; green bar = low priority). Include risks that have been addressed in the past quarter, and showcase any prioritization changes to those risks.

    This slide follows the “Top Threats & Risks” slide and focuses on the risks that had medium or high priority. You will need to work with subject matter experts to identify risk figures (likelihood, financial impact) that will enable you to quantify the risks (Likelihood x Financial Impact). Develop a threshold for each of the three columns to identify which risks require further prioritization, and apply color coding to group the risks.

    Security template example (continued)

    The image contains a screenshot example of the slide, Risk Analysis. The image contains a screenshot example of the slide, Risk Mitigation Strategies & Roadmap.

    This slide showcases further details on the top risks along with their business impact. Be sure to include recommendations for the risks and indicate whether further action is required from the executive stakeholders.

    The last slide of the “Security Risk & Update” template presents a timeline of when the different initiatives to mitigate security risks would begin. It depicts what initiatives will be completed within each fiscal year and the total number of months required. As there could be many factors to a project’s timeline, ensure you communicate to your executive stakeholders any changes to the project.

    Phase 4

    Deliver communication

    Phase 1Phase 2Phase 3Phase 4

    1.1 Identify drivers for communicating to executives

    1.2 Define your goals for communicating to executives

    2.1 Identify data to collect

    2.2 Plan how to retrieve data

    3.1 Plan communication

    3.2 Build a compelling communication document

    4.1 Deliver a captivating presentation

    4.2 Obtain/verify support for security goals

    This phase will walk you through the following activities:

    • Identifying a strategy to deliver compelling presentations
    • Ensuring you follow best practices for communicating and obtaining your security goals

    This phase involves the following participants:

    • Security leader

    4.1 Deliver a captivating presentation

    You’ve gathered all your data, you understand what your audience is expecting, and you are clear on the outcomes you require. Now, it’s time to deliver a presentation that both engages and builds confidence.

    Follow these tips to assist you in developing an engaging presentation:

    • Start strong: Give your audience confidence that this will be a good investment of their time. Establish a clear direction for what’s going to be covered and what the desired outcome is.
    • Use your time wisely: Odds are, your audience is busy, and they have many other things on their minds. Be prepared to cover your content in the time allotted and leave sufficient time for discussion and questions.
    • Be flexible while presenting: Do not expect that your presentation will follow the path you have laid out. Anticipate jumping around and spending more or less time than you had planned on a given slide.

    Keep your audience engaged with these steps

    • Be ready with supporting data. Don’t make the mistake of not knowing your content intimately. Be prepared to answer questions on any part of it. Senior executives are experts at finding holes in your data.
    • Know your audience. Who are you presenting to? What are their specific expectations? Are there sensitive topics to be avoided? You can’t be too prepared when it comes to understanding your audience.
    • Keep it simple. Don’t assume that your audience wants to learn the details of your content. Most just want to understand the bottom line, the impact on them, and how they can help. More is not always better.
    • Focus on solving issues. Your audience members have many of their own problems and issues to worry about. If you show them how you can help make their lives easier, you’ll win them over.

    Info-Tech Insight
    Establishing credibility and trust with executive stakeholders is important to obtaining their support for security objectives.

    Be honest and straightforward with your communication

    • Be prepared. Being properly prepared means not only that your update will deliver the value that you expect, but also that you will have confidence and the flexibility you require when you’re taken off track.
    • Don’t sugarcoat it. These are smart, driven people that you are presenting to. It is neither beneficial nor wise to try to fool them. Be open and transparent about problems and issues. Ask for help.
    • No surprises. An executive stakeholder presentation is not the time or the place for a surprise. Issues seen as unexpected or contentious should always be dealt with prior to the meeting with those most impacted.

    Hone presentation skills before meeting with the executive stakeholders

    Know your environment

    Be professional but not boring

    Connect with your audience

    • Your organization has standards for how people are expected to dress at work. Make sure that your attire meets this standard – don’t be underdressed.
    • Think about your audience – would they appreciate you starting with a joke, or do they want you to get to the point as quickly as possible?
    • State the main points of your presentation confidently. While this should be obvious, it is essential. Your audience should be able to clearly see that you believe the points you are stating.
    • Present with lots of energy, smile, and use hand gestures to support your speech.
    • Look each member of the audience in the eye at least once during your presentation. Avoid looking at the ceiling, the back wall, or the floor. Your audience should feel engaged – this is essential to keeping their attention on you.
    • Never read from your slides. If there is text on a slide, paraphrase it while maintaining eye contact.

    Checklist for presentation logistics

    Optimize the timing of your presentation:

    • Less is more: Long presentations are detrimental to your cause – they lead to your main points being diluted. Keep your presentation short and concise.
    • Keep information relevant: Only present information that is important to your audience. This includes the information that they are expecting to see and information that connects to the business.
    • Expect delays: Your audience will likely have questions. While it is important to answer each question fully, it will take away from the precious time given to you for your presentation. Expect that you will not get through all the information you have to present.

    Script your presentation:

    • Use a script to stay on track: Script your presentation before the meeting. A script will help you present your information in a concise and structured manner.
    • Develop a second script: Create a script that is about half the length of the first script but still contains the most important points. This will help you prepare for any delays that may arise during the presentation.
    • Prepare for questions: Consider questions that may be asked and script clear and concise answers to each.
    • Practice, practice, practice: Practice your presentation until you no longer need the script in front of you.

    Checklist for presentation logistics (continued)

    Other considerations:

    • After the introduction of your presentation, clearly state the objective – don’t keep people guessing and consequently lose focus on your message.
    • After the presentation is over, document important information that came up. Write it down or you may forget it soon after.
    • Rather than create a long presentation deck full of detailed slides that you plan to skip over during the presentation, create a second, compact deck that contains only the slides you plan to present. Send out the longer deck after the presentation.

    Checklist for delivering a captivating presentation

    Leverage this checklist to ensure you are prepared to develop and deliver an engaging presentation.

    Checklist:

    • Start with a story or something memorable to break the ice.
    • Go in with the end state in mind (focus on the outcome/end goal and work back from there) – What’s your call to action?
    • Content must compliment your end goal, filter out any content that doesn’t compliment the end goal.
    • Be prepared to have less time to speak. Be prepared with shorter versions of your presentation.
    • Include an appendix with supporting data, but don’t be data heavy in your presentation. Integrate the data into a story. The story should be your focus.

    Checklist for delivering a captivating presentation (continued)

    • Be deliberate in what you want to show your audience.
    • Ensure you have clean slides so the audience can focus on what you’re saying.
    • Practice delivering your content multiple times alone and in front of team members or your Info-Tech counselor, who can provide feedback.
    • How will you handle being derailed? Be prepared with a way to get back on track if you are derailed.
    • Ask for feedback.
    • Record yourself presenting.

    4.2 Obtain and verify support on security goals

    Once you’ve delivered your captivating presentation, it’s imperative to communicate with your executive stakeholders.

    • This is your opportunity to open the floor for questions and clarify any information that was conveyed to your audience.
    • Leverage your appendix and other supporting documents to justify your goals.
    • Different approaches to obtaining and verifying your goals could include:
      • Acknowledgment from the audience that information communicated aligns with the business’s goals.
      • Approval of funding requests for security initiatives.
      • Written and verbal support for implementation of security initiatives.
      • Identifying next steps for information to communicate at the next executive stakeholder meeting.

    Info-Tech Insight
    Verifying your objectives at the end of the presentation is important, as it ensures you have successfully communicated to executive stakeholders.

    Checklist for obtaining and verify support on security goals

    Follow this checklist to assist you in obtaining and verifying your communication goals.

    Checklist:

    • Be clear about follow-up and next steps if applicable.
    • Present before you present: Meet with your executive stakeholders before the meeting to review and discuss your presentation and other supporting material and ensure you have executive/CEO buy-in.
    • “Be humble, but don’t crumble” – demonstrate to the executive stakeholders that you are an expert while admitting you don’t know everything. However, don’t be afraid to provide your POV and defend it if need be. Strike the right balance to ensure the board has confidence in you while building a strong relationship.
    • Prioritize a discussion over a formal presentation. Create an environment where they feel like they are part of the solution.

    Summary of Accomplishment

    Problem Solved

    A better understanding of security communication drivers and goals

    • Understanding the difference between communication drivers and goals
    • Identifying your drivers and goals for security presentation

    A developed a plan for how and where to retrieve data for communication

    • Insights on what type of data can be leveraged to support your communication goals
    • Understanding who you can collaborate with and potential data sources to retrieve data from

    A solidified communication plan with security templates to assist in better presenting to your audience

    • A guideline on how to prepare security presentations to executive stakeholders
    • A list of security templates that can be customized and used for various security presentations

    A defined guideline on how to deliver a captivating presentation to achieve your desired objectives

    • Clear message on best practices for delivering security presentations to executive stakeholders
    • Understanding how to verify your communication goals have been obtained

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Contact your account representative for more information.

    workshops@infotech.com

    1-888-670-8889

    Related Info-Tech Research

    Build an Information Security Strategy
    This blueprint will walk you through the steps of tailoring best practices to effectively manage information security.

    Build a Security Metrics Program to Drive Maturity
    This blueprint will assist you in identifying security metrics that can tie to your organizational goals and build those metrics to achieve your desired maturity level.

    Bibliography

    Bhadauriya, Amit S. “Communicating Cybersecurity Effectively to the Board.” Metricstream. Web.
    Booth, Steven, et al. “The Biggest Mistakes Made When Presenting Cyber Security to Senior Leadership or the Board, and How to Fix Them.” Mandiant, May 2019. Web.
    Bradford, Nate. “6 Slides Every CISO Should Use in Their Board Presentation.” Security Boulevard, 9 July 2020. Web.
    Buckalew, Lauren, et al. “Get the Board on Board: Leading Cybersecurity from the Top Down.” Newsroom, 2 Dec. 2019. Web.
    Burg, Dave, et al. “Cybersecurity: How Do You Rise above the Waves of a Perfect Storm?” EY US - Home, EY, 22 July 2021. Web.
    Carnegie Endowment for International Peace. Web.
    “Chief Information Security Officer Salary.” Salary.com, 2022. Web.
    “CISO's Guide to Reporting to the Board - Apex Assembly.” CISO's Guide To Reporting to the Board. Web.
    “Cyber Security Oversight in the Boardroom” KPMG, Jan. 2016. Web.
    “Cybersecurity CEO: My 3 Tips for Presenting in the Boardroom.” Cybercrime Magazine, 31 Mar. 2020. Web.
    Dacri , Bryana. Do's & Don'ts for Security Professionals Presenting to Executives. Feb. 2018. Web.
    Froehlich, Andrew. “7 Cybersecurity Metrics for the Board and How to Present Them: TechTarget.” Security, TechTarget, 19 Aug. 2022. Web.
    “Global Board Risk Survey.” EY. Web.
    “Guidance for CISOs Presenting to the C-Suite.” IANS, June 2021. Web.
    “How to Communicate Cybersecurity to the Board of Directors.” Cybersecurity Conferences & News, Seguro Group, 12 Mar. 2020. Web.
    Ide, R. William, and Amanda Leech. “A Cybersecurity Guide for Directors” Dentons. Web.
    Lindberg, Randy. “3 Tips for Communicating Cybersecurity to the Board.” Cybersecurity Software, Rivial Data Security, 8 Mar. 2022. Web.
    McLeod, Scott, et al. “How to Present Cybersecurity to Your Board of Directors.” Cybersecurity & Compliance Simplified, Apptega Inc, 9 Aug. 2021. Web.
    Mickle, Jirah. “A Recipe for Success: CISOs Share Top Tips for Successful Board Presentations.” Tenable®, 28 Nov. 2022. Web.
    Middlesworth, Jeff. “Top-down: Mitigating Cybersecurity Risks Starts with the Board.” Spiceworks, 13 Sept. 2022. Web.
    Mishra, Ruchika. “4 Things Every CISO Must Include in Their Board Presentation.” Security Boulevard, 17 Nov. 2020. Web.
    O’Donnell-Welch, Lindsey. “CISOs, Board Members and the Search for Cybersecurity Common Ground.” Decipher, 20 Oct. 2022. Web.

    Bibliography

    “Overseeing Cyber Risk: The Board's Role.” PwC, Jan. 2022. Web.
    Pearlson, Keri, and Nelson Novaes Neto. “7 Pressing Cybersecurity Questions Boards Need to Ask.” Harvard Business Review, 7 Mar. 2022. Web.
    “Reporting Cybersecurity Risk to the Board of Directors.” Web.
    “Reporting Cybersecurity to Your Board - Steps to Prepare.” Pondurance ,12 July 2022. Web.
    Staynings, Richard. “Presenting Cybersecurity to the Board.” Resource Library. Web.
    “The Future of Cyber Survey.” Deloitte, 29 Aug. 2022. Web.
    “Top Cybersecurity Metrics to Share with Your Board.” Packetlabs, 10 May 2022. Web.
    Unni, Ajay. “Reporting Cyber Security to the Board? How to Get It Right.” Cybersecurity Services Company in Australia & NZ, 10 Nov. 2022. Web.
    Vogel, Douglas, et al. “Persuasion and the Role of Visual Presentation Support.” Management Information Systems Research Center, 1986.
    “Welcome to the Cyber Security Toolkit for Boards.” NCSC. Web.

    Research Contributors

    • Fred Donatucci, New-Indy Containerboard, VP, Information Technology
    • Christian Rasmussen, St John Ambulance, Chief Information Officer
    • Stephen Rondeau, ZimVie, SVP, Chief Information Officer

    Business Value

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    Maximize your ROI on IT through benefits realization

    Combine Security Risk Management Components Into One Program

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    • Parent Category Name: Governance, Risk & Compliance
    • Parent Category Link: /governance-risk-compliance
    • Companies are aware of the need to discuss and assess risk, but many struggle to do so in a systematic and repeatable way.
    • Rarely are security risks analyzed in a consistent manner, let alone in a systematic and repeatable method to determine project risk as well as overall organizational risk exposure.

    Our Advice

    Critical Insight

    • The best security programs are built upon defensible risk management. With an appropriate risk management program in place, you can ensure that security decisions are made strategically instead of based on frameworks and gut feelings. This will optimize any security planning and budgeting.
    • All risks can be quantified. Security, compliance, legal, or other risks can be quantified using our methodology.

    Impact and Result

    • Develop a security risk management program to create a standardized methodology for assessing and managing the risk that information systems face.
    • Build a risk governance structure that makes it clear how security risks can be escalated within the organization and who makes the final decision on certain risks.
    • Use Info-Tech’s risk assessment methodology to quantifiably evaluate the threat severity for any new or existing project or initiative.
    • Tie together all aspects of your risk management program, including your information security risk tolerance level, threat and risk assessments, and mitigation effectiveness models.

    Combine Security Risk Management Components Into One 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 risk 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. Establish the risk environment

    Lay down the foundations for security risk management, including roles and responsibilities and a defined risk tolerance level.

    • Combine Security Risk Management Components Into One Program – Phase 1: Establish the Risk Environment
    • Security Risk Governance Responsibilities and RACI Template
    • Risk Tolerance Determination Tool
    • Risk Weighting Determination Tool

    2. Conduct threat and risk assessments

    Define frequency and impact rankings then assess the risk of your project.

    • Combine Security Risk Management Components Into One Program – Phase 2: Conduct Threat and Risk Assessments
    • Threat and Risk Assessment Process Template
    • Threat and Risk Assessment Tool

    3. Build the security risk register

    Catalog an inventory of individual risks to create an overall risk profile.

    • Combine Security Risk Management Components Into One Program – Phase 3: Build the Security Risk Register
    • Security Risk Register Tool

    4. Communicate the risk management program

    Communicate the risk-based conclusions and leverage these in security decision making.

    • Combine Security Risk Management Components Into One Program – Phase 4: Communicate the Risk Management Program
    • Security Risk Management Presentation Template
    • Security Risk Management Summary Template
    [infographic]

    Workshop: Combine Security Risk Management Components Into One 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 Risk Environment

    The Purpose

    Build the foundation needed for a security risk management program.

    Define roles and responsibilities of the risk executive.

    Define an information security risk tolerance level.

    Key Benefits Achieved

    Clearly defined roles and responsibilities.

    Defined risk tolerance level.

    Activities

    1.1 Define the security executive function RACI chart.

    1.2 Assess business context for security risk management.

    1.3 Standardize risk terminology assumptions.

    1.4 Conduct preliminary evaluation of risk scenarios to determine your risk tolerance level.

    1.5 Decide on a custom risk factor weighting.

    1.6 Finalize the risk tolerance level.

    1.7 Begin threat and risk assessment.

    Outputs

    Defined risk executive functions

    Risk governance RACI chart

    Defined quantified risk tolerance and risk factor weightings

    2 Conduct Threat and Risk Assessments

    The Purpose

    Determine when and how to conduct threat and risk assessments (TRAs).

    Complete one or two TRAs, as time permits during the workshop.

    Key Benefits Achieved

    Developed process for how to conduct threat and risk assessments.

    Deep risk analysis for one or two IT projects/initiatives.

    Activities

    2.1 Determine when to initiate a risk assessment.

    2.2 Review appropriate data classification scheme.

    2.3 Identify system elements and perform data discovery.

    2.4 Map data types to the elements.

    2.5 Identify STRIDE threats and assess risk factors.

    2.6 Determine risk actions taking place and assign countermeasures.

    2.7 Calculate mitigated risk severity based on actions.

    2.8 If necessary, revisit risk tolerance.

    2.9 Document threat and risk assessment methodology.

    Outputs

    Define scope of system elements and data within assessment

    Mapping of data to different system elements

    Threat identification and associated risk severity

    Defined risk actions to take place in threat and risk assessment process

    3 Continue to Conduct Threat and Risk Assessments

    The Purpose

    Complete one or two TRAs, as time permits during the workshop.

    Key Benefits Achieved

    Deep risk analysis for one or two IT projects/initiatives, as time permits.

    Activities

    3.1 Continue threat and risk assessment activities.

    3.2 As time permits, one to two threat and risk assessment activities will be performed as part of the workshop.

    3.3 Review risk assessment results and compare to risk tolerance level.

    Outputs

    One to two threat and risk assessment activities performed

    Validation of the risk tolerance level

    4 Establish a Risk Register and Communicate Risk

    The Purpose

    Collect, analyze, and aggregate all individual risks into the security risk register.

    Plan for the future of risk management.

    Key Benefits Achieved

    Established risk register to provide overview of the organizational aggregate risk profile.

    Ability to communicate risk to other stakeholders as needed.

    Activities

    4.1 Begin building a risk register.

    4.2 Identify individual risks and threats that exist in the organization.

    4.3 Decide risk responses, depending on the risk level as it relates to the risk tolerance.

    4.4 If necessary, revisit risk tolerance.

    4.5 Identify which stakeholders sign off on each risk.

    4.6 Plan for the future of risk management.

    4.7 Determine how to present risk to senior management.

    Outputs

    Risk register, with an inventory of risks and a macro view of the organization’s risk

    Defined risk-based initiatives to complete

    Plan for securing and managing the risk register

    Develop a Security Awareness and Training Program That Empowers End Users

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    • Parent Category Name: Security Strategy & Budgeting
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    • The fast evolution of the cybersecurity landscape requires security training and awareness programs that are frequently updated and improved.
    • Security and awareness training programs often fail to engage end users. Lack of engagement can lead to low levels of knowledge retention.
    • Irrelevant or outdated training content does not properly prepare your end users to effectively defend the organization against security threats.

    Our Advice

    Critical Insight

    • One-time, annual training is no longer sufficient for creating an effective security awareness and training program.
    • By presenting security as a personal and individualized issue, you can make this new personal focus a driver for your organizational security awareness and training program.

    Impact and Result

    • Create a training program that delivers smaller amounts of information on a more frequent basis to minimize effort, reduce end-user training fatigue, and improve content relevance.
    • Evaluate and improve your security awareness and training program continuously to keep its content up-to-date. Leverage end-user feedback to ensure content remains relevant to those who receive it.

    Develop a Security Awareness and Training Program That Empowers End Users Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should develop a security awareness and training program that empowers end users, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

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

    1. Develop your training program

    Create or mature a security awareness and training program that is tailored to your organization.

    • Develop a Security Awareness and Training Program That Empowers End Users – Phase 1: Develop Your Training Program
    • Security Awareness and Training Program Development Tool
    • End-User Security Job Description Template
    • Training Materials – Physical Computer Security
    • Training Materials – Cyber Attacks
    • Training Materials – Incident Response
    • Training Materials – Mobile Security
    • Training Materials – Passwords
    • Training Materials – Phishing
    • Training Materials – Social Engineering
    • Training Materials – Web Usage
    • Security Awareness and Training Vendor Evaluation Tool
    • Security Awareness and Training Metrics Tool
    • End-User Security Knowledge Test Template
    • Security Training Campaign Development Tool

    2. Design an effective training delivery plan

    Explore methods of training delivery and select the most effective solutions.

    • Develop a Security Awareness and Training Program That Empowers End Users – Phase 2: Design an Effective Training Delivery Plan
    • Information Security Awareness and Training Policy
    • Security Awareness and Training Gamification Guide
    • Mock Spear Phishing Email Examples
    • Security Training Email Templates
    • Security Awareness and Training Module Builder and Training Schedule
    • Security Training Campaign Development Tool
    • Security Training Program Manual
    • Security Awareness and Training Feedback Template
    • Security Awareness Month Week 1: Staying in Touch
    • Security Awareness Month Week 2: Sharing Special Moments
    • Security Awareness Month Week 3: Working and Networking
    • Security Awareness Month Week 4: Families and Businesses
    [infographic]

    Workshop: Develop a Security Awareness and Training Program That Empowers End Users

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

    1 Outline the Plan for Long-term Program Improvement

    The Purpose

    Identify the maturity level of the existing security awareness and training program and set development goals.

    Establish program milestones and outline key initiatives for program development.

    Identify metrics to measure program effectiveness.

    Key Benefits Achieved

    Identified the gaps between the current maturity level of the security awareness and training program and future target states.

    Activities

    1.1 Create a program development plan.

    1.2 Investigate and select metrics to measure program effectiveness.

    1.3 Execute some low-hanging fruit initiatives for collecting metrics: e.g. create a knowledge test, feedback survey, or gamification guide.

    Outputs

    Customized development plan for program.

    Tool for tracking metrics.

    Customized knowledge quiz ready for distribution.

    Customized feedback survey for training.

    Gamification program outline.

    2 Identify and Assess Audience Groups and Security Training Topics

    The Purpose

    Determine the unique audience groups within your organization and evaluate their risks and vulnerabilities.

    Prioritize training topics and audience groups to effectively streamline program development.

    Key Benefits Achieved

    Created a comprehensive list of unique audience groups and the corresponding security training that each group should receive.

    Determined priority ratings for both audience groups and the security topics to be delivered.

    Activities

    2.1 Identify the unique audience groups within your organization and the threats they face.

    2.2 Determine the priority levels of the current security topics.

    2.3 Review audience groups and determine which topics need to be delivered to each group.

    Outputs

    Risk profile for each identified audience group.

    Priority scores for all training topics.

    List of relevant security topics for each identified audience group.

    3 Plan the Training Delivery

    The Purpose

    Identify all feasible delivery channels for security training within your organization.

    Build a vendor evaluation tool and shortlist or harvest materials for in-house content creation.

    Key Benefits Achieved

    List of all potential delivery mechanisms for security awareness and training.

    Built a vendor evaluation tool and discussed a vendor shortlist.

    Harvested a collection of free online materials for in-house training development.

    Activities

    3.1 Discuss potential delivery mechanisms for training, including the purchase and use of a vendor.

    3.2 If selecting a vendor, review vendor selection criteria and discuss potential vendor options.

    3.3 If creating content in-house, review and select available resources on the web.

    Outputs

    List of available delivery mechanisms for training.

    Vendor assessment tool and shortlist.

    Customized security training presentations.

    4 Create a Training Schedule for Content Deployment

    The Purpose

    Create a plan for deploying a pilot program to gather valuable feedback.

    Create an ongoing training schedule.

    Define the end users’ responsibilities towards security within the organization.

    Key Benefits Achieved

    Created a plan to deploy a pilot program.

    Created a schedule for training deployment.

    Defined role of end users in helping protect the organization against security threats.

    Activities

    4.1 Build training modules.

    4.2 Create an ongoing training schedule.

    4.3 Define and document your end users’ responsibilities towards their security.

    Outputs

    Documented modular structure to training content.

    Training schedule.

    Security job description template.

    End-user training policy.

    Make IT a Successful Partner in M&A Integration

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    • Many organizations forget the essential role IT plays during M&A integration. IT is often unaware of a merger or acquisition until the deal is announced, making it very difficult to adequately interpret business goals and appropriately assess the target organization.
    • IT-related integration activities are amongst the largest cost items in an M&A, yet these costs are often overlooked or underestimated during due diligence.
    • IT is expected to use the M&A team’s IT due diligence report and estimated IT integration budget, which may not have been generated appropriately.
    • IT involvement in integration is critical to providing a better view of risks, improving the ease of integration, and optimizing synergies.

    Our Advice

    Critical Insight

    • Anticipate that you are going to be under pressure. Fulfill short-term, tactical operational imperatives while simultaneously conducting discovery and designing the technology end-state.
    • To migrate risks and guide discovery, select a high-level IT integration posture that aligns with business objectives.

    Impact and Result

    • Once a deal has been announced, use this blueprint to set out immediately to understand business M&A goals and expected synergies.
    • Assemble an IT Integration Program to conduct discovery and begin designing the technology end-state, while simultaneously identifying and delivering operational imperatives and quick-wins as soon as possible.
    • Following discovery, use this blueprint to build initiatives and put together an IT integration budget. The IT Integration Program has an obligation to explain the IT cost implications of the M&A to the business.
    • Once you have a clear understanding of the cost of your IT integration, use this blueprint to build a long-term action plan to achieve the planned technology end-state that best supports the business capabilities of the organization.

    Make IT a Successful Partner in M&A Integration Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should follow Info-Tech’s M&A IT integration methodology and understand the four ways we can support you in completing this project.

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

    1. Launch the project

    Define the business’s M&A goals, assemble an IT Integration Program, and select an IT integration posture that aligns with business M&A strategy.

    • Make IT a Successful Partner in M&A Integration – Phase 1: Launch the Project
    • IT Integration Charter

    2. Conduct discovery and design the technology end-state

    Refine the current state of each IT domain in both organizations, and then design the end-state of each domain.

    • Make IT a Successful Partner in M&A Integration – Phase 2: Conduct Discovery and Design the Technology End-State
    • IT Integration Roadmap Tool

    3. Initiate operational imperatives and quick-wins

    Generate tactical operational imperatives and quick-wins, and then develop an interim action plan to maintain business function and capture synergies.

    • Make IT a Successful Partner in M&A Integration – Phase 3: Initiate Operational Imperatives and Quick-Wins

    4. Develop an integration roadmap

    Generate initiatives and put together a long-term action plan to achieve the planned technology end-state.

    • Make IT a Successful Partner in M&A Integration – Phase 4: Develop an Integration Roadmap
    [infographic]

    Workshop: Make IT a Successful Partner in M&A Integration

    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

    Identification of staffing and skill set needed to manage the IT integration.

    Generation of an integration communication plan to highlight communication schedule during major integration events.

    Identification of business goals and objectives to select an IT Integration Posture that aligns with business strategy.

    Key Benefits Achieved

    Defined IT integration roles & responsibilities.

    Structured communication plan for key IT integration milestones.

    Creation of the IT Integration Program.

    Generation of an IT Integration Posture.

    Activities

    1.1 Define IT Integration Program responsibilities.

    1.2 Build an integration communication plan.

    1.3 Host interviews with senior management.

    1.4 Select a technology end-state and IT integration posture.

    Outputs

    Define IT Integration Program responsibilities and goals

    Structured communication plan

    Customized interview guide for each major stakeholder

    Selected technology end-state and IT integration posture

    2 Conduct Discovery and Design the Technology End-State

    The Purpose

    Identification of information sources to begin conducting discovery.

    Definition of scope of information that must be collected about target organization.

    Definition of scope of information that must be collected about your own organization.

    Refinement of the technology end-state for each IT domain of the new entity. 

    Key Benefits Achieved

    A collection of necessary information to design the technology end-state of each IT domain.

    Adequate information to make accurate cost estimates.

    A designed end-state for each IT domain.

    A collection of necessary, available information to make accurate cost estimates. 

    Activities

    2.1 Define discovery scope.

    2.2 Review the data room and conduct onsite discovery.

    2.3 Design the technology end-state for each IT domain.

    2.4 Select the integration strategy for each IT domain.

    Outputs

    Tone set for discovery

    Key information collected for each IT domain

    Refined end-state for each IT domain

    Refined integration strategy for each IT domain

    3 Initiate Tactical Initiatives and Develop an Integration Roadmap

    The Purpose

    Generation of tactical initiatives that are operationally imperative and will help build business credibility.

    Prioritization and execution of tactical initiatives.

    Confirmation of integration strategy for each IT domain and generation of initiatives to achieve technology end-states.

    Prioritization and execution of integration roadmap.

    Key Benefits Achieved

    Tactical initiatives generated and executed.

    Confirmed integration posture for each IT domain.

    Initiatives generated and executed upon to achieve the technology end-state of each IT domain. 

    Activities

    3.1 Build quick-win and operational imperatives.

    3.2 Build a tactical action plan and execute.

    3.3 Build initiatives to close gaps and redundancies.

    3.4 Finalize your roadmap and kick-start integration.

    Outputs

    Tactical roadmap to fulfill short-term M&A objectives and synergies

    Confirmed IT integration strategies

    Finalized integration roadmap

    2021 CIO Priorities Report

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    • It is a new year, but the challenges of 2020 remain: COVID-19 infection rates continue to climb, governments continue to enforce lockdown measures, we continue to find ourselves in the worst economic crisis since the Great Depression, and civil unrest grows in many democratic societies.
    • At the start of 2020, no business leader predicted the disruption that was to come. This left IT in a reactive but critical role as the health crisis hit. It was core to delivering the organization’s products and services, as it drove the radical shift to work-from-home.
    • For the year ahead, IT will continue to serve a critical function in uncertain times. However, unlike last year, CIOs can better prepare for 2021. That said, in the face of the uncertainty and volatility of the year ahead, what they need to prepare for is still largely undefined.
    • But despite the lack of confidence on knowing specifically what is to come, most business leaders will admit they need to get ready for it. This year’s priority report will help.

    Our Advice

    Critical Insight

    • “Resilience” is the theme for this year’s CIO Priorities Report. In this context, resilience is about building up the capacity and the capabilities to effectively respond to emergent and unforeseen needs.
    • Early in 2021 is a good time to develop resilience in several different areas. As we explore in this year’s Report, CIOs can best facilitate enterprise resilience through strategic financial planning, proactive risk management, effective organizational change management and capacity planning, as well as through remaining tuned into emergent technologies to capitalize on innovations to help weather the uncertainty of the year ahead.

    Impact and Result

    • Use Info-Tech’s 2021 CIO Priorities Report to prepare for the uncertainty of the year ahead. Across our five priorities we provide five avenues through which CIOs can demonstrate resilient planning, enabling the organization as a whole to better confront what’s coming in 2021.
    • Each of our priorities is backed up by a “call to action” that will help CIOs start to immediately implement the right drivers of resilience for their organization.
    • By building up resilience across our five key areas, CIOs will not only be able to better prepare for the year to come, but also strengthen business relations and staff morale in difficult times.

    2021 CIO Priorities Report Research & Tools

    Read the 2021 CIO Priorities Report

    Use Info-Tech’s 2021 CIO Priorities Report to prepare for the uncertainty of the year ahead. Across our five priorities we provide five avenues through which CIOs can demonstrate resilient planning, enabling the organization as a whole to better confront what’s coming in 2021.

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

    1. Create an appropriate budget reserve

    Identifying and planning sources of financial contingency will help ensure CIOs can meet unforeseen and emergent operational and business needs throughout the year.

    • 2021 CIO Priorities Report: Priority 1 – Create an Appropriate Budget Reserve

    2. Refocus IT risk planning

    The start of 2021 is a time to refocus and redouble IT risk management and business continuity planning to bring it up to the standards of our “new normal.” Indeed, if last year taught us anything, it’s that no “black swan” should be off the table in terms of scenarios or possibilities for business disruption.

    • 2021 CIO Priorities Report: Priority 2 – Refocus IT Risk Planning

    3. Strengthen organizational change management capabilities

    At its heart, resilience is having the capacity to deal with unexpected change. Organizational change management can help build up this capacity, providing the ability to strategically plot known changes while leaving some capacity to absorb the unknowns as they present themselves.

    • 2021 CIO Priorities Report: Priority 3 – Strengthen Organizational Change Management Capabilities

    4. Establish capacity awareness

    Capacity awareness facilitates resilience by providing capital in the form of resource data. With this data, CIOs can make better decisions on what can be approved and when it can be scheduled for.

    • 2021 CIO Priorities Report: Priority 4 – Establish Capacity Awareness

    5. Keep emerging technologies in view

    Having an up-to-date view of emerging technologies will enable the resilient CIO to capitalize on and deploy leading-edge innovations as the business requires.

    • 2021 CIO Priorities Report: Priority 5 – Keep Emerging Technologies in View
    [infographic]

    Formalize Your Digital Business Strategy

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    • Parent Category Name: Innovation
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    Your organization already has a digital strategy, but there is a lack of understanding of what digital means across the enterprise. Digital investments have been made in the past but failed to yield or demonstrate business value. Given the pace of change, the current digital strategy is outdated, and new digital opportunities need to be identified to inform the technology innovation roadmap.

    Our Advice

    Critical Insight

    Turn your digital strategy into a compelling change story that will create a unified vision of how you want to transform your business.

    Impact and Result

    • Identify new digitally enabled growth opportunities.
    • Understand which digital ideas yield the biggest return and the value they generate for the organization.
    • Understand the impact of opportunities on your business capabilities.
    • Map a customer journey to identify opportunities to transform stakeholder experiences.

    Formalize Your Digital Business Strategy Research & Tools

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

    1. Formalize Your Digital Business Strategy – a document that walks you through a series of activities to help brainstorm and ideate on possible new digital opportunities as an input into building your business case for a new IT innovation roadmap.

    Knowing which digital opportunities create the greatest business value requires a structured approach to ideate, prioritize, and understand the value they create for the business to help inform the creation of your business case for investment approval.

    • Formalize Your Digital Strategy Storyboard

    Infographic

    Further reading

    Formalize Your Digital Business Strategy

    Stay relevant in an evolving digital economy

    Executive Summary

    Your Challenge

    Common Obstacles

    Solution

    • Since 2020, the environment has been volatile, leading many CIOs to rethink their priorities and strategies.
    • The organization already has a digital strategy, but there is a lack of understanding of what digital means across the enterprise.
    • Digital investments have been made but fail to demonstrate the business value.
    • The current digital strategy was developed in isolation and failed to garner consensus on a common understanding of the digital vision from across the business.
    • CIOs struggle to understand what existing capabilities need to transform or what new digital capabilities are needed to support the digital ambitions.
    • The existing Digital Strategy is synonymous with the IT Strategy.
    • Identify new digitally enabled growth opportunities.
    • Understand which digital ideas yield the biggest return and the value they generate for the organization.
    • Understand the impact of opportunities on your business capabilities.
    • Map the customer journey to identify opportunities to transform the stakeholder experience.

    Info-Tech Insight

    Turn your existing digital strategy into a compelling change story that will create a unified vision of how you want to transform your business.

    Info-Tech’s Digital Transformation Journey

    Your journey: An IT roadmap for your Digital Business Strategy

    The image contains a screenshot of Info-Tech's Digital Transformation Journey.

    By now, you understand your current business context and capabilities

    The image contains a screenshot of the IT roadmap for your Digital Business Strategy.

    By this point you have leveraged industry roundtables to better understand the art of the possible, exploring global trends, shifts in market forces, customer needs, emerging technologies, and economic forecasts to establish your business objectives and innovation goals.

    Now you need to formalize digital business strategy.

    Phase 1: Industry Trends Report

    The image contains a screenshot of phase 1 industry trends report.

    Phase 2: Digital Maturity Assessment

    The image contains a screenshot of phase 2 digital maturity assessment.

    Phase 3: Zero-In on Business Objectives

    The image contains a screenshot of phase 3 Zero-in on business objectives.

    Business and innovation goals are established through stakeholder interviews and a heatmap of your current capabilities for transformation.

    Since 2020, market dynamics have forced organizations to reassess their strategies

    The unprecedented pace of global disruptions has become both a curse and a silver lining for many CIOs. The ability to maximize the value of digital will be vital to remain relevant in the new digital economy.

    The image contains a screenshot of an image that demonstrates how market dynamics force organizations to reassess their strategies.

    Formalize your digital strategy to address industry trends and market dynamics

    The goal of this phase is to ensure the scope of the current digital strategy reflects the right opportunities to allocate capital to resources, assets, and capabilities to drive strategic growth and operational efficiency.

    There are three key activities outlined in this deck that that can be undertaken by industry members to help evolve their current digital business strategy.

    1. Identify New Digitally Enabled Growth Opportunities
      • Host an ideation session to identify new leapfrog ideas
      • Discuss assumptions, value drivers, and risks
      • Translate ideas into opportunities and consolidate
    2. Evaluate New Digital Opportunities and Business Capabilities
      • Build an opportunity profile
      • Identify business capabilities for transformation
    3. Transform Stakeholder Journeys
      • Understand the impact of opportunities on value-chains
      • Identify stakeholder personas
      • Build a stakeholder journey map
      • Compile your new list of digital opportunities
    The image contains a screenshot of Formalize your digital business strategy.

    Info-Tech’s approach

    1. Identify New Digital Opportunities
      • Conduct an ideation session
      • Identify leapfrog ideas from trends
      • Evaluate each leapfrog idea to define opportunity
    2. Evaluate Opportunities and Business Capabilities
      • Build Opportunity Profile
      • Understand the impact of opportunities on business capabilities
    3. Transform Stakeholder Journeys
      • Analyze value chains
      • Map your Stakeholder Journey
      • Breakdown opportunities into initiatives

    Overview of Key Activities

    Formalize your digital business strategy

    Methodology

    Members Engaged

    • CIO
    • Business Executives

    Info-Tech

    • Industry Analyst
    • Executive Advisor

    Phase 1: New Digital Opportunities

    Phase 2: Evaluate Opportunities and Business Capabilities

    Phase 3: Transform Stakeholder Journeys

    Content Leveraged

    • Digital Business Strategy blueprint
    • Client’s Business Architecture
    1. Hold an ideation session with business executives.
      • Review relevant reports on industry trends, market shifts, and emerging technologies.
      • Establish guiding principles for digital transformation.
      • Leverage a trend-analysis approach to determine the most impactful and relevant trends.
      • From tends, elicit leapfrog ideas for growth opportunities.
      • For each idea, engage in discussion on assumptions, value drivers, benefits, and risks.
    1. Create opportunity profiles.
      • Evaluate each opportunity to determine if it is important to turn into initiatives
    2. Evaluate the impact of opportunities on your business capabilities.
      • Leverage a value-chain analysis to assess the impact of the opportunity across value chains in order to understand the impact across your business capabilities.
    1. Map stakeholder journey:
      • Identify stakeholder personas
      • Identify one journey scenario
      • Map stakeholder journey
      • Consolidate opportunities
    2. Breakdown opportunities into actional initiatives
      • Brainstorm priority initiatives against opportunities.

    Deliverable:

    Client’s Digital Business Strategy

    Phase 1: Deliverable

    1. Compiled list of leapfrog ideas for new growth opportunities

    Phase 2: Deliverables

    1. Opportunity Profile
    2. Business Capability Impact

    Phase 3: Deliverables

    1. Opportunity Profile
    2. Business Capability Impact

    Glossary of Terms

    LEAPFROG IDEAS

    The concept was originally developed in the area of industrial organizations and economic growth. Leapfrogging is the notion that organizations can identify opportunities to skip one or several stages ahead of their competitors.

    DIGITAL OPPORTUNITIES

    Opening of new possibilities to transform or change your business model and create operational efficiencies and customer experiences through the adoption of digital platforms, solutions, and capabilities.

    INITIATIVES

    Breakdown of opportunities into actionable initiatives that creates value for organizations through new or changes to business models, operational efficiencies, and customer experiences.

    1. LEAPFROG IDEAS:
      • Precision medicine
    2. DIGITAL OPPORTUNITY:
      • Machine Learning to sniff out pre-cancer cells
    3. INITIATIVES:
      1. Define genomic analytics capabilities and recruit
      2. Data quality and cleansing review
      3. Implement Machine Learning SW

    Identify Digitally Enabled Opportunities

    Host an ideation session to turn trends into growth opportunities with new leapfrog ideas.

    Phase 1Phase 2Phase 3

    Identify New Digitally Enabled Opportunities

    Evaluate Opportunities and Business Capabilities

    Transform Stakeholder Journeys

    Phase 1

    Host an Ideation Session to Identify New Digital Opportunities

    1.1

    IDENTIFY AND ASSEMBLE YOUR KEY STAKEHOLDERS

    Build support and eliminate blind spots

    It is important to make sure the right stakeholders participate in this working group. Designing a digital strategy will require debate, insights, and business decisions from a broad perspective across the enterprise. The focus is on the value to be generated from digital.

    Consider:

    • Who are the decision makers and key influencers?
    • Who will impact the business?
    • Who has a vested interest in the success or failure of the practice? Who has the skills and competencies necessary to help you be successful?

    Avoid:

    • Don’t focus on the organizational structure and hierarchy. Often stakeholder groups don’t fit the traditional structure.
    • Don’t ignore subject matter experts on either the business or IT side. You will need to consider both.
    1.2

    ESTABLISH GUIDING PRINCIPLES

    Define the guardrails to focus your ideas

    All ideas are great until you need one that works. Establish guiding principles that will help you establish the perimeters for turning big ideas into opportunities.

    Consider:

    • Focus on the breadth and alignment to support business objectives
    • This should help narrow conceptual ideas into actionable initiatives

    Avoid:

    • Don’t recreate the corporate guiding principles
    • Focus on what will help define strategic growth opportunities and operational efficiencies
    1.3

    LEVERAGE STRATEGIC FORESIGHT TO IDENTIFY LEAPFROG IDEAS

    Create space to elicit “big ideas”

    Leverage industry roundtables and trend reports imagining how digital solutions can help drive strategic growth and operational efficiency. Brainstorm new opportunities and discuss their viability to create value and better experiences for your stakeholders.

    Consider:

    • Accelerate this exercise by leveraging stakeholder insights from:
      • Your corporate strategy and financial plan
      • Outputs from stakeholder interviews
      • Market research

    Avoid:

    • Don’t simply go with the existing documented strategic objectives for the business. Ensure they are up to date and interview the decision makers to validate their perspectives if needed.

    Host an Ideation Session

    Identify digitally enabled opportunities

    Industry Roundtables and Trend Reports

    Industry Trends Report

    The image contains a screenshot of phase 1 industry trends report.

    Business Documents

    The image contains a screenshot of Business Documents.

    Digital Maturity Assessment

    The image contains a screenshot of phase 2 digital maturity assessment.

    Activity: 2-4 hours

    Members Engaged

    • CIO
    • Business Executives

    Info-Tech

    • Industry Analyst
    • Executive Advisor

    Hold a visioning session with key business executives (e.g., CIO, CEO, CFO, CCO, and COO) and others as needed. Here is a proposed agenda of activities for the ideation session:

    1. Leverage current trend reports and relevant emerging trend reports, market analysis, and customer research to envision future possibilities.
    2. Establish guiding principles for defining your digital strategy and scope.
    3. Leverage insights from trend reports and market analysis to generate leapfrog ideas that can be turned into opportunities.
    4. For each leapfrog idea, engage in a discussion on assumptions, value drivers, benefits, and risks.

    Content Leveraged

    • Digital Trends Report
    • Industry roundtables and trend reports
    • Digital Maturity Assessment
    • Digital Business Strategy v1.0

    Deliverable:

    1. Guiding principles
    2. Strategic growth opportunities

    1.1 Executive Stakeholder Engagement

    Assemble Executive Stakeholders

    Set yourself up for success with these three steps.

    CIOs tasked with designing digital strategies must add value to the business. Given the goal of digital is to transform the business, CIOs will need to ensure they have both the mandate and support from the business executives.

    Designing the digital strategy is more than just writing up a document. It is an integrated set of business decisions to create a competitive advantage and financial returns. Establishing a forum for debates, decisions, and dialogue will increase the likelihood of success and support during execution.

    1. Confirm your role

    2. Identify Stakeholders

    3. Diverse Perspective

    The digital strategy aims to transform the business. Given the scope, validate your role and mandate to lead this work. Identify a business executive to co-sponsor.

    Identify key decision-makers and influencers who can help make rapid decisions as well as garner support across the enterprise.

    Don’t be afraid to include contrarians or naysayers. They will help reduce any blind spots but can also become the greatest allies through participation.

    1.2 Guiding Principles

    Set the Guiding Principles

    Guiding principles help define the parameters of your digital strategy. They act as priori decisions that establish the guardrails to limit the scope of opportunities from the perspective of people, assets, capabilities, and budgets that are aligned with the business objectives. Consider these components when brainstorming guiding principles:

    Consider these three components when brainstorming

    Breadth

    Digital strategy should span people, culture, organizational structure, governance, capabilities, assets, and technology. The guiding principle should cover a 3600 view across the entire organization.

    Planning Horizon

    Timing should anchor stakeholders to look to the long-term with an eye on the foreseeable future i.e., business value realization in one, two, and three years.

    Depth

    Needs to encompass more than the enterprise view of lofty opportunities but establish boundaries to help define actionable initiatives (i.e., individual projects).

    1.2 Guiding Principles

    Examples of Guiding Principles

    IT Principle NameIT Principle Statement
    1.Enterprise value focusWe aim to provide maximum long-term benefits to the enterprise as a whole while optimizing total costs of ownership and risks.
    2.Fit for purposeWe maintain capability levels and create solutions that are fit for purpose without over engineering them.
    3.SimplicityWe choose the simplest solutions and aim to reduce operational complexity of the enterprise.
    4.Reuse > buy > buildWe maximize reuse of existing assets. If we can’t reuse, we procure externally. As a last resort, we build custom solutions.
    5.Managed dataWe handle data creation and modification and use it enterprise-wide in compliance with our data governance policy.
    6.Controlled technical diversityWe control the variety of what technology platforms we use.
    7.Managed securityWe manage security enterprise-wide in compliance with our security governance policy.
    8.Compliance to laws and regulationsWe operate in compliance with all applicable laws and regulations.
    9.InnovationWe seek innovative ways to use technology for business advantage.
    10.Customer centricityWe deliver best experiences to our customers with our services and products.
    11.Digital by default We always put digital solutions at the core of our plans for all viable solutions across the organization.
    12.Customer-centricity by designWe design new products and services with the goal to drive greater engagement and experiences with our customers.

    1.3 Trend-Analysis

    Leverage strategic foresight to identify growth opportunities

    What is Strategic Foresight?

    In times of increasing uncertainty, rapid change, market volatility, and complexity, the development of strategies can be difficult. Strategic foresight offers a solution.
    Strategic foresight refers to an approach that uses a range of methodologies, such as scanning the horizon for emerging changes and signals, analyzing megatrends, and developing multiple scenarios to identify opportunities (source: OECD, 2022). However, it cannot predict the future and is distinct from:

    • Forecasting tools
    • Strategic planning
    • Scenario planning (only)
    • Predictive analyses of the future

    Why is Strategic Foresight useful?

    • Reduce uncertainties about the future
    • Better anticipate changes
    • Future-proof to stress test proposed strategies
    • Explore innovation to reveal new products, services, and approaches

    Explore Info-Tech’s Strategic Foresight Process Tool

    “When situations lack analogies to the past, it’s hard to envision the future.”

    - J. Peter Scoblic, HBR, 2020

    1.3 Trend-Analysis

    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 innovation.

    Explore trends in areas such as:

    • Machine Learning
    • Citizen Dev 2.0
    • Venture Architecture
    • Autonomous Organizations
    • Self-Sovereign Cloud
    • Digital Sustainability

    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.

    The image contains screenshots from Info-Tech blueprints.

    Images are from Info-Tech’s Rethinking Higher Education Report and 2023 Tech Trends Report

    1.3 Trend-Analysis

    Scan the Horizon

    Understand how the environment is evolving in your industry

    Scan the horizon to detect early signs of future changes or threats.

    Horizon scanning involves scanning, analyzing, and communicating changes in an organization’s environment to prepare for potential threats and opportunities. Much of what we know about the future is based around the interactions and trajectory of macro trends, trends, and drivers. These form the foundations for future intelligence.

    Macro Trends

    A macro trend captures a large-scale transformative trend on a global scale that could impact your addressable market

    Industry Trend

    An industry trend captures specific use cases of the macro trend in relation to your market and industry. Consider this in terms of shifts in your market dynamics i.e., competitors, size, transaction, international trade, supply/demand, etc.

    Driver(s)

    A driver is an underlying force causing the trend to occur. There can be multiple causal forces, or drivers, that influence a trend, and multiple trends can be influenced by the same causal force.

    Identify signals of change in the present and their potential future impacts.

    1.3 Trend-Analysis

    Identify macro trends

    Macro trends capture a global shift that can change the market and the industry. Here are examples of macro-trends to consider when scanning the horizon for your own organization:

    Talent Availability

    Customer Expectations

    Emerging Technologies

    Regulatory System

    Supply Chain Continuity

    Decentralized workforce

    Hybrid workforce

    Diverse workforce

    Skills gap

    Digital workforce

    Multigenerational workforce

    Personalization

    Digital experience

    Data ownership

    Transparency

    Accessibility

    On-demand

    Mobility

    AI & robotics

    Virtual world

    Ubiquitous connectivity

    Genomics (nano, bio, smart….)

    Big data

    Market control

    Economic shifts

    Digital regulation

    Consumer protection

    Global green

    Resource scarcity

    Sustainability

    Supply chain digitization

    Circular supply chains

    Agility

    Outsource

    1.3 Trend-Analysis

    Determine impact and relevance of trends

    Understand which trends create opportunities or risks for your organization.

    Key Concepts:

    Once an organization has uncovered a set of trends that are of potential importance, a judgment must be made on which of the trends should be prioritized to understand their impact on your market and ultimately, the implications for your business or organization. Consider the following criteria to help you prioritize your trends.

    Impact to Industry: The degree of impact the trend will have on your industry and market to create possibilities or risks for your business. Will this trend create opportunities for the business? Or does it pose a risk that we need to mitigate?

    Relevance to Organization. The relevance of the trend to your organization. Does the trend align with the mission, vision, and business objectives of your organization?

    Activity: 2-4hours

    In order to determine which trends will have an impact on your industry and are relevant to your organization, you need to use a gating approach to short-list those that may create opportunities to capitalize on while you need to manage the ones that pose risk.

    Impact

    What does this trend mean for my industry and market?

    • Degree – how broad or narrow is the impact
    • Likelihood – the reality of disrupting an industry or market
    • Timing – when do we expect disruption?

    Relevance

    What opportunity or risk does it pose to my business/organization?

    • Significance – depth and breadth across the enterprise
    • Duration – how long is the anticipated impact?

    1.3 Trend-Analysis

    Prioritize Trends for Exploration

    The image contains a screenshot of a table to demonstrate the trends.The image contains a graph that demonstrates the trends from the table on a graph to show how to prioritze them based on relevance and impact.

    Info-Tech Insight

    While the scorecard may produce a ranking based on weighted metrics, you need to leverage the group discussion to help contextualize and challenge assumptions when validating the priority. The room for debate is important to truly understand whether a trend is a fad or a fact that needs to be addressed.

    1.3 Trend-Analysis

    Discuss the driver(s) behind the trend

    Determining the root cause(s) of a trend is an important precursor to understanding the how, why, and to what extent a trend will impact your industry and market.

    Trend analysis can be a valuable approach to reduce uncertainties about the future and an opportunity to understand the underlying drivers (forces) that may be contributing to a shift in pattern. Understanding the drivers is important to help determine implication on your organization and potential opportunities.

    The image contains a screenshot of a driver diagram.

    1.3 Trend-Analysis

    Examples of driver(s)

    INDUSTRY

    Healthcare Exemplar

    Macro Trends

    (Transformative change)

    Industry Trend

    (A pattern of change…)

    Drivers

    (“Why”….)

    Accessibility

    Increase in wait times

    Aging population leading to global workforce shortage

    New models of care e.g., diversify scope of practice

    Address capacity issues

    Understanding the drivers is not about predicting the future. Don’t get stuck in “analysis paralysis.” The key objective is to determine what opportunities and risks the trend and its underlying driver pose to your business. This will help elicit leapfrog opportunities that can be funneled into actionable initiatives.

    Other examples…

    Dimensions

    Macro-Trends

    Industry Trend

    Driver

    Social

    Demographic shift

    Global shortage of healthcare workers

    Workforce age

    Customer expectations

    Patients as partners

    Customer demographics

    Technology

    AI and robotics

    Early detection of cancer

    Patient outcomes

    Ubiquitous connectivity

    Virtual health

    Capacity

    Economic

    Recession

    Cost-savings

    Sustainability

    Consumer spending

    Value-for-money

    Prioritization

    Environment

    Climate change

    Shift in manufacturers

    ESG compliant vendors

    Pandemic

    Supply chain disruption

    Local production

    Political

    Regulatory

    Consolidation of professional colleges

    Operational efficiency

    De-regulation

    New models of care

    New service (business) model

    1.3 Trend-Analysis

    Case Study

    Industry

    Healthcare

    Artificial Intelligence (AI) in Precision Medicine (Genomics)

    Precision Medicine has become very popular over the recent years fueled by research but also political and patient demands to focus more on better outcomes vs. profits. A cancer care center in Canada wanted to look at what was driving this popularity but more importantly, what this potentially meant to their current service delivery model and operations and what opportunities and risks they needed to address in the foreseeable future. They determined the following drivers:

    • Improve patient outcomes
    • Earlier detection of cancer
    • Better patient experience
    • Ability to compute vast amounts of data to reduce manual effort and errors
    • Accelerate from research to clinical trials to delivery

    The image contains a screenshot of AI in Genomics.

    1.3 Trend-Analysis

    INDUSTRY

    Healthcare Exemplar

    Category

    Macro-Trends

    Industry Trends

    (Use-Case)

    Drivers

    Impact to Industry

    Impact to Business

    Talent Availability

    Diverse workforce

    Aboriginal health

    Systemic inequities

    Brand and legal

    Policies in place

    Hybrid workforce

    Virtual care

    COVID-19 and infectious disease

    New models of care

    New digital talent

    Customer Expectation

    Personalization

    On-demand care

    Patient experience

    Patients as consumers

    New operating model

    Digital experience

    Patient portals

    Democratization of data

    Privacy and security

    Capacity

    Emerging Technologies

    Internet of Things (IoT)

    Smart glucometers

    Greater mobility

    System redesign

    Shift from hospital to home care

    Quantum computing

    Genomic sequencing

    Accelerate analysis

    Improve quality of data analysis

    Faster to clinical trial and delivery

    Regulatory System

    Consumer protection

    Protect access to sensitive patient data

    HIPPA legislation

    Restrict access to health record

    Electronic health records

    Global green

    Green certification for redev. projects

    Political optics

    Higher costs

    Contract management

    Supply Chain

    Supply chain disruptions

    Surgical strategic sourcing

    Preference cards

    Quality

    Organizational change management

    New pharma entrants

    Telco’s move into healthcare

    Demand/supply

    Funding model

    Resource competition

    Sample Output From Trend Analysis

    1.3 Elicit New Opportunities

    Leapfrog into the future

    Turn trends into growth opportunities.

    To thrive in the digital age, organizations must innovate big, leverage internal creativity, and prepare for flexibility.

    In this digital era, organizations are often playing catch up to a rapidly evolving technological landscape and following a strict linear approach to innovation. However, this linear catch-up approach does not help companies get ahead of competitors. Instead, organizations must identify avenues to skip one or several stages of technological development to leapfrog ahead of their competitors.

    “The best way to predict the future is to invent it.”

    – Alan Kay

    Leapfrogging takes place when an organization introduces disruptive innovation into the market and sidesteps competitors, who are unable to mobilize to respond to the opportunities.

    1.3 Elicit New Opportunities

    Funnel trends into leapfrog ideas

    Go from trend insights into ideas for opportunities

    Brainstorm ways to generate leapfrog ideas from trend insights.

    Dealing with trends is one of the most important tasks for innovation. It provides the basis of developing the future orientation of the organization. However, being aware of a trend is one thing, to develop strategies for response is another.

    To identify the impact the trend has on the organization, consider the four areas of growth for the organization:

    1. New Customers: Leverage the trend to target new customers for existing products or services.
    2. New Business Models: Adjust the business model to capture a change in how the organization delivers value.
    3. New Markets: Enter or create new markets by applying existing products or services to different problems.
    4. New Product or Service Offerings: Introduce new products or services to the existing market.

    1.3 Elicit New Opportunities

    INDUSTRY: Healthcare

    SOURCE: Memorial Sloan Kettering Cancer Center

    Case Study

    Machine Learning Sensor to Sniff Out Cancer

    Challenge

    Solution

    Results

    Timely access to diagnostic services is a key indicator of a cancer patient’s prognosis i.e., outcome. Early detection of cancer means the difference between life and death for cancer patients.

    Typically, cancer biomarkers need to be present to detect cancer. Often the presence of these biomarkers is late in the disease state when the cancer cells have likely spread, resulting in suspicions of cancer only when the patient does not feel well or suspects something is wrong.

    Researchers in partnership with IBM Watson at Memorial Sloan Kettering Cancer Center (MSK) have created a tool that can sniff for and identify cancer in a blood sample using machine learning.

    Originally, MSK worked with IBM Watson to identify machine learning as an emerging technology that could drive early cancer detection without the use of cancer biomarkers. But they needed to find specific use cases. After a series of concept prototypes, they were able to use machine learning to detect patterns in blood cells vs. cancer biomarkers to detect cancer disease.

    Machine learning was an emerging trend that researchers at MSK felt held great promise. They needed to turn the trend into tangible opportunities by identifying some key use cases that could be prototyped.

    Computational tools in oncology have the ability to greatly reduce clinician labor, improve the consistency of variant classification, and help accelerate the analytics of vast amounts of clinical data that would be prone to errors and delays when done manually.

    From trends to leapfrog ideas

    Additional Examples in the Appendix

    Example of leapfrog ideas that can generate opportunities for consideration

    Trend

    New Customer

    New Market

    New Business or Operating Model

    New Service Offering

    What trend(s) pose a significant impact on your business?

    New stakeholder segment

    Enter or create new markets

    Adjust the business or operating model to capture change in how the business creates and delivers value

    Introduce new digital products, services and experiences

    Virtualize Registration

    Empower patients as consumers of healthcare partners

    Direct B2C to close gap between providers and patients by removing middle administrative overhead.

    24/7 On-Demand Patient Portal

    Leverage AI to develop chatbots and on-demand

    Phase 1: Deliverable

    Phase 1 Deliverable

    Example of output from phase 1 ideation session

    Business Objectives

    New Customers

    (Customer Experience)

    New Markets

    (Health Outcomes)

    New Business or

    Operating Models

    (Operational Excellence)

    New Service Offering

    (Value for Money)

    Description:

    Focus on improving experiences for patients and providers

    Improve quality and standards of care to continually drive better health outcomes

    Deliver care better, faster, and more efficiently

    Reduce cost per capital of delivery care and increase value for services

    Trends:

    • Global workforce shortage due to ageing demographics
    • Clinicians are burnt-out and unable to practice at the top of their profession
    • On-demand care/mobile/wearables
    • Virtual care
    • Faster access to quality service
    • Help navigating complex medical ecosystem from primary to acute to community
    • Standardize care across regions
    • New models of care to expand capacity
    • Improve medication errors
    • Opportunities to use genomics to design personalized medicine
    • Automate tasks
    • Leverage AI and robotics more effectively
    • Regulatory colleges consolidation mandate
    • Use data and analytics to forecast capacity and health outcomes
    • Upskill vs. virtualize workforce
    • Payment reform i.e., move to value-based care vs. fee-for-service
    • Consolidation of back-office functions like HR, supply chain, IT, etc. to reduce cost i.e., shared services model

    Digital Opportunities:

    1. Virtual health command center
    2. Self-scheduling patient portal
    3. Patient way-finder
    4. Smart glucometer for diabetes
    1. Machine learning for early detection of cancer
    2. Visualization tools for capacity planning and forecasting
    3. Contact tracing apps for public health
    1. Build advanced analytics capabilities with new skills and business intelligence tools
    2. Pharmacy robotics
    3. Automate registration
    1. Automate provider billing solution
    2. Payment gateways – supplier portal in the cloud

    Phase 2

    Evaluate Opportunities and Business Capabilities

    Build a better understanding of the opportunities and their impact on your business.

    Phase 1Phase 2Phase 3

    Identify New Digitally Enabled Opportunities

    Evaluate Opportunities and Business Capabilities

    Transform Stakeholder Journeys

    Phase 2

    Evaluate Opportunities and Business Capabilities

    2.1

    CREATE OPPORTUNITY PROFILES

    Evaluate each opportunity

    Some opportunities will have an immediate and significant impact on your business. Some may have a significant impact but on a longer time scale or some may be unlikely to have a significant impact at all. Understanding these trends is an important context for your digital business strategy.

    Consider:

    • Does this opportunity conform with your guiding principles?
    • Can this opportunity feasibly deliver the anticipated benefits?
    • Is this opportunity desired by your stakeholders?

    Avoid:

    • Overly vague language. Opportunities need to be specific enough to evaluate what impact they will have.
    • Simply following what competitors are doing. Be ambitious and tailor your digital strategy to your organizational values, goals, and priorities.
    2.2

    UNDERSTAND THE IMPACT OF OPPORTUNITIES ON BUSINESS CAPABILITIES

    Understand the impact across your value chains

    Each opportunity has the potential to impact multiple areas of your business. Prioritize where to start acting on new opportunities based on your business objectives and capabilities. You need to assess their impacts across value chains. Does the opportunity impact existing value chain(s) or create a new value chain?

    Consider:

    • How well does this opportunity align with your digital vision, mission, and goals?
    • What will be the overall impact of this opportunity?
    • How urgently must you act?

    Avoid:

    • Guessing. Validate assumptions and use clear, unbiased information to make decisions. Info-Tech has extensive resources to assist in evaluating trends, opportunities, and solutions.
    • Making everything a high priority. Most organizations can only prioritize one to two initiatives at a time.

    2.1 Build an opportunity profile

    Evaluate each opportunity

    Discussion Framework:

    In your discussion, evaluate each opportunity to assess assumptions, value drivers, and benefits.

    Ideas matter, but not all ideas are created equal. Now that you have elicited opportunities, discuss the assumptions, risks, and benefits associated with each new digital opportunity.

    Design Thinking

    Leverage the guiding principles as the guardrails to limit the scope of your new digital opportunities. You may want to consider taking a design-thinking approach to innovation by discussing the merits of each opportunity based on:

    • DesirabilityDesirability: People want it. Does the solution enable the organization to meet the expectations of stakeholders?
    • Feasibility
    • Feasibility: Able to Execute. Do we have the capabilities to deliver e.g., the right skills, partners, technology, and leadership?

    • Viability
    • Viability: Delivers Value. Will this idea meet business goals e.g., cost, revenue, and benefits?

    Source: Adapted from IDEO

    Transform the Business

    Must Prioritize

    Should Plan

    Drive Digital Experiences

    Build Digital Capabilities

    High Value/Low Complexity

    • stakeholders want it
    • easy to implement
    • capabilities exist to deliver
    • creates significant value
    • strategic growth = competitive advantage

    High Value/High Complexity

    • customers want it
    • not easy to implement without carefully planning
    • need to invest in developing capabilities
    • Competitive differentiator

    Low Value/Low Complexity

    • stakeholders don’t want it
    • easy to implement but takes resources away from priority
    • some capabilities exist
    • creates marginal value
    • minimal growth

    Low Value/High Complexity

    • stakeholders don’t want it
    • difficult to implement
    • need to invest in developing capabilities
    • no real strategic growth

    Could Have

    Don’t Need

    Transform Operations

    IMPACT

    COMPLEXITY

    Source: Adapted from MoSCoW prioritization model

    Exemplar: Opportunity Profile

    Example:

    An example of a template to capture the output of discussion.

    Automate the Registration Process Around Admission, Discharge, and Transfer (ADT)

    Description of Opportunity:

    ADT is a critical function of registration that triggers patient identification to support services and billing. Currently, ADT is a heavily manual process with a high degree of errors as a result of human intervention. There is an opportunity to leverage intelligent automation by using RPA and AI.

    Alignment With Business Objectives

    Improve patient outcome

    Drive operational efficiency and effectiveness

    Better experiences for patients

    Business Architecture

    This opportunity may impact the following business capabilities:

    • Referral evaluation
    • Admission, discharge, and transfer management
    • Scheduling management
    • Patient registry management
    • Provider registry management
    • Patient billing
    • Provider billing
    • Finance management
    • EHR/EMR integration management
    • Enterprise data warehouse for reporting
    • Provincial/state quality reporting

    Benefits & Outcomes

    • Reduce errors by manual registration
    • Improve turnaround time for registration
    • Create a consistent customer experience
    • Improve capacity
    • Virtualize low-value work

    Key Risks & Assumptions

    • Need to add skills & knowledge to maintain systems
    • Perception of job loss or change by unions
    • assume documentation of standard work for automation vs. non-standard

    Opportunity Owner

    VP, Health Information Management (HIM)

    Incremental Value

    Reduce errors in patient identity

    • Next Steps
    • Investigate use cases for RPA and AI in registration
    • Build business case for funding

    2.2 Business capabilities impact

    Understand the impact on your business capabilities

    Each opportunity has the potential to impact multiple areas of your business. Prioritize where to start acting on new opportunities based on your business objectives and capabilities.

    You will need:

    Industry Reference Architecture.Industry Reference Architecture

    Activity: 1-2 hours

    1. Using your industry reference architecture, highlight the business capabilities that may be impacted by the opportunity. Use a value chain analysis approach to help with this exercise.
    2. Referring to your Prioritized Opportunities for Transformation, prioritize areas to transform. Priority should be given to low maturity areas that are highly or urgently relevant to your overall strategic goals.
    +
    Prioritized Opportunities for Transformation.Prioritized Opportunities for TransformationPrioritized Business Capability Map.

    2.2 Business capabilities impact

    Start with a value chain analysis

    This will help identify the impact on your business capabilities.

    As we identify and prioritize the opportunities available to us, we need to assess impacts on value chains. Does the opportunity directly impact an existing value chain? Or does it open us to the creation of a new value chain?

    The image contains a screenshot of the value chain analysis.

    The value chain perspective allows an organization to identify how to best minimize or enhance impacts and generate value.

    As we move from opportunity to impact, it is important to break down opportunities into the relevant pieces so we can see a holistic picture of the sources of differentiation.

    Exemplar: Prioritized Business Capability Map

    The image contains a screenshot of the exemplar prioritized business capability map.

    In this example, intelligent automation for referral and admission would create opportunity to virtualize repeatable tasks.

    Phase 3

    ETransform Stakeholder Journeys

    Understand the impact of opportunities across the value chain and possibilities of new or better stakeholder experiences.

    Phase 1Phase 2Phase 3

    Identify New Digitally Enabled Opportunities

    Evaluate Opportunities and Business Capabilities

    Transform Stakeholder Journeys

    Phase 3

    Identify opportunities to transform stakeholder experiences

    3.1 IDENTIFY STAKEHOLDER PERSONA

    Understand WHO gains value from the value chain

    To define a stakeholder scenario, you need to understand whom we are mapping for. Developing stakeholder personas is a great way to understand their needs through a lens of empathy.

    Consider:

    • Keep your stakeholder persona groupings to the core clusters typical of your industry.
    • See it from their perspective not the business’s.

    Avoid:

    • Don’t create a multitude of personas based on discrete nuances.
    3.2 BUILD A STAKEHOLDER JOURNEY

    Identify opportunities to transform the stakeholder experience

    A stakeholder or customer journey helps teams visualize the impact of a given opportunity through a value chain. This exercise uncovers the specific initiatives and features that should be considered in the evolution of the digital strategy.

    Consider:

    • Which stakeholders may be most affected by this opportunity?
    • How might stakeholders feel about a given solution as they move through the journey? What pain points can be solved?

    Avoid:

    • Simply listing steps in a process. Put yourself in the shoes of whoever’s journey you are mapping. What do they care about?
    • Choosing a stakeholder with limited involvement in the process.
    3.3 BREAKDOWN OPPORTUNITIES INTO INITIATIVES ALIGNED TO BUSINESS OBJECTIVES

    Unlock key initiatives to deliver value

    Opportunities need to be broken down into actionable initiatives that can be turned into business cases with clear goals, benefits realization, scope, work plans, and investment ask.

    Consider:

    • Multiple initiatives can be grouped into one opportunity that is similar or in phases.
    • Ensure the initiatives support and enable the business goals.

    Avoid:

    • Creating a laundry list of initiatives.
    • Initiatives that don’t align with business goals.

    Map Stakeholder Journey

    Conduct a journey mapping exercise to further refine and identify value streams to transform.

    Stakeholder Journey Mapping

    Digital Business Strategy Blueprint

    Activity: 4-6 hours

    Our analysts can guide and support you, where needed.

    1. First download the Define Your Digital Business Strategy blueprint to review the Stakeholder Journey Mapping exercise.
    2. Identify a stakeholder persona and a one-journey scenario.
    3. Map a stakeholder journey using a single persona across one-journey scenarios to identify pain points and opportunities to improve experiences and generate value.
    4. Consolidate a list of opportunities for business case prioritization.

    Key Concepts:

    Value Stream: a set of activities to create and capture value for and from the end consumer.

    Value Chain: a string of end-to-end processes that creates value for the consumer.

    Journey Scenario: a specific use case across a value chain (s).

    Members Engaged

    • CIO
    • Business Executives

    Info-Tech

    • Industry Analyst
    • Executive Advisor

    Stakeholder Persona.Stakeholder Persona

    1-Journey Use Case.1-Journey Use Case

    Map Stakeholder Journey 
Map Stakeholder Journey

    Content Leveraged

    • Stakeholder Persona
    • Journey Use Case
    • Map Stakeholder Journey

    Deliverable:

    1. Guiding principles
    2. Strategic growth opportunities

    Download the Define Your Digital Business Strategy blueprint for Customer Journey Mapping Activities

    3.1 Persona identification

    Identify a stakeholder persona and journey scenario

    From value chain to journey scenario.

    Stakeholder personas and scenarios help us build empathy towards our customers. It helps put us into the shoes of a stakeholder and relate to their experience to solve problems or understand how they experience the steps or processes required to accomplish a goal. A user persona is a valuable basis for stakeholder journey mapping.

    A stakeholder persona is a fictitious profile to represent a customer or a user segment. Creating this persona helps us understand who your customers really are and why they are using your service or product.

    A stakeholder scenario describes the situation the journey map addresses. Scenarios can be real (for existing products and services) or anticipated.

    Learn more about applying design thinking methodologies

    3.1 Persona identification

    Identify a stakeholder persona

    Who are you transforming for?

    To define a stakeholder scenario, we need to understand who we are mapping for. In each value chain, we identified a stakeholder who gains value from that value chain. We now need to develop a stakeholder persona: a representation of the end user to gain a strong understanding of who they are, what they need, and their pains and gains.

    One of the best ways to flesh out your stakeholder persona is to engage with the stakeholders directly or to gather the input of those who may engage with them within the organization.

    For example, if we want to define a journey map for a student, we might want to gather the input of students or teaching faculty that have firsthand encounters with different student types and are able to define a common student type.

    Info-Tech Insight

    Run a survey to understand your end users and develop a stronger picture of who they are and what they are seeking to gain from your organization.

    3.1 Persona identification

    Identify stakeholder scenarios to map

    For your digital strategy, leverage the existing and opportunity value chains identified in phases 1 and 2 for journey mapping.

    Identify two existing value chains to be transformed.

    In section 1, we identified existing value chains to be transformed. For example, your stakeholder persona is a registration clerk who is part of the Health Information Management team responsible for registering and adjudicating patient identity.

    The image contains a screenshot example of two existing value chains to be transformed.

    Identify one new value chain.

    In section 2, we identified a new value chain. However, for a new opportunity, the scenario is more complex as it may capture many different areas of a value chain. Subsequently, a journey map for a new opportunity may require mapping all parts of the value chain.

    The image contains a screenshot of one value chain.

    3.1 Persona identification

    Example Stakeholder Persona

    Stakeholder demographics

    Name: Anne

    Age: 35

    Occupation: HIM Clerk

    Location: Unity Hospital System

    Pains

    What are their frustrations, fears, and anxieties?

    • Volume of patients to schedule
    • Too many applications to access
    • Data quality is an error
    • Extensive manual entry of data prone to errors
    • Disruptions with calls from patients, doctors, and FOI requests

    What do they need to do?

    What do they want to get done? How will they know they are successful?

    • Automate some non-valuable tasks that can also reduce human errors. Allow patients to self-schedule online or answer FAQs via a chatbox. Would love to have a virtual triage to alleviate volume of calls and redirects.

    Gains

    What are their wants, needs, hopes, and dreams?

    • Reduce errors in data entry for patient identity (reduce manual look-ups).
    • Have standard requests go through a chatbot.
    • Have physicians automate billing through front-end speech recognition software.

    3.1 Persona identification

    Define a journey statement for mapping

    Now that we understand who we are mapping for, we need to define a journey statement to capture the stakeholder journey.

    Leverage the following format to define the journey statement.

    “As a [stakeholder], I need to [prioritized value chain task], so that I can [desired result or overall goal].”

    The image contains a screenshot of a journey statement for mapping.

    3.2 Stakeholder Journey-Map

    Leverage customer journey mapping to capture value chains to be transformed

    Conduct a journey mapping exercise to identify opportunities for innovation or automation.

    A journey-based approach helps an organization understand how a stakeholder moves through a process and interacts with the organization in the form of touch points, channels, and supporting characters. By identifying pain points in the journey and the activity types, we can identify opportunities for innovation and automation along the journey.

    The image contains a screenshot of an example of journey mapping.

    Embrace design-thinking methodologies to elevate the stakeholder journey and build a competitive advantage for your organization.

    3.2 Stakeholder Journey-Map

    Key Concepts

    0. Name: Annie Smith

    Age: 35

    Occupation: HIM Registration Clerk for Unity Hospital System

    Key Concepts.0.Stakeholder Persona

    A fictitious profile of a representative stakeholder group that shares a common yet discrete set of characteristics that embodies how they think, feel, and act.

    1. Journey (Value Chain)

    Describes the end-to-end steps or processes that a customer takes across the value chain that groups a set of activities, interactions, touch-points, and experiences.

    2. Persona’s Goals

    Exemplifies what the persona is thinking and wanting across each specific step of their journey.

    3. Nature of Activity (see detailed definition in this section)

    This section captures two key components: 1) the description of the action or interaction between the personas to achieve their goals, and 2) the classification of the activity to determine the feasibility for automation. The type is based on four main characteristics: 1) routine cognitive, 2) non-routine cognitive , 3) routine manual, and 4) non-routine manual.

    4. Type of Touch-Point

    The channel by which a persona interacts or touches products, services, the organization, or information.

    5. Key Moments & Pain Points

    Captures the emotional experience and value of the persona across each step and interaction.

    6. Metrics

    This section captures the KPIs used to measure the experience, process or activity today. Future KPIs will need to be developed to measure the opportunities.

    7. Opportunities refer to both the possible initiatives to address the persona’s pain points, and the ability to enable business goals.

    3.2 Stakeholder Journey-Map

    Opportunities for Automation: Nature of Activity

    Example
    We identified opportunities for automation

    Categorize the activity type to identify opportunities for automation. While there is no perfect framework for automation, this 4x4 matrix provides a general guide to identifying automation opportunities for consideration.

    Automation example list.Automation Quadrant Analysis

    Info-Tech Insight

    Automation is more than a 1:1 relationship between the defined task or job and automation. When considering automation, look for opportunities to: 1) streamline across multiple processes, 2) utilize artificial intelligence to augment or virtualize manual tasks, and 3) create more structured data to allow for improved data quality over the long-term.

    3.2 Stakeholder Journey-Map

    Example of stakeholder journey output: Healthcare

    Stakeholder: HIM Clerks

    Journey: Follow-up visit of 80-year-old diabetes patient at diabetic clinic outpatient

    Journey

    (Value Chain)

    AppointmentRegistrationIdentity ReconciliationEligibility VerificationTreatment Consult

    Persona’s Goals

    • Confirm appointment
    • Verify referral through provider registry
    • Request medical insurance or care card
    • Enroll patient into CIS
    • Patient registry validation
    • Secondary identification request
    • Verify eligibility through the patient registry
    • Schedule follow referrals & appointments
    • Coding for billing

    Nature of Activity

    Priority

    Priority

    Investigate – ROI

    Investigate – ROI

    Defer

    Type of Touchpoint

    • Telephone (land/mobile)
    • Email
    • CIS Application
    • Verbal
    • Patient registry system
    • Telephone
    • Patient and provider registry
    • CIS
    • Email, call, verbal
    • Physician billing
    • Hospital ERP
    • CIS
    • Paper appointments

    Pain Points & Gains

    • Volume of calls
    • Manual scheduling
    • Too many applications
    • Data entry errors
    • Limited languages
    • Too many applications
    • Data entry errors
    • Too many applications
    • Limited languages
    • Ask patients to repeat info
    • Data entry errors
    • Too many applications
    • Limited languages
    • Ask patients to repeat info
    • Patient identity not linked to physician billing
    • Manual coding entry

    Metrics

    Time to appointment

    Time to enrollment

    Patient mis-match

    Provider mis-match

    Percentage of errors in billing codes

    Opportunities

    • Patient scheduling portal (24/7)
    • Use of AI and chatbots
    • Automate patient matching index digitalization and integration
    • Automate provider matching index digitalization and integration
    • Natural language processing using front-end speech recognition software for billing

    Break opportunities into a series of initiatives aligned to business objectives

    Opportunity 1

    Virtual Registration

    »

    Business Goals

    Initiatives

    Health Outcomes

    Stakeholder Experience

    New Models of Care

    Operational Efficiency

    • Enterprise master patient index integration with patient registry
    • Intelligent automation for outpatient department
    • Customer service chat box for triage FOI1
    • Front-end speech recognition for billing (FESR)

    Opportunity 2

    Machine Learning Pre-Cancer Diagnosis

    »

    Business Goals

    Initiatives

    Health Outcomes

    Stakeholder Experience

    New Models of Care

    Operational Efficiency

    • Enterprise Datawarehouse architecture (build data lake)
    • Build genomics analytics capabilities e.g., recruitment, data-quality review
    • Implementation of machine learning software
    • Supply chain integration with ERP for medical and research supplies
    FOI = Freedom of Information

    Info-Tech Insight

    Evaluate if an opportunity will require a series of discrete activities to execute and/or if they can be a stand-alone initiative.

    Now you are ready to select and prioritize digital initiatives for business case development

    After completing all three phases of activities in this blueprint, you will have compiled a list of new and planned digital initiatives for prioritization and business case development in the next phase.

    Consolidated List of Digital Initiatives.

    Example: Consolidated List of Digital Initiatives

    The next step will focus on prioritizing and building a business case for your top digital initiatives.

    IT Roadmap for your Digital Business Strategy.

    Appendix: Additional Examples

    From trend to leapfrog ideas

    Every idea is a good one, unless you need one that works.

    Additional Examples
    Examples of leapfrog ideas that can generate opportunities for consideration

    Example 1 Finance

    Trend

    New Customer

    New Market

    New Business or Operating Model

    New Service Offering

    What trend(s) pose a significant impact on your business?

    New customer segments

    Enter or create new markets

    Adjust the business or operating model to capture change in how the business creates and delivers value

    Introduce new digital products, services, and experiences

    Open banking

    Account integrators (AISPs)

    Payment integrators
    (PISPs)

    Data monetization

    Social payments

    Example 2: Retail

    Trend

    New Customer

    New Market

    New Business or Operating Model

    New Service Offering

    What trend(s) pose a significant impact on your business?

    New customer segments

    Enter or create new markets

    Adjust the business or operating model to capture change in how the business creates and delivers value

    Introduce new digital products, services, and experiences

    Virtual cashier

    (RFID Enablement)

    Big-box retailers

    Brick & mortar stores

    Automated stores driving new customer experiences

    Digital cart

    From trend to leapfrog ideas

    Every idea is a good one, unless you need one that works.

    Additional Exemplars in Appendix

    Examples of leapfrog ideas that can generate opportunities for consideration

    Example 3:

    Manufacturing

    Trend

    New Customer

    New Market

    New Business or

    Operating Model

    New Service Offering

    What trend(s) pose a significant impact on your business?

    New customer segments

    Enter or create new markets

    Adjust the business or operating model to capture change in how the business creates and delivers value

    Introduce new digital products, services, and experiences

    IT/OT convergence

    Value-added resellers

    New geographies

    Train quality-control algorithms and sell as a service to other manufacturers

    Quality control as a service

    Case Study: International Airport

    Persona Journey Map: International/Domestic Departure

    Persona: Super Traveler

    Name: Annie Smith

    Age: 35

    Occupation: Engineer, Global Consultant

    Journey Activity Name: Inspired to Travel

    Persona’s Goals

    What Am I Thinking?

    • I am planning on traveling to Copenhagen, Denmark for work.
    • It’s my first time and I need to gather information about the destination, accommodation, costs, departure information, bag weight, etc..

    Nature of Activity

    What Am I Doing?

    • Logging onto airline website
    • Confirming departure gates

    Type of Touchpoint

    • Airport rewards program
    • Airport Website
    • Online hotel eCommerce
    • Social media
    • Transportation services on mobile

    Key moments & pain points

    How Am I Feeling?

    • Frustrated because the airport website is difficult to navigate to get information
    • Annoyed because there is no FAQ online and I have to call; there’s a long wait to speak to someone.
    • Stress & uncertainty (cancellation, logistics, insurance, etc..)

    Metrics

    • Travel dates
    • Trip price & budget

    Opportunities

    • Tailored communication based on search history
    • Specific messaging (e.g., alerts for COVID-19, changes in events, etc.)
    • Interactive VR experience that guides customers through the airport as a navigator

    Related Info-Tech Research

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    Research Contributors and Experts

    Joanne Lee

    Joanne Lee

    Principal, Research Director, CIO Strategy

    Info-Tech Research Group

    Kim Osborne-Rodgriguez

    Kim Osborne-Rodgriguez

    Research Director, CIO Strategy

    Info-Tech Research Group

    Joanne is an executive with over 25 years of in digital technology and management consulting across both public and private entities from solution delivery to organizational redesign across Canada and globally.

    Prior to joining Info-Tech Research Group, Joanne was a management consultant within KPMG’s CIO management consulting services and the Western Canada Digital Health Practice lead. She has held several executive roles in the industry with the most recent position as Chief Program Officer for a large $450M EHR implementation. Her expertise spans cloud strategy, organizational design, data and analytics, governance, process redesign, transformation, and PPM. She is passionate about connecting people, concepts, and capital.

    Joanne holds a Master’s in Business and Health Policy from the University of Toronto and a Bachelor of Science (Nursing) from the University of British Columbia.

    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 to digital transformation, with a track record of supporting successful implementations.

    Kim holds a Bachelor’s degree in Mechatronics Engineering from University of Waterloo.

    Research Contributors and Experts

    Jack Hakimian

    Jack Hakimian

    Vice President, Research

    Info-Tech Research Group

    Charl Lombard.

    Charl Lombard

    President, Digital Transformation Consulting

    Info-Tech Research Group

    Jack has more than 25 years of technology and management consulting experience. He has served multi-billion dollar organizations in multiple industries including Financial Services and Telecommunications. Jack also served a number of large public sector institutions.

    Prior to joining the Info-Tech Research Group, he worked for leading consulting players such as Accenture, Deloitte, EY, and IBM.

    Jack led digital business strategy engagements as well as corporate strategy and M&A advisory services for clients across North America, Europe, the Middle East, and Africa. He is a seasoned technology consultant who has developed IT strategies and technology roadmaps, led large business transformations, established data governance programs, and managed the deployment of mission-critical CRM and ERP applications.

    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.

    Charl has more than 20 years of professional services experience, “majoring” in digital transformation and strategic topics. He has led multiple successful Digital Transformation programs across a range of industries like Information technology, hospitality, Advanced Industries, High Tech, Entertainment, Travel and Transport, Insurance & Financial Services, Metals & Mining, Electric Power, Renewable Energy, Telecoms, Manufacturing) across different geographics (i.e., North America, EU, Africa) in both private and public sectors.

    Prior to joining Info-Tech Research Group, Charl was the Vice President of Global Product Management and Strategy (Saber Hospitality Solution), Associate President, McKinsey Transformation Practice, e-Business Practice for PwC, and tech start-up founder and investor.

    Charl is a frequent speaker at innovation and digital transformation conferences and holds an MBA from the University of Cape Town Graduate School of Business, and a bachelor’s degree from the University of Pretoria, South Africa.

    Research Contributors and Experts

    Mike Tweedie

    Mike Tweedie

    Practice Lead, CIO Strategy

    Info-Tech Research Group

    Michael Alemany

    Michael Alemany

    Vice President, Digital Transformation Consulting

    Info-Tech Research Group

    Mike Tweedie brings over 25 years of experience 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.

    Michael is a leader in Info-Tech’s digital transformation consulting practice. He brings over 10 years of experience working with companies across a range of industries. His work experience includes ~4.5 years at McKinsey & Company where he led large-scale transformations for fortune 500 companies. Prior to joining Info-Tech, he worked for Sabre Corp., an SaaS platform provider for the travel and hospitality sector, leading Product Strategy & Operations. Michael holds an MBA from the Tuck School of Business at Dartmouth and a B.S in Business Strategy from Brigham Young University.

    Research Contributors and Experts

    Duane Cooney

    Duane Cooney

    Executive Counselor, Healthcare

    Info-Tech Research Group

    Denis Goulet

    Denis Goulet

    Senior Workshop Director

    Info-Tech Research Group

    Duane brings over 30 years of experiences a healthcare IT leader with a passion for the transformation of people, processes, and technology. He has led large-scale health technology transformation and operations across the enterprise. Before joining Info-Tech, Duane served as the Deputy CIO, Senior Information Technology Director, and Enterprise Architect for both public not-for-profit and private sectors. He has a Bachelors in Computer Science and is a graduate of EDS Operations. He holds certifications in EHR, LEAN/Agile, ITIL, and PMP.

    Denis is an IAF Certified Professional Facilitator who has helped organizations and technology executives develop IT strategies for small to large global enterprises. He firmly believes in a collaborative value-driven approach. Prior to joining Info-Tech Research Group, Denis held several industry positions as CIO, Chief Administrative Office (City Manager), General Manager, and Vice President of Engineering. Denis holds an MBA from Queen’s University and a Diploma in Technology Engineering and Executive Municipal Management.

    Jay Cappis.

    Jay Cappis

    Executive Advisor, Real-Estate

    Info-Tech Research Group

    Christine Brick.

    Christine Brick

    Executive Advisor, Financial Services
    Info-Tech Research Group

    Jay brings over 30 years of experience in management and technology across small and medium enterprises to large global enterprises including Exxon and Xerox. His cross-industry experience includes professional services, commercial real estate, oil and gas, digital start-ups, insurance, and aerospace. Jay has led business process improvements and change management and has expertise in software development lifecycle management and DevOps practices.

    Christine brings over 20 years in IT transformation across DevOps, infrastructure, operations, supply chain, IT Strategy, modernization, cost optimization, data management, and operational risk. She brings expertise in business transformation, mergers and acquisitions, vendor selection, and contract management.

    Bibliography

    Bhatia, AD. “Transforming through disruptions: A conversation with Dan Antonelli. Transformation Insights.” McKinsey & Company. January 31, 2022. Web
    Bertoletti, Antonella and Peter Eeles. “Use an IT Maturity Model.” IBM Garage Methodology. Web. accessed May 30, 2022.
    Catlin, Tanguy, Jay Scanlan, and Paul Willmott. “Raising your Digital Quotient.” McKinsey Quarterly. June 1, 2015. Article
    Custers, Heidi. “Digital Blueprint. Reference Architecture. Deloitte Digital.Accessed May 15, 2022.
    Coundouris, Anthony. “Reviewed: The Top 5 Digital Transformation Frameworks in 2020.” Run-frictionless Blog. Accessed May 15, 2022. Web.
    Daub, Matthias and Anna Wiesinger. “Acquiring the Capabilities you need to go digital.” Business Technology Office – McKinsey and Company. March 2015. Web.
    De La Boutetiere, Alberto Montagner and Angelika Reich. “Unlocking success in digital transformations.” McKinsey and Company. October 2018. Web.
    “Design Thinking Defined.” IDEO.com. November 21, 2022. Web.
    Dorner, Karle and David Edelman. “What ‘Digital’ really means.” McKinsey Digital. July 2015. Web
    “Everything Changed. Or Did it? Harvey Nash KPMG CIO Survey 2020.” KPMG, 2020
    Kane, Gerald C., Doug Palmer, Ahn Nguyen Phillips, David Kiron, Natasha Buckley. “Aligning the organization for its digital future.” Findings from the 2016 Digital Business Global Executive Study and Research Project. MIT Sloan Management Review. July 26, 2016. Web
    LaBerge, Laura, et al. “How COVID-19 has pushed companies over the technology tipping point—and transformed business forever.” McKinsey, 5 Oct. 2020. Accessed 14 June 2021
    Mindtools Content Team. “Cause and Effect Analysis.” Mindtools.com. November 21, 2022. Web.
    “Strategic Foresight.” OECD.org. November 21, 2022, Web
    Sall, Sherman, Dan Lichtenfeld. “The Digital ME Method. Turning digital opportunities into customer engagement and business growth.” Sygnific. 2017. Web.
    Scoblic, J. Peter. “Learning from the Future. How to make robust strategy in times of deep uncertainty.” Harvard Business Review, August 2020.
    Silva, Bernardo and Schoenwaelder, Tom. ‘Why Good Strategies fail. Addressing the three critical strategic tensions.” Deloitte Monitor Group. 2019.

    Develop an IT Asset Management Strategy

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    You have a mandate to create an accurate and actionable database of the IT assets in your environment, but:

    • The data you have is often incomplete or wrong.
    • Processes are broken or non-existent.
    • Your tools aren’t up to the task of tracking ever more hardware, software, and relevant metadata.
    • The role of stakeholders outside the core ITAM team isn’t well defined or understood.

    Our Advice

    Critical Insight

    ITAM is a foundational IT service that provides accurate, accessible, actionable data on IT assets. But there’s no value in data for data’s sake. Enable collaboration between IT asset managers, business leaders, and IT leaders to develop an ITAM strategy that maximizes the value they can deliver as service providers.

    Impact and Result

    • Develop an approach and strategy for ITAM that is sustainable and aligned with your business priorities.
    • Clarify the structure for the ITAM program, including scope, responsibility and accountability, centralization vs. decentralization, outsourcing vs. insourcing, and more.
    • Create a practical roadmap to guide improvement.
    • Summarize your strategy and approach using Info-Tech’s templates for review with stakeholders.

    Develop an IT Asset Management Strategy Research & Tools

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

    1. Develop an IT Asset Management Strategy – A methodology to create a business-aligned, coherent, and durable approach to ITAM.

    This two-phase, step-by-step methodology will guide you through the activities to build a business-aligned, coherent, and durable approach to ITAM. Review the executive brief at the start of the slide deck for an overview of the methodology and the value it can provide to your organization.

    • Develop an IT Asset Management Strategy – Phases 1-2

    2. ITAM Strategy Template – A presentation-ready repository for the work done as you define your ITAM approach.

    Use this template to document your IT asset management strategy and approach.

    • ITAM Strategy Template

    3. IT Asset Estimations Tracker – A rough-and-ready inventory exercise to help you evaluate the work ahead of you.

    Use this tool to estimate key data points related to your IT asset estate, as well as your confidence in your estimates.

    • IT Asset Estimations Tracker

    Infographic

    Workshop: Develop an IT Asset Management 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 ITAM Priorities & Goals, Maturity, Metrics and KPIs

    The Purpose

    Align key stakeholders to the potential strategic value of the IT asset management practice.

    Ensure the ITAM practice is focused on business-aligned goals.

    Key Benefits Achieved

    Define a business-aligned direction and expected outcomes for your ITAM program.

    Activities

    1.1 Brainstorm ITAM opportunities and challenges.

    1.2 Conduct an executive alignment working session.

    1.3 Set ITAM priorities, goals and tactics.

    1.4 Identify target and current state ITAM maturity.

    Outputs

    ITAM opportunities and challenges

    Align executive priorities with ITAM opportunities.

    ITAM metrics and KPIs

    ITAM maturity

    2 Identify Your Approach to Support ITAM Priorities and Goals

    The Purpose

    Translate goals into specific and coherent actions to enable your ITAM practice to deliver business value.

    Key Benefits Achieved

    A business-aligned approach to ITAM, encompassing scope, structure, tools, audits, budgets, documentation and more.

    A high-level roadmap to achieve your vision for the ITAM practice.

    Activities

    2.1 Define ITAM scope.

    2.2 Acquire ITAM services (outsourcing and contracting).

    2.3 Centralize or decentralize ITAM capabilities.

    2.4 Create a RACI for the ITAM practice.

    2.5 Align ITAM with other service management practices.

    2.6 Evaluate ITAM tools and integrations.

    2.7 Create a plan for internal and external audits.

    2.8 Improve your budget processes.

    2.9 Establish a documentation framework.

    2.10 Create a roadmap and communication plan.

    Outputs

    Your ITAM approach

    ITAM roadmap and communication plan

    Further reading

    Develop an IT Asset Management Strategy

    Define your business-aligned approach to ITAM.

    Table of Contents

    4 Analyst Perspective

    5 Executive Summary

    17 Phase 1: Establish Business-Aligned ITAM Goals and Priorities

    59 Phase 2: Support ITAM Goals and Priorities

    116 Bibliography

    Develop an IT Asset Management Strategy

    Define your business-aligned approach to ITAM.

    EXECUTIVE BRIEF

    Analyst Perspective

    Track hardware and software. Seems easy, right?

    It’s often taken for granted that IT can easily and accurately provide definitive answers to questions like “how many laptops do we have at Site 1?” or “do we have the right number of SQL licenses?” or “how much do we need to budget for device replacements next year?” After all, don’t we know what we have?

    IT can’t easily provide these answers because to do so you must track hardware and software throughout its lifecycle – which is not easy. And unfortunately, you often need to respond to these questions on very short notice because of an audit or to support a budgeting exercise.

    IT Asset Management (ITAM) is the solution. It’s not a new solution – the discipline has been around for decades. But the key to success is to deploy the practice in a way that is sustainable, right-sized, and maximizes value.

    Use our practical methodology to develop and document your approach to ITAM that is aligned with the goals of your organization.

    Photo of Andrew Sharp, Research Director, Infrastructure & Operations Practice, Info-Tech Research Group.

    Andrew Sharp
    Research Director
    Infrastructure & Operations Practice
    Info-Tech Research Group

    Realize the value of asset management

    Cost optimization, application rationalization and reduction of technical debt are all considered valuable to right-size spending and improve service outcomes. Without access to accurate data, these activities require significant investments of time and effort, starting with creation of point-in-time inventories, which lengthens the timeline to reaching project value and may still not be accurate.

    Cost optimization and reduction of technical debt should be part of your culture and technical roadmap rather than one-off projects. Why? Access to accurate information enables the organization to quickly make decisions and pivot plans as needed. Through asset management, ongoing harvest and redeployment of assets improves utilization-to-spend ratios. We would never see any organization saying, “We’ve closed our year end books, let’s fire the accountants,” but often see this valuable service relegated to the back burner. Similar to the philosophy that “the best time to plant a tree is 20 years ago and the next best time is now,” the sooner you can start to collect, validate, and analyze data, the sooner you will find value in it.

    Photo of Sandi Conrad, Principal Research Director, Infrastructure & Operations Practice, Info-Tech Research Group.

    Sandi Conrad
    Principal Research Director
    Infrastructure & Operations Practice
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    You have a mandate to create an accurate and actionable database of the IT assets in your environment, but:

    • The data you have is often incomplete or wrong.
    • Processes are broken or non-existent.
    • Your tools aren’t up to the task of tracking ever more hardware, software, and relevant metadata.
    • The role of stakeholders outside the core ITAM team isn’t well defined or understood.
    Common Obstacles

    It is challenging to make needed changes because:

    • There’s cultural resistance to asset tracking, it’s seen as busywork that doesn’t clearly create value.
    • Decentralized IT teams aren’t generating the data required to track hardware and licenses.
    • ITAM can’t direct needed tool improvements because the admins don’t report to ITAM.
    • It’s hard to find time to improve processes given the day-to-day demands on your time.
    Info-Tech’s Approach
    • Develop an approach and strategy for ITAM that is sustainable and aligned with your business priorities.
    • Clarify the structure for the ITAM program, including scope, responsibility and accountability, centralization vs. decentralization, outsourcing vs. insourcing, and more.
    • Create a practical roadmap to guide improvement.
    • Summarize your strategy and approach using Info-Tech’s templates for review with stakeholders.

    Info-Tech Insight

    ITAM is a foundational IT service that provides accurate, accessible, actionable data on IT assets. But there’s no value in data for data’s sake. Enable collaboration between IT asset managers, business leaders, and IT leaders to develop an ITAM strategy that maximizes the value they can deliver as service providers.

    Unlock business value with IT asset management

    • IT asset management (ITAM) is the practice of maintaining accurate, accessible, and actionable data on the assets within the organization’s IT estate. Each IT asset will have a record that tracks it across its lifecycle from purchase to disposal.
    • ITAM’s value is realized through other processes and practice areas that can leverage ITAM data to manage risk, improve IT services, and control costs.
    • Develop an approach to ITAM that maximizes the value delivered to the business and IT. ITAM succeeds when its partners succeed at delivering business value, and it fails when it doesn’t show value to those partners.

    This blueprint will help you develop your approach for the management of IT hardware and software, including cloud services. Leverage other Info-Tech methodologies to dive directly into developing hardware asset management procedures, software asset management procedures, or to implement configuration management best practices.

    Info-Tech Members report significant savings from implementing our hardware and software asset management frameworks. In order to maximize value from the process-focused methodologies below, develop your ITAM strategy first.

    Implement Hardware Asset Management (Based on Info-Tech Measured Value Surveys results from clients working through these blueprints, as of February 2022.)

    9.6/10

    $23k

    32

    Overall Impact Average $ Saved Average Days Saved
    Implement Software Asset Management (Based on Info-Tech Measured Value Surveys results from clients working through these blueprints, as of February 2022.)

    9.0/10

    $12k

    5

    Overall Impact Average $ Saved Average Days Saved

    ITAM provides both early and ongoing value

    ITAM isn’t one-and-done. Properly supported, your ITAM practice will deliver up-front value that will help demonstrate the value ongoing ITAM can offer through the maintenance of an accurate, accessible, and actionable ITAM database.

    Example: Software Savings from ITAM



    This chart shows the money saved between the first quote and the final price for software and maintenance by a five-person ITAM team. Over a year and a half, they saved their organization a total of $7.5 million from a first quote total of $21 million over that period.

    This is a perfect example of the direct value that ITAM can provide on an ongoing basis to the organization, when properly supported and integrated with IT and the business.

    Examples of up-front value delivered in the first year of the ITAM practice:

    • Save money by reviewing and renegotiating critical, high-spend, and undermanaged software and service contracts.
    • Redeploy or dispose of clearly unused hardware and software.
    • Develop and enforce standards for basic hardware and software.
    • Improve ITAM data quality and build trust in the results.

    Examples of long-term value from ongoing governance, management, and operational ITAM activities:

    • Optimize spend: Reallocate unused hardware and software, end unneeded service agreements, and manage renewals and audits.
    • Reduce risk: Provide comprehensive asset data for security controls development and incident management; manage equipment disposal.
    • Improve IT service: Support incident, problem, request, and change management with ITAM data. Develop new solutions with an understanding of what you have already.

    Common obstacles

    The rulebook is available, but hard to follow
    • ITAM takes a village, but stakeholders aren’t aware of their role. ITAM processes rely on technicians to update asset records, vendors to supply asset data, administrators to manage tools, leadership to provide direction and support, and more.
    • Constant change in the IT and business environment undermines the accuracy of ITAM records (e.g. licensing and contract changes, technology changes that break discovery tools, personnel and organizational changes).
    • Improvement efforts are overwhelmed by day-to-day activities. One study found that 83% of SAM teams’ time is consumed by audit-related activities. (Flexera State of ITAM Report 2022) A lack of improvement becomes a vicious cycle when stakeholders who don’t see the value of ITAM decline to dedicate resources for improvement.
    • Stakeholders expect ITAM tools to be a cure-all, but even at their best, they can’t provide needed answers without some level of configuration, manual input, and supervision.
    • There’s often a struggle to connect ITAM to value. For example, respondents to Info-Tech’s Management & Governance Diagnostic consistently rank ITAM as less important than other processes that ITAM directly supports (e.g. budget management and budget optimization). (Info-Tech MGD Diagnostic (n=972 unique organizations))
    ITAM is a mature discipline with well-established standards, certifications, and tools, but we still struggle with it.
    • Only 28% of SAM teams track IaaS and PaaS spend, and only 35% of SAM teams track SaaS usage.
    • Increasing SAM maturity is a challenge for 76% of organizations.
    • 10% of organizations surveyed have spent more than $5 million in the last three years in audit penalties and true-ups.
    • Half of all of organizations lack a viable SAM tool.
    • Seventy percent of SAM teams have a shortfall of qualified resources.
    • (Flexera State of ITAM Report 2022)

    Info-Tech's IT Asset Management Framework (ITAM)

    Adopt, manage, and mature activities to enable business value thorugh actionable, accessible, and accurate ITAM data

    Logo for Info-Tech Research Group. Enable Business Value Logo for #iTRG.
    Business-Aligned Spend
    Optimization and Transparency
    Facilitate IT Services
    and Products
    Actionable, Accessible,
    and Accurate Data
    Context-Aware Risk Management
    and Security Controls

    Plan & Govern

    Business Goals, Risks, and Structure
    • ITAM Goals & Priorities
    • Roles, Accountability, Responsibilities
    • Scope
    Ongoing Management Commitment
    • Resourcing & Funding
    • Policies & Enforcement
    • Continuous Improvement
    Culture
    • ITAM Education, Awareness & Training
    • Organizational Change Management
    Section title 'Operate' with a cycle surrounding key components of Operate: 'Data Collection & Validation', 'Tool Administration', 'License Management', and 'Lease Management'. The cycle consists of 'Request', 'Procure', 'Receive', 'Deploy', 'Manage', 'Retire & Dispose', and back to 'Request'.

    Build & Manage

    Tools & Data
    • ITAM Tool Selection & Deployment
    • Configuration Management Synchronization
    • IT Service Management Integration
    Process
    • Process Management
    • Data & Process Audits
    • Document Management
    People, Policies, and Providers
    • Stakeholder Management
    • Technology Standardization
    • Vendor & Contract Management

    Info-Tech Insight

    ITAM is a foundational IT service that provides actionable, accessible, and accurate data on IT assets. But there's no value in data for data's sake. Use this methodology to enable collaboration between ITAM, the business, and IT to develop an approach to ITAM that maximizes the value the ITAM team can deliver as service providers.

    Key deliverable

    IT asset management requires ongoing practice – you can’t just implement it and walk away.

    Our methodology will help you build a business-aligned strategy and approach for your ITAM practice with the following outputs:

    • Business-aligned ITAM priorities, opportunities, and goals.
    • Current and target state ITAM maturity.
    • Metrics and KPIs.
    • Roles, responsibilities, and accountability.
    • Insourcing, outsourcing, and (de)centralization.
    • Tools and technology.
    • A documentation framework.
    • Initiatives, a roadmap, and a communication plan.
    Each step of this blueprint is designed to help you create your IT asset management strategy:
    Sample of Info-Tech's key deliverable 'IT Asset Management' blueprint.

    Info-Tech’s methodology to develop an IT asset management strategy

    1. Establish business-aligned ITAM goals and priorities 2. Identify your approach to support ITAM priorities and goals
    Phase Steps
    • 1.1 Define ITAM and brainstorm opportunities and challenges.
    • Executive Alignment Working Session:
    • 1.2 Review organizational priorities, strategy, and key initiatives.
    • 1.3 Align executive priorities with ITAM opportunities and priorities.
    • 1.4 Identify business-aligned ITAM goals and target maturity.
    • 1.5 Write mission and vision statements.
    • 1.6 Define ITAM metrics and KPIs.
    • 2.1 Define ITAM scope.
    • 2.2 Acquire ITAM services (outsourcing and contracting).
    • 2.3 Centralize or decentralize ITAM capabilities.
    • 2.4 Create a RACI for the ITAM practice.
    • 2.5 Align ITAM with other service management practices.
    • 2.6 Evaluate ITAM tools and integrations.
    • 2.7 Create a plan for internal and external audits.
    • 2.8 Improve your budget processes.
    • 2.9 Establish a documentation framework.
    • 2.10 Create a roadmap and communication plan.
    Phase Outcomes Defined, business-aligned goals and priorities for ITAM. Establish an approach to achieving ITAM goals and priorities including scope, structure, tools, service management integrations, documentation, and more.
    Project Outcomes Develop an approach and strategy for ITAM that is sustainable and aligned with your business priorities.

    Insight Summary

    There’s no value in data for data’s sake

    ITAM is a foundational IT service that provides accurate, accessible, actionable data on IT assets. Enable collaboration between IT asset managers, business leaders, and IT leaders to develop an approach to ITAM that maximizes the value they can deliver as service providers.

    Service provider to a service provider

    ITAM is often viewed (when it’s viewed at all) as a low-value administrative task that doesn’t directly drive business value. This can make it challenging to build a case for funding and resources.

    Your ITAM strategy is a critical component to help you define how ITAM can best deliver value to your organization, and to stop creating data for the sake of data or just to fight the next fire.

    Collaboration over order-taking

    To align ITAM practices to deliver organizational value, you need a very clear understanding of the organization’s goals – both in the moment and as they change over time.

    Ensure your ITAM team has clear line of sight to business strategy, objectives, and decision-makers, so you can continue to deliver value as priorities change

    Embrace dotted lines

    ITAM teams rely heavily on staff, systems, and data beyond their direct area of control. Identify how you will influence key stakeholders, including technicians, administrators, and business partners.

    Help them understand how ITAM success relies on their support, and highlight how their contributions have created organizational value to encourage ongoing support.

    Project benefits

    Benefits for IT
    • Set a foundation and direction for an ITAM practice that will allow IT to manage risk, optimize spend, and enhance services in line with business requirements.
    • Establish accountability and responsibility for essential ITAM activities. Decide where to centralize or decentralize accountability and authority. Identify where outsourcing could add value.
    • Create a roadmap with concrete, practical next steps to develop an effective, right-sized ITAM practice.
    Stock image of a trophy. Benefits for the business
    • Plan and control technology spend with confidence based on trustworthy ITAM data.
    • Enhance IT’s ability to rapidly and effectively support new priorities and launch new projects. Effective ITAM can support more streamlined procurement, deployment, and management of assets.
    • Implement security controls that reflect your total technology footprint. Reduce the risk that a forgotten device or unmanaged software turns your organization into the next Colonial Pipeline.

    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 around 12 calls over the course of 6 months.

    What does a typical GI on this topic look like?

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

    Call #2: Review business priorities.

    Call #3: Identify ITAM goals & target maturity.

    Call #4: Identify metrics and KPIs. Call #5: Define ITAM scope.

    Call #6: Acquire ITAM services.

    Call #7: ITAM structure and RACI.

    Call #8: ITAM and service management.

    Tools and integrations.

    Call #10: Internal and external audits.

    Call #11: Budgets & documentation

    Call #12: Roadmap, comms plan. Wrap-up.

    Phase 1 Phase 2

    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
    Identify ITAM priorities & goals, maturity, metrics and KPIs
    Identify your approach to support ITAM priorities and goals
    Next Steps and wrap-Up (offsite)
    Activities

    1.1 Define ITAM.

    1.2 Brainstorm ITAM opportunities and challenges.

    Conduct an executive alignment working session:

    1.3 Review organizational priorities, strategy, and key initiatives.

    1.4 Align executive priorities with ITAM opportunities.

    1.5 Set ITAM priorities.

    2.1 Translate opportunities into ITAM goals and tactics.

    2.2 Identify target and current state ITAM maturity.

    2.3 Create mission and vision statements.

    2.4 Identify key ITAM metrics and KPIs.

    3.1 Define ITAM scope.

    3.2 Acquire ITAM services (outsourcing and contracting)

    3.3 Centralize or decentralize ITAM capabilities.

    3.4 Create a RACI for the ITAM practice.

    3.5 Align ITAM with other service management practices.

    3.6 Evaluate ITAM tools and integrations.

    4.1 Create a plan for internal and external audits.

    4.2 Improve your budget processes.

    4.3 Establish a documentation framework and identify documentation gaps.

    4.4 Create a roadmap and 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. ITAM opportunities and challenges.
    2. Align executive priorities with ITAM opportunities.
    3. Set ITAM priorities.
    1. ITAM goals and tactics.
    2. Current and target ITAM maturity.
    3. Mission and vision statements.
    4. ITAM metrics and KPIs.
    1. Decisions that will shape your ITAM approach, including:
      1. What’s in scope (hardware, software, and cloud services).
      2. Where to centralize, decentralize, or outsource ITAM activities.
      3. Accountability, responsibility, and structure for ITAM activities.
      4. Service management alignment, tooling gaps, audit plans, budget processes, and required documentation.
    2. A roadmap and communication plan.
    1. Your completed ITAM strategy template.
    Develop an IT Asset Management Strategy

    Phase 1:

    Establish business-aligned ITAM goals and priorities

    Phase 1

    1.1 Define ITAM and brainstorm opportunities and challenges.

    Executive Alignment Working Session:

    1.2 Review organizational priorities, strategy, and key initiatives.

    1.3 Align executive priorities with ITAM opportunities & priorities.

    1.4 Identify business-aligned ITAM goals and target maturity.

    1.5 Write mission and vision statements.

    1.6 Define ITAM metrics and KPIs.

    Phase 2

    2.1 Define ITAM scope.

    2.2 Acquire ITAM services (outsourcing and contracting).

    2.3 Centralize or decentralize ITAM capabilities.

    2.4 Create a RACI for the ITAM practice.

    2.5 Align ITAM with other service management practices.

    2.6 Evaluate ITAM tools and integrations.

    2.7 Create a plan for internal and external audits.

    2.8 Improve your budget processes.

    2.9 Establish a documentation framework.

    2.10 Create a roadmap and communication plan.

    Phase Outcomes:

    Defined, business-aligned goals, priorities, and KPIs for ITAM. A concise vision and mission statement. The direction you need to establish a practical, right-sized, effective approach to ITAM for your organization.

    Before you get started

    Set yourself up for success with these three steps:
    • This methodology and the related slides are intended to be executed via intensive, collaborative working sessions using the rest of this slide deck.
    • Ensure the working sessions are a success by working through these steps before you start work on your IT asset management strategy.

    1. Identify participants

    Review recommended roles and identify who should participate in the development of your ITAM strategy.

    2. Estimate assets managed today

    Work through an initial assessment to establish ease of access to ITAM data and your level of trust in the data available to you.

    3. Create a working folder

    Create a repository to house your notes and any work in progress, including your copy of the ITAM Strategy Template.

    0.1 Identify participants

    30 minutes

    Output: List of key roles for the strategy exercises outlined in this methodology

    Participants: Project sponsor, Lead facilitator, ITAM manager and SMEs

    This methodology relies on having the right stakeholders in the room to identify ITAM goals, challenges, roles, structure, and more. On each activity slide in this deck, you’ll see an outline of the recommended participants. Use the table below to translate the recommended roles into specific people in your organization. Note that some people may fill multiple roles.

    Role Expectations People
    Project Sponsor Accountable for the overall success of the methodology. Ideally, participates in all exercises in this methodology. May be the asset manager or whoever they report to. Jake Long
    Lead Facilitator Leads, schedules, and manages all working sessions. Guides discussions and ensures activity outputs are completed. Owns and understands the methodology. Has a working knowledge of ITAM. Robert Loblaw
    Asset Manager(s) SME for the ITAM practice. Provides strategic direction to mature ITAM practices in line with organizational goals. Supports the facilitator. Eve Maldonado
    ITAM Team Hands-on ITAM professionals and SMEs. Includes the asset manager. Provide input on tactical ITAM opportunities and challenges. Bruce Wayne, Clark Kent
    IT Leaders & Managers Leaders of key stakeholder groups from across the IT department – the CIO and direct reports. Provide input on what IT needs from ITAM, and the role their teams should play in ITAM activities. May include delegates, particularly those familiar with day-to-day processes relevant to a particular discussion or exercise. Marcelina Hardy, Edmund Broughton
    ITAM Business Partners Non-IT business stakeholders for ITAM. This could include procurement, vendor management, accounting, and others. Zhang Jin, Effie Lamont
    Business Executives Organizational leaders and executives (CFO, COO, CEO, and others) or their delegates. Will participate in a mini-workshop to identify organizational goals and initiatives that can present opportunities for the ITAM practice. Jermaine Mandar, Miranda Kosuth

    0.2 Estimate asset numbers

    1 hour

    Output: Estimates of quantity and spend related to IT assets, Confidence/margin of error on estimates

    Participants: IT asset manager, ITAM team

    What do you know about your current IT environment, and how confident are you in that knowledge?

    This exercise will help you evaluate the size of the challenge ahead in terms of the raw number of assets in your environment, the spend on those assets, and the level of trust your organization has in the ITAM data.

    It is also a baseline snapshot your ability to relay key ITAM metrics quickly and confidently, so you can measure progress (in terms of greater confidence) over time.

    1. Download the estimation tracker below. Add any additional line items that are particularly important to the organization.
    2. Time-box this exercise to an hour. Use your own knowledge and existing data repositories to identify count/spend for each line item, then add a margin of error to your guess. Larger margins of error on larger counts will typically indicate larger risks.
    3. Track any assumptions, data sources used, or SMEs consulted in the comments.

    Download the IT Asset Estimation Tracker

    “Any time there is doubt about the data and it doesn’t get explained or fixed, then a new spreadsheet is born. Data validation and maintenance is critical to avoid the hidden costs of having bad data”

    Allison Kinnaird,
    Operations Practice Lead,
    Info-Tech Research Group

    0.3 Create a working folder

    15 minutes

    Output: A repository for templates and work in progress

    Participants: Lead facilitator

    Create a central repository for collaboration – it seems like an obvious step, but it’s one that gets forgotten about
    1. Download a copy of the ITAM Strategy Template.
      1. This will be the repository for all the work you do in the activities listed in this blueprint; take a moment to read it through and familiarize yourself with the contents.
    2. House the template in a shared repository that can house other related work in progress. Share this folder with participants so they can check in on your progress.
    3. You’ll see this callout box: Add your results to your copy of the ITAM Strategy Template as you work through activities in this blueprint. Copy the output to the appropriate slide in the ITAM Strategy Template.
    Stock image of a computer screen with a tiny person putting likes on things.

    Collect action items as you go

    Don’t wait until the end to write down your good ideas.
    • The last exercise in this methodology is to gather everything you’ve learned and build a roadmap to improve the ITAM practice.
    • The output of the exercises will inform the roadmap, as they will highlight areas with opportunities for improvement.
    • Write them down as you work through the exercises, or you risk forgetting valuable ideas.
    • Keep an “idea space” – a whiteboard with sticky notes or a shared document – to which any of your participants can post an idea for improvement and that you can review and consolidate later.
    • Encourage participants to add their ideas at any time during the exercises.
    Pad of sticky notes, the top of which reads 'Good ideas go here!'

    Step 1.1: Brainstorm ITAM opportunities and challenges

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • ITAM business partners

    Outcomes

    • Rally the working group around a collection of ideas that, when taken together, create a vision for the future ITAM practice.
    • Identify your organization’s current ITAM challenges.

    “ITAM is a cultural shift more than a technology shift.” (Rory Canavan, SAM Charter)

    What is an IT Asset?

    Any piece of technology can be considered an asset, but it doesn’t mean you need to track everything. Image of three people building a computer from the inside.
    Icon of a power button.

    According to the ISO 19770 standard on ITAM, an IT Asset is “[an] item, thing, or entity that can be used to acquire, process, store and distribute digital information and has potential or actual value to an organization.”
    These are all things that IT is expected to support and manage, or that have the potential to directly impact services that IT supports and manages.

    Icon of a half-full battery.

    IT assets are distinct from capital assets. Some IT assets will also be capital assets, but not all will be. And not all capital assets are IT assets, either.

    Icon of a microphone.

    IT assets are typically tracked by IT, not by finance or accounting.
    IT needs more from their IT asset tracking system than the typical finance department can deliver.
    This can include end-user devices, software, IT infrastructure, cloud-based resources, third-party managed IT services, Internet-of-Things devices, embedded electronics, SCADA equipment, “smart” devices, and more.

    Icon of a fingerprint.

    It’s important to track IT assets in a way that enables IT to deliver value to the business – and an important part of this is understanding what not to track. This list should be aligned to the needs of your organization.

    What is IT asset management?

    • IT asset management is the practice of maintaining accurate, accessible, and actionable data on IT hardware, software, and cloud assets from procurement to disposal.
    • Trustworthy data maintained by an IT asset management practice will help your business meet its goals by managing risk, controlling costs, and enabling IT services and products.
    • ITAM tends to focus on the asset itself – its technical, financial, contractual, lifecycle, and ownership attributes – rather than its interactions or connections to other IT assets, which tends to be part of configuration management.

    What IT Asset Management is NOT:

    Configuration Management: Configuration management databases (CMDBs) often draw from the same data pool as ITAM (many configuration items are assets, and vice versa), but they focus on the interaction, interconnection, and interoperation of configuration items within the IT estate.

    In practice, many configuration items will be IT assets (or parts of assets) and vice versa. Configuration and asset teams should work closely together as they develop different but complementary views of the IT environment. Use Info-Tech’s methodology to harness configuration management superpowers.

    Organizational Data Management: Leverage a different Info-Tech methodology to develop a digital and data asset management program within Info-Tech’s DAM framework.

    “Asset management’s job is not to save the organization money, it’s not to push back on software audits.

    It’s to keep the asset database as up-to-date and as trustworthy as possible. That’s it.” (Jeremy Boerger, Consultant & Author)

    “You can’t make any real decisions on CMDB data that’s only 60% accurate.

    You start extrapolating that out, you’re going to get into big problems.” (Mike Austin, Founder & CEO, MetrixData 360)

    What is an ITAM strategy?

    Our strategy document will outline a coherent, sustainable, business-aligned approach to ITAM.

    No single approach to ITAM fits all organizations. Nor will the same approach fit the same organization at different times. A world-leading research university, a state government, and a global manufacturer all have very different goals and priorities that will be best supported by different approaches to ITAM.

    This methodology will walk you through these critical decisions that will define your approach to ITAM:

    • Business-aligned priorities, opportunities, and goals: What pressing opportunities and challenges do we face as an organization? What opportunities does this create that ITAM can seize?
    • Current and future state maturity, challenges: What is the state of the practice today? Where do we need to improve to meet our goals? What challenges stand in the way of improvement?
    • Responsibility, accountability, sourcing and (de)centralization: Who does what? Who is accountable? Where is there value to outsourcing? What authority will be centralized or decentralized?
    • Tools, policies, and procedures: What technology do we need? What’s our documentation framework?
    • Initiatives, KPIs, communication plan, and roadmap: What do we need to do, in what order, to build the ITAM practice to where we need it to be? How long do we expect this to take? How will we measure success?

    “A good strategy has coherence, coordinating actions, policies, and resources so as to accomplish an important end. Most organizations, most of the time, don’t have this.

    Instead, they have multiple goals and initiatives that symbolize progress, but no coherent approach to accomplish that progress other than ‘spend more and try harder.’” (Good Strategy, Bad Strategy, Richard Rumelt)

    Enable business value with IT asset management

    If you’ve never experienced a mature ITAM program before, it is almost certainly more rewarding than you’d expect once it’s functioning as intended.

    Each of the below activities can benefit from accessible, actionable, and accurate ITAM data.

    • Which of the activities, practices, and initiatives below have value to your organization?
    • Which could benefit most from ITAM data?
    Manage Risk: Effective ITAM practices provide data and processes that help mitigate the likelihood and impact of potentially damaging IT risks.

    ITAM supports the following practices that help manage organizational risk:

    • Security Controls Development
    • Security Incident Response
    • Security Audit Reports
    • Regulatory Compliance Reports
    • IT Risk Management
    • Technical Debt Management
    • M&A Due Diligence
    Optimize Spend: Asset data is essential to maintaining oversight of IT spend, ensuring that scarce resources are allocated where they can have the most impact.

    ITAM supports these activities that help optimize spend:

    • Vendor Management & Negotiations
    • IT Budget Management & Variance Analysis
    • Asset Utilization Analysis
    • FinOps & Cloud Spend Optimization
    • Showback & Chargeback
    • Software Audit Defense
    • Application Rationalization
    • Contract Consolidation
    • License and Device Reallocation
    Improve IT Services: Asset data can help inform solutions development and can be used by service teams to enhance and improve IT service practices.

    Use ITAM to facilitate these IT services and initiatives:

    • Solution and Enterprise Architecture
    • Service Level Management
    • Technology Procurement
    • Technology Refresh Projects
    • Incident & Problem Management
    • Request Management
    • Change Management
    • Green IT

    1.1 Brainstorm ideas to create a vision for the ITAM practice

    30 minutes

    Input: Stakeholders with a vision of what ITAM could provide, if resourced and funded adequately

    Output: A collection of ideas that, when taken together, create a vision for the future ITAM practice

    Materials: ITAM strategy template, Whiteboard or virtual whiteboard

    Participants: ITAM team, IT leaders and managers, ITAM business partners

    It can be easy to lose sight of long-term goals when you’re stuck in firefighting mode. Let’s get the working group into a forward-looking mindset with this exercise.

    Think about what ITAM could deliver with unlimited time, money, and technology.

    1. Provide three sticky notes to each participant.
    2. Add the headings to a whiteboard, or use a blank slide as a digital whiteboard
    3. On each sticky note, ask participants to outline a single idea as follows:
      1. We could: [idea]
      2. Which would help: [stakeholder]
      3. Because: [outcome]
    4. Ask participants to present their sticky notes and post them to the whiteboard. Ask later participants to group similar ideas together.

    As you hear your peers describe what they hope and expect to achieve with ITAM, a shared vision of what ITAM could be will start to emerge.

    1.1 Identify structural ITAM challenges

    30 minutes

    Input: The list of common challenges on the next slide, Your estimated visibility into IT assets from the previous exercise, The experience and knowledge of your participants

    Output: Identify current ITAM challenges

    Materials: Your working copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, ITAM business partners

    What’s standing in the way today of delivering the ITAM practices you want to achieve?

    Review the list of common challenges on the next slide as a group.

    1. Delete any challenges that don’t apply to your organization.
    2. Modify any challenges as required to reflect your organization.
    3. Add further challenges that aren’t on the list, as required.
    4. Highlight challenges that are particularly painful.

    Add your results to your copy of the ITAM Strategy Template

    “The problem – the reason why asset management initiatives keep falling on their face – is that people attack asset management as a problem to solve, instead of a practice and epistemological construct.” (Jeremy Boerger, Consultant & Author)

    1.1 Identify structural ITAM challenges

    Review and update the list of common challenges below to reflect your own organization.

    • Leadership and executives don’t understand the value of asset management and don’t fund or resource it.
    • Tools aren’t fit for purpose, don’t scale, or are broken.
    • There’s a cultural tendency to focus on tools over processes.
    • ITAM data is fragmented across multiple repositories.
    • ITAM data is widely viewed as untrustworthy.
    • Stakeholders respond to vendor audits before consulting ITAM, which leads to confusion and risks penalties.
    • No time for improvement; we’re always fighting fires.
    • We don’t audit our own ITAM data for accuracy.
    • End-user equipment is shared, re-assigned, or disposed without notifying or involving IT.
    • No dedicated resources.
    • Lack of clarity on roles and responsibilities.
    • Technicians don’t track assets consistently; ITAM is seen as administrative busywork.
    • Many ITAM tasks are manual and prone to error.
    • Inconsistent organizational policies and procedures.
    • We try to manage too many hardware types/software titles.
    • IT is not involved in the procurement process.
    • Request and procurement is seen as slow and excessively bureaucratic.
    • Hardware/software standards don’t exist or aren’t enforced.
    • Extensive rogue purchases/shadow IT are challenging to manage via ITAM tools and processes.
    What Else?

    Copy results to your copy of the ITAM Strategy Template

    Step 1.2: Review organizational priorities, strategy, initiatives

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • Business executives or their delegates

    Outcomes

    • Review organizational priorities and strategy.
    • Identify key initiatives.

    Enter the executives

    Deliver on leadership priorities

    • Your business’ major transformative projects and executive priorities might seem far removed from hardware and software tracking. Why would we start with business strategy and executive priorities as we’re setting goals for the ITAM program?
    • While business executives have (likely) no interest in how software and hardware is tracked, they are accountable for the outcomes ITAM can enable. They are the most likely to understand why and how ITAM can deliver value to the organization.
    • ITAM succeeds by enabling its stakeholders to achieve business outcomes. The next three activities are designed to help you identify how you can enable your stakeholders, and what outcomes are most important from their point of view. Specifically:
      • What are the business’ planned transformational initiatives?
      • What are your highest priority goals?
      • What should the priorities of the ITAM practice be?
    • The answers to these questions will shape your approach to ITAM. Direct input from your leadership and executives – or their delegates – will help ensure you’re setting a solid foundation for your ITAM practice.

    “What outcomes does the organization want from IT asset management? Often, senior managers have a clear vision for the organization and where IT needs to go, and the struggle is to communicate that down.” (Kylie Fowler, ITAM Intelligence)

    Stock image of many hands with different puzzle pieces.

    Executive Alignment Session Overview

    ITAM Strategy Working Sessions

    • Discover & Brainstorm
    • Executive Alignment Working Session
      • 1.2 Review organizational strategy, priorities, and key initiatives
      • 1.3 Align executive priorities with ITAM opportunities, set ITAM priorities
    • ITAM Practice Maturity, Vision & Mission, Metrics & KPIs
    • Scope, Outsourcing, (De)Centralization, RACI
    • Service Management Integration
    • ITAM Tools
    • Audits, Budgets, Documents
    • Roadmap & Comms Plan

    A note to the lead facilitator and project sponsor:
    Consider working through these exercises by yourself ahead of time. As you do so, you’ll develop your own ideas about where these discussions may go, which will help you guide the discussion and provide examples to participants.

    1.2 Review organizational strategy and priorities

    30 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The diagram in the next slide, and/or a whiteboard, Your copy of the ITAM Strategy Template

    Participants: Asset manager, IT leadership, Business executives or delegates

    Welcome your group to the working session and outline the next few exercises using the previous slide.

    Ask the most senior leader present to provide a summary of the following:

    1. What is the vision for the organization?
    2. What are our priorities and what must we absolutely get right?
    3. What do we expect the organization to look like in three years?

    The facilitator or a dedicated note-taker should record key points on a whiteboard or flipchart paper.

    1.2 Identify transformational initiatives

    30 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The diagram in the next slide, and/or a whiteboard, Your copy of the ITAM Strategy Template

    Participants: Asset manager, IT leadership, Business executives or delegates

    Ask the most senior leader present to provide a summary of the following: What transformative business and IT initiatives are planned? When will they begin and end?

    Using one box per initiative, draw the initiatives in a timeline like the one below.

    Sample timeline for ITAM initiatives.

    Add your results to your copy of the ITAM Strategy Template

    Step 1.3: Set business-aligned ITAM priorities

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • Business executives

    Outcomes

    • Connect executive priorities to ITAM opportunities.
    • Set business-aligned priorities for the ITAM practice.

    1.3 Align executive priorities with ITAM opportunities

    45 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The diagram in the next slide, and/or a whiteboard, Your copy of the ITAM Strategy Template

    Participants: Asset manager, IT leaders and managers, Business executives or delegates

    In this exercise, we’ll use the table on the next slide to identify the top priorities of key business and IT stakeholders and connect them to opportunities for the ITAM practice.

    1. Ask your leadership or executive delegates – what are their goals? What are they trying to accomplish? List roles and related goals in the table.
    2. Brainstorm opportunities for IT asset management to support listed goals:
      1. Can ITAM provide an enhanced level of service, access, or insight?
      2. Can ITAM address an existing issue or mitigate an existing risk?

    Add your results to your copy of the ITAM Strategy Template

    1.3 Align executive priorities with ITAM opportunities (example)

    ITAM is for the… Who wants to… Which presents these ITAM opportunities
    CEO Deliver transformative business initiatives Acquire the right tech at the right time to support transformational initiatives.
    Establish a data-driven culture of stewardship Improve data to increase IT spend transparency.
    COO Improve organizational efficiency Increase asset use.
    Consolidate major software contracts to drive discounts.
    CFO Accurately forecast spending Track and anticipate IT asset spending.
    Control spending Improve data to increase IT spend transparency.
    Consolidate major software contracts to drive discounts.
    CIO Demonstrate IT value Use data to tell a story about value delivered by IT assets.
    Govern IT use Improve data to increase IT spend transparency.
    CISO Manage IT security and compliance risks Identify abandoned or out-of-spec IT assets.
    Provide IT asset data to support controls development.
    Respond to security incidents Support security incident teams with IT asset data.
    Apps Leader Build, integrate, and support applications Identify opportunities to retire applications with redundant functionality.
    Connect applications to relevant licensing and support agreements.
    IT Infra Leader Build and support IT infrastructure. Provide input on opportunities to standardize hardware and software.
    Provide IT asset data to technicians supporting end users.

    1.3 Categorize ITAM opportunities

    10-15 minutes

    Input: The outputs from the previous exercise

    Output: Executive priorities, sorted into the three categories at the right

    Materials: The table in this slide, The outputs from the previous exercise

    Participants: Lead facilitator

    Give your participants a quick break. Quickly sort the identified ITAM opportunities into the three main categories below as best you can.

    We’ll use this table as context for the next exercise.

    Example: Optimize Spend Enhance IT Services Manage Risk
    ITAM Opportunities
    • Improve data to increase IT spend transparency.
    • Consolidate major software contracts to drive discounts.
    • Increase asset utilization.
    • Identify opportunities to retire applications with redundant functionality
    • Acquire the right tech at the right time to support transformational initiatives.
    • Provide IT asset data to technicians supporting end users.
    • Identify abandoned or out-of-spec IT assets.
    • Provide IT asset data to support controls development.
    • Support security incident teams with IT asset data.

    Add your results to your copy of the ITAM Strategy Template

    1.3 Set ITAM priorities

    30 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: Whiteboard, The template on the next slide, Your copy of the ITAM Strategy Template

    Participants: Asset manager, IT leaders and managers, Business executives or delegates

    The objective of this exercise is to prioritize the outcomes your organization wants to achieve from its ITAM practice, given the context from the previous exercises.

    Review the image below. The three points of the triangle are the three core goals of ITAM: Enhance IT Service, Manage Risk, and Optimize Spend. This exercise was first developed by Kylie Fowler of ITAM Intelligence. It is an essential exercise to understand ITAM priorities and the tradeoffs associated with those priorities. These priorities aren’t set in stone and should be revisited periodically as technology and business priorities change.

    Draw the diagram on the next slide on a whiteboard. Have the most senior leader in the room place the dot on the triangle – the closer it is to any one of the goals, the more important that goal is to the organization. Note: The center of the triangle is off limits! It’s very rarely possible to deliver on all three at once.
    Track notes on what’s being prioritized – and why – in the template on the next slide.
    Triangle with the points labelled 'Enhance IT Service', 'Manage Risk', and 'Optimize Spend'.

    Add your results to your copy of the ITAM Strategy Template

    1.3 Set ITAM Priorities

    The priorities of the ITAM practice are to:
    • Optimize Spend
    • Manage Risk
    Why?
    • We believe there is significant opportunity right now to rationalize spend by consolidating key software contracts.
    • Major acquisitions are anticipated in the near future. Effective ITAM processes are expected to mitigate acquisition risk by supporting due diligence and streamlined integration of acquired organizations.
    • Ransomware and supply chain security threats have increased demands for a comprehensive accounting of IT assets to support security controls development and security incident response.
    (Update this section with notes from your discussion.)
    Triangle with the points labelled 'Enhance IT Service', 'Manage Risk', and 'Optimize Spend'. There is a dot close to the 'Optimize Spend' corner, a legend labelling the dot as 'Our Target', and a note reading 'Move this dot to reflect your priorities'.

    Step 1.4: Identify ITAM goals, target maturity

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers

    Outcomes

    • Connect executive priorities to ITAM opportunities.
    • Set business-aligned priorities for the ITAM practice.

    “ITAM is really no different from the other ITIL practices: to succeed, you’ll need some ratio of time, treasure, and talent… and you can make up for less of one with more of the other two.” (Jeremy Boerger, Consultant and Author)

    1.4 Identify near- and medium-term goals

    15-30 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers

    Narrow down the list of opportunities to identify specific goals for the ITAM practice.

    1. Use one color to highlight opportunities you will seize in the next year.
    2. Use a second color to highlight opportunities you plan to address in the next three years.
    3. Leave blank anything you don’t intend to address in this timeframe.

    The highlighted opportunities are your near- and medium-term objectives.

    Optimize Spend Enhance IT Services Manage Risk
    Priority Critical Normal High
    ITAM Opportunities
    • Improve data to increase IT spend transparency.
    • Increase asset utilization.
    • Consolidate major software contracts to drive discounts.
    • Identify opportunities to retire applications with redundant functionality
    • Acquire the right tech at the right time to support transformational initiatives.
    • Provide IT asset data to technicians supporting end users.
    • Identify abandoned or out-of-spec IT assets.
    • Provide IT asset data to support controls development.
    • Support security incident teams with IT asset data.

    1.4 Connect ITAM goals to tactics

    30 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers

    Let’s dig down a little deeper. Connect the list of opportunities from earlier to specific ITAM tactics that allow the team to seize those opportunities.

    Add another row to the earlier table for ITAM tactics. Brainstorm tactics with your participants (e.g. sticky notes on a whiteboard) and align them with the priorities they’ll support.

    Optimize SpendEnhance IT ServicesManage Risk
    PriorityCriticalNormalHigh
    ITAM Opportunities
    • Improve data to increase IT spend transparency.
    • Increase asset utilization.
    • Consolidate major software contracts to drive discounts.
    • Identify opportunities to retire applications with redundant functionality
    • Acquire the right tech at the right time to support transformational initiatives.
    • Provide IT asset data to technicians supporting end users.
    • Identify abandoned or out-of-spec IT assets.
    • Provide IT asset data to support controls development.
    • Support security incident teams with IT asset data.
    ITAM Tactics to Seize Opportunities
    • Review and improve hardware budgeting exercises.
    • Reallocate unused licenses, hardware.
    • Ensure ELP reports are up to date.
    • Validate software usage.
    • Data to support software renewal negotiations.
    • Use info from ITAM for more efficient adds, moves, changes.
    • Integrate asset records with the ticket intake system, so that when someone calls the service desk, the list of their assigned equipment is immediately available.
    • Find and retire abandoned devices or services with access to the organization’s network.
    • Report on lost/stolen devices.
    • Develop reliable disposal processes.
    • Report on unpatched devices/software.

    Add your results to your copy of the ITAM Strategy Template

    1.4 Identify current and target state

    20 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers

    We’ll use this exercise to identify the current and one-year target state of ITAM using Info-Tech’s ITAM maturity framework.

    1. Review the maturity framework on the next slide as a group.
    2. In one color, highlight statements that reflect your organization today. Summarize your current state. Are you in firefighter mode? Between “firefighter” and “trusted operator”?
    3. In a second color, highlight statements that reflect where you want to be one year from today, taking into consideration the goals and tactics identified in the last exercise.
    4. During a break, copy the highlighted statements to the table on the slide after next, then add this final slide to your working copy of the ITAM Strategy Template.

    Add your results to your copy of the ITAM Strategy Template

    Establish current and target ITAM maturity

    IT maturity ladder with five color-coded levels. Innovator – Optimized Asset Management
    • All items from Business & Technology Partner, plus:
    • Business and IT stakeholders collaborate regularly with the ITAM team to identify new opportunities to leverage or deploy ITAM practices and data to mitigate risks, optimize spend, and improve service. The ITAM program scales with the business.
    Business & Technology Partner – Proactive Asset Management
    • All items from Trusted Operator, plus:
    • The ITAM data is integral to decisions related to budget, project planning, IT architecture, contract renewal, and vendor management. Software and cloud assets are reviewed as frequently as required to manage costs. ITAM data consumers have self-serve access to ITAM data.
    • Continuous improvement practices strengthen ITAM efficiency and effectiveness.
    • ITAM processes, standards, and related policies are regularly reviewed and updated. ITAM teams work closely with SMEs for key tools/systems integrated with ITAM (e.g. AD, ITSM, monitoring tools) to maximize the value and reliability of integrations.
    Trusted Operator – Controls Assets
    • ITAM data for deployed hardware and software is regularly audited for accuracy.
    • Sufficient staff and skills to support asset tracking, including a dedicated IT asset management role. Teams responsible for ITAM data collection cooperate effectively. Policies and procedures are documented and enforced. Key licenses and contracts are available to the ITAM team. Discovery, tracking, and analysis tools support most important use cases.
    Firefighter – Reactive Asset Tracking
    • Data is often untrustworthy, may be fragmented across multiple repositories, and typically requires significant effort to translate or validate before use.
    • Insufficient staff, fragmented or incomplete policies or documentation. Data tracking processes are extremely highly manual. Effective cooperation for ITAM data collection is challenging.
    • ITAM tools are in place, but additional configuration or tooling is needed.
    Unreliable - Struggles to Support
    • No data, or data is typically unusable.
    • No allocated staff, no cooperation between parties responsible for ITAM data collection.
    • No related policies or documentation.
    • Tools are non-existent or not fit-for-purpose.

    Current and target ITAM maturity

    Today:
    Firefighter
    • Data is often untrustworthy, is fragmented across multiple repositories, and typically requires significant effort to translate or validate before use.
    • Insufficient staff, fragmented or incomplete policies or documentation.
    • Tools are non-existent.
    In One Year:
    Trusted Operator
    • ITAM data for deployed hardware and software is regularly audited for accuracy.
    • Sufficient staff and skills to support asset tracking, including a dedicated IT asset management role.
    • Teams responsible for ITAM data collection cooperate effectively.
    • Discovery, tracking, and analysis tools support most important use cases.
    IT maturity ladder with five color-coded levels.

    Innovator – Optimized Asset Management

    Business & Technology Partner – Proactive Asset Management

    Trusted Operator – Controls Assets

    Firefighter – Reactive Asset Tracking

    Unreliable - Struggles to Support

    Step 1.5: Write mission and vision statements

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers

    Outcomes

    • Write a mission statement that encapsulates the purpose and intentions of the ITAM practice today.
    • Write a vision statement that describes what the ITAM practice aspires to become and achieve.

    Write vision and mission statements

    Create two statements to summarize the role of the ITAM practice today – and where you want it to be in the future.

    Create two short, compelling statements that encapsulate:
    • The vision for what we want the ITAM practice to be in the future; and
    • The mission – the purpose and intentions – of the ITAM practice today.

    Why bother creating mission and vision statements? After all, isn’t it just rehashing or re-writing all the work we’ve just done? Isn’t that (at best) a waste of time?

    There are a few very important reasons to create mission and vision statements:

    • Create a compass that can guide work today and your roadmap for the future.
    • Focus on the few things you must do, rather than the many things you could do.
    • Concisely communicate a compelling vision for the ITAM practice to a larger audience who (let’s face it) probably won’t read the entire ITAM Strategy deck.

    “Brevity is the soul of wit.” (Hamlet, Act 2, Scene 2)

    “Writing is easy. All you have to do is cross out the wrong words.” (Mark Twain)

    1.5 Write an ITAM vision statement

    30 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: A whiteboard, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT Leaders and managers

    Your vision statement describes the ITAM practice as it will be in the far future. It is a target to aspire to, beyond your ability to achieve in the near or medium term.

    Examples of ITAM vision statements:

    Develop the single accurate view of IT assets, available to anyone who needs it.

    Indispensable data brokers that support strategic decisions on the IT environment.

    Provide sticky notes to participants. Write out the three questions below on a whiteboard side by side. Have participants write their answers to the questions and post them below the appropriate question. Give everyone 10 minutes to write and post their ideas.

    1. What’s the desired future state of the ITAM practice?
    2. What needs to be done to achieved this desired state?
    3. How do we want ITAM to be perceived in this desired state?

    Review the answers and combine them into one focused vision statement. Use the 20x20 rule: take no more than 20 minutes and use no more than 20 words. If you’re not finished after 20 minutes, the ITAM manager should make any final edits offline.

    Document your vision statement in your ITAM Strategy Template.

    Add your results to your copy of the ITAM Strategy Template

    1.5 Write an ITAM mission statement

    30 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers

    Your ITAM mission statement is an expression of what your IT asset management function brings to your organization today. It should be presented in straightforward language that is compelling, easy to understand, and sharply focused.

    Examples of ITAM mission statements:

    Maintain accurate, actionable, accessible on data on all IT assets.

    Support IT and the business with centralized and integrated asset data.

    Provide sticky notes to participants. Write out the questions below on a whiteboard side by side. Have participants write their answers to the questions and post them below the appropriate question. Give everyone 10 minutes to write and post their ideas.

    1. What is our role as the asset management team?
    2. How do we support the IT and business strategies?
    3. What does our asset management function offer that no one else can?

    Review the answers and combine them into one focused vision statement. Use the 20x20 rule: take no more than 20 minutes and use no more than 20 words. If you’re not finished after 20 minutes, the ITAM manager should make any final edits offline.

    Document your vision statement in your ITAM Strategy Template.

    Add your results to your copy of the ITAM Strategy Template

    Step 1.6: Define ITAM metrics and KPIs

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers

    Outcomes

    • Identify metrics, data, or reports that may be of interest to different consumers of ITAM data.
    • Identify the key performance indicators (KPIs) for the ITAM practice, based on the goals and priorities established earlier.

    Navigate a universe of ITAM metrics

    When you have the data, how will you use it?

    • There’s a dizzying array of potential metrics you can develop and track across your ITAM environment.
    • Different stakeholders will need different data feeds, metrics, reports, and dashboards.
    • Different measures will be useful at different times. You will often need to filter or slice the data in different ways (by department, timeframe, equipment type, etc.)
    • We’ll use the next few exercises to identify the types of metrics that may be useful to different stakeholders and the KPIs to measure progress towards ITAM goals and priorities.

    ITAM Metrics

    • Quantity
      e.g. # of devices or licenses
    • Cost
      e.g. average laptop cost
    • Compliance
      e.g. effective license position reports
    • Progress
      e.g. ITAM roadmap items completed
    • Quality
      e.g. ITAM data accuracy rate
    • Time
      e.g. time to procure/ deploy

    Drill down by:

    • Vendor
    • Date
    • Dept.
    • Product
    • Location
    • Cost Center

    Develop different metrics for different teams

    A few examples:

    • CIOs — CIOs need asset data to govern technology use, align to business needs, and demonstrate IT value. What do we need to budget for hardware and software in the next year? Where can we find money to support urgent new initiatives? How many devices and software titles do we manage compared to last year? How has IT helped the business achieve key goals?
    • Asset Managers — Asset managers require data to help them oversee ITAM processes, technology, and staff, and to manage the fleet of IT assets they’re expected to track. What’s the accuracy rate of ITAM data? What’s the state of integrations between ITAM and other systems and processes? How many renewals are coming up in the next 90 days? How many laptops are in stock?
    • IT Leaders — IT managers need data that can support their teams and help them manage the technology within their mandate. What technology needs to be reviewed or retired? What do we actually manage?
    • Technicians — Service desk technicians need real-time access to data on IT assets to support service requests and incident management – for example, easy access to the list of equipment assigned to a particular user or installed in a particular location.
    • Business Managers and Executives — Business managers and executives need concise, readable dashboards to support business decisions about business use of IT assets. What’s our overall asset spend? What’s our forecasted spend? Where could we reallocate spend?

    1.6 Identify useful ITAM metrics and reports

    60 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers

    Use this exercise to identify as many potentially useful ITAM metrics and reports as possible, and narrow them down to a few high-priority metrics. Leverage the list of example metrics on the next slide for your own exercise. If you have more than six participants, consider splitting into two or more groups, and divide the table between groups to minimize overlap.

    1. List potential consumers of ITAM data in the column on the left.
    2. What type of information do we think this role needs? What questions about IT assets do we get on a regular basis from this role or team?
    3. Review and consolidate the list as a group. Discuss and highlight any metrics the group thinks are a particularly high priority for tracking.
    Role Compliance Quality Quantity Cost Time Progress
    IT Asset Manager Owned devices not discovered in last 60 days Discrepancies between discovery data and ITAM DB records # of corporate-owned devices Spend on hardware (recent and future/ planned) Average time, maximum time to deploy end-user devices Number of ITAM roadmap items in progress
    Service Desk

    Add your results to your copy of the ITAM Strategy Template

    Examples of ITAM metrics

    Compliance Quality Quantity Cost Time/Duration/Age Progress
    Owned devices not discovered in last 60 days Discrepancies between discovery data and ITAM DB records # of corporate-owned devices Spend on hardware (recent and future/planned) Average time, maximum time to deploy end-user devices Number of ITAM roadmap items in progress or completed
    Disposed devices without certificate of destruction Breakage rates (in and out of warranty) by vendor # of devices running software title X, # of licenses for software title X Spend on software (recent and future/planned) Average time, maximum time to deploy end user software Number of integrations between ITAM DB and other sources
    Discrepancies between licenses and install count, by software title RMAs by vendor, model, equipment type Number of requests by equipment model or software title Spend on cloud (recent and future/planned) Average & total time spent on software audit responses Number of records in ITAM database
    Compliance reports (e.g. tied to regulatory compliance or grant funding) Tickets by equipment type or software title Licenses issued from license pool in the last 30 days Value of licenses issued from license pool in the last 30 days (cost avoidance) Devices by age Software titles with an up-to-date ELP report
    Reports on lost and stolen devices, including last assigned, date reported stolen, actions taken User device satisfaction scores, CSAT scores Number of devices retired or donated in last year Number of IT-managed capital assets Number of hardware/software request tickets beyond time-to-fulfil targets Number of devices audited (by ITAM team via self-audit)
    Number of OS versions, unpatched systems Number of devices due for refresh in the next year Spend saved by harvesting unused software Number of software titles, software vendors managed by ITAM team
    Audit accuracy rate Equipment in stock Cost savings from negotiations
    # of users assigned more than one device Number of non-standard devices or requests Dollars charged during audit or true-up

    Differentiate between metrics and KPIs

    Key performance indicators (KPIs) are metrics with targets aligned to goals.

    Targets could include one or more of:

    • Target state (e.g. completed)
    • Target magnitude (e.g. number, percent, rate, dollar amount)
    • Target direction (e.g. trending up or down)

    You may track many metrics, but you should have only a few KPIs (typically 2-3 per objective).

    A breached KPI should be a trigger to investigate and remediate the root cause of the problem, to ensure progress towards goals and priorities can continue.

    Which KPIs you track will change over the life of the practice, as ITAM goals and priorities shift. For example, KPIs may initially track progress towards maturing ITAM practices. Once you’ve reached target maturity, KPIs may shift to track whether the key service targets are being met.

    1.6 Identify ITAM KPIs

    20 minutes

    Input: Organizational strategy documents

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers

    Good KPIs are a more objective measure of whether you’re succeeding in meeting the identified priorities for the ITAM practice.

    Identify metrics that can measure progress or success against the priorities and goals set earlier. Aim for around three metrics per goal. Identify targets for the metric you think are SMART (specific, measurable, achievable, relevant, and timebound). Track your work using the example table below.

    Goal Metric Target
    Consolidate major software contracts to drive discounts Amount spent on top 10 software contracts Decrease by 10% by next year
    Customer satisfaction scores with enterprise software Satisfaction is equal to or better than last year
    Value of licenses issued from license pool 30% greater than last year
    Identify abandoned or out-of-spec IT assets # of security incidents involving undiscovered assets Zero
    % devices with “Deployed” status in ITAM DB but not discovered for 30+ days ‹1% of all records in ITAM DB
    Provide IT asset data to technicians for service calls Customer satisfaction scores Satisfaction is equal to or better than last year
    % of end-user devices meeting minimum standards 97%

    Add your results to your copy of the ITAM Strategy Template

    Develop an IT Asset Management Strategy

    Phase 2:

    Identify your approach to support ITAM priorities and goals

    Phase 1

    1.1 Define ITAM and brainstorm opportunities and challenges.

    Executive Alignment Working Session:

    1.2 Review organizational priorities, strategy, and key initiatives.

    1.3 Align executive priorities with ITAM opportunities & priorities.

    1.4 Identify business-aligned ITAM goals and target maturity.

    1.5 Write mission and vision statements.

    1.6 Define ITAM metrics and KPIs.

    Phase 2

    2.1 Define ITAM scope.

    2.2 Acquire ITAM services (outsourcing and contracting).

    2.3 Centralize or decentralize ITAM capabilities.

    2.4 Create a RACI for the ITAM practice.

    2.5 Align ITAM with other service management practices.

    2.6 Evaluate ITAM tools and integrations.

    2.7 Create a plan for internal and external audits.

    2.8 Improve your budget processes.

    2.9 Establish a documentation framework.

    2.10 Create a roadmap and communication plan.

    Phase Outcomes:

    Establish an approach to achieving ITAM goals and priorities, including scope, structure, tools, service management integrations, documentation, and more.

    Create a roadmap that enables you to realize your approach.

    Step 2.1: Define ITAM Scope

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • ITAM business partners

    Outcomes

    • Establish what types of equipment and software you’ll track through the ITAM practice.
    • Establish which areas of the business will be in scope of the ITAM practice.

    Determine ITAM Scope

    Focus on what’s most important and then document it so everyone understands where they can provide the most value.

    Not all categories of assets require the same level of tracking, and some equipment and software should be excluded from the ITAM practice entirely.

    In some organizations, portions of the environment won’t be tracked by the asset management team at all. For example, some organizations will choose to delegate tracking multi-function printers (MFPs) or proprietary IoT devices to the department or vendor that manages them.

    Due to resourcing or technical limitations, you may decide that certain equipment or software is out of scope for the moment.

    What do other organizations typically track in detail?
    • Installs and entitlements for major software contracts that represent significant spend and/or are highly critical to business goals.
    • Equipment managed directly by IT that needs to be refreshed on a regular cycle:
      • End-user devices such as laptops, desktops, and tablets.
      • Server, network, and telecoms devices.
    • High value equipment that is not regularly refreshed may also be tracked, but in less detail – for example, you may not refresh large screen TVs, but you may need to track date of purchase, deployed location, vendor, and model for insurance or warranty purposes.

    2.1 Establish scope for ITAM

    45 minutes

    Input: Organizational strategy documents

    Output: ITAM scope, in terms of types of assets tracked and not tracked

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, ITAM business partners

    Establish the hardware and software that are within the scope of the ITAM program by updating the tables below to reflect your own environment. The “out of scope” category will include asset types that may be of value to track in the future but for which the capability or need don’t exist today.

    Hardware Software Out of Scope
    • End-user devices housing data or with a dollar value of more than $300, which will be replaced through lifecycle refresh.
    • Infrastructure devices, including network, telecom, video conferencing, servers and more
    • End-user software purchased under contract
    • Best efforts on single license purchases
    • Infrastructure software, including solutions used by IT to manage the infrastructure
    • Enterprise applications
    • Cloud (SaaS, IaaS, PaaS)
    • Departmental applications
    • Open-source applications
    • In-house developed applications
    • Freeware & shareware
    • IoT devices

    The following locations will be included in the ITAM program: All North and South America offices and retail locations.

    Add your results to your copy of the ITAM Strategy Template

    Step 2.2: Acquire ITAM Services

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • ITAM business partners

    Outcomes

    • Define the type of work that may be more effectively or efficiently delivered by an outsourcer or contractor.

    “We would like our clients to come to us with an idea of where they want to get to. Why are you doing this? Is it for savings? Because you want to manage your security attack surface? Are there digital initiatives you want to move forward? What is the end goal?” (Mike Austin, MetrixData 360)

    Effectively acquire ITAM services

    Allow your team to focus on strategic, value-add activities by acquiring services that free them from commodity tasks.
    • When determining which asset capabilities and activities are best kept in-house and which ones are better handled by a supplier, it is imperative to keep the value to the business in mind.
    • Activities/capabilities that are challenging to standardize and are critical to enabling business goals are better kept in-house.
    • Activities/capabilities that are (or should be) standardized and automated are ideal candidates for outsourcing.
    • Outsourcing can be effective and successful with a narrow scope of engagement and an alignment to business outcomes.
    • Organizations that heavily weigh cost reduction as a significant driver for outsourcing are far less likely to realize the value they expected to receive.
    Business Enablement
    • Supports business-aligned ITAM opportunities & priorities
    • Highly specialized
    • Offers competitive advantages
    Map with axes 'Business Enablement' and 'Vendor's Performance Advantage' for determining whether or not to outsource.
    Vendor’s Performance Advantage
    • Talent or access to skills
    • Economies of scale
    • Access to technology
    • Does not require deep knowledge of your business

    Decide what to outsource

    It’s rarely all or nothing.

    Ask yourself:
    • How important is this activity or capability to ITAM, IT, and business priorities and goals?
    • Is it a non-commodity IT service that can improve customer satisfaction?
    • Is it a critical service to the business and the specialized knowledge must remain in-house?
    • Does the function require access to talent or skills not currently available in-house, and is cost-prohibitive to obtain?
    • Are there economies of scale that can help us meet growing demand?
    • Does the vendor provide access to best-of-breed tools and solutions that can handle the integration, management, maintenance and support of the complete system?

    You may ultimately choose to engage a single vendor or a combination of multiple vendors who can best meet your ITAM needs.

    Establishing effective vendor management processes, where you can maximize the amount of service you receive while relying on the vendor’s expertise and ability to scale, can help you make your asset management practice a net cost-saver.

    ITAM activities and capabilities
    • Contract review
    • Software audit management
    • Asset tagging
    • Asset disposal and recycling
    • Initial ITAM record creation
    • End-user device imaging
    • End-user device deployment
    • End-user software provisioning
    • End-user image management
    • ITAM database administration
    • ELP report creation
    • ITAM process management
    • ITAM report generation
    ITAM-adjacent activities and capabilities
    • Tier 1 support/service desk
    • Deskside/field support
    • Tier 3 support
    • IT Procurement
    • Device management/managed IT services
    • Budget development
    • Applications development, maintenance
    • Infrastructure hosting (e.g. cloud or colocation)
    • Infrastructure management and support
    • Discovery/monitoring tools management and support

    2.2 Identify outsourcing opportunities

    1-2 hours

    Input: Understanding of current ITAM processes and challenges

    Output: Understanding of potential outsourcing opportunities

    Materials: The table in this slide, and insight in previous slides, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, ITAM business partners

    At a high level, discuss which functions of ITAM are good candidates for outsourcing.

    Start with the previous slide for examples of outsourcing activities or capabilities directly related to or adjacent to the ITAM practice. Categorize these activities as follows:

    Outsource Potentially Outsource Insource
    • Asset disposal/recycling
    • ELP report creation
    • ITAM process management

    Go through the list of activities to potentially or definitely outsource and confirm:

    1. Will outsourcing solve a resourcing need for an existing process, or can you deliver this adequately in-house?
    2. Will outsourcing improve the effectiveness and efficiency of current processes? Will it deliver more effective service channels or improved levels of reliability and performance consistency?
    3. Will outsourcing provide or enable enhanced service capabilities that your IT customers could use, and which you cannot deliver in-house due to lack of scale or capacity?

    Answering “no” to more than one of these questions suggests a need to further review options to ensure the goals are aligned with the potential value of the service offerings available.

    Add your results to your copy of the ITAM Strategy Template

    Step 2.3: Centralize or decentralize ITAM capabilities

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • ITAM business partners

    Outcomes

    • Outline where the team(s) responsible for ITAM sit across the organization, who they report to, and who they need to work with across IT and the business.

    Align ITAM with IT’s structure

    ITAM’s structure will typically align with the larger business and IT structure. The wrong structure will undermine your ability to meet ITAM goals and lead to frustration, missed work, inefficiency, and loss of value.

    Which of the four archetypes below reflects the structure you need?

    1. Centralized — ITAM is entirely centralized in a single function, which reports into a central IT department.
    2. Decentralized — Local IT groups are responsible and accountable for ITAM. They may coordinate informally but do not report to any central team.
    3. Hybrid-Shared Services — Local IT can opt in to shared services but must follow centrally set ITAM practices to do so, usually with support from a shared ITAM function.
    4. Hybrid-Federated — Local IT departments are free to develop their own approach to ITAM outside of core, centrally set requirements.

    Centralized ITAM

    Total coordination, control, and oversight

    • ITAM accountability, policies, tools, standards, and expertise – in this model, they’re all concentrated in a single, specialized IT asset management practice. Accountability, authority, and oversight are concentrated in the central function as well.
    • A central ITAM team will benefit from knowledge sharing and task specialization opportunities. They are a visible single point of contact for ITAM-related questions
    • The central ITAM team will coordinate ITAM activities across the organization to optimize spend, manage risk, and enhance service. Any local IT teams are supported by and directly answerable to the central ITAM team for ITAM activities.
    • There is a single, centrally managed ITAM database. Wherever possible, this database should be integrated with other tools to support cross-solution automation (e.g. integrate AD to automatically reflect user identity changes in the ITAM database).
    • This model drives cross-organization coordination and oversight, but it may not be responsive to specific and nuanced local requirements.
    Example: Centralized
    Example of a Centralized ITAM.

    Solid line. Direct reporting relationship

    Dotted line. Dotted line working or reporting relationship

    Decentralized ITAM

    Maximize choice

    • ITAM accountability and oversight are entirely devolved to local or regional IT and/or ITAM organizations, which are free to set their own priorities, goals, policies, and standards. This model maximizes the authority of local groups to build practices that meet local requirements.
    • It may be challenging to resource and mature local practices. ITAM maturity will vary from one local organization to the next.
    • It is more likely that ITAM managers are a part-time role, and sometimes even a non-IT role. Local ITAM teams or coordinators may coordinate and share knowledge informally, but specialization can be challenging to build or leverage effectively across the organization.
    • There is likely no central ITAM tool. Local tools may be acquired, implemented, and integrated by local IT departments to suit their own needs, which can make it very difficult to report on assets organization-wide – for example, to establish compliance on an enterprise software contract.
    Example: Decentralized


    Example of a Decentralized ITAM.

    Solid line. Direct reporting relationship

    Dotted line. Dotted line working or reporting relationship

    Blue dotted line. Informal working relationships, knowledge sharing

    Hybrid: Federation

    Centralization with a light touch

    • A middle ground between centralized and decentralized ITAM, this model balances centralized decision making, specialization, and governance with local autonomy.
    • A central team will define organization-wide ITAM goals, develop capabilities, policies, and standards, and monitor compliance by local and central teams. All local teams must comply with centrally defined requirements, but they can also develop further capabilities to meet local goals.
    • For example, there will typically be a central ITAM database that must be used for at least a subset of assets, but other teams may build their own databases for day-to-day operations and export data to the central database as required.
    • There are often overlapping responsibilities in this model. A strong collaborative relationship between central and local ITAM teams is especially important here, particularly after major changes to requirements, processes, tools, or staffing when issues and breakdowns are more likely.
    Example: Federation


    Example of a Federation ITAM.

    Solid line. Direct reporting relationship

    Purple solid line. Oversight/governance

    Dotted line. Dotted line working or reporting relationship

    Hybrid: Shared Services

    Optional centralization

    • A special case of federated ITAM that balances central control and local autonomy, but with more power given to local IT to opt out of centralized shared services that come with centralized ITAM requirements.
    • ITAM requirements set by the shared services team will support management, allocation, and may have showback or chargeback implications. Following the ITAM requirements is a condition of service. If a local organization chooses to stop using shared services, they are (naturally) no longer required to adhere to the shared services ITAM requirements.
    • As with the federated model, local teams may develop further capabilities to meet local goals.
    Example: Shared Services


    Example of a Shared Services ITAM.

    Solid line. Direct reporting relationship

    Dotted line. Dotted line working relationship

    Blue dotted line. Informal working relationships, knowledge sharing

    Structure data collection & analysis

    Consider the implications of structure on data.

    Why centralize?
    • There is a need to build reports that aggregate data on assets organization-wide, rather than just assets within a local environment.
    • Decentralized ITAM tracking isn’t producing accurate or usable data, even for local purposes.
    • Tracking tools have overlapping functionality. There’s an opportunity to rationalize spend, management and support for ITAM tools.
    • Contract centralization can optimize spend and manage risks, but only with the data required to manage those contracts.
    Why decentralize?
    • Tracking and reporting on local assets is sufficient to meet ITAM goals; there is limited or no need to track assets organization-wide.
    • Local teams have the skills to track and maintain asset data; subsidiaries have appropriate budgets and tools to support ITAM tracking.
    • Decentralized ITSM/ITAM tools are in place, populated, and accurate.
    • The effort to consolidate tools and processes may outweigh the benefits to data centralization.
    • Lots of variability in types of assets and the environment is stable.
    Requirements for success:
    • A centralized IT asset management solution is implemented and managed.
    • Local teams must understand the why and how of centralized data tracking and be held accountable for assigned responsibilities.
    • The asset tool should offer both centralized and localized views of the data.
    Requirements for success:
    • Guidelines and expectations for reporting to centralized asset management team will be well defined and supported.
    • Local asset managers will have opportunity to collaborate with others in the role for knowledge transfer and asset trading, where appropriate.

    Structure budget and contract management

    Contract consolidation creates economies of scale for vendor management and license pooling that strengthen your negotiating position with vendors and optimize spend.

    Why centralize?
    • Budgeting, governance, and accountability are already centralized. Centralized ITAM practices can support the existing governance practices.
    • Centralizing contract management and negotiation can optimize spend and/or deliver access to better service.
    • Centralize management for contracts that cover most of the organization, are highly complex, involve large spend and/or higher risk, and will benefit from specialization of asset staff.
    Why decentralize?
    • Budgeting, governance, and accountability rest with local organizations.
    • There may be increased need for high levels of customer responsiveness and support.
    • Decentralize contract management for contracts used only by local groups (e.g. a few divisions, a few specialized functions), and that are smaller, low risk, and come with standard terms and conditions.
    Requirements for success:
    • A centralized IT asset management solution is implemented and managed.
    • Contract terms must be harmonized across the organization.
    • Centralized fulfillment is as streamlined as possible. For example, software contracts should include the right to install at any time and pay through a true-up process.
    Requirements for success:
    • Any expectations for harmonization with the centralized asset management team will be well defined and supported.
    • Local asset managers can collaborate with other local ITAM leads to support knowledge transfer, asset swapping, etc.

    Structure technology management

    Are there opportunities to centralize or decentralize support functions?

    Why centralize?
    • Standard technologies are deployed organization-wide.
    • There are opportunities to improve service and optimize costs by consolidating knowledge, service contracts, and support functions.
    • Centralizing data on product supply allows for easier harvest and redeployment of assets by a central support team.
    • A stable, central support function can better support localized needs during seasonal staffing changes, mergers and acquisitions.
    Why decentralize?
    • Technology is unique to a local subset of users or customers.
    • Minimal opportunity for savings or better support by consolidating knowledge, service contracts, or support functions.
    • Refresh standards are set at a local level; new tech adoption may be impeded by a reliance on older technologies, local budget shortfalls, or other constraints.
    • Hardware may need to be managed locally if shipping costs and times can’t reasonably be met by a distant central support team.
    Requirements for success:
    • Ensure required processes, technologies, skills, and knowledge are in place to enable centralized support.
    • Keep a central calendar of contract renewals, including reminders to start work on the renewal no less than 90 days prior. Prioritize contracts with high dollar value or high risk.
    • The central asset management solution should be configured to provide data that can enable the central support team.
    Requirements for success:
    • Ensure required processes, technologies, skills, and knowledge are in place to enable decentralized support.
    • Decentralized support teams must understand and adhere to ITAM activities that are part of support work (e.g. data entry, data audits).
    • The central asset management solution should be configured to provide data that can enable the central support team, or decentralized asset solutions must be funded, and teams trained on their use.

    2.3 Review ITAM Structure

    1-2 hours

    Input: Understanding of current organizational structure, Understanding of challenges and opportunities related to the current structure

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, ITAM business partners

    Outline the current model for your organization and identify opportunities to centralize or decentralize ITAM-related activities.

    1. What model best describes how ITAM should be structured in your organization? Modify the slide outlining structure as a group to outline your own organization, as required.
    2. In the table below, outline opportunities to centralize or decentralize data tracking, budget and contract management, and technology management activities.
    Centralize Decentralize
    Data collection & analysis
    • Make better use of central ITAM database.
    • Support local IT departments building runbooks for data tracking during lifecycle activities (create templates, examples)
    Budget and contract management
    • Centralize Microsoft contracts.
    • Create a runbook to onboard new companies to MSFT contracts.
    • Create tools and data views to support local department budget exercises.
    Technology management
    • Ensure all end-user devices are visible to centrally managed InTune, ConfigMgr.
    • Enable direct shipping from vendor to local sites.
    • Establish disposal/pickup at local sites.

    Add your results to your copy of the ITAM Strategy Template

    Step 2.4: Create a RACI

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • ITAM business partners

    Outcomes

    • Review the role of the IT asset manager.
    • Identify who’s responsible, accountable, consulted, and informed for key ITAM activities.

    Empower your asset manager

    The asset manager is the critical ITAM role. Ensure they’re positioned to succeed.

    There’s too much change in the technology and business environment to expect ITAM to be “a problem to solve.” It is a practice that requires care and feeding through regular iteration to achieve success. At the helm of this practice is your asset manager, whose approach and past experience will have a significant impact on how you approach ITAM.

    The asset manager role requires a variety of skills, knowledge, and abilities including:

    • Operations, process, and practice management.
    • An ability to communicate, influence, negotiate, and facilitate.
    • Organizational knowledge and relationship management.
    • Contract and license agreement analysis, attention to detail.
    • Natural curiosity and a willingness to learn.
    • A strong understanding of technologies in use by the organization, and how they fit into the asset management program.
    Where the asset manager sits in the organization will also have an impact on their focus and priorities. When the asset manager reports into a service team, their focus will often reflect their team’s focus: end-user devices and software, customer satisfaction, request fulfillment. Asset teams that report into a leadership or governance function will be more likely to focus on organization-wide assets, governance, budget management, and compliance.

    “Where your asset manager sits, and what past experience they have, is going to influence how they do asset management.” (Jeremy Boerger, Consultant & Author)

    “It can be annoying at times, but a good IT asset manager will poke their nose into activities that do not obviously concern them, such as programme and project approval boards and technical design committees. Their aim is to identify and mitigate ITAM risks BEFORE the technology is deployed as well as to ensure that projects and solutions ‘bake in’ the necessary processes and tools that ensure IT assets can be managed effectively throughout their lifecycle.” (Kylie Fowler, ITAM by Design, 2017)

    IT asset managers must have a range of skills and knowledge

    • ITAM Operations, Process, and Practice Management
      The asset manager is typically responsible for managing and improving the ITAM practice and related processes and tools. The asset manager may administer the ITAM tool, develop reports and dashboards, evaluate and implement new technologies or services to improve ITAM maturity, and more.
    • Organizational Knowledge
      An effective IT asset manager has a good understanding of your organization and its strategy, products, stakeholders, and culture.
    • Technology & Product Awareness
      An IT asset manager must learn about new and changing technologies and products adopted by the organization (e.g. IoT, cloud) and develop recommendations on how to track and manage them via the ITAM practice.
    A book surrounded by icons corresponding to the bullet points.
    • People Management
      Asset managers often manage a team directly and have dotted-line reports across IT and the business.
    • Communication
      Important in any role, but particularly critical where learning, listening, negotiation, and persuasion are so critical.
    • Finance & Budgeting
      A foundational knowledge of financial planning and budgeting practices is often helpful, where the asset manager is asked to contribute to these activities.
    • Contract Review & Analysis
      Analyze new and existing contracts to evaluate changes, identify compliance requirements, and optimize spend.

    Assign ITAM responsibilities and accountabilities

    Align authority and accountability.
    • A RACI exercise will help you discuss and document accountability and responsibility for critical ITAM activities.
    • When responsibility and accountability are not currently well documented, it’s often useful to invite a representative of the roles identified to participate in this alignment exercise. The discussion can uncover contrasting views on responsibility and governance, which can help you build a stronger management and governance model.
    • The RACI chart can help you identify who should be involved when making changes to a given activity. Clarify the variety of responsibilities assigned to each key role.
    • In the future, you may need to define roles in more detail as you change your hardware and software asset management procedures.

    R

    Responsible: The person who actually gets the job done.

    Different roles may be responsible for different aspects of the activity relevant to their role.

    A

    Accountable: The one role accountable for the activity (in terms completion, quality, cost, etc.)

    Must have sufficient authority to be held accountable; responsible roles are often accountable to this role.

    C

    Consulted: Must have the opportunity to provide meaningful input at certain points in the activity.

    Typically, subject matter experts or stakeholders. The more people you must consult, the more overhead and time you’ll add to a process.

    I

    Informed: Receives information regarding the task, but has no requirement to provide feedback.

    Information might relate to process execution, changes, or quality.

    2.4 Conduct a RACI Exercise

    1-2 hours

    Input: An understanding of key roles and activities in ITAM practices, An understanding of your organization, High-level structure of your ITAM program

    Output: A RACI diagram for IT asset management

    Materials: The table in the next slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, ITAM business partners

    Let’s face it – RACI exercises can be dry. We’ve found that the approach below is more collaborative, engaging, and effective compared to filling out the table as a large group.

    1. Create a shared working copy of the RACI charts on the following slides (e.g. write it out on a whiteboard or provide a link to this document and work directly in it).
    2. Review the list of template roles and activities as a group. Add, change, or remove roles and activities from the table as needed.
    3. Divide into small groups. Assign each group a set of roles, and have them define whether that role is accountable, responsible, consulted, or informed for each activity in the chart. Refer to the previous slide for context on RACI. Give everyone 15 minutes to update their section of the chart.
    4. Come back together as a large group to review the chart. First, check for accountability – there should generally be just one role accountable for each activity. Then, have each small group walk through their section, and encourage participants to ask questions. Is there at least one role responsible for each task, and what are they responsible for? Does everyone listed as consulted or informed really need to be? Make any necessary adjustments.

    Add your results to your copy of the ITAM Strategy Template

    Define ITAM governance activities

    RACI Chart for ITAM governance activities. In the first column is a list of governance activities, and the row headers are positions within a company. Fields are marked with an R, A, C, or I.

    Document asset management responsibilities and accountabilities

    RACI Chart for ITAM asset management responsibilities and accountabilities. In the first column is a list of responsibilities and accountabilities, and the row headers are positions within a company. Fields are marked with an R, A, C, or I.

    Step 2.5: Align ITAM with other Service Management Practices

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers

    Outcomes

    • Establish shared and separate responsibilities for asset and configuration management.
    • Identify how ITAM can support other practices, and how other practices can support ITAM.

    Asset vs. Configuration

    Asset and configuration management look at the same world through different lenses.
    • IT asset management tends to focus on each IT asset in its own right: assignment or ownership, its lifecycle, and related financial obligations and entitlements.
    • Configuration management is focused on configuration items (CIs) that must be managed to deliver a service and the relationships and integrations to other CIs.
    • ITAM and configuration management teams and practices should work closely together. Though asset and configuration management focus on different outcomes, they tend use overlapping tools and data sets. Each practice, when working effectively, can strengthen the other.
    • Many objects will exist in both the CMDB and AMDB, and the data on those shared objects will need to be kept in sync.
    Asset and Configuration Management: An Example

    Configuration Management Database (CMDB)

    A database of uniquely identified configuration items (CIs). Each CI record may include information on:
    Service Attributes

    Supported Service(s)
    Service Description, Criticality, SLAs
    Service Owners
    Data Criticality/Sensitivity

    CI Relationships

    Physical Connections
    Logical Connections
    Dependencies

    Arrow connector.

    Discovery, Normalization, Dependency Mapping, Business Rules*

    Manual Data Entry

    Arrow connector.
    This shared information could be attached to asset records, CI records, or both, and it should be synchronized between the two databases where it’s tracked in both.
    Hardware Information

    Serial, Model and Specs
    Network Address
    Physical Location

    Software Installations

    Hypervisor & OS
    Middleware & Software
    Software Configurations

    Arrow connector.

    Asset Management Database (AMDB)

    A database of uniquely identified IT assets. Each asset record may include information on:
    Procurement/Purchasing

    Purchase Request/Purchase Order
    Invoice and Cost
    Cost Center
    Vendor
    Contracts and MSAs
    Support/Maintenance/Warranties

    Asset Attributes

    Model, Title, Product Info, License Key
    Assigned User
    Lifecycle Status
    Last ITAM Audit Date
    Certificate of Disposal

    Arrows connecting multiple fields.

    IT Security Systems

    Vulnerability Management
    Threat Management
    SIEM
    Endpoint Protection

    IT Service Management (ITSM) System

    Change Tickets
    Request Tickets
    Incident Tickets
    Problem Tickets
    Project Tickets
    Knowledgebase

    Financial System/ERP

    General Ledger
    Accounts Payable
    Accounts Receivable
    Enterprise Assets
    Enterprise Contract Database

    (*Discovery, dependency mapping, and data normalization are often features or modules of configuration management, asset management, or IT service management tools.)

    2.5 Integrate ITAM and configuration practices

    45 minutes

    Input: Knowledge of the organization’s configuration management processes

    Output: Define how ITAM and configuration management will support one another

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, Configuration manager

    Work through the table below to identify how you will collaborate and synchronize data across ITAM and configuration management practices and tools.

    What are the goals (if any currently exist) for the configuration management practice? Connect configuration items to services to support service management.
    How will configuration and asset management teams collaborate? Weekly status updates. As-needed working sessions.
    Shared visibility on each others’ Kanban tracker.
    Create tickets to raise and track issues that require collaboration or attention from the other team.
    How can config leverage ITAM? Connect CIs to financial, contractual, and ownership data.
    How can ITAM leverage config? Connect assets to services, changes, incidents.
    What key fields will be primarily tracked/managed by ITAM? Serial number, unique ID, user, location, PO number, …
    What key fields will be primarily tracked/managed by configuration management? Supported service(s), dependencies, service description, service criticality, network address…

    Add your results to your copy of the ITAM Strategy Template

    ITAM supports service management

    Decoupling asset management from other service management practices can result in lost value. Establish how asset management can support other service management practices – and how those practices can support ITAM.

    Incident Management

    What broke?
    Was it under warranty?
    Is there a service contract?
    Was it licensed?
    Who was it assigned to?
    Is it end-of-life?

    ITAM
    Practice

    Request Management

    What can this user request or purchase?
    What are standard hardware and software offerings?
    What does the requester already have?
    Are there items in inventory to fulfil the request?
    Did we save money by reissuing equipment?
    Is this a standard request?
    What assets are being requested regularly?

    What IT assets are related to the known issue?
    What models and vendors are related to the issue?
    Are the assets covered by a service contract?
    Are other tickets related to this asset?
    What end-of-life assets have been tied to incidents recently?

    Problem Management

    What assets are related to the change?
    Is the software properly licensed?
    Has old equipment been properly retired and disposed?
    Have software licenses been returned to the pool?
    Is the vendor support on the change part of a service contract?

    Change Enablement

    2.5. Connect with other IT service practices

    45 minutes

    Input: Knowledge of existing organizational IT service management processes

    Output: Define how ITAM will help other service management processes, and how other service management processes will help ITAM

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, Service leads

    Complete the table below to establish what ITAM can provide to other service management practices, and what other practices can provide to ITAM.

    Practice ITAM will help Will help ITAM
    Incident Management Provide context on assets involved in an incident (e.g. ownership, service contracts). Track when assets are involved in incidents (via incident tickets).
    Request Management Oversee request & procurement processes. Help develop asset standards. Enter new assets in ITAM database.
    Problem Management Collect information on assets related to known issues. Report back on models/titles that are generating known issues.
    Change Enablement Provide context on assets for change review. Ensure EOL assets are retired and licenses are returned during changes.
    Capacity Management Identify ownership, location for assets at capacity. Identify upcoming refreshes or purchases.
    Availability Management Connect uptime and reliability to assets. Identify assets that are causing availability issues.
    Monitoring and Event Management Provide context to events with asset data. Notify asset of unrecognized software and hardware.
    Financial Management Establish current and predict future spending. Identify upcoming purchases, renewals.

    Add your results to your copy of the ITAM Strategy Template

    Step 2.6: Evaluate ITAM tools and integrations

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers

    Outcomes

    • Create a list of the ITAM tools currently in use, how they’re used, and their current limitations.
    • Identify new tools that could provide value to the ITAM practice, and what needs to be done to acquire and implement them.

    “Everything is connected. Nothing is also connected.” (Dirk Gently’s Holistic Detective Agency)

    Establish current strengths and gaps in your ITAM toolset

    ITAM data quality relies on tools and integrations that are managed by individuals or teams who don’t report directly to the ITAM function.

    Without direct line of sight into tools management, the ITAM team must influence rather than direct improvement initiatives that are in some cases critical to the performance of the ITAM function. To more effectively influence improvement efforts, you must explicitly identify what you need, why you need it, from which tools, and from which stakeholders.

    Data Sources
    Procurement Tools
    Discovery Tools
    Active Directory
    Purchase Documents
    Spreadsheets
    Input To Asset System(s) of Record
    ITAM Database
    ITSM Tool
    CMDB
    Output To Asset Data Consumption
    ITFM Tools
    Security Tools
    TEM Tools
    Accounting Tools
    Spreadsheets
    “Active Directory plays a huge role in audit defense and self-assessment, but no-one really goes out there and looks at Active Directory.

    I was talking to one organization that has 1,600,000 AD records for 100,000 employees.” (Mike Austin, Founder, MetrixData 360)

    2.6 Evaluate ITAM existing technologies

    30 minutes

    Input: Knowledge of existing ITAM tools

    Output: A list of prioritized organizational goals, An initial assessment of how ITAM can support these goals

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers

    Identify the use, limitations, and next steps for existing ITAM tools, including those not directly managed by the ITAM team.

    1. What tools do we have today?
    2. What are they used for? What are their limitations?
    3. Who manages them?
    4. What actions could we take to maximize the value of the tools?
    Existing Tool Use Constraints Owner Proposed Action?
    ITAM Module
    • Track HW/SW
    • Connect assets to incident, request
    • Currently used for end-user devices only
    • Not all divisions have access
    • SAM capabilities are limited
    ITAM Team/Service Management
    • Add license for additional read/write access
    • Start tracking infra in this tool
    Active Directory
    • Store user IDs, organizational data
    Major data quality issues IT Operations
    • Work with AD team to identify issues creating data issues

    Add your results to your copy of the ITAM Strategy Template

    2.6 Identify potential new tools

    30 minutes

    Input: Knowledge of tooling gaps, An understanding of available tools that could remediate gaps

    Output: New tools that can improve ITAM capabilities, including expected value and proposed next steps

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers

    Identify tools that are required to support the identified goals of the ITAM practice.

    1. What types of tools do we need that we don’t have?
    2. What could these tools help us do?
    3. What needs to be done next to investigate or acquire the appropriate tool?
    New Tool Expected Value Proposed Next Steps
    SAM tool
    • Automatically calculate licensing entitlements from contract data.
    • Automatically calculate licensing requirements from discovery data.
    • Support gap analyses.
    • Further develop software requirements.
    • Identify vendors in the space and create a shortlist.

    Add your results to your copy of the ITAM Strategy Template

    Step 2.7: Create a plan for internal and external audits

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • ITAM business partners

    Outcomes

    • Establish your approach to internal data audits.
    • Create a high-level response plan for external audits.

    Validate ITAM data via internal audits

    Data audits provide assurance that the records in the ITAM database are as accurate as possible. Consider these three approaches:

    Compare Tool Records

    Audit your data by comparing records in the ITAM system to other discovery sources.

    • Ideally, use three separate data sources (e.g. ITAM database, discovery tool, security tool). Use a common field, such as the host name, to compare across fields. (To learn more about discovery tool analysis, see Jeremy Boerger’s book, Rethinking IT Asset Management.)
    • Run reports to compare records and identify discrepancies. This could include assets missing from one system or metadata differences such as different users or installed software.
    • Over time, discrepancies between tools should be well understood and accepted; otherwise, they should be addressed and remediated.
    IT-led Audit

    Conduct a hands-on investigation led by ITAM staff and IT technicians.

    • In-person audits require significant effort and resources. Each audit should be scoped and planned ahead of time to focus on known problem areas.
    • Provide the audit team with exact instructions on what needs to be verified and recorded. Depending on the experience and attention to detail of the audit team, you may need to conduct spot checks to ensure you’re catching any issues in the audit process itself.
    • Automation should be used wherever possible (e.g. through barcodes, scanners, and tables for quick access to ITAM records).
    User-led audit

    Have users validate the IT assets assigned to them.

    • Even more than IT-led audits: don’t use this approach too frequently; keep the scope as narrow as possible and the process as simple as possible.
    • Ensure users have all the information and tools they’ll need readily available to complete this task, or the result will be ineffective and will only frustrate your users.
    • Consider a process integrated with your ITSM tool: once a year, when a user logs in to the portal, they will be asked to enter the asset code for their laptop (and provided with instructions on where to find that code). Investigate discrepancies between assignments and ITAM records.

    2.7 Set an approach to internal data audits

    30 minutes

    Input: An understanding of current data audit capabilities and needs

    Output: An outline of how you’ll approach data audits, including frequency, scope, required resources

    Materials: Your copy of the ITAM Strategy Template

    Participants: ITAM team

    Review the three internal data audit approaches outlined on the previous slide, and identify which of the three approaches you’ll use. For each approach, complete the fields in the table below.

    Audit Approach How often? What scope? Who’s involved? Comments
    Compare tool records Monthly Compare ITAM DB, Intune/ConfigMgr, and Vulnerability Scanner Data; focus on end-user devices to start Asset manager will lead at first.
    Work with tool admins to pull data and generate reports.
    IT-led audit Annual End-user devices at a subset of locations Asset manager will work with ITSM admins to generate reports. In-person audit to be conducted by local techs.
    User-led audit Annual Assigned personal devices (start with a pilot group) Asset coordinator to develop procedure with ITSM admin. Run pilot with power users first.

    Add your results to your copy of the ITAM Strategy Template

    Prepare for and respond to external audits and true-ups

    Are you ready when software vendors come knocking?

    • Vendor audits are expensive.
    • If you’re out of compliance, you will at minimum be required to pay the missing license fees. At their discretion, vendors may choose to add punitive fees and require you to cover the hourly cost of their audit teams. If you choose not to pay, the vendor could secure an injunction to cut off your service, which in many cases will be far more costly than the fines. And this is aside from the intangible costs of the disruption to your business and damaged relationships between IT, ITAM, your business, and other partners.
    • Having a plan to respond to an audit is critical to reducing audit risk. Preparation will help you coordinate your audit response, ensure the audit happens on the most favorable possible terms, and even prevent some audits from happening in the first place.
    • The best defense, as they say, is a good offense. Good ITAM and SAM processes will allow you to track acquisition, allocation, and disposal of software licenses; understand your licensing position; and ensure you remain compliant whenever possible. The vendor has no reason to audit you when there’s nothing to find.
    • Know when and where your audit risk is greatest, so you can focus your resources where they can deliver the most value.
    “If software audits are a big part of your asset operations, you have problems. You can reduce the time spent on audits and eliminate some audits by having a proactive ITAM practice.” (Sandi Conrad, Principal Research Director)

    Info-Tech Insight

    Audit defense starts long before you get audited. For an in-depth review of your audit approach, see Info-Tech’s Prepare and Defend Against a Software Audit.

    Identify areas of higher audit risk

    Watch for these warning signs
    • Your organization is visibly fighting fires. Signs of disorder may signal to vendors that there are opportunities to exploit via an audit. Past audit failures make future audits more likely.
    • You are looking for ways to decrease spend. Vendors may counter attempts to true-down licensing by launching an audit to try to find unlicensed software that provides them leverage to negotiate maintained or even increased spending.
    • Your license/contract terms with the vendor are particularly complex or highly customized. Very complex terms may make it harder to validate your own compliance, which may present opportunities to the vendor in an audit.
    • The vendor has earned a reputation for being particularly aggressive with audits. Some vendors include audits as a standard component of their business model to drive revenue. This may include acquiring smaller vendors or software titles that may not have been audit-driven in the past, and running audits on their new customer base.

    “The reality is, software vendors prey on confusion and complication. Where there’s confusion, there’s opportunity.” (Mike Austin, Founder, MetrixData 360)

    Develop an audit response plan

    You will be on the clock once the vendor sends you an audit request. Have a plan ready to go.
    • Don’t panic: Resist knee-jerk reactions. Follow the plan.
    • Form an audit response team and centralize your response: This team should be led by a member of the ITAM group, and it should include IT leadership, software SMEs, representatives from affected business areas, vendor management, contract management, and legal. You may also need to bring on a contractor with deep expertise with the vendor in question to supplement your internal capabilities. Establish clearly who will be the point of contact with the vendor during the audit.
    • Clarify the scope of the audit: Clearly establish what the audit will cover – what products, subsidiaries, contracts, time periods, geographic regions, etc. Manage the auditors to prevent scope creep.
    • Establish who covers audit costs: Vendors may demand the auditee cover the hourly cost of their audit team if you’re significantly out of compliance. Consider asking the vendor to pay for your team’s time if you’re found to be compliant.
    • Know your contract: Vendors’ contracts change over time, and it’s no guarantee that even your vendor’s licensing experts will be aware of the rights you have in your contract. You must know your entitlements to negotiate effectively.
    1. Bring the audit request received to the attention of ITAM and IT leadership. Assemble the response team.
    2. Acknowledge receipt of audit notice.
    3. Negotiate timing and scope of the audit.
    4. Direct staff not to remove or acquire licenses for software under audit without directly involving the ITAM team first.
    5. Gather installation data and documentation to establish current entitlements, including original contract, current contract, addendums, receipts, invoices.
    6. Compare entitlements to installed software.
    7. Investigate any anomalies (e.g. unexpected or non-compliant software).
    8. Review results with the audit response team.

    2.7 Clarify your vendor audit response plan

    1 hour

    Input: Organizational knowledge on your current audit response procedures

    Output: Audit response team membership, High-level audit checklist, A list of things to start, stop, and continue doing as part of the audit response

    Materials: Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, ITAM business partners

    1. Who’s on the audit response team, and what’s their role? Who will lead the team? Who will be the point of contact with the auditor?
    2. What are the high-level steps in our audit response workflow? Use the example checklist below as a starting point.
    3. What do we need to start, stop, and continue doing in response to audit requests?

    Example Audit Checklist

    • Bring the audit request received to the attention of ITAM and IT leadership. Assemble the response team.
    • Acknowledge receipt of audit notice.
    • Negotiate timing and scope of the audit.
    • Direct staff not to remove or acquire licenses for software under audit without directly involving the ITAM team first.
    • Gather installation data and documentation to establish current entitlements, including original contract, current contract, addendums, receipts, invoices.
    • Compare entitlements to installed software.
    • Investigate any anomalies (e.g. unexpected or non-compliant software).
    • Review results with the audit response team.

    Add your results to your copy of the ITAM Strategy Template

    Step 2.8: Improve budget processes

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers
    • ITAM business partners

    Outcomes

    • Identify what you need to start, stop, and continue to do to support budgeting processes.

    Improve budgeting and forecasting

    Insert ITAM into budgeting processes to deliver significant value.

    Some examples of what ITAM can bring to the budgeting table:
    • Trustworthy data on deployed assets and spending obligations tied to those assets.
    • Projections of hardware due for replacement in terms of quantity and spend.
    • Knowledge of IT hardware and software contract terms and pricing.
    • Lists of unused or underused hardware and software that could be redeployed to avoid spend.
    • Comparisons of spend year-over-year.

    Being part of the budgeting process positions ITAM for success in other ways:

    • Helps demonstrate the strategic value of the ITAM practice.
    • Provides insight into business and IT strategic projects and priorities for the year.
    • Strengthens relationships with key stakeholders, and positions the ITAM team as trusted partners.

    “Knowing what you have [IT assets] is foundational to budgeting, managing, and optimizing IT spend.” (Dave Kish, Info-Tech, Practice Lead, IT Financial Management)

    Stock image of a calculator.

    2.8 Build better budgets

    20 minutes

    Input: Context on IT budgeting processes

    Output: A list of things to start, stop, and continue doing as part of budgeting exercises

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, ITAM business partners

    What should we start, stop, and continue doing to support organizational budgeting exercises?

    Start Stop Continue
    • Creating buckets of spend and allocating assets to those buckets.
    • Zero-based review on IaaS instances quarterly.
    • Develop dashboards plugged into asset data for department heads to view allocated assets and spend.
    • Create value reports to demonstrate hard savings as well as cost avoidance.
    • Waiting for business leaders to come to us for help (start reaching out with reports proactively, three months before budget cycle).
    • % increases on IT budgets without further review.
    • Monthly variance budget analysis.
    • What-if analysis for asset spend based on expected headcount increases.

    Add your results to your copy of the ITAM Strategy Template

    Step 2.9: Establish a documentation framework

    Participants

    • Project sponsor and lead facilitator
    • ITAM team

    Outcomes

    • Identify key documentation and gaps in your documentation.
    • Establish where documentation should be stored, who should own it, who should have access, and what should trigger a review.

    Create ITAM documentation

    ITAM documentation will typically support governance or operations.

    Long-term planning and governance
    • ITAM policy and/or related policies (procurement policy, security awareness policy, acceptable use policy, etc.)
    • ITAM strategy document
    • ITAM roadmap or burndown list
    • Job descriptions
    • Functional requirements documents for ITAM tools

    Operational documentation

    • ITAM SOPs (hardware, software) and workflows
    • Detailed work instructions/knowledgebase articles
    • ITAM data/records
    • Contracts, purchase orders, invoices, MSAs, SOWs, etc.
    • Effective Licensing Position (ELP) reports
    • Training and communication materials
    • Tool and integration documentation
    • Asset management governance, operations, and tools typically generate a lot of documentation.
    • Don’t create documentation for the sake of documentation. Prioritize building and maintaining documentation that addresses major risks or presents opportunities to improve the consistency and reliability of key processes.
    • Maximize the value of ITAM documentation by ensuring it is as current, accessible, and usable as it needs to be.
    • Clearly identify where documentation is stored and who should have access to it.
    • Identify who is accountable for the creation and maintenance of key documentation, and establish triggers for reviews, updates, and changes.

    Consider ITAM policies

    Create policies that can and will be monitored and enforced.
    • Certain requirements of the ITAM practice may need to be backed up by corporate policies: formal statements of organizational expectations that must be recognized by staff, and which will lead to sanctions/penalties if breached.
    • Some organizations will choose to create one or more ITAM-specific policies. Others will include ITAM-related statements in other existing policies, such as acceptable use policies, security training and awareness policies, procurement policies, configuration policies, e-waste policies, and more.
    • Ensure that you are prepared to monitor compliance with policies and evenly enforce breaches of policy. Failing to consistently enforce your policies exposes you and your organization to claims of negligence or discriminatory conduct.
    • For a template for ITAM-specific policies, see Info-Tech’s policy templates for Hardware Asset Management and Software Asset Management.

    2.9 Establish documentation gaps

    15-30 minutes

    Input: An understanding of existing documentation gaps and risks

    Output: Documentation gaps, Identified owners, repositories, access rights, and review/update protocols

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, Optional: IT managers, ITAM business partners

    Discuss and record the following:

    • What planning/governance, operational, and tooling documentation do we still need to create? Who is accountable for the creation and maintenance of these documents?
    • Where will the documentation be stored? Who can access these documents?
    • What will trigger reviews or changes to the documents?
    Need to Create Owner Stored in Accessible by Trigger for review
    Hardware asset management SOP ITAM manager ITAM SharePoint site › Operating procedures folder
    • All IT staff
    • Annual review
    • As-needed for major tooling changes that require a documentation update

    Add your results to your copy of the ITAM Strategy Template

    Step 2.10: Create a roadmap and communication plan

    Participants

    • Project sponsor and lead facilitator
    • ITAM team
    • IT leaders and managers

    Outcomes

    • A timeline of key ITAM initiatives.
    • Improvement ideas aligned to key initiatives.
    • A communication plan tailored to key stakeholders.
    • Your ITAM Strategy document.

    “Understand that this is a journey. This is not a 90-day project. And in some organizations, these journeys could be three or five years long.” (Mike Austin, MetrixData 360)

    2.10 Identify key ITAM initiatives

    30-45 minutes

    Input: Organizational strategy documents

    Output: A roadmap that outlines next steps

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, Project sponsor

    1. Identify key initiatives that are critical to improving practice maturity and meeting business goals.
    2. There should only be a handful of really key initiatives. This is the work that will have the greatest impact on your ability to deliver value. Too many initiatives muddy the narrative and can distract from what really matters.
    3. Plot the target start and end dates for each initiative in the business and IT transformation timeline you created in Phase 1.
    4. Review the chart and consider – what new capabilities should the ITAM practice have once the identified initiatives are complete? What transformational initiatives will you be better positioned to support?

    Add your results to your copy of the ITAM Strategy Template

    Transformation Timeline

    Example transformation timeline with row headers 'Business Inititiaves', 'IT Initiatives', and 'ITAM Initiatives'. Each initiative is laid out along the timeline appropriately.

    2.10 Align improvement ideas to initiatives

    45 minutes

    Input: Key initiatives, Ideas for ITAM improvement collected over the course of previous exercises

    Output: Concrete action items to support each initiative

    Materials: The table in the next slide, Your copy of the ITAM Strategy Template

    Participants: ITAM team, IT leaders and managers, Project sponsor

    As you’ve been working through the previous exercises, you have been tracking ideas for improvement – now we’ll align them to your roadmap.

    1. Review the list of ideas for improvement you’ve produced over the working sessions. Consolidate the list – are there any ideas that overlap or complement each other? Record any new ideas. Frame each idea as an action item – something you can actually do.
    2. Connect the action items to initiatives. It may be that not every action item becomes part of a key initiative. (Don’t lose ideas that aren’t part of key initiatives – track them in a separate burndown list or backlog.)
    3. Identify a target completion date and owner for each action item that’s part of an initiative.

    Add your results to your copy of the ITAM Strategy Template

    Example ITAM initiatives

    Initiative 1: Develop hardware/software standards
    Task Target Completion Owner
    Laptop standards Q1-2023 ITAM manager
    Identify/eliminate contracts for unused software using scan tool Q2-2023 ITAM manager
    Review O365 license levels and standard service Q3-2023 ITAM manager

    Initiative 2: Improve ITAM data quality
    Task Target Completion Owner
    Implement scan agent on all field laptops Q3-2023 Desktop engineer
    Conduct in person audit on identified data discrepancies Q1-2024 ITAM team
    Develop and run user-led audit Q1-2024 Asset manager

    Initiative 3: Acquire & implement a new ITAM tool
    Task Target Completion Owner
    Select an ITAM tool Q3-2023 ITAM manager
    Implement ITAM tool, incl. existing data migration Q1-2024 ITAM manager
    Training on new tool Q1-2024 ITAM manager
    Build KPIs, executive dashboards in new tool Q2-2024 Data analyst
    Develop user-led audit functionality in new tool Q3-2024 ITAM coordinator

    2.10 Create a communication plan

    45 minutes

    Input: Proposed ITAM initiatives, Stakeholder priorities and goals, and an understanding of how ITAM can help them meet those goals

    Output: A high-level communication plan to communicate the benefits and impact of proposed changes to the ITAM program

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: IT asset manager, Project sponsor

    Develop clear, consistent, and targeted messages to key ITAM stakeholders.

    1. Modify the list of stakeholders in the first column.
    2. What benefits should those stakeholders realize from ITAM? What impact may the proposed improvements have on them? Refer back to exercises from Phase 1, where you identified key stakeholders, their priorities, and how ITAM could help them.
    3. Identify communication channels (in-person, email, all-hands meeting, etc.) and timing – when you’ll distribute the message. You may choose to use more than one channel, and you may need to convey the message more than once.
    Group ITAM Benefits Impact Channel(s) Timing
    CFO
    • More accurate IT spend predictions
    • Better equipment utilization and value for money
    • Sponsor integration project between ITAM DB and financial system
    • Support procurement procedures review
    Face-to-face – based on their availability Within the next month
    CIO
    • Better oversight into IT spend
    • Data to help demonstrate IT value
    • Resources required to support tool and ITAM process improvements
    Standing bi-monthly 1:1 meetings Review strategy at next meeting
    IT Managers
    Field Techs

    Add your results to your copy of the ITAM Strategy Template

    2.10 Put the final touches on your ITAM Strategy

    30 minutes

    Input: Proposed ITAM initiatives, Stakeholder priorities and goals, and an understanding of how ITAM can help them meet those goals

    Output: A high-level communication plan to communicate the benefits and impact of proposed changes to the ITAM program

    Materials: The table in this slide, Your copy of the ITAM Strategy Template

    Participants: IT asset manager, Project sponsor

    You’re almost done! Do a final check of your work before you send a copy to your participants.

    1. Summarize in three points the key findings from the activities you’ve worked through. What have you learned? What are your priorities? What key message do you need to get across? Add these to the appropriate slide near the start of the ITAM Strategy Template.
    2. What are your immediate next steps? Summarize no more than five and add them to the appropriate slide near the start of the ITAM Strategy Template.
      1. Are you asking for something? Approval for ITAM initiatives? Funding? Resources? Clearly identify the ask as part of your next steps.
    3. Are the KPIs identified in Phase 1 still valid? Will they help you monitor for success in the initiatives you’ve identified in Phase 2? Make any adjustments you think are required to the KPIs to reflect the additional completed work.

    Add your results to your copy of the ITAM Strategy Template

    Research Contributors and Experts

    Kylie Fowler
    Principal Consultant
    ITAM Intelligence

    Kylie is an experienced ITAM/FinOps consultant with a track record of creating superior IT asset management frameworks that enable large companies to optimize IT costs while maintaining governance and control.

    She has operated as an independent consultant since 2009, enabling organizations including Sainsbury's and DirectLine Insurance to leverage the benefits of IT asset management and FinOps to achieve critical business objectives. Recent key projects include defining an end-to-end SAM strategy, target operating model, policies and processes which when implemented provided a 300% ROI.

    She is passionate about supporting businesses of all sizes to drive continuous improvement, reduce risk, and achieve return on investment through the development of creative asset management and FinOps solutions.

    Rory Canavan
    Owner and Principal Consultant
    SAM Charter

    Rory is the founder, owner, and principal consultant of SAM Charter, an internationally recognized consultancy in enterprise-wide Software & IT Asset Management. As an industry leader, SAM Charter is uniquely poised to ensure your IT & SAM systems are aligned to your business requirements.

    With a technical background in business and systems analysis, Rory has a wide range of first-hand experience advising numerous companies and organizations on the best practices and principles pertaining to software asset management. This experience has been gained in both military and civil organizations, including the Royal Navy, Compaq, HP, the Federation Against Software Theft (FAST), and several software vendors.

    Research Contributors and Experts

    Jeremy Boerger
    Founder, Boerger Consulting
    Author of Rethinking IT Asset Management

    Jeremy started his career in ITAM fighting the Y2K bug at the turn of the 21st century. Since then, he has helped companies in manufacturing, healthcare, banking, and service industries build and rehabilitate hardware and software asset management practices.

    These experiences prompted him to create the Pragmatic ITAM method, which directly addresses and permanently resolves the fundamental flaws in current ITAM and SAM implementations.

    In 2016, he founded Boerger Consulting, LLC to help business leaders and decision makers fully realize the promises a properly functioning ITAM can deliver. In his off time, you will find him in Cincinnati, Ohio, with his wife and family.

    Mike Austin
    Founder and CEO
    MetrixData 360

    Mike Austin leads the delivery team at MetrixData 360. Mike brings more than 15 years of Microsoft licensing experience to his clients’ projects. He assists companies, from Fortune 500 to organizations with as few as 500 employees, with negotiations of Microsoft Enterprise Agreements (EA), Premier Support Contracts, and Select Agreements. In addition to helping negotiate contracts, he helps clients build and implement software asset management processes.

    Previously, Mike was employed by Microsoft for more than 8 years as a member of the global sales team. With Microsoft, Mike successfully negotiated more than a billion dollars in new and renewal EAs. Mike has also negotiated legal terms and conditions for all software agreements, developed Microsoft’s best practices for global account management, and was awarded Microsoft’s Gold Star Award in 2003 and Circle of Excellence in 2008 for his contributions.

    Bibliography

    “Asset Management.” SFIA v8. Accessed 17 March 2022.

    Boerger, Jeremy. Rethinking IT Asset Management. Business Expert Press, 2021.

    Canavan, Rory. “C-Suite Cheat Sheet.” SAM Charter, 2021. Accessed 17 March 2022.

    Fisher, Matt. “Metrics to Measure SAM Success.” Snow Software, 26 May 2015. Accessed 17 March 2022.

    Flexera (2021). “State of ITAM Report.” Flexera, 2021. Accessed 17 March 2022.

    Fowler, Kylie. “ITAM by design.” BCS, The Chartered Institute for IT, 2017. Accessed 17 March 2022.

    Fowler, Kylie. “Ch-ch-ch-changes… Is It Time for an ITAM Transformation?” ITAM Intelligence, 2021. Web. Accessed 17 March 2022.

    Fowler, Kylie. “Do you really need an ITAM policy?” ITAM Accelerate, 15 Oct. 2021. Accessed 17 March 2022.

    Hayes, Chris. “How to establish a successful, long-term ITAM program.” Anglepoint, Sept. 2021. Accessed 17 March 2022.

    ISO/IEC 19770-1-2017. IT Asset Management Systems – Requirements. Third edition. ISO, Dec 2017.

    Joret, Stephane. “IT Asset Management: ITIL® 4 Practice Guide”. Axelos, 2020.

    Jouravlev, Roman. “IT Service Financial Management: ITIL® 4 Practice Guide”. Axelos, 2020.

    Pagnozzi, Maurice, Edwin Davis, Sam Raco. “ITAM Vs. ITSM: Why They Should Be Separate.” KPMG, 2020. Accessed 17 March 2022.

    Rumelt, Richard. Good Strategy, Bad Strategy. Profile Books, 2013.

    Stone, Michael et al. “NIST SP 1800-5 IT Asset Management.” Sept, 2018. Accessed 17 March 2022.

    Audit the Project Portfolio

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    • Parent Category Name: Portfolio Management
    • Parent Category Link: /portfolio-management
    • As a CIO you know you should audit your portfolio, but you don’t know where to start.
    • There is a lack of portfolio and project visibility.
    • Projects are out of scope, over budget, and over schedule.

    Our Advice

    Critical Insight

    • Organizations establish processes and assume people are following them.
    • There is a dilution of practices from external influences and rapid turnover rates.
    • Many organizations build their processes around existing frameworks. These frameworks are great resources but they’re often missing context and clear links to tools, templates, and fiduciary duty.

    Impact and Result

    • The best way to get insight into your current state is to get an objective set of observations of your processes.
    • Use Info-Tech’s framework to audit your portfolios and projects:
      • Triage at a high level to assess the need for an audit by using the Audit Standard Triage Tool to assess your current state and the importance of conducting a deeper audit.
      • Complete Info-Tech’s Project Portfolio Audit Tool:
        • Validate the inputs.
        • Analyze the data.
        • Review the findings and create your action plan.

    Audit the Project Portfolio Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should audit the project portfolio, 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 readiness

    Understand your current state and determine the need for a deeper audit.

    • Audit the Project Portfolio – Phase 1: Assess Readiness
    • Info-Tech Audit Standard for Project Portfolio Management
    • Audit Glossary of Terms
    • Audit Standard Triage Tool

    2. Perform project portfolio audit

    Audit your selected projects and portfolios. Understand the gaps in portfolio practices.

    • Audit the Project Portfolio – Phase 2: Perform Project Portfolio Audit
    • Project Portfolio Audit Tool

    3. Establish a plan

    Document the steps you are going to take to address any issues that were uncovered in phase 2.

    • Audit the Project Portfolio – Phase 3: Establish a Plan
    • PPM Audit Timeline Template
    [infographic]

    Workshop: Audit the Project Portfolio

    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 Portfolio Audit

    The Purpose

    An audit of your portfolio management practices.

    Key Benefits Achieved

    Analysis of audit results.

    Activities

    1.1 Info-Tech’s Audit Standard/Engagement Context

    1.2 Portfolio Audit

    1.3 Input Validation

    1.4 Portfolio Audit Analysis

    1.5 Start/Stop/Continue

    Outputs

    Audit Standard and Audit Glossary of Terms

    Portfolio and Project Audit Tool

    Start/Stop/Continue

    2 Project Audit

    The Purpose

    An audit of your project management practices.

    Key Benefits Achieved

    Analysis of audit results.

    Activities

    2.1 Project Audit

    2.2 Input Validation

    2.3 Project Audit Analysis

    2.4 Start/Stop/Continue

    Outputs

    Portfolio and Project Audit Tool

    Start/Stop/Continue

    3 Action Plan

    The Purpose

    Create a plan to start addressing any vulnerabilities.

    Key Benefits Achieved

    A plan to move forward.

    Activities

    3.1 Action Plan

    3.2 Key Takeaways

    Outputs

    Audit Timeline Template

    Create Stakeholder-Centric Architecture Governance

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    • Parent Category Name: Strategy & Operating Model
    • Parent Category Link: /strategy-and-operating-model
    • Traditional enterprise architecture management (EAM) caters to only 10% – the IT people, and not to the remaining 90% of the organization.
    • EAM practices do not scale well with the agile way of working and are often perceived as "bottlenecks” or “restrictors of design freedom.”
    • The organization scale does not justify a full-fledged EAM with many committees, complex processes, and detailed EA artifacts.

    Our Advice

    Critical Insight

    Architecture is a competency, not a function. Project teams, including even business managers outside of IT, can assimilate “architectural thinking.”

    Impact and Result

    Increase business value through the dissemination of architectural thinking throughout the organization. Maturing your EAM practices beyond a certain point does not help.

    Create Stakeholder-Centric Architecture Governance Research & Tools

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

    1. Start here

    Improve benefits from your enterprise architecture efforts through the dissemination of architecture thinking throughout your organization.

    • Create Stakeholder-Centric Architecture Governance Storyboard
    [infographic]

    Data Quality

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    • Teaser Video: Visit Website
    • Teaser Video Title: Big data after pandemic
    • member rating overall impact: 8.3/10
    • member rating average dollars saved: $5,100
    • member rating average days saved: 8
    • Parent Category Name: Data and Business Intelligence
    • Parent Category Link: /data-and-business-intelligence
    Restore trust in your data by aligning your data management approach to the business strategy

    Agile Readiness Assessment Survey

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    • Parent Category Name: Development
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    • Today’s realities are driving organizations to digitize faster and become more Agile.
    • Agile transformations are difficult and frequently fail for a variety of reasons.
    • To achieve the benefits of Agile, organizations need to be ready for the significant changes that Agile demands.
    • Challenges to your Agile transformation can come from a variety of sources.

    Our Advice

    Critical Insight

    • Use Info-Tech’s CLAIM+G model to examine potential roadblocks to Agile on six different organizational dimensions.
    • Use survey results to identify and address the issues that are most likely to derail your Agile transformation.

    Impact and Result

    • Better understand where and how your organization needs to change to support your Agile transformation.
    • Focus your attention on your organization’s biggest roadblocks to Agile.
    • Improve your organization’s chances of a successful Agile transformation.

    Agile Readiness Assessment Survey Research & Tools

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

    1. Agile Readiness Assessment Deck – A guide to help your organization survey its Agile readiness.

    Read this deck to see how an Agile Readiness Assessment can help your organization understand its readiness for Agile transformation. The storyboard guides you through how to collect, consolidate, and examine survey responses and create an actionable list of improvements to make your organization more Agile ready.

    • Agile Readiness Assessment Storyboard

    2. Survey Templates (Excel or MS Forms, available in English and French) – Use these templates to create and distribute the survey broadly within your organization.

    The Agile Readiness Assessment template is available in either Excel or Microsoft Forms (both English and French versions are available). Download the Excel templates here or use the links in the above deck to access the online versions of the survey.

    • Agile Readiness Survey – English
    • Agile Readiness Survey – French

    3. Agile Readiness Assessment Consolidated Results Tool – Use this tool to consolidate and analyze survey responses.

    The Agile Readiness Assessment Consolidated Results Tool allows you to consolidate survey responses by team/role and produces your heatmap for analysis.

    • Agile Readiness Assessment Consolidated Results Tool
    [infographic]

    Further reading

    Agile Readiness Assessment

    Understand how ready your organization is for an Agile transformation.

    Info-Tech Research Group Inc. is a global leader in providing IT research and advice. Info-Tech’s products and services combine actionable insight and relevant advice with ready-to-use tools and templates that cover the full spectrum of IT concerns.

    Analyst Perspective

    Use the wisdom of crowds to understand how ready you are for Agile transformation.

    Photo of Alex Ciraco, Principal Research Director, Application Delivery and Management, Info-Tech Research Group

    Agile transformations can be difficult and complex to implement. That’s because they require fundamental changes in the way an organization thinks and behaves (and many organizations are not ready for these changes).

    Use Info-Tech’s Agile Readiness Assessment to broadly survey the organization’s readiness for Agile along six dimensions:

    • Culture
    • Learning
    • Automation
    • Integrated teams
    • Metrics
    • Governance

    The survey results will help you to examine and address those areas that are most likely to hinder your move to Agile.

    Alex Ciraco
    Principal Research Director, Application Delivery and Management
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Your organization wants to shorten delivery time and improve quality by adopting Agile practices.
    • Your organization has not yet used Agile successfully.
    • You know that Agile transformations are complex and difficult to implement.
    • You want to maximize your Agile transformation’s chances of success.

    Common Obstacles

    • Risks to your Agile transformation can come from a variety of sources, including:
      • Organizational culture
      • Learning practices
      • Use of automation
      • Ability to create integrated teams
      • Use of metrics
      • Governance practices

    Info-Tech’s Approach

    • Use Info-Tech’s Agile Readiness Assessment to broadly survey your organization’s readiness for Agile.
    • Examine the consolidated results of this survey to identify challenges that are most likely to hinder Agile success.
    • Discuss and address these challenges to increase your chances of success.

    Info-Tech Insight

    By first understanding the numerous challenges to Agile transformations and then broadly surveying your organization to identify and address the challenges that are at play, you are more likely to have a successful Agile transformation.

    Info-Tech’s methodology

    1. Distribute Survey 2. Consolidate Survey Results 3. Examine Results and Problem Solve
    Phase Steps

    1.1 Identify the teams/roles you will survey.

    1.2 Configure the survey to reflect your teams/roles.

    1.3 Distribute the Agile Readiness Assessment Survey broadly in the organization.

    2.1 Collect survey responses from all participants.

    2.2 Consolidate the results using the template provided.

    3.1 Examine the consolidated results (both OVERALL and DETAILED Heatmaps)

    3.2 Identify key challenge areas (those which are most “red”) and discuss these challenges with participants

    3.3 Brainstorm, select and refine potential solutions to these challenges

    Phase Outcomes An appreciation for the numerous challenges associated with Agile transformations Identified challenges to Agile within your organization (both team-specific and organization-wide challenges) An actionable list of solutions/actions to address your organization’s Agile challenges.

    Blueprint deliverables

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

    Agile Readiness Assessment Survey

    Survey the organization to understand your readiness for an Agile transformation on six dimensions.

    Sample of the Agile Readiness Assessment Survey blueprint deliverable.

    Agile Readiness Assessment Consolidated Results

    Examine your readiness for Agile and identify team-specific and organization-wide challenges.

    Sample of the Agile Readiness Assessment Consolidated Results blueprint deliverable.

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

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

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

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

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

    A typical GI is between 6 to 8 calls over the course of 1 to 2 months.

    What does a typical GI on this topic look like?

      Phase 1: Distribute Survey

    • Call #1: Scope requirements, objectives, and your specific challenges (identify potential participants).
    • Call #2: First call with participants (introduce Phase 1 and assign survey for completion).
    • Call #3: Gather survey responses (prep for Phase 2 calls).
    • Phase 2: Consolidate Survey Results

    • Call #4: Consolidate all survey responses using the template.
    • Call #5: Conduct initial review of consolidated results (prep for Phase 3 calls).
    • Phase 3: Examine Results and Problem Solve

    • Call #6: Present consolidated results to participants and agree on most pressing challenges.
    • Call #7: Brainstorm, identify, and refine potential solutions to most pressing challenges.
    • Call #8: Conduct closing and communication call.

    Phase 1 — Phase 1 of 3, 'Distribute Survey'.

    Customize and distribute the survey

    Decide which teams/roles will participate in the survey.

    Decide which format and language(s) you will use for your Agile Readiness Assessment Survey.

    Configure the survey templates to reflect your selected teams/roles.

    Distribute the survey for participants to complete.

    • 1.1 The Agile Readiness Assessment Survey will help you to identify both team-specific and organization-wide challenges to your Agile transformation. It is best to distribute the survey broadly across the organization and include several teams and roles. Identify and make note of the teams/roles that will be participating in the survey.
    • 1.2 Select which format of survey you will be using (Excel or online), along with the language(s) you will use (links to the survey templates can be found in the table below). Then configure the survey templates to reflect your list of teams/roles from Step 1.1.
    • Format Language Download Survey Template
      Excel English Agile Readiness Assessment Excel Survey Template – EN and FR
      Excel French
      Online English Agile Readiness Assessment Online Survey Template – EN
      Online French Agile Readiness Assessment Online Survey Template – FR

    • 1.3 Distribute your Agile Readiness Assessment Survey broadly in the organization. Give all participants a deadline date for completion of the survey.

    Phase 2 — Phase 2 of 3, 'Consolidate Results'.

    Consolidate Survey Results

    Collect and consolidate all survey responses using the template provided.

    Review the OVERALL and DETAILED Heatmaps generated by the template.

    • 2.1 Collect the survey responses from all participants. All responses completed using the online form will be anonymous (for responses returned using the Excel form, assign each a unique identifier so that anonymity of responses is maintained).
    • 2.2 Consolidate the survey responses using the template below. Follow the instructions in the template to incorporate all survey responses.
    • Download the Agile Readiness Assessment Consolidated Results Tool

      Sample of the Agile Readiness Assessment Consolidated Results Tool, ranking maturity scores in 'Culture', 'Learning', 'Automation', 'Integrated Teams', 'Metrics', and 'Governance'.

    Phase 3 — Phase 3 of 3, 'Examine Results'.

    Examine Survey Results and Problem Solve

    Review the consolidated survey results as a team.

    Identify the challenges that need the most attention.

    Brainstorm potential solutions. Decide which are most promising and create a plan to implement them.

    • 3.1 Examine the consolidated results (both OVERALL and DETAILED Heatmaps) and look at both team-specific and organization-wide challenge areas.
    • 3.2 Identify which challenge areas need the most attention (typically those that are most red in the heatmap) and discuss these challenges with survey participants.
    • 3.3 As a team, brainstorm potential solutions to these challenges. Select from and refine the solutions that are most promising, then create a plan to implement them.

    3.1 Exercise: Collaborative Problem Solving — Phase 3 of 3, 'Examine Results'.

    60 Mins

    Input: Consolidated survey results

    Output: List of actions to address your most pressing challenges along with a timeline to implement them

    Materials: Agile Readiness Assessment Consolidated Results Tool, Whiteboard and markers

    Participants: Survey participants, Other interested parties

    This exercise will create a plan for addressing your most pressing Agile-related challenges.

    • As a team, agree on which survey challenges are most important to address (typically the most red in the heatmap).
    • Brainstorm potential solutions/actions to address these challenges.
    • Assign solutions/actions to individuals and set a timeline for completion.
    Challenge Proposed Solution Owner Timeline
    Enrichment
    lack of a CoE
    Establish a service-oriented Agile Center of Excellence (CoE) staffed with experienced Agile practitioners who can directly help new-to-Agile teams be successful. Bill W. 6 Months
    Tool Chain
    (lack of Agile tools)
    Select a standard Agile work management tool (e.g. Jira, Rally, ADO) that will be used by all Agile teams. Cindy K. 2 Months

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    • Streamline business value delivery through the strategic adoption of DevOps practices.
    Sample of an Info-Tech blueprint. Mentoring for Agile Teams
    • Leverage an experience Agile Mentor to give your in-flight Agile project a helping hand.

    Research Contributors and Experts

    • Columbus Brown, Senior Principal – Practice Lead – Business Alignment, Daugherty Business Solutions
    • Saeed Khan, Founder, Transformation Labs
    • Brenda Peshak, Product Owner/Scrum Master/Program Manager, John Deere/Source Allies/Widget Industries LLC
    • Vincent Mirabelli, Principal, Global Project Synergy Group
    • Len O'Neill, Sr. Vice President and Chief Information Officer, The Suddath Companies
    • Shameka A. Jones, MPM, CSM, Lead Business Management Consultant, Mainspring Business Group, LLC
    • Ryland Leyton, Lead Business Analyst, Aptos Retail
    • Ashish Nangia, Lead Business System Analyst, Ashley Furniture Industries
    • Barbara Carkenord, CBAP, IIBA-AAC, PMI-PBA, PMP, SAFe POPM, President, Carkenord Consulting
    • Danelkis Serra, CBAP, Chapter Operations Manager, Regions & Chapters, IIBA (International Institute of Business Analysis)
    • Lorrie Staples-Ellis, CyberSecurity Integration Strategist, Wealth Management, Truist Bank
    • Ginger Sundberg, Independent Consultant
    • Kham Raven, Project Manager, Fraud Strategy & Execution, Truist Bank
    • Sarah Vollett, PMP, Business Analyst, Operations, College of Physicians and Surgeons of British Columbia
    • Nicole J Coyle, ICP-ACC, CEAC, SPC4, SASM, POPM, CSM, ECM, CCMP, CAPM, Team Agile Coach and Team Facilitator, HCQIS Foundational Components
    • Joe Glower, IT Director, Jet Support Services, Inc. (JSSI)
    • Harsh Daharwal, Senior Director, Application Delivery, J.R. Simplot
    • Hans Eckman, Principal Research Director, Info-Tech Research Group
    • Valence Howden, Principal Research Director, Info-Tech Research Group

    Enable Product Delivery – Executive Leadership Workshop

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

    Our Advice

    Critical Insight

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

    Impact and Result

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

    Enable Product Delivery – Executive Leadership Workshop Research & Tools

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

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

    • Enabling Product Delivery – Executive Workshop Storyboard

    2. Enabling Product Delivery –Executive Workshop Outcomes.

    • Enabling Product Delivery – Executive Workshop Outcomes
    [infographic]

    Workshop: Enable Product Delivery – Executive Leadership Workshop

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

    1 Understanding Your Top Challenges

    The Purpose

    Understand the drivers for your product transformation.

    Key Benefits Achieved

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

    Activities

    1.1 What is driving your organization to become product focused?

    Outputs

    List of challenges and drivers

    2 Transitioning From Projects to Product-Centric Delivery

    The Purpose

    Understand the product transformation journey and differences.

    Key Benefits Achieved

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

    Activities

    2.1 Define the differences between projects and product delivery

    Outputs

    List of differences

    3 Enterprise Agility and the Value of Change

    The Purpose

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

    Key Benefits Achieved

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

    Activities

    3.1 What is business agility?

    Outputs

    Common understanding about the value of smaller iterations

    4 Defining Products and Product Management in Your Context

    The Purpose

    Establish an organizational starting definition of products.

    Key Benefits Achieved

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

    Activities

    4.1 What is a product? Who are your consumers?

    4.2 Identify enablers and blockers of product ownership

    4.3 Define a set of guiding principles for product management

    Outputs

    Product definition

    List of enablers and blockers of product ownership

    Set of guiding principles for product management

    5 Connecting Product Management to Agile Practices

    The Purpose

    Understand the relationship between product management and product delivery.

    Key Benefits Achieved

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

    Activities

    5.1 Discussions

    Outputs

    Common understanding

    6 Commit to Empowering Agile Product Teams

    The Purpose

    Personalize and commit to supporting product teams.

    Key Benefits Achieved

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

    Activities

    6.1 Your management culture

    6.2 Personal Cultural Stop, Start, and Continue

    6.3 Now, Next, Later to support product owners

    Outputs

    Your management culture map

    Personal Cultural Stop, Start, and Continue list

    Now, Next, Later roadmap

    Further reading

    Enable Product Delivery – Executive Leadership Workshop

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

    Objective of this workshop

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

    Enable Product Delivery - Executive Leadership Workshop

    Learn how enterprise agility can provide lasting value to the organization

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

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

    Your Product Transformation Journey

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

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

    What is a workshop?

    We WILL ENGAGE in discussions and activities:

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

    This workshop will NOT be:

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

    Roles within the workshop

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

    Facilitators

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

    Participants

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

    Understanding Your Top Challenges

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

    Executive Summary

    Your Challenge

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

    Common Obstacles

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

    Info-Tech's Approach

    Info-Tech's approach will guide you through:

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

    What is driving your organization to become product focused?

    30 minutes

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

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

    Input

    • Organizational knowledge
    • Goals and challenges

    Output

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

    Transitioning From Projects to Product-Centric Delivery

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

    Define the differences between projects and product delivery

    30 minutes

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

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

    Input

    • Organizational knowledge
    • Internal terms and definitions

    Output

    • List of differences between projects and product delivery

    Define the differences between projects and product delivery

    15 minutes

    Project Delivery

    vs

    Product Delivery

    Point in time

    What is changed

    Method of funding changes

    Needs an owner

    Input

    • Organizational knowledge
    • Internal terms and definitions

    Output

    • List of differences between projects and product delivery

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

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

    Project

    Product

    Fund Projects

    Funding

    Fund Products or Teams

    Line of Business Sponsor

    Prioritization

    Product Owner

    Makes Specific Changes
    to a Product

    Product Management

    Improve Product Maturity
    and Support

    Assign People to Work

    Work Allocation

    Assign Work
    to Product Teams

    Project Manager Manages

    Capacity Management

    Team Manages Capacity

    Info-Tech Insight

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

    Projects can be a mechanism for funding product changes and improvements

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

    Projects within products

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

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

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

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

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

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

    Product roadmaps guide delivery and communicate your strategy

    In Deliver on Your Digital Product Vision, we demonstrate how the product roadmap is core to value realization. The product roadmap is your communicated path, and as a product owner, you use it to align teams and changes to your defined goals while aligning your product to enterprise goals and strategy.

    This is an image adapted from Pichler, What is Product Management.

    Adapted from: Pichler, "What Is Product Management?"

    Info-Tech Insight

    The quality of your product backlog – and your ability to realize business value from your delivery pipeline – is directly related to the input, content, and prioritization of items in your product roadmap.

    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.

    Understand the Difference Between Backups and Archives

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    • You don’t understand the difference between a backup and an archive or when to use one or the other.
    • Data is not constant. It is ever-changing and growing. How do you protect it?
    • You just replaced an application that was in use since day one, and even though you have a fully functional replacement, you would like to archive that original application just in case.
    • You want to save money, so you use your backup solution to archive data, but you know that is not ideal. What is the correct solution?

    Our Advice

    Critical Insight

    Keep in mind that backups are for recovery while archives are for discovery. Backups and archives are often confused but understanding the differences can result in significant savings of time and money. Backing up and archiving may be considered IT tasks, but recovery and discovery are capabilities the business wants and is willing to pay for.

    Impact and Result

    Archives and backups are not the same, and there is a use case for each. Sometimes minor adjustments may be required to make the use case work. Understanding the basics of backups and archives can lead to significant savings at a monetary and effort level.

    Understand the Difference Between Backups and Archives Research & Tools

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

    1. Understand the Difference Between Backups and Archives

    What is the difference between a backup and a data archive? When should I use one over the other? They are not the same and confusing the two concepts could be expensive.

    • Understand the Difference Between Backups and Archives Storyboard
    [infographic]

    Further reading

    Understand the Difference Between Backups and Archives

    They are not the same, and confusing the two concepts could be expensive

    Analyst Perspective

    Backups and archives are not interchangeable, but they can complement each other.

    Photo of P.J. Ryan, Research Director, Infrastructure & Operations, Info-Tech Research Group.

    Backups and archives are two very different operations that are quite often confused or misplaced. IT and business leaders are tasked with protecting corporate data from a variety of threats. They also must conform to industry, geographical, and legal compliance regulations. Backup solutions keep the data safe from destruction. If you have a backup, why do you also need an archive? Archive solutions hold data for a long period of time and can be searched. If you have an archive, why do you also need a backup solution? Backups and archives used to be the same. Remember when you would keep the DAT tape in the same room as the argon gas fire suppression system for seven years? Now that's just not feasible. Some situations require a creative approach or a combination of backups and archives.

    Understand the difference between archives and backups and you will understand why the two solutions are necessary and beneficial to the business.

    P.J. Ryan
    Research Director, Infrastructure & Operations
    Info-Tech Research Group

    Executive Summary

    Your Challenge
    • You don’t understand the difference between a backup and an archive or when to use one over the other.
    • Data is not constant. It is ever-changing and growing. How do you protect it?
    • You just replaced an application that had been in use since day one, and even though you have a fully functional replacement, you would like to archive that original application just in case.
    • You want to save money, so you use your backup solution to archive data, but you know that is not ideal. What is the correct solution?
    Common Obstacles
    • Storage costs can be expensive, as can some backup and archiving solutions.
    • Unclear requirements definition to decide between backups or archives.
    • Historically, people referred to archiving as tossing something into a box and storing it away indefinitely. Data archiving has a different meaning.
    • Executives want retired applications preserved but do not provide reasons or requirements.
    Info-Tech’s Approach
    • Spend wisely. Why spend money on an archive solution when a backup will suffice? Don’t leave money on the table.
    • Be creative and assess each backup or archive situation carefully. A custom solution may be required.
    • Backup your production data for the purpose of restoring it and adhere to the 3-2-1 rule of backups (Naviko.com).
    • Archive your older data to an alternate storge platform to save space, allow for searchability, and provide retention parameters.

    Info-Tech Insight

    Keep in mind that backups are for recovery while archives are for discovery. Backups and archives are often confused but understanding the differences can result in significant savings of time and money. Backing up and archiving may be considered IT tasks but recovery and discovery are capabilities the business wants and is willing to pay for.

    Archive

    What it IS

    A data archive is an alternate location for your older, infrequently accessed production data. It is indexed and searchable based on keywords. Archives are deleted after a specified period based on your retention policy or compliance directives.

    What it IS NOT

    Archives are not an emergency copy of your production data. They are not any type of copy of your production data. Archives will not help you if you lose your data or accidentally delete a file. Archives are not multiple copies of production data from various recovery points.

    Why use it

    Archives move older data to an alternate location. This frees up storage space for your current data. Archives are indexed and can be searched for historical purposes, compliance reasons, or in the event of a legal matter where specific data must be provided to a legal team.

    Tips & Tricks – Archiving

    • Archiving will move older data to an alternate location. This will free up storage space in the production environment.
    • Archiving solutions index the data to allow for easier searchability. This will aid in common business searches as well as assist with any potential legal searches.
    • Archiving allows companies to hold onto data for historical purposes as well as for specific retention periods in compliance with industry and regional regulations such as SOX, GDPR, FISMA, as well as others (msp360.com).

    Backup

    What it IS

    A backup is a copy of your data from a specific day and time. It is primarily used for recovery or restoration if something happens to the production copy of data. The restore will return the file or folder to the state it was in at the time of the backup.

    Backups occur frequently to ensure the most recent version of data is copied to a safe location.

    A typical backup plan makes a copy of the data every day, once a week, and once a month. The data is stored on tapes, disk, or using cloud storage.

    What it IS NOT

    Backups are not designed for searching or discovery. If you backup your email and must go to that backup in search of all email pertaining to a specific topic, you must restore the full backup and then search for that specific topic or sender. If you kept all the monthly backups for seven years, that will mean repeating that process 84 times to have a conclusive search, assuming you have adequate storage space to restore the email database 84 times.

    Backups do not free up space.

    Why use it

    Backups protect your data in the event of disaster, deletion, or accidental damage. A good backup strategy will include multiple backups on different media and offsite storage of at least one copy.

    Tips & Tricks – Backups

    • Production data should be backed up on a regular basis, ideally once a day or more frequently if possible.
    • Backups are intended to restore data when it gets deleted, over-written, or otherwise compromised. Most restore requests are from the last 24 to 48 hours, so it may be advantageous to keep a backup readily available on disk for a quick restore when needed.
    • Some vendors and industry subject matter experts advocate the use of a 3-2-1 rule when it comes to backups:
      • Keep three copies of your production data
      • In at least two separate locations (some advocate two different formats), and
      • One copy should be offsite (nakivo.com)

    Cold Storage

    • Cold storage refers to a storage option offered by some cloud vendors. In the context of the discussion between backups and archives, it can be an option for a dedicated backup solution for a specific period. Cost is low and the data is protected from destruction.
    • If an app has been replaced and all data transferred to the replacement solution but for some reason the company wishes to hold onto the data, you want a backup, not an archive. Extract the data, convert it into MongoDB or a similar solution, and drop it into cheap cloud storage (cold storage) for less than $5 per TB/month.

    Case Study

    Understanding the difference between archives and backups could save you a lot of time and money

    INDUSTRY: Manufacturing | SOURCE: Info-Tech Research

    Understanding the difference between an archive and a backup was the first step in solving their challenge.

    A leading manufacturing company found themselves in a position where they had to decide between archiving or doing nothing.

    The company had completed several acquisitions and ended up with multiple legacy applications that had been merged or migrated into replacement solutions. These legacy applications were very important to the original companies and although the data they held had been migrated to a replacement solution, executives felt they should hold onto these applications for a period of time, just in case.

    Some of the larger applications were archived using a modern archiving solution, but when it came to the smaller applications, the cost to add them to the archiving solution greatly exceeded the cost to just keep them running and maintain the associated infrastructure.

    A research advisor from Info-Tech Research Group joined a call with the manufacturing company and discussed their situation. The difference between archives and backups was explained and through the course of the conversation it was discovered that the solution was a modified backup. The application data had already been preserved through the migration, so data could be accessed in the production environment. The requirement to keep the legacy application up and running was not necessary but in compliance with the request to keep the information, the data could be exported from the legacy application into a non-sequential database, compressed, and stored in cloud-based cold storage for less than five dollars per terabyte per month. The manufacturing company’s staff realized that they could apply this same approach to several of their legacy applications and save tens of thousands of dollars in the process.

    Understand the Difference Between Backups and Archives

    Backups

    Backups are for recovery. A backup is a snapshot copy of production data at a specific point in time. If the production data is lost, destroyed, or somehow compromised, the data can be restored from the backup.

    Archives

    Archives are for discovery. It is production data that is moved to an alternate location to free up storage space, allow the data to be searchable, and still hold onto the data for historical or compliance purposes.

    Info-Tech Insight

    Archives and backups are not the same, and there is a use case for each. Sometimes minor adjustments may be required to make the use case work. Understanding the basics of backups and archives can lead to significant savings at a monetary and effort level.

    Additional Guidance

    Production data should be backed up.

    The specific backup solution is up to the business.

    Production data that is not frequently accessed should be archived.

    The specific solution to perform and manage the archiving of the data is up to the business

    • Archived data should also be backed up at least once.
    If the app has been replaced and all data transferred, you want a backup not an archive if you want to keep the data.
    • Short term – fence it off.
    • Long term – extract into Mongo then drop it into cheap cloud storage.

    Case Study

    Using tape backups as an archive solution could result in an expensive discovery and retrieval exercise.

    INDUSTRY: Healthcare | SOURCE: Zasio Enterprises Inc.

    “Do not commingle archive data with backup or disaster recovery tapes.”

    A court case in the United States District Court for the District of Nevada involving Guardiola and Renown Health in 2015 is a good example of why using a backup solution to solve an archiving challenge is a bad idea.

    Renown Health used a retention policy that declared any email older than six months of age as inactive and moved that email to a backup tape. Renown Health was ordered by the court to produce emails from a period of time in the past. Renown estimated that it would cost at least $248,000 to produce those emails, based on the effort involved to restore data from each tape and search for the email in question. Renown Health argued that this long and expensive process would result in undue costs.

    The court reviewed the situation and ruled against Renown Health and ordered them to comply with the request (Zasio.com).

    A proper archiving solution would have provided a quick and low-cost method to retrieve the emails in question.

    Backups and archives are complementary to each other

    • Archives are still production data, but the data does not change. A backup is recommended for the archived data, but the frequency of the backups can be lowered.
    • Backups protect you if a disaster strikes by providing a copy of the production data that was compromised or damaged. Archives allow you to access older data that may have just been forgotten, not destroyed or compromised. Archives could also protect you in a legal court case by providing data that is older but may prove your argument in court.

    Archives and backups are not the same.

    Backups copy your data. Archives move your data. Backups facilitate recovery. Archives facilitate discovery.

    Archive Backup
    Definition Move rarely accessed (but still production) data to separate media. Store a copy of frequently used data on a separate media to ensure timely operational recovery.
    Use Case Legal discovery, primary storage reduction, compliance requirements, and audits. Accidental deletion and/or corruption of data, hardware/software failures.
    Method Disk, cloud storage, appliance. Disk, backup appliance, snapshots, cloud.
    Data Older, rarely accessed production data. Current production data.

    Is it a backup or archive?

    • You want to preserve older data for legal and compliance reasons, so you put extra effort into keeping your tape backups safe and secure for seven years. That’s a big mistake that may cost you time and money. You want an archive solution.
    • You replace your older application and migrate all data to the new system, but you want to hold onto the old data, just in case. That’s a backup, not an archive.
    • A long serving senior executive recently left the company. You want to preserve the contents of the executive's laptop in case it is needed in the future. That’s a backup.

    Considerations When Choosing Between Solutions

    1

    Backup or archive?

    2

    What are you protecting?

    3

    Why are you protecting data?

    4

    Solution

    Backup

    Backup and/or archive.
    Additional information required.
    Column 3 may help

    Archive

    Device

    Data

    Application

    Operational Environment

    Operational recovery

    Disaster recovery

    Just in case

    Production storage space reduction

    Retention and preservation

    Governance, risk & compliance

    Backup

    Archive

    Related Info-Tech Research

    Stock image of light grids and flares. Establish an Effective Data Protection Plan

    Give data the attention it deserves by building a strategy that goes beyond backup.

    Stock image of old fuse box switches. Modernize Enterprise Storage

    Current and emerging storage technologies are disrupting the status quo – prepare your infrastructure for the exponential rise in data and its storage requirements.

    Logo for 'Software Reviews' and their information on 'Compare and Evaluate: Data Archiving.'
    Sample of Info-Tech's 'Data Archiving Policy'. Data Archiving Policy

    Bibliography

    “Backup vs. archiving: Know the difference.” Open-E. Accessed 05 Mar 2022.Web.

    G, Denis. “How to build retention policy.” MSP360, Jan 3, 2020. Accessed 10 Mar 2022.

    Ipsen, Adam. “Archive vs Backup: What’s the Difference? A Definition Guide.” BackupAssist, 28 Mar 2017. Accessed 04 Mar 2022.

    Kang, Soo. “Mitigating the expense of E-discovery; Recognizing the difference between back-ups and archived data.” Zasio Enterprises, 08 Oct 2015. Accessed 3 Mar 2022.

    Mayer, Alex. “The 3-2-1 Backup Rule – An Efficient Data Protection Strategy.” Naviko. Accessed 12 Mar 2022.

    “What is Data-Archiving?” Proofpoint. Accessed 07 Mar 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

    • Enhance preparedness for future market trends and developments: Keep up to date with the newest trends and advancements in the IT sector to be better prepared for the future.
    • Enhance your decision making: Acquire valuable information and insights to make better-informed, confident decisions.
    • Promote innovation: Foster creativity, explore novel perspectives, drive innovation, and create new products or services.

    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.”

    Photo of Gord Harrison, Head of Research & Advisory, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    CIO Priorities 2023

    Engage cross-functional leadership to seize opportunity while protecting the organization from volatility.

    CIO
    Strategy & Governance

    Photo of Brian Jackson, Principal Research Director, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    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

    Photo of Donna Bales, Principal Research Director, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    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.

    Logo for Info-Tech.

    Effective IT Communications

    Empower IT employees to communicate well with any stakeholder across the organization.

    CIO
    People & Leadership

    Photo of Brittany Lutes, Research Director, Info-Tech Research Group.

    Brittany Lutes
    Research Director

    Photo of Diana MacPherson, Senior Research Analyst, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    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.

    Logo for Info-Tech.

    Effectively Manage CxO Relations

    Make relationship management a daily habit with a personalized action plan.

    CIO
    Value & Performance

    Photo of Mike Tweedle, Practice Lead, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    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

    Photo of Diana MacPherson, Senior Research Analyst, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    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

    Photo of Ricardo de Oliveira, Research Director, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    Develop Your Value-First Business Process Automation Strategy

    As you scale your business automations, focus on what matters most.

    Applications
    Business Processes

    Photo of Andrew Kum-Seun, Research Director, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    Manage Requirements in an Agile Environment

    Agile and requirements management are complementary, not competitors.

    Applications
    Application Development

    Photo of Vincent Mirabelli, Principal Research Director, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    Assess Your Cybersecurity Insurance Policy

    Adapt to changes in the cyber insurance market.

    Security
    Security Risk, Strategy & Governance

    Photo of Logan Rohde, Senior Research Analyst, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    Design and Implement a Business-Aligned Security Program

    Focus first on business value.

    Security
    Security Risk, Strategy & Governance

    Photo of Michel Hébert, Research Director, Info-Tech Research Group.

    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.

    Logo for Info-Tech.

    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.

    Logo for Info-Tech.

    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.

    Logo for Info-Tech.

    Understand the Implications of Generative AI in Education

    Bans aren't the answer, but what is?

    Industry Coverage
    Education

    Photo of Mark Maby, Research Director, Info-Tech Research Group.

    Mark Maby
    Research Director

    Download this research or book an analyst call on this topic

    Sample of the 'Understand the Implications of Generative AI in Education' research.

    Sample of the 'Understand the Implications of Generative AI in Education' research.

    Logo for Info-Tech.

    Wholesale Industry Business Reference Architecture

    Business capability maps, value streams, and strategy maps for the wholesale industry.

    Industry Coverage
    Wholesale

    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 'Wholesale Industry Business Reference Architecture' research.

    Sample of the 'Wholesale Industry Business Reference Architecture' research.

    Logo for Info-Tech.

    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.

    Logo for Info-Tech.

    Data Analytics Use Cases for Utilities

    Building upon the collective wisdom for the art of the possible.

    Industry Coverage
    Utilities

    Photo of Jing Wu, Principal Research Director, Info-Tech Research Group.

    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!”

    Photo of Gord Harrison, Head of Research & Advisory, Info-Tech Research Group.

    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.”

    Photo of Gord Harrison, Head of Research & Advisory, Info-Tech Research Group.

    Gord Harrison
    Head of Research & Advisory
    Info-Tech Research Group

    Photo of Jack Hakimian, Senior Vice President, Research Development, Info-Tech Research Group.

    Jack Hakimian
    Senior Vice President
    Research Development

    Photo of Aaron Shum, Vice President, Security & Privacy Research, Info-Tech Research Group.

    Aaron Shum
    Vice President
    Security & Privacy Research

    Photo of Larry Fretz, Vice President, Industry Research, Info-Tech Research Group.

    Larry Fretz
    Vice President
    Industry Research

    Photo of Mark Tauschek, Vice President, Research Fellowships, Info-Tech Research Group.

    Mark Tauschek
    Vice President
    Research Fellowships

    Photo of Tom Zehren, Chief Product Officer, Info-Tech Research Group.

    Tom Zehren
    Chief Product Officer

    Photo of Rick Pittman, Vice President, Advisory Quality & Delivery, Info-Tech Research Group.

    Rick Pittman
    Vice President
    Advisory Quality & Delivery

    Photo of Nora Fisher, Vice President, Shared Services, Info-Tech Research Group.

    Nora Fisher
    Vice President
    Shared Services

    Photo of Becca Mackey, Vice President, Workshops, Info-Tech Research Group.

    Becca Mackey
    Vice President
    Workshops

    Photo of Geoff Nielson, Senior Vice President, Global Services & Delivery, Info-Tech Research Group.

    Geoff Nielson
    Senior Vice President
    Global Services & Delivery

    Photo of Brett Rugroden, Senior Vice President, Global Market Programs, Info-Tech Research Group.

    Brett Rugroden
    Senior Vice President
    Global Market Programs

    Photo of Hannes Scheidegger, Senior Vice President, Global Public Sector, Info-Tech Research Group.

    Hannes Scheidegger
    Senior Vice President
    Global Public Sector

    About Info-Tech Research Group

    Info-Tech Research Group produces unbiased and highly relevant research to help leaders make strategic, timely, and well-informed decisions. We partner closely with your teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for the organization.

    Sample of the IT Management & Governance Framework.

    Drive Measurable Results

    Our world-class leadership team is continually focused on building disruptive research and products that drive measurable results and save money.

    Info-Tech logo.

    Better Research Than Anyone

    Our team of experts is composed of the optimal mix of former CIOs, CISOs, PMOs, and other IT leaders and IT and management consultants as well as academic researchers and statisticians.

    Dramatically Outperform Your Peers

    Leverage Industry Best Practices

    We enable over 30,000 members to share their insights and best practices that you can use by having direct access to over 100 analysts as an extension of your team.

    Become an Info-Tech influencer:

    • Help shape our research by talking with our analysts.
    • Discuss the challenges, insights, and opportunities in your chosen areas.
    • Suggest new topic ideas for upcoming research cycles.

    Contact
    Jack Hakimian
    jhakimian@infotech.com

    We interview hundreds of experts and practitioners to help ensure our research is practical and focused on key member challenges.

    Why participate in expert interviews?

    • Discuss market trends and stay up to date.
    • Influence Info-Tech's research direction with your practical experience.
    • Preview our analysts' perspectives and preliminary research.
    • Build on your reputation as a thought leader and research contributor.
    • See your topic idea transformed into practical research.

    Thank you!

    Join us at our webinars to discuss more topics.

    For information on Info-Tech's products and services and to participate in our research process, please contact:

    Jack Hakimian
    jhakimian@infotech.com

    Design an Enterprise Architecture Strategy

    • Buy Link or Shortcode: {j2store}580|cart{/j2store}
    • member rating overall impact: 9.4/10 Overall Impact
    • member rating average dollars saved: $63,181 Average $ Saved
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    • Parent Category Name: Strategy & Operating Model
    • Parent Category Link: /strategy-and-operating-model
    • The enterprise architecture (EA) team is constantly challenged to articulate the value of its function.
    • The CIO has asked the EA team to help articulate the business value the team brings.
    • Traceability from the business goals and vision to the EA contributions often does not exist.
    • Also, clients often struggle with complexity, priorities, and agile execution.

    Our Advice

    Critical Insight

    • EA can deliver many benefits to an organization. However, to increase the likelihood of success, the EA group needs to deliver value to the business and cannot be seen solely as IT.
    • Support from the organization is needed.
    • An EA strategy anchored in a value proposition will ensure that EA focuses on driving the most critical outcomes in support of the organization’s enterprise strategy.
    • As agility is not just for project execution, architects need to understand ways to deliver their guidance to influence project execution in real time, to enable the enterprise agility, and to enhance their responsiveness to changing conditions.

    Impact and Result

    • Create an EA value proposition based on enterprise needs that clearly articulates the expected contributions of the EA function.
    • Establish the EA fundamentals (vision and mission statement, goals and objectives, and principles) needed to position the EA function to deliver the promised value proposition.
    • Identify the services that EA has to provide to the organization to deliver on the promised value proposition.

    Design an Enterprise Architecture Strategy Research & Tools

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

    1. Design an Enterprise Architecture Strategy Deck – A guide to help you define services that your EA function will provide to the organization.

    Establish an effective EA function that will realize value for the organization with an EA strategy.

    • Design an Enterprise Architecture Strategy – Phases 1-4

    2. EA Function Strategy Template – A communication tool to secure the approval of the EA strategy from organizational stakeholders.

    Use this template to document the outputs of the EA strategy and to communicate the EA strategy for approval by stakeholders.

    • EA Function Strategy Template

    3. Stakeholder Power Map Template – A template to help visualize the importance of various stakeholders and their concerns.

    Identify and prioritize the stakeholders that are important to your IT strategy development effort.

    • Stakeholder Power Map Template

    4. PESTLE Analysis Template – A template to help you complete and document a PESTLE analysis.

    Use this template to analyze the effect of external factors on IT.

    • PESTLE Analysis Template

    5. EA Value Proposition Template – A template to communicate the value EA can provide to the organization.

    Use this template to create an EA value proposition that explicitly communicates to stakeholders how an EA function can contribute to addressing their needs.

    • EA Value Proposition Template

    6. EA Goals and Objectives Template – A template to identify the EA goals that support the identified promises of value from the EA value proposition.

    Use this template to help set goals for your EA function based on the EA value proposition and identify objectives to measure the progression towards those EA goals.

    • EA Goals and Objectives Template

    7. EA Principles Template – A template to identify the universal EA principles relevant to your organization.

    Use this template to define relevant universal EA principles and create new EA principles to guide and inform IT investment decisions.

    • EA Principles Template – EA Strategy

    8. EA Service Planning Tool – A template to identify the EA services your organization will provide to deliver on the EA value proposition.

    Use this template to identify the EA services relevant to your organization and then define how those services will be accessed.

    • EA Service Planning Tool
    [infographic]

    Workshop: Design an Enterprise Architecture Strategy

    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 Map the EA Contributions to Business Goals

    The Purpose

    Show an example of traceability.

    Key Benefits Achieved

    Members have a real-world example of traceability between business goals and EA contributions.

    Activities

    1.1 Start from the business goals of the organization.

    1.2 Document business and IT drivers.

    1.3 Identify EA contributions that help achieve the business goals.

    Outputs

    Business goals documented.

    Business and IT drivers documented.

    Identified EA contributions and traced them to business goals.

    2 Determine the Role of the Architect in the Agile Ceremonies of the Organization

    The Purpose

    Create an understanding about role of architect in Agile ceremonies.

    Key Benefits Achieved

    Understanding of the role of the EA architect in Agile ceremonies.

    Activities

    2.1 Document the Agile ceremony used in the organization (based on SAFe or other Agile approaches).

    2.2 Determine which ceremonies the system architect will participate in.

    2.3 Determine which ceremonies the solution architect will participate in.

    2.4 Determine which ceremonies the enterprise architect will participate in.

    2.5 Determine architect syncs, etc.

    Outputs

    Documented the Agile ceremonial used in the organization (based on SAFe or other Agile approaches).

    Determined which ceremonies the system architect will participate in.

    Determined which ceremonies the solution architect will participate in.

    Determined which ceremonies the enterprise architect will participate in.

    Determined architect syncs, etc.

    Further reading

    Design an Enterprise Architecture Strategy

    Develop a strategy that fits the organization’s maturity and remains adaptable to unforeseen future changes.

    EXECUTIVE BRIEF

    Build a right-size enterprise architecture strategy

    Enterprise Architecture Strategy

    Business & IT Strategy
    • Organizational Goals and Objectives
    • Business Drivers
    • Environment and Industry Trends
    • EA Capabilities and Services
    • Business Architecture
    • Data Architecture
    • Application Architecture
    • Integration Architecture
    • Innovation
    • Roles and Organizational Structure
    • Security Architecture
    • Technology Architecture
    • Integration Architecture
    • Insight and Knowledge
    • EA Operating Model
    Unlock the Value of Architecture
    • Increased Business and IT Alignment
    • Robust, Flexible, Scalable, Interoperable, Extensible and Reliable Solutions
    • Timely/Agile Service Delivery and Operations
    • Cost-Effective Solutions
    • Appropriate Risk Management to Address the Risk Appetite
    • Increased Competitive Advantage
    Current Environment
    • Business and IT Challenges
    • Opportunities
    • Enterprise Architecture Maturity

    Enterprise Architecture – Thought Model

    A thought model built around 'Enterprise Architecture', represented by a diagram on a cross-section of a ship which will be explained in the next slide. It begins with an arrow that says 'Organizational goals are the driving force and the ultimate goal' pointing to a bubble titled 'Organization' containing 'Analysis', 'Decisions', 'Actions'. An blue arrow on the right side with one '$' is labelled 'Iterations' and connects 'Organization' to 'Enterprise Architecture', 'Enterprise architecture creates new business value'. A green arrow on the left side with five '$' is labelled 'Goals' and connects back to 'Organization'. A the bottom, a bubble titled 'External forces, pressures, trends, data, etc.' has a blue arrow on the right side with one '$' connecting back to 'Enterprise Architecture'. Another blue arrow representing an output is labelled 'Outcomes' and originates from 'Enterprise Architecture'.

    Enterprise Architecture Capabilities

    A diagram on a cross-section of a ship representing 'Enterprise Architecture', including a row of process arrows beneath the ship pointing forward all labelled 'Agile iteration' and one airborne arrow above the stern pointing forward labelled 'Business Strategy'. Overlaid on the ship, starting at the back, are 'EA Strategy', 'EA Operating Model', 'Enterprise Principles, Methods, etc.', 'Foundational enterprise decisions: Business, Data/Apps, Technology, Integration, Security', 'Enterprise Reference Architecture', 'Goals, Value Chain, Capability, Business Processes', 'Enterprise Governance (e.g., Standard Mgmt.)', 'Domain Arch', 'Data & App Architecture', 'Security Architecture', 'Infrastructure: Cloud, Hybrid, etc.', at the very front is 'Implementation', and running along the bottom from back to front is 'Operations, Monitoring, and Continuous Improvement'.

    Analyst Perspective

    Enterprise architecture (EA) needs to be right-sized for the needs of the organization.

    Photo of Milena Litoiu, Principal/Senior Director, Enterprise Architecture, Info-Tech Research Group

    Enterprise architecture is NOT a one-size-fits-all endeavor. It needs to be right-sized to the needs of the organization.

    Enterprise architects are boots on the ground and part of the solution; in addition, they need to have a good understanding of the corporate strategy, vision, and goals and have a vested interest on the optimization of the outcomes for the enterprise. They also need to anticipate the moves ahead, to be able to determine future trends and how they will impact the enterprise.

    Milena Litoiu
    Principal/Senior Director, Enterprise Architecture
    Info-Tech Research Group

    Analyst Perspective

    EA provides business options based on a deep understanding of the organization.

    “Enterprise architects need to think about and consider different areas of expertise when formulating potential business options. By understanding the context, the puzzle pieces can combine to create a positive business outcome that aligns with the organization’s strategies. Sometimes there will be missing pieces; leveraging what you know to create an outline of the pieces and collaborating with others can provide a general direction.”

    Jean Bujold
    Senior Workshop Delivery Director
    Info-Tech Research Group

    “The role of enterprise architecture is to eliminate misalignment between the business and IT and create value for the organization.”

    Reddy Doddipalli
    Senior Workshop Director, Research
    Info-Tech Research Group

    “Every transformation journey is an opportunity to learn: ‘Tell me and I forget. Teach me and I remember. Involve me and I learn.’ Benjamin Franklin.”

    Graham Smith
    Senior Lead Enterprise Architect and Independent Consultant

    Develop an enterprise architecture strategy that:

    • Helps the organization make decisions that are hard to change in a complex environment.
    • Fits the current organization’s maturity and remains flexible and adaptable to unforeseen future changes.

    Executive Summary

    Your Challenge

    We need to make decisions today for an unknown future. Decisions are influenced by:

    • Changes in the environment you operate in.
    • Complexity of both the business and IT landscapes.
    • IT’s difficulty in keeping up with business demands and remaining agile.
    • Program/project delivery pressure and long-term planning needs.
    • Other internal and external factors affecting your enterprise.

    Common Obstacles

    Decisions are often made:

    • Without a clear understanding of the business goals.
    • Without a holistic understanding; sometimes in conflict with one another.
    • That hinder the continuity of the organization.
    • That prevent value optimization at the enterprise level.

    The more complex an organization, the more players involved, the more difficult it is to overcome these obstacles.

    Info-Tech’s Approach

    • Is a holistic, top-down approach, from the business goals all the way to implementation.
    • Has EA act as the canary in the coal mine. EA will identify and mitigate risks in the organization.
    • Enables EA to provide an essential service rather than be an isolated kingdom or an ivory tower.
    • Acknowledges that EA is a balancing act among competing demands.
    • Makes decisions using guiding principles and guardrails, to create a flexible architecture that can evolve and expand, enabling enterprise agility.

    Info-Tech Insight

    There is no “right architecture” for organizations of all sizes, maturities, and cultural contexts. The value of enterprise architecture can only be measured against the business goals of a single organization. Enterprise architecture needs to be right-sized for your organization.

    Info-Tech insight summary on arch. agility

    Continuous innovation is of paramount importance in achieving and maintaining competitive advantage in the marketplace.

    Business engagement

    It is important to trace architectural decisions to business goals. As business goals evolve, architecture should evolve as well.

    As new business input is provided during Agile cycles, architecture is continuously evolving.

    EA fundamentals

    EA fundamentals will shape how enterprise architects think and act, how they engage with the organization, what decisions they make, etc.

    Start small and lean and evolve as needed.

    Continuously align strategy with delivery and operations.

    Architects should establish themselves as business partners as well as implementation/delivery leaders.

    Enterprise services

    Definitions of enterprise services should start from the business goals of the organization and the capabilities IT needs to perform for the organization to survive in the marketplace.

    Continuous delivery and continuous innovation are the two facets of architecture.

    Tactical insight

    Your current maturity should be reflected as a baseline in the strategy.

    Tactical insight

    Take Agile/opportunistic steps toward your strategic North star.

    Tactical insight

    EA services differ based on goals, maturity, and the Agile appetite of the enterprise.

    From the best industry experts

    “The trick to getting value from enterprise architecture is to commit to the long haul.”

    Jeanne W. Ross, MIT CISR
    Co-author of Enterprise Architecture as Strategy: Creating a Foundation for Business Execution,
    Harvard Business Press, 2006.

    Typical EA maturity stages

    A line chart that moves through multiple stages titled 'Enterprise Architecture Maturity Stages (MIT CISR)' The five stages of the chart, starting on the left, are 'Business Silos', 'Standardized Technology', 'Optimized Core', 'Business Componentization', and 'Digital Ecosystem'. 'The trick to getting value from enterprise architecture is to commit to the long haul.' The line begins at the bottom left of the chart and gradually creates a stretched S shape to the top right. Points along the line, respective to the aforementioned stages, are 'Locally Optimal Business Solutions', 'Technology Infrastructure Platform', 'Digitized Process Platform', 'Repository of Reusable Business Components', 'Components Connecting with Partners' Components', and at the end of the line, outside of the chart is 'Strategic Business Value from Technology'. Percentages along the bottom, respective to the aforementioned stages, read 20%, 36%, 45%, 7%, 2%. Percentages are rough approximations based on findings reported in Mocker, M., Ross, J.W., Beath, C.M., 'How Companies Use Digital Technologies to Enhance Customer Offerings--Summary of Survey Findings,' MIT CISR Working Paper No. 434, Feb. 2019. Copyright MIT, 2019.

    Enterprise Architecture maturity

    A maturity ladder visualization for 'Enterprise Architecture' with five color-coded levels. From the bottom up, the colors and designations are Red: 'Unstable', Orange: 'Firefighter', Yellow: 'Trusted Operator', Blue: 'Business Partner', and Green: 'Innovator'. Beside the visualization at the bottom it says 'EA is here', then an arrow in the direction of the top where it says 'EA needs to be here'.
    • Innovator – Transforms the Business
      Reliable Technology Innovation
    • Business Partner – Expands the Business
      Effective Use of Enterprise Architecture in all Business Projects, Enterprise Architecture Is Strategically Engaged
    • Trusted Operator – Optimizes the Business
      Enterprise Architecture Provides Business, Data, Application & Technology Architectures for All IT Projects
    • Firefighter – Supports the Business
      Reliable Architecture for Some Practices/Projects
    • Unstable – Struggles to Support
      Inability to Provide Reliable Architectures

    Info-Tech Insight

    There is no “absolute maturity” for organizations of all sizes, maturities, and cultural contexts. The maturity of enterprise architecture can only be measured against the business goals of the organization.

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

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

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

    Diagnostics and consistent frameworks used throughout all four options

    Workshop Overview

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

    Session 1 Session 2 Session 3 Session 4 Session 5
    Activities
    Identify organizational needs and landscape

    1.0 Interview stakeholders to identify business and technology needs

    1.1 Review organization perspective, including business needs, challenges, and strategic directions

    1.2 Conduct PESTLE analysis to identify business and technology trends

    1.3 Conduct SWOT analysis to identify business and technology internal perspective

    Create the EA value proposition

    2.1 Identify and prioritize EA stakeholders

    2.2 Create business and technology drivers from needs

    2.3 Define the EA value proposition

    2.4 Identify EA maturity and target

    Define the EA fundamentals

    3.1 Define the EA goals and objectives

    3.2 Determine EA scope

    3.3 Create a set of EA principles

    3.4. Define the need of a methodology/agility

    3.5 Create the EA vision and mission statement

    Identify the EA framework and communicate the EA strategy

    4.1 Define initial EA operating model and governance mechanism

    4.2 Define the activities and services the EA function will provide, derived from business goals

    4.3 Determine effectiveness measures

    4.4 Create EA roadmap and next steps

    4.5 Build communication plan for stakeholders

    Next Steps and Wrap-Up (offsite)

    5.1 Generate workshop report

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

    Outcomes
    1. Stakeholder insights
    2. Organizational needs, challenges, and direction summary
    3. PESTLE & SWOT analysis
    1. Stakeholder power map
    2. List of business and technology drivers with associated pains
    3. Set of EA contributions articulating the promises of value in the EA value proposition
    4. EA maturity assessment
    1. EA scope
    2. List of EA principles
    3. EA vision statement
    4. EA mission statement
    5. Statement about role of enterprise architect relative to agility
    1. EA capabilities mapped to business goals of the organization
    2. List of EA activities and services the EA function is committed to providing
    3. KPI definitions
    4. EA roadmap
    5. EA communication plan
    1. Completed workshop report on EA strategy with roadmap, recommendations, and outcomes from workshop

    Guided Implementation

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

    A typical GI is 8 to 12 calls over the course of 4 to 6 months.

    While variations depend on the maturity of the organization as well as its aspirations, these are some typical steps:

      Phase 1

    • Call #1: Explore the role of EA in your organization.
    • Phase 2

    • Call #2: Identify and prioritize stakeholders.
    • Call #3: Use a PESTLE analysis to identify business and technology needs.
    • Call #4: Prepare for stakeholder interviews.
    • Call #5: Discuss your EA value proposition.
    • Phase 3

    • Call #5: Understand the importance of EA fundamentals.
    • Call #6: Define the relevant EA services and their contributions to the organization.
    • Call #7: Measure EA effectiveness.
    • Phase 4

    • Call #8: Build your EA roadmap and communication plan.
    • Call #9: Discuss the EA role relative to agility.
    • Call #10: Summarize results and plan next steps.

    Design an Enterprise Architecture Strategy

    Phase 1

    Explore the Role of Enterprise Architecture

    Phase 1

    • 1.1 Explore a general EA strategy approach
    • 1.2 Introduce Agile EA architecture

    Phase 2

    • 2.1 Define the business and technology drivers
    • 2.2 Define your value proposition

    Phase 3

    • 3.1 Realize the importance of EA fundamentals
    • 3.2 Finalize the EA fundamentals

    Phase 4

    • 4.1 Select relevant EA services
    • 4.2 Finalize the set of services and secure approval

    This phase will walk you through the following activities:

    Define the role of the group and different roles inside the enterprise architecture competency.

    This phase involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders

    Enterprise architecture optimizes the outcomes of the entire organization

    Corporate Strategy –› Enterprise Architecture Strategy

    Info-Tech Insight

    Enterprise architecture needs to have input from the corporate strategy of the organization. Similarly, EA governance needs to be informed by corporate governance. If this is not the case, it is like planning and governing with your eyes closed.

    Existing EA functions vary in the value they achieve due to their level of maturity

    EA Functions
    Operationalized
    • EA function is operationalized and operates as an effective core function.
    • Effectively aligns the business and IT through governance, communication, and engagement.
    –––› Common EA value
    Decreased cost Reduced risk
    Emerging
    • Emerging but limited ad hoc EA function.
    • Limited by lack of alignment to the business and IT.
    –x–› Cut through complexity Increased agility
    (Source: Booz & Co., 2009)

    Benefits of enterprise architecture

    1. Focuses on business outcomes (business centricity)
    2. Provides traceability of architectural decisions to/from business goals
    3. Provides ways to measure results
    4. Provides consistency across different lines of business: establishes a common vocabulary, reducing inconsistencies
    5. Reduces duplications, creating additional efficiencies at the enterprise level
    6. Presents an actionable migration to the strategy/vision, through short-term milestones/steps

    Benefits of enterprise architecture continued

    1. Done right, increases agility
    2. Done right, reduces costs
    3. Done right, mitigates risks
    4. Done right, stimulates innovation
    5. Done right, helps achieve the stated business goals (e.g. customer satisfaction) and improves the enterprise agility.
    6. Done right, enhances competitive advantage of the enterprise

    Qualities of a well-established and practical enterprise architecture

    1. Objective
    2. Impartial
    3. Credible
    4. Practical
    5. Measurable
    6. (Source: University of Toronto, 2021)

    Role of the enterprise architecture

    • Primarily to set up guardrails for the enterprise, so Agile teams work independently in a safe, ready-to-integrate environment
    • Establish strategy
    • Establish priorities
    • Continuously innovate
    • Establish enterprise standards and enterprise guardrails to guide Solution/Domain/Portfolio Architectures
    • Align with and be informed by the organization’s direction

    Members of the Architecture Board:

    • Chief (Business) Strategist
    • Lead Enterprise Architect
    • Business SME from each major domain
    • IT SME from each major domain
    • Operational & Infrastructure SME
    • Security & Risk Officer
    • Process Management
    • Other relevant stakeholders

    For enterprise architecture to contribute, EA must address the organizational vision and goals

    External Factors –› Layers of a Business Model
    (Organization)
    –› Architecture Supported Transformation
    Industry Changes Business Strategy
    Competition Value Streams
    (Business Outcomes)
    Regulatory Impacts Business Capability Maps
    • Security
    Workforce Impacts Execution
    • Policies
    • Processes
    • People
    • Information
    • Applications
    • Technology

    Info-Tech Insight

    External forces can affect the organization as a whole; they need to be included as part of the holistic approach for enterprise architecture.

    How does EA provide value?

    Business and Technology Drivers – A set of statements created from business and technology needs. Gathered from information sources, it communicates improvements needed.

    • Vision, Aspirations, Long-Term Goals – Vision, aspirations, long term goals

      • EA Contributions – EA contributions that will alleviate obstructions. Removing the obstructions will allow EA to help satisfy business and technology needs.

        • Promise of Value – A statement that depicts a concrete benefit that the EA practice can provide for the organization in response to business and technology drivers.

    Info-Tech Insight

    Enterprise architecture needs to create and be part of a culture where decisions are made through collaboration while focusing on enterprise-wide efficiencies (e.g. reduced duplication, reusability, enterprise-wide cost minimization, overall security, comprehensive risk mitigation, and any other cross-cutting concerns) to optimize corporate business goals.

    The EA function scope is influenced by the EA value proposition and previously developed EA fundamentals

    Establish the EA function scope by using the EA value proposition and EA fundamentals that have already been developed. After defining the EA function scope, refer back to these statements to ensure it accurately reflects the EA value proposition and EA fundamentals.

    EA value proposition

    +

    EA vision statement
    EA mission statement
    EA goals and objectives

    —›
    Influences

    Organizational coverage

    Architectural domains

    Depth

    Time horizon

    —›
    Defines
    EA function scope

    EA team characteristics

    Create the optimal EA strategy by including personnel who understand a broad set of topics in the organization

    The team assembled to create the EA strategy will be defined as the “EA strategy creation team” in this blueprint.

    • Someone who has been in the organization for a long time and has built strong relationships with key stakeholders. This individual can exert influence and become the EA strategy sponsor.
    • An individual who understands how the different technology components in the organization support its business operations.
    • Someone in the organization who can communicate IT concepts to business managers in a language the business understands.
    • An individual with a strategy background or perspective on the organization. This individual will understand where the organization is headed.
    • Any individuals who feel an acute pain as a result of poorly made investment decisions. They can be champions of EA strategy in their respective functions.

    EA skills and competencies

    Apart from business know-how, the EA team should have the following skills

    • Architectural thinking
    • Analytical
    • Trusted, credible
    • Can handle complexity
    • Can change perspectives
    • Can learn fast (business and technology)
    • Independent and steadfast
    • Not afraid to go against the stream
    • Able to understand problems of others with empathy
    • Able to estimate scaling on design decisions such as model patterns
    • Intrinsic capability to identify where relevant details are
    • Able to identify root causes quickly
    • Able to communicate complex issues clearly
    • Able to negotiate and come up with acceptable solutions
    • Can model well
    • Able to change perspectives (from business to implementation and operational perspectives).

    Use of enterprise architecture methodologies

    Balance EA methodologies with Agile approaches

    Using an enterprise architecture methodology is a good starting point to achieving a common understanding of what that is. Often, organizations agree to "tailor" methodologies to their needs.

    The use of lean/Agile approaches will increase efficiency beyond traditional methodologies.

    Use of EA methodologies vs. Agile methods

    When to use what?

    • Use an existing methodology to structure your thinking and establish a common vocabulary to communicate basic concepts, processes, and approaches.
    • Customize the methodology to your needs; make it as lean as possible.
    • Execute in an Agile way, but keep in mind the thoughtful checks recommended by your end-to-end methodology.
    • Clarify goals.
    • Have good measures and metrics in place.
    • Continuously monitor progress, fit for purpose, etc.
    • Highlight risks, roadblocks, etc.
    • Get support.
    • Communicate vision, goals, key decisions, etc.
    • Iterate.

    Business strategy first, EA strategy second, and EA operating model third

    Corporate Strategy
    “Why does our enterprise exist in the market?”
    EA Strategy
    “What does EA need to be and do to support the enterprise’s ability to meet its goals? What is EA’s value proposition?”
    Business & IT Operating Culture
    “How does the organization’s culture and structure influence the EA operating model?”
    EA Operating Model
    How does EA need to operate on a daily basis to deliver the value proposition?”

    High-level perspective

    Creating an effective practice involves many moving parts.

    A visual of the many moving parts in an effective practice; there are 6 smaller circles in a large circle, an input arrow labelled 'Environment', an output arrow labelled 'Results', and a thin arrow connecting 'Results' back to 'Environment'. Of the circles, 'Leadership' is in the center, connected to each of the others, while 'Culture', 'Strategy', 'Core Processes', 'Structure', and 'Systems' create a cycle. (Source: The Center for Organizational Design)

    • Environment. Influences that are external to the organization, such as customer perceptions, changing needs, and changes in technology, and the organization’s ability to adjust to them.
    • Strategy. The business strategy defines how the organization adds value and acts as the rudder to direct the organization. Organizational strategy defines the character of the organization, what it wants to be, its values, its vision, its mission, etc.
    • Core Process. The flow of work through the organization.
    • Structure. How people are organized around business processes. Includes reporting structures, boundaries, roles, and responsibilities. The structure should assist the organization with achieving its goals rather than hinder its performance.
    • Systems. Interrelated sets of tasks or activities that help organize and coordinate work.
    • Culture. The personality of the organization: its leadership style, attitudes, habits, and management practices. Culture measures how well philosophy is translated into practice.
    • Results. Measurement of how well the organization achieved its goals.
    • Leadership. Brings the organization together by providing vision and strategy; designing, monitoring, and nurturing the culture; and fostering agility.

    The answer to the strategic planning entity dilemma is enterprise architecture

    Enterprise architecture is a discipline that defines the structure and operation of an organization. The intent of enterprise architecture is to determine how an organization can most effectively achieve its current and future objectives.

    Vision, goals, and aspirations as well internal and external pressures

    Business current state

    • Existing capability
    • Existing capability
    • Existing capability
    • Existing capability
    • Existing capability
    Enterprise Architecture

    IT current state

    • IT asset management
    • Database services
    • Application development

    Business target state

    • Existing capability
    • Existing capability
    • Existing capability
    • Existing capability
    • Existing capability
    • New capability

    IT target state

    • IT asset management
    • Database services
    • Application development
    • Business analytics
    Complex, overlapping, contradictory world of humans vs. logical binary world of IT
    EA is a planning tool to help achieve the corporate business goals

    EA spans across all the domains of architecture

    Business architecture is the cornerstone that sets the foundation for all other architectural domains: security, data, application, and technology.

    A flow-like diagram titled 'Enterprise Architecture' beginning with 'Digital Architecture' and 'Business Architecture', which feeds into 'Security Architecture', which feeds into both 'Data Architecture' and 'Application Architecture', which both feed into 'Technology Architecture: Infrastructure'.

    “An enterprise architecture practice is both difficult and costly to set up. It is normally built around a process of peer review and involves the time and talent of the strategic technical leadership of an enterprise.” (The Open Group Architecture Framework, 2018)

    Enterprise architecture deployment continuum

    A diagram visualizing the Enterprise architecture deployment continuum with two continuums, 'Level of Embedding' and 'EA Value', assigning terms to EA deployments based on where they fall. On the left is an 'Ivory Tower' configuration: EA' is separated from the 'BU's but is still controlling them. Level of Embedding: 'Centralized', EA Value: 'Dictatorship'. In the center is a 'Balanced' configuration: 'EA' is spread across and connected to each 'BU'. Level of Embedding: 'Federated', EA Value: 'Democracy'. On the right is a 'Siloed' configuration: Each 'BU' has its own separate 'EA'. Level of Embedding: 'Decentralized', EA Value: 'Abdication of enterprise role'.

    Info-Tech Insight

    The primary question during the design of the EA operating model is how to integrate the EA function with the rest of the business.

    If the EA practice functions on its own, you end up with ivory tower syndrome and a dictatorship.

    If you totally embed the EA function within business units it will become siloed with no enterprise value.

    Organizations need to balance consistency at the enterprise level with creativity from the grass roots.

    Enterprise vs. Program/Portfolio/Domain

    Enterprise vs. Program/Portfolio/Domain. Image depicts where Enterprise Scope overlaps Program/Portfolio Scope. Enterprise Scope includes Business Architecture. Program/Portfolio Scope includes Business Requirements, Business Process, and Solutions Architecture. Overlap between scope includes Technology Architecture, Data Architecture, and Applications Architecture.

    Info-Tech Insight

    Decisions at the enterprise level apply across multiple programs/portfolios/solutions and represent the guardrails set for all to play within.

    Decide on the degree of centralization

    Larger organizations with multiple domains/divisions or business units will need to decide which architecture functions will be centralized and which, if any, will be decentralized as they plan to scope their EA program. What are the core functions to be centralized for the EA to deliver the greatest benefits?

    Typically, we see a need to have a centralized repository of reusable assets and standards across the organization, while other approaches/standards can operate locally.

    Centralization

    • Allows for more strategic planning
    • Visibility into standards and assets across the organization promotes rationalization and cost savings
    • Ensures enterprise-wide assets are used
    • More strategic sourcing of vendors and resellers
    • Can centrally negotiate pricing for better deals
    • Easier to manage risk and prepare for audits
    • Greater coordination of resources
    • Derives benefits from enterprise decisions, e.g. integration…

    Decentralization

    • May allow for more innovation
    • May be easier to demonstrate local compliance if the organization is geographically decentralized
    • May be easier to procure software if offices are in different countries
    • Deployment and installation of software on user devices may be easier

    EA strategy

    What is the role of enterprise architecture vis-à-vis business goals?

    • What needs to be done?
    • Who needs to be involved?
    • When?
    • Where?
    • Why?
    • How?

    Top-down approach starting from the goals of the organization

      What the Business Sees...
    • Business Goals
      • Value Streams
          What the CxO Sees...
        • Capabilities
            What the App Managers See...
          • Processes
            • Applications
                What the Program Managers See...
              • Programs/Projects

    Info-Tech Insight

    Being able to answer the deceptively simple question “How am I doing?” requires traceability to and from the business goals to be achieved all the way to applications, to infrastructure, and ultimately, to the funded initiatives (portfolios, programs, projects, etc.).

    Measure EA strategy effectiveness by tracking the benefits it provides to the corporate business goals

    The success of the EA function spans across three main dimensions:

    1. The delivery of EA-enabled business outcomes that are most important to the enterprise.
    2. The alignment between the business and the technology from a planning perspective.
    3. Improvements in the corporate business goals due to EA contributions (standardization, rationalization, reuse, etc.).

    Corporate Business Goals

    • Reduction in operating costs
    • Decreased regulatory compliance infractions
    • Increased revenue from existing channels
    • Increased revenue from new channels
    • Faster time to business value
    • Improved business agility
    • Reduction in enterprise risk exposure

    EA Contributions

    • Alignment of IT investments to business strategy
    • Achievement of business results directly linked to IT involvement
    • Application and platform rationalization
    • Standards in place
    • Flexible architecture
    • Better integration
    • Higher organizational satisfaction with technology-enabled services and solutions

    Measurements

    • Cost reductions based on application and platform rationalization
    • Time and cost reductions due to standardization
    • Time reduction for integration
    • Service reused
    • Stakeholder satisfaction with EA services
    • Increase in customer satisfaction
    • Rework minimized
    • Lower cost of integration
    • Risk reduction
    • Faster time to market
    • Better scalability, etc.

    Info-Tech Insight

    Organizations must create clear and smart KPIs (key performance indicators) across the board.

    From corporate strategy to enterprise architecture

    A model connecting 'Enterprise Architecture' with 'Corporate Strategy' through 'EA Services' and 'EA Strategy'.

    Info-Tech Insight

    In the absence of a corporate strategy, enterprise architecture is missing its North Star.

    However, enterprise architects can partner with the business strategists to build the needed vision.

    Traceability to and from business corporate business goals to EA contributions (sample)

    A model connecting 'Enterprise Architecture' with 'Corporate Goals' through 'EA Contributions'.

    Enterprise architecture journey

    The enterprise architecture journey, from left to right: 'Business Goals' and 'EA Maturity Assessment', 'EA Strategy', 'Industry-Specific Capability Model' and 'Customized to the Organization's Needs', 'EA Operating Model' and 'EA Governance', 'Business Architecture' and 'EA Tooling', 'Data Architecture' and 'Application Architecture', 'Infrastructure Architecture'.

    Agile architecture principles

    Agile architecture principles:
    • Fast learning cycle
    • Explore alternatives
    • Create environment for decentralized ideation and innovation

    According to the Scaled Agile Framework, three of the most applicable principles for the architectural professions refer to the following:

    1. "Fast learning cycle" refers to learning cycles that allow for quick reiterations as well as the opportunity to fail fast to learn fast.
    2. "Explore alternatives" refers to the exploration phase and also to the need to make tough decisions and balance competing demands.
    3. "Create environment for decentralized ideation and innovation" ensures that no one has a monopoly on innovation. Moreover, EA needs to invite ideas from various stakeholders (from the business to operations as well as implementers, etc.).

    Architecture roles in lean enterprises

    Typical architecture roles in modern/Agile lean enterprises

    • System Architect
    • Solution Architect
    • Enterprise Architect

    Depth vs. strategy focus

    Typical architect roles

    A graph with different architect roles mapped onto it. Axes are 'Low Strategic Impact' to 'High Strategic Impact' and 'Breadth' to 'Depth'. 'Enterprise Architect' has the highest strategic impact and most breadth. 'Technical/System Architect' has the lowest strategic impact and most depth. 'Solution Architect' sits in the middle of both axes.

    Architecture roles continued

    The three architect roles from above and their impacts on the list of 'Common Domains' to the right. 'Enterprise Architect's impact is 'Across Value Streams', 'Solution Architect's impact is 'Across Systems', 'Technical/System Architect's impact is 'Single System'. Adapted from Scaled Agile.

    Common Domains

    Business Architecture

    Information Architecture

    Application Architecture

    Technical Architecture

    Integration Architecture

    Security Architecture

    Others

    Info-Tech Insight

    All architects are boots on the ground and play in the solutioning space. What differs is their decisions’ impact (the enterprise architect’s decisions affects all domains and solutions).

    SAFe definitions of the Enterprise/Solution and System Architect roles can be found here.

    The role of the Enterprise Architect is detailed here.

    Collaboration models across the enterprise

    A collaboration model with 'Enterprise Architecture' at the top consisting of a 'Chief Enterprise Architect', 'Enterprise Architects', and 'EA Concerns across solutions': 'Architect A', 'Architect B', and 'Architect C'. Each lettered Architect is connected to their respective 'Solution Architect (A-C)' which runs their respective 'Delivery Team (A-C)' with 'Other Team Members'.(Adapted from Disciplined Agile)

    There are both formal and informal collaborations between enterprise architects and solution architects across the enterprise.

    Info-Tech Insight

    Enterprise architects should collaborate with solutions architects to create the best solutions at the enterprise level and to provide guidance across the board.

    Architect roles in SAFe

    According to Scale Agile Framework 5 for Lean Enterprises:

    • The system architect participates in the Essential SAFe
    • Solution architects and system architects participate in Large Solution
    • The enterprise architect participates in the Portfolio SAFe
    • Enterprise, solution, and system architects are all involved in Full SAFe

    Please check the SAFe Scaled Agile site for detailed information on the approach.

    Architect roles and their participation in Agile events (see likely events and a typical calendar)

    Info-Tech Insight

    A clear commitment for architects to achieve and support agility is needed. Architects should not be in an ivory tower; they should be hands on and engaged in all relevant Agile ceremonies, like the pre- and post-program increment (PI) planning, etc.

    Architect syncs are also required to ensure the needed collaboration.

    Architect participation in Agile ceremonies, according to SAFe:

    Architecture runway (at scale)

    Info-Tech Insight

    Architecting for scale, modularity, and extensibility is key for the architecture to adapt to changing conditions and evolve.

    Proactively address NFRs; architect for performance and security.

    Continuously refine the solution intent.

    For large solutions, longer foundational architectural runways are needed.

    Having an intentional continuous improvement/continuous development (CI/CD) pipeline to continuously release, test, and monitor is key to evolving large and complex systems.

    Parallel continuous exploration/integration/deployment

    A cycle titled DevOps containing three smaller cycles labelled 'Continuous Explorations', 'Continuous Integration', and 'Continuous Deployment'.

    Info-Tech Insight

    Architects need to help make some fundamental decisions, e.g. help define the environment that best supports continuous innovation or exploration and continuous integration, deployment, and delivery.

    Typical strategic enterprise architecture involvement

    Enterprise Architect —DRIVES–› Enterprise Architecture Strategy

    Enterprise Architecture Strategy
    • Application Strategy
    • Business Strategy
    • Data Strategy
    • Implementation Strategy
    • Infrastructure Strategy
    • Inter-domain Collaboration
    • Integration Strategy
    • Operations Strategy
    • Security Strategy
    • (Adapted from Scaled Agile)

    The EA statement relative to agility

    The enterprise architecture statement relative to agility specifies the architects’ responsibilities as well as the Agile protocols they will participate in. This statement will guide every architect’s participation in planning meetings, pre- and post-PI, various syncs, etc. Use simple and concise terminology; speak loudly and clearly.

    Strong EA statement relative to agility has the following characteristics:

    • Describes what different architect roles do to achieve the vision of the organization
    • In an agile way
    • Compelling
    • Easy to grasp
    • Sharply focused
    • Specific
    • Concise

    Sample EA statement relative to agility

    • Create strategies that provide guardrails for the organization, provide standards, reusable assets, accelerators, and other decisions at the enterprise level that support agility.
    • Participate in pre-PI and post-PI planning activities, architect syncs, etc.

    A clear statement can include additional details surrounding the enterprise architect’s role relative to agility

    Below is a sample of connecting keywords to form an enterprise architect role statement, relative to agility.

    Optimize, transform, and innovate by defining and implementing the [Company]’s target enterprise architecture in an agile way.

    Optimize – We collaborate with the business to analyze and optimize business capabilities and business processes to enable the agile and efficient attainment of [Company name] business objectives.

    Transform – We support IT-enabled business transformation programs by building and maintaining a shared vision of the future-state enterprise and consistently communicating it to stakeholders.

    Innovate – We identify and develop new and creative opportunities for IT to enable the business. We communicate the art of the possible to the business.

    Defining and implementing – We engage with project teams early and guide solution design and selection to ensure alignment to the target-state enterprise architecture and provide guidance and accelerators.

    Target enterprise structure in an agile way – We analyze business needs and priorities and assess the current state of the enterprise. We build and maintain the target enterprise architecture blueprints that define:

    • Business capabilities and processes (business architecture)
    • Data, application, and technology assets that enable business capabilities and processes (technology architecture)
    • Architecture principles
    • Standards and reusable assets
    • Continuous exploration, integration, and deployment

    Traditional vs. Agile approaches

    Traditional Enterprise Architecture Next-Generation Enterprise Architecture
    Scope: Technology focused Business transformation (scope includes both business and technology)
    Bottom up Top down
    Inside out Outside In
    Point to point; difficult to change Expandable, extensible, evolvable
    Control-based: Governance intensive; often over-centralized Guidance-based: Collaboration and partnership-driven based on accepted guardrails
    Big up-front planning Incremental/dynamic planning; frequent changes
    Functional siloes and isolated projects, programs, and portfolios Enterprise-driven outcome optimization (across value streams)

    Info-Tech Insight

    The role of the architecture in Lean (Agile) approaches is to set up the needed guardrails and ensure a safe environment where everyone can be effective and creative.

    Design an Enterprise Architecture Strategy

    Phase 2

    Create the EA Value Proposition

    Phase 1

    • 1.1 Explore a general EA strategy approach
    • 1.2 Introduce Agile EA architecture

    Phase 2

    • 2.1 Define the business and technology drivers
    • 2.2 Define your value proposition

    Phase 3

    • 3.1 Realize the importance of EA fundamentals
    • 3.2 Finalize the EA fundamentals

    Phase 4

    • 4.1 Select relevant EA services
    • 4.2 Finalize the set of services and secure approval

    This phase will walk you through the following activities:

    • Identify and prioritize EA stakeholders.
    • Create business and technology drivers from stakeholder information.
    • Identify business pains and technology drivers.
    • Define EA contributions to alleviate the pains.
    • Create promises of value to fully articulate the value proposition.

    This phase involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders

    Step 2.1

    Define the Business and Technology Drivers

    Activities
    • 2.1.1 Use a stakeholder power map to identify and prioritize EA stakeholders
    • 2.1.2 Conduct a PESTLE analysis
    • 2.1.3 Review strategic planning documents
    • 2.1.4 Conduct EA stakeholder interviews

    This step will walk you through the following activities:

    • Learn the five-step process to create an EA value proposition.
    • Uncover business and technology needs from stakeholders.

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    An understanding of your organization’s EA needs.

    Create the Value Proposition

    Step 2.1 Step 2.2

    Value proposition is an important step in the creation of the EA strategy

    Creating an EA value proposition should be the first step to realizing a healthy EA function. The EA value proposition demonstrates to organizational stakeholders the importance of EA in helping to realize their needs.

    Five steps towards the successful articulation of EA value proposition:

    1. Identify and prioritize stakeholders. The EA function must know to whom to communicate the value proposition.
    2. Construct business and technology drivers. Drivers are derived from the needs of the business and IT. Needs come from the analysis of external factors, strategic documents, and interviewing stakeholders. Helping stakeholders and the organization realize their needs demonstrates the value of EA.
    3. Discover pains that prevent driver realization. There are always challenges that obstruct drivers of the organization. Find out what they are to get closer to showing the value of EA.
    4. Brainstorm EA contributions. Pains that obstruct drivers have now been identified. To demonstrate EA’s value, think about how EA can help to alleviate those pains. Create statements that show how EA’s contribution will be able to overcome the pain to show the value of EA.
    5. Derive promises of value. Complete the articulation of value for the EA value proposition by stating how realizing the business or technology will provide in terms of value for the organization. Speak with the stakeholders to discover the value that can be achieved.

    Info-Tech Insight

    EA can deliver many benefits to an organization. To increase the likelihood of success, each EA group needs to commit to delivering value to their organization based on the current operating environment and the desired direction of the enterprise. An EA value proposition will articulate the group’s promises of value to the enterprise.

    The foundation of an optimal EA value proposition is laid by defining the right stakeholders

    All stakeholders need to know how the EA function can help them. Provide the stakeholders with an understanding of the EA strategy’s impact on the business by involving them.

    A stakeholder map can be a powerful tool to help identify and prioritize stakeholders. A stakeholder map is a visual sketch of how various stakeholders interact with your organization, with each other, and with external audience segments.

    An example stakeholder map with the 'Key players' quadrant highlighted, it includes 'CEO', 'CIO', and the modified position of 'CFO' after being engaged.

    “Stakeholder management is critical to the success of every project in every organization I have ever worked with. By engaging the right people in the right way in your project, you can make a big difference to its success…and to your career.” (Rachel Thompson, MindTools)

    2.1.1 Use a stakeholder power map to identify and prioritize EA stakeholders

    2 hours

    Input: Expertise from the EA strategy creation team

    Output: An identified and prioritized set of stakeholders for the EA function to target

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    1. A stakeholder power map helps to visualize the importance of various stakeholders and their concerns so you can prioritize your time according to the most powerful and most impacted stakeholders.
    2. Evaluate each stakeholder in terms of power, Involvement, impact, and support.
      • Power: How much influence does the stakeholder have? Enough to drive the project forward or into the ground?
      • Involvement: How interested is the stakeholder? How involved is the stakeholder in the project already?
      • Impact: To what degree will the stakeholder be impacted? Will this significantly change how they do their job?
      • Support: Is the stakeholder a supporter of the project? Neutral? A resistor?
    3. Map each stakeholder to an area on the Power Map Template.
    4. Ask yourself if the power map looks accurate. Is there someone who has no involvement in EA strategy development but should?
    5. Some stakeholders may have influence over others. For example, a COO who highly values the opinion of the Director of Operations would be influenced by that director. Draw an arrow from one stakeholder to another to signify this relationship.

    Download the Stakeholder Power Map Template for more detailed instructions on completing this activity.

    Each stakeholder will have a set of needs that will influence the final EA value proposition

    All stakeholders will have a set of needs they would like to address. Take those needs and translate them into business and technology drivers. Drivers help clearly articulate to stakeholders, and the EA function, the stakeholder needs to be addressed.

    Business Driver

    Business drivers are internal or external business conditions, changing business capabilities, and changing market trends that impact the way EA operates and provides value to the enterprise.

    Examples:

    Ensure corporate compliance with legislation pertaining to data and security (e.g. regulated oil fields).

    Enable the automation and digitization of internal processes and services to business stakeholders.

    Technology Driver

    Technology drivers are internal or external technology conditions or factors that are not within the control of the EA group that impact the way that the EA group operates and provides value to the enterprise.

    Examples:

    Establish standards and policies for enabling the organization to take advantage of cloud and mobile technologies.

    Reduce the frequency of shadow IT by lowering the propensity to make business–technology decisions in isolation.

    (Source: The Strategic CFO, 2013)

    Gather information from stakeholders to begin the process of distilling business and technology drivers

    Review information sources, then analyze them to derive business and technology drivers. Information sources are not targeted towards EA stakeholders. Analyze the information sources to create drivers that are relevant to EA stakeholders.

    Information Sources Drivers (Examples)

    PESTLE Analysis

    Strategy Documents

    Stakeholder Interviews

    SWOT Analysis

    —›

    Analysis

    —›

    Help the organization align technology investments with corporate strategy

    Ensure corporate compliance with legislation.

    Increase the organization’s speed to market.

    Business and Technology Needs

    By examining information sources, the EA team will come across a set of business and technology needs. Through analysis, these needs can be synthesized into drivers.

    The PESTLE analysis will help you uncover external factors impacting the organization

    PESTLE examines six perspectives for external factors that may impact business and technology needs. Below are prompting questions to facilitate a PESTLE analysis working session.

    Political
    • Will a change in government (at any level) affect your organization?
    • Do inter-government or trade relations affect you?
    • Are there shareholder needs or demands that must be considered?
    • How are your costs changing (moving off-shore, fluctuations in markets, etc.)?
    • Do currency fluctuations have an effect on your business?
    • Can you attract and pay for top-quality talent (e.g. desirable location, reasonable cost of living, changes to insurance requirements)?
    Economic
    Social
    • What are the demographics of your customers and/or employees?
    • What are the attitudes of your customers and/or staff (e.g. do they require social media, collaboration, transparency of costs)?
    • What is the general lifecycle of an employee (i.e. is there high turnover)?
    • Is there a market of qualified staff?
    • Is your business seasonal?
    • Do you require constant technology upgrades (e.g. faster network, new hardware)?
    • What is the appetite for innovation within your industry/business?
    • Are there demands for increasing data storage, quality, BI, etc.?
    • Are you looking to cloud technologies?
    • What is the stance on bring your own device?
    • Are you required to do a significant amount of development work in-house?
    Technological
    Legal
    • Are there changes to trade laws?
    • Are there changes to regulatory requirements (i.e. data storage policies, privacy policies)?
    • Are there union factors that must be considered?
    • Is there a push towards being environmentally friendly?
    • Does the weather have any effect on your business (hurricanes, flooding, etc.)?
    Environmental

    2.1.2 Conduct a PESTLE analysis

    2 hours

    Input: Expertise from EA strategy creation team

    Output: Identified set of business and technology needs from PESTLE

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    1. Begin conducting the PESTLE analysis by breaking the participants into groups. Divide the six different perspectives amongst the groups.
    2. Ask each group to begin to derive business and technology needs from their assigned perspectives. Use some of the areas noted below along with the questions on the previous slide to derive business and technology needs.
      • Political: Examine taxes, environmental regulations, and zoning restrictions.
      • Economic: Examine interest rates, inflation rate, exchange rates, the financial and stock markets, and the job market.
      • Social: Examine gender, race, age, income, disabilities, educational attainment, employment status, and religion.
      • Technological: Examine servers, computers, networks, software, database technologies, wireless capabilities, and availability of Software as a Service.
      • Legal: Examine trade laws, labor laws, environmental laws, and privacy laws.
      • Environmental: Examine green initiatives, ethical issues, weather patterns, and pollution.
    3. Ask each group to take into account the following questions when deriving business and technology needs:
      • Will business components require any changes to address the factor?
      • Will information technology components changes be needed to address any factor?
    4. Have each team record its findings. Have each team present its list and have remaining teams give feedback and additional suggestions. Record any changes in this step.

    Download the PESTLE Analysis Template to assist with completing this activity.

    Strategic planning documents can provide information regarding the direction of the organization

    Some organizations (and business units) create an authoritative strategy document. These documents contain corporate aspirations and outline initiatives, reorganizations, and shifts in strategy. From these documents, a set of business and technology needs can be generated.

    Overt Statements

    • Corporate objectives and initiatives are often explicitly stated in these documents. Look for statements that begin with phrases such as “Our corporate objectives are…”
    • Remember that different organizations use different terminology; if you cannot find the word goal or objective then look for “pillar,” “imperative,” “theme,” etc.

    Turn these statements to business and technology needs by:

    Asking the following:
    • Is there a need from a business perspective to address these objectives, initiatives, and shifts in strategy?
    • Is there a need from a technology perspective to address these objectives, initiatives, and shifts in strategy?

    Covert Statements

    • Some corporate objectives and initiatives will be mentioned in passing and will require clarification. For example: “As we continue to penetrate new markets, we will be diversifying our manufacturing geography to simplify distribution.”

    2.1.3 Review strategic planning documents

    2 hours

    Input: Strategic documents in the organization

    Output: Identified set of business and technology needs from documents

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the identification process of business and technology needs from strategic documents with the following steps:

    1. Work with the EA strategy creation team to identify the strategic documents within the organization. Look for documents with any of the following content:
      • Corporate strategy document
      • Business unit strategy documents
      • Annual general reports
    2. Gather the strategic documents into one place and call a meeting with the EA strategy creation team to identify the business and technology needs in those documents.
    3. Pick one document and look through its contents. Look for future-looking words such as:
      • We will be…
      • We are planning to…
      • We will need…
    4. Consider those portions of the document with future-looking words and ask the following:
      • Will business components require any changes to address these objectives?
      • Will information technology components changes be needed to address these objectives?
    5. Record the business and technology needs identified in step 4. As well, record any questions you may have regarding the document contents for stakeholders to validate later.
    6. Move to the next document once complete. Complete steps 3-5 for the remaining strategy documents.

    Stakeholder interviews will help you collect primary data and will shed light on stakeholder priorities and challenges

    In this interview process, you will be asking EA stakeholders questions that uncover their business and technology needs. You will also be able to ask follow-up questions to get a better understanding of abstract or complex concepts from the strategy document review and PESTLE analysis.

    EA Stakeholders:

    • Stakeholders may not think of their business and technology needs. But stakeholders will often explicitly state their objectives and initiatives.
    • Objectives often result in risks, opportunities, and annoyances:
      • Risks: Potential damage associated with pursuing an objective or initiative.
      • Opportunities: Potential gains that could be leveraged when capturing objectives and initiatives.
      • Annoyances: Roadblocks that could hinder the pursuit of objectives and initiatives.
    • Ask stakeholders questions on these areas to discern their business and technology needs.

    Risks + Opportunities + Annoyances –› Business and Technology Needs

    2.1.4 Conduct EA stakeholder interviews

    4-8 hours

    Input: Expertise from the EA stakeholders

    Output: Business and technology needs for EA stakeholders

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, Identified EA stakeholders

    1. Schedule an interview with each of the stakeholders that were identified as key stakeholders in the Stakeholder Power Map.
    2. Meet with the key EA stakeholders and start business and technology needs gathering. Schedule each identified key stakeholder for an interview.
    3. When a stakeholder arrives for their interview, ask the following questions and record the answers to help uncover needs. Be sure to record which stakeholder answered the question. Further, record any future stakeholders that agree.
      • What are the current strengths of your organization?
      • What are the current weaknesses of your organization?
      • What is the number 1 risk you need to prevent?
      • What is the number 1 opportunity you want to capitalize on?
      • What is the number 1 annoying pet peeve you want to remove?
      • How would you prioritize these risks, opportunities, and annoyances?
    4. Recorded answer example: “We can’t see what the other departments are doing; when we spend a lot of money to invest in something, we later find out the capability is already within the company.”
    5. After completing each interview, verify with each stakeholder that you have captured their business and technology needs. Continue the interview process until all identified key stakeholders have been interviewed.
    6. Capture all inputs into a SWOT (strengths, weaknesses, opportunities, and threats) format.

    Step 2.2

    Define Your Value Proposition

    Activities
    • 2.2.1 Create a set of business and technology drivers from business and technology needs
    • 2.2.2 Identify the pains associated with the business and technology drivers
    • 2.2.3 Identify the EA contributions that can address the pains
    • 2.2.4 Create promises of value to shape the EA value proposition

    This step will walk you through the following activities:

    • Use business and technology drivers to determine EA’s role in your organization.

    This step involves the following participants:

    • CIO
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    A value proposition document that ties the value of the EA function to stakeholder needs.

    Create the EA Value Proposition

    Step 2.1 Step 2.2

    Synthesize the collected data into business and technology drivers

    Two triangles labelled 'Business needs' and 'Technology needs' point to a cloud labelled 'Analysis', which connects to the driver attributes on the right via a dotted line.

    There are several key attributes that a driver should have.

    Driver Key Attributes
    • A succinct statement.
    • Begins with “action words” to communicate a call to action (e.g. Support, Help, Enable).
    • Written in a language understood by all parties involved.
    • Communicates a need for improvement or prevention.

    “The greatest impact of enterprise architecture is the strategic impact. Put the mission and the needs of the organization first.” (Matthew Kern, Clear Government Solutions)

    2.2.1 Create a set of business and technology drivers from business and technology needs

    3 hours

    Input: Expertise from EA strategy creation team

    Output: A set of business and technology drivers

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, EA stakeholders

    Meet with the EA strategy creation team and follow the steps below to begin the process of synthesizing the business and technology needs into drivers.

    1. Lay out the documented business and technology needs your team gathered from PESTLE analysis, strategy document reviews, and stakeholder interviews.
    2. Assess the documented business and technology needs to see if there are common themes. Consolidate those similar business and technology needs by crafting one driver for them. For example:
      • PESTLE: Influx of competitors in the marketplace causing tighter margins.
      • Document review: Improve investment quality and their value to the organization.
      • Stakeholder interview: “We can’t see what the other departments are doing; when we spend a lot of money to invest in something, we later find out the capability is already within the company.”
      • Consolidated business driver example: Help the organization align investments with the corporate strategy and departmental priorities.
    3. As well, synthesize the business and technology needs that cannot be consolidated.
    4. Verify the completed list of drivers with stakeholders. This is to ensure you have fully captured their needs.

    Download the EA Value Proposition Template to record your findings in this activity.

    When addressing business and technology drivers, an organization can expect obstacles

    A pain is an obstacle that business stakeholders will face when attempting to address business and technology drivers. Identify the pains associated with each driver so that EA’s contributions can be linked to resolving obstacles to address business needs.

    Business and Technology Drivers

    Pains

    Created by assessing information sources. A sentence that states the nature of the pain and how the pain stops the organization from addressing the drivers.
    Examples:
    • Business driver: Help the organization align investments with the corporate strategy and departmental priorities.
    • Technology driver: Improve the organization’s technology responsiveness and increase speed to market.
    Examples:
    • Business driver pains: Lack of holistic view of business capabilities obstructs the organization from aligning investments with corporate strategy and departmental priorities.
    • Technology driver pains: Ineffective application development requiring delays decreases the speed to market.

    2.2.2 Identify the pains associated with the business and technology drivers

    2 hours

    Input: Expertise from EA strategy creation team and EA stakeholders

    Output: An associated pain that obstructs each identified driver

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, EA stakeholders

    Call a meeting with the EA strategy creation team and any available stakeholders to identify the pains that obstruct addressing the business and technology drivers.

    Take each driver and ask the questions below to the EA strategy creation team and to any EA stakeholders who are available. Record the answers to identify the pains when realizing the drivers.

    1. What are your challenges in performing the activity or process today?
    2. What other business activities/processes will be impacted/improved if we solve this?
    3. What compliance/regulatory/policy concerns do we need to consider in any solution?
    4. What are the steps in the process/activity?

    Take the recorded answers and follow the steps below to create the pain statements:

    1. Answers to the questions above can be long, unfocused, or spoken in a casual manner. To turn the answer into pains, refine the recorded answers into a succinct sentence that captures its meaning.
      • Recorded answer example: “I feel like there needs to be a holistic view of the organization. If we had a tool to see all the capabilities across the business, then we can figure out what investments should be prioritized.”
      • Example of pain statement: Lack of holistic view of business capabilities obstructs the organization from aligning investments with corporate strategy and departmental priorities.
    2. When the list of pains has been written out, verify with the stakeholders that you have fully captured their pains.

    Download the EA Value Proposition Template to record your findings in this activity.

    The identified pains can be alleviated by a set of EA contributions

    Set the foundations for the value proposition by brainstorming the EA contributions that can alleviate the pains.

    Business and technology drivers produce:

    Pains

    —›
    EA contributions produce:

    Value by alleviating pains

    Pains

    Obstructions to addressing business and technology drivers. Stakeholders will face these pains.

    Examples
    • Business driver pains: Lack of holistic view of business capabilities obstructs the organization from aligning investments with corporate strategy and departmental priorities.
    EA contributions

    Activities the EA function can perform to help alleviate the pains. Demonstrates the contributions the EA function can make to business value.

    Examples:
    • Business driver EA contributions: Business capability mapping shows the business capabilities of the organization and the technology that supports those capabilities in the current and target state. This provides a view for the set of investments that are needed by the organization, which can then be prioritized.

    Enterprise architecture functions can provide a diverse set of contributions to any organization – Sample

    EA contribution category EA contribution details
    Define business capabilities and processes As-is and target business capabilities and processes are documented and understood by both IT and the business.
    Design information flows and services Information flows and services effectively support business capabilities and processes.
    Analyze gaps and identify project opportunities Create informed project identification, scope definition, and project portfolio management.
    Optimize technology assets Greater homogeneity and interoperability between tangible and intangible technology assets.
    Create and maintain technology standards Decrease development, integration, and support efforts. Reduce complexity and improve interoperability.
    Rationalize technology assets Tangible and intangible technology assets are rationalized to adequately and efficiently support information flows and services.

    2.2.3 Identify the EA contributions that can address the pains

    2 hours

    Input: Expertise from EA strategy creation team

    Output: EA contributions that addresses the pains that were identified

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Gather with the EA strategy creation team, take each pain, then ask and record the answers to the questions below to identify the EA contributions that would solve the pains:

    1. What activities can the EA practice conduct to overcome the pain?
    2. What are the core EA models that can help accurately define the problem and assist in finding appropriate resolutions?
    3. What are the general EA benefits that can be associated with solving this pain?

    Answers to the questions above will generate a list of activities EA can do to help alleviate the pains. Use the following steps to complete this activity:

    1. Create a stronger tie between the EA contributions and pains by linking the EA contribution statement to the pain.
      • Example of pain statement: Lack of holistic view of business capabilities obstructs the organization from aligning investments with corporate strategy and departmental priorities.
      • Example of EA contributions statement: Business capability mapping shows the business capabilities of the organization and the technology that supports those capabilities in the current and target state. This provides a view for the set of investments that are needed by the organization, which can then be prioritized.
    2. Verify with the stakeholders that they understand the EA contributions have been written out and how those contributions address the pains.

    Download the EA Value Proposition Template to record your findings in this activity.

    EA promises of value articulate EA’s commitment to the organization

    • Business Goals and Technology Drivers
      A set of statements created from business and technology needs. Gathered from information sources, it communicates improvements needed.

      • Value Streams, Aspirations, Long-Term Goals
        Value streams, aspirations, long-term goals

        • EA Contributions
          EA contributions that will alleviate the obstructions. Removing the obstructions will allow EA to help satisfy business and technology needs.

          • Promise of Value
            A statement that depicts a concrete benefit the EA practice can provide for the organization in response to business and technology drivers.
            Communicate the statements in a language that stakeholders understand to complete the articulation of EA’s value proposition.

    2.2.4 Create promises of value to shape the EA value proposition

    2 hours

    Input: Expertise from EA strategy creation team and EA stakeholders

    Output: Promises of value for each business and technology driver

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, EA stakeholders

    Now that the EA contributions have been identified, identify the promises of value to articulate the value proposition.

    Take each driver, then ask and record the answers to the questions below to identify the promises of value when realizing the drivers:

    1. What does amazing look like if we solve this perfectly?
    2. What other business activities/processes will be impacted/improved if we solve this?
    3. What measures of success/change should we use to prove value of the effort (KPIs/ROI)?

    Take the recorded answers and follow the steps below to create the promises of value.

    1. Answers to the questions above can be long, unfocused, or spoken in a casual manner. To turn the answer into a promise of value, refine the recorded answer into a succinct sentence that captures its meaning.
      • Business driver example: Help the organization align investments with the corporate strategy and departmental priorities.
      • Recorded answer example: “If this would be solved perfectly, we would have a very easy time planning investments and investment planning hours can be spent doing other activities.”
      • Promises of value example: Increase the number of investments that have a direct tie to corporate strategy.
    2. When the promises of value have been written out, verify with the stakeholders that you have fully captured their ideas.

    Download the EA Value Proposition Template to record your findings in this activity.

    Design an Enterprise Architecture Strategy

    Phase 3

    Build the EA Fundamentals

    Phase 1

    • 1.1 Explore a general EA strategy approach
    • 1.2 Introduce Agile EA architecture

    Phase 2

    • 2.1 Define the business and technology drivers
    • 2.2 Define your value proposition

    Phase 3

    • 3.1 Realize the importance of EA fundamentals
    • 3.2 Finalize the EA fundamentals

    Phase 4

    • 4.1 Select relevant EA services
    • 4.2 Finalize the set of services and secure approval

    This phase will walk you through the following activities:

    • Create an EA vision statement and an EA mission statement.
    • Create EA goals, define EA objectives, and link them to EA goals.
    • Define the EA function scope dimensions.
    • Create a set of EA principles for your organization.
    • Discuss current methodology.

    This phase involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Step 3.1

    Realize the Importance of EA Fundamentals

    Activities
    • 3.1.1 Create the EA vision statement
    • 3.1.2 Create the EA mission statement
    • 3.1.3 Create EA goals
    • 3.1.4 Define EA objectives and link them to EA goals
    • 3.1.5 Record the details of each EA objective

    This step will walk you through the following activities:

    • Define and document the fundamentals that guide the EA function.

    This step involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    • Vision and mission statements for the EA function.
    • A set of EA goals and a set of objectives to track progression toward those goals.
    Build the EA Fundamentals
    Step 3.1 Step 3.2

    EA fundamentals guide the EA function

    EA fundamentals include a vision statement, a mission statement, goals and objectives, and principles. They are a set of documented statements that guide the EA function. The fundamentals guide the EA function in terms of its strategy and decision making.

    EA vision statement EA mission statement

    EA fundamentals

    EA goals and objectives EA principles

    Info-Tech Insight

    Treat the critical elements of the EA group the same way as you would a business. Create a directional foundation for EA and define the vision, mission, goals, principles, and scope necessary to deliver on the established value proposition.

    The EA vision statement articulates the aspirations of the EA function

    The enterprise architecture vision statement communicates a desired future state of the EA function. The statement is expressed in the present tense. It seeks to articulate the desired role of the EA function and how the EA function will be perceived.

    Strong EA vision statements have the following characteristics:

    • Describe a desired future
    • Focus on ends, not means
    • Communicate promise
    • Concise, no unnecessary words
    • Compelling
    • Achievable
    • Inspirational
    • Memorable

    Sample EA vision statements:

    • To be a trusted partner for both the business and IT, driving enterprise effectiveness, efficiency, and agility at [Company Name].
    • To be a trusted partner and advisor to both the business and IT, contributing to business-IT alignment and cost reduction at [Company Name].
    • To create distinctive value and accelerate [Company Name]’s transformation.

    The EA mission statement articulates the purpose of the EA function

    The enterprise architecture mission statement specifies the team’s purpose or “reason of being.” The mission should guide each day’s activities and decisions. The mission statements use simple and concise terminology, speak loudly and clearly, and generate enthusiasm for the organization.

    Strong EA mission statements have the following characteristics:

    • Articulates EA function purpose and reason for existence
    • Describes what the EA function does to achieve its vision
    • Defines who the customers of the EA function are
    • Compelling
    • Easy to grasp
    • Sharply focused
    • Inspirational
    • Memorable
    • Concise

    Sample EA mission statements:

    • Define target enterprise architecture for [Company Name], identify solution opportunities, inform IT investment management, and direct solution development, acquisition, and operation compliance.
    • Synergize with both the business and IT to define and help realize [Company Name]’s target enterprise architecture that enables the business strategy and optimizes IT assets, resources, and capabilities.

    The EA vision and mission statements become relevant to EA stakeholders when linked to the promises of value

    The process for constructing the enterprise architecture vision statement and enterprise architecture mission statement is articulated below.

    Promises of value Derive keywords Construct draft statements Reference test criteria Finalize statements
    Derive the a set of keywords from the promises of value to accurately capture their essence. Create the initial statement using the keywords. Check the initial statement against a set of test criteria to ensure their quality. Finalize the statement after referencing the initial statement against the test criteria.

    Derive keywords from promises of value to begin the vision and mission statement creation process

    Develop keywords by summarizing the promises of value that were derived from drivers into one word that will take on the essence of the promise. See examples below:

    Business and technology drivers Promises of value Keywords
    Help the organization align investments with the corporate strategy and departmental priorities. Increase the number of investments that have a direct tie to corporate strategy. Business
    Support the rapid growth and development of the company through fiscal planning, project planning, and technology sustainability. Ensure budgets and projects are delivered on time with the assistance of technology. IT-Enabled
    Reduce the duplication and work effort to build and deploy technology solutions across the entire organization. Aim to reduce the number of redundant applications in the organization to streamline processes and save costs. Catalyst
    Improve the organization’s technology responsiveness and increase speed to market. Reduce the number of days required in the SDLC for all core business support projects. Value delivery

    An inspirational vision statement is greater than the sum of the individual words

    Ensure the sentence is cohesive and captures additional value outside of the keywords. The statement as a whole should be greater than the sum of the parts. Expand upon the meaning of the words, if necessary, to communicate the value. Below is an example of a finished vision statement.

    Sample

    Be a catalyst for IT-enabled business value delivery.

    Catalyst – We will continuously interact with the business and IT to accelerate and improve results.

    IT-enabled – We will ensure the optimal use of technology in enabling business capabilities to achieve business objectives.

    Business – We will be perceived as a business-focused unit that understands [Company name]’s business priorities and required business capabilities.

    Value delivery – EA’s value will be recognized by both business and IT stakeholders. We will track and market EA’s contribution to business value organization-wide.

    A clear mission statement can include additional details surrounding the EA team’s desired and expected value

    Likewise, below is a sample of connecting keywords together to form an EA mission statement:

    Optimize, transform, and innovate by defining and implementing the [Company]’s target enterprise architecture.

    Optimize – We collaborate with the business to analyze and optimize business capabilities and business processes to enable the agile and efficient attainment of [Company name] business objectives.

    Transform – We support IT-enabled business transformation programs by building and maintaining a shared vision of the future-state enterprise and consistently communicating it to stakeholders.

    Innovate – We identify and develop new and creative opportunities for IT to enable the business. We communicate the art of the possible to the business.

    Defining and implementing – We engage with project teams early and guide solution design and selection to ensure alignment to the target-state enterprise architecture.

    Target enterprise structure – We analyze business needs and priorities and assess the current state of the enterprise. We build and maintain the target enterprise architecture blueprints that define:

    • Business capabilities and processes (business architecture)
    • Data, application, and technology assets that enable business capabilities and processes (technology architecture)
    • Architecture principles and standards

    3.1.1 Create the EA vision statement

    1 hour

    Input: Identified promises of value, Vision statement test criteria

    Output: EA function vision statement

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the creation of the EA vision statement by following the steps below:

    1. Gather the EA strategy creation team and have the promises of value from the EA value proposition laid out.
    2. Select one promise of value and work with the team to identify one word that captures the essence of that promise of value.
    3. Continue to the next promise of value until all of the promises of value have a keyword identified.
    4. Have the identified set of keywords laid out and see if any of their meanings are similar and can be consolidated together. Consolidate similar meaning keywords.
    5. Create the initial draft of the EA vision statement by linking the keywords together.
    6. Check the initial draft of the vision statement against the test criteria below. Ask the team if the vision statement satisfies each of the test criteria.
      • Do you find this vision exciting?
      • Is the vision clear, compelling, and easy to grasp?
      • Does this vision somehow connect to the core purpose?
      • Will this vision be exciting to a broad base of people in the organization, not just those within the EA team?
    7. Make changes to the initial draft to satisfy the test criteria. Socialize the EA vision statement with EA stakeholders to make sure it captures their needs.

    3.1.2 Create the EA mission statement

    1 hour

    Input: Identified promises of value, Mission statement test criteria

    Output: EA function mission statement

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the creation of the EA mission statement by following the steps below:

    1. Gather the EA strategy creation team and have the promises of value from the EA value proposition laid out.
    2. Select one promise of value and work with the team to identify one word that captures the essence of that promise of value.
    3. Continue to the next promise of value until all of the promises of value have a keyword identified.
    4. Have the identified set of keywords laid out, and see if any of their meanings are similar and can be consolidated together. Consolidate similar meaning keywords.
    5. Create the initial draft of the EA mission statement by linking the keywords together.
    6. Check the initial draft of the mission statement against the following test criteria below. Ask the team if the mission statement satisfies each of the test criteria.
      • Do you find this purpose personally inspiring?
      • Does the purpose help you to decide what activities to not pursue, to eliminate from consideration? Is this purpose authentic – something true to what the organization is all about – not merely words on paper that sound nice?
      • Would this purpose be greeted with enthusiasm rather than cynicism by a broad base of people in the organization?
    7. Make changes to the initial draft to satisfy the test criteria. Socialize the EA mission statement with EA stakeholders to make sure it captures their needs.

    EA goals demonstrate the achievement of success of the EA function

    Enterprise architecture goals define specific desired outcomes of an EA function. EA goals are important because they establish the milestones the EA function can strive toward to deliver their promises of value.

    Inform EA goals by examining:

    Promises of value

    —›
    EA goals produce:

    Targets and milestones

    Promises of value

    Produce EA strategic outcomes that can be classified into four categories. The four categories are:

    • Business performance
    • IT performance
    • Customer value
    • Risk management
    EA goals

    Support the strategic outcomes. EA goals can be strategic or operational:

    • EA strategic goals support the strategic outcomes.
    • EA operational goals help measure the architecture capability quality and supporting processes.

    3.1.3 Create EA goals

    2 hours

    Input: Identified promises of value

    Output: EA goals

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the creation of EA goals by following the steps below:

    1. Gather the EA strategy creation team and the identified promises of value from Phase 2, Create the EA Value Proposition.
    2. Open the EA Goals and Objectives Template and examine the list of default EA goals already within the template.
    3. Take the identified promises of value and discuss with the team if any of the EA goals in the template relate to the promises of value. Record the related EA goal and promise of value. See example below:
      • Promises of value example: Increase the number of investments that have a direct tie to corporate strategy.
      • Related EA goal example: Alignment of IT and business strategy.
    4. Repeat step 3 until all identified promises of value have been examined in relation to the EA goals in the template.
    5. If there are promises of value that are not related to an EA goal in the template, create EA goals to relate to those promises of value. Keep in mind that EA goals need to support the strategic outcomes produced by the promises of value. Record the EA goals in the template and document the related promises of value.

    Download the EA Goals and Objectives Template to assist with completing this activity.

    Starting with COBIT, select the appropriate objectives to track EA goals – Sample

    Below are examples of EA goals and the objectives that track their performance:

    IT performance-oriented goals Objectives
    Alignment of IT and business strategy
    • Increase the percentage of enterprise strategic goals and requirements supported by IT strategic goals by X percent in the fiscal year.
    • Improve stakeholder satisfaction with planned function and services portfolio scope by X percent in the fiscal year.
    • Increase the percentage of IT value drivers mapped to business value drivers by X percent in the next fiscal year.
    Increase in IT agility
    • Improve business executive satisfaction with IT’s responsiveness to new requirements by X percent in the fiscal year.
    • Increase the number of critical business processes supported by up-to-date infrastructure and applications in the next three years.
    • Lower the average time to turn strategic IT objectives into agreed-upon and approved initiatives.
    Optimization of IT assets, resources, and capabilities
    • Increase the frequency of capability maturity and cost optimization assessments.
    • Improve the frequency of reporting for assessment result trends.
    • Raise the satisfaction levels of business and IT executives with IT-related costs and capabilities by X percent.

    3.1.4 Define EA objectives and link them to EA goals

    2 hours

    Input: Defined EA goals

    Output: EA objectives linked to EA goals

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the process of defining EA objectives and linking them to EA goals using the following steps:

    1. Gather the EA strategy creation team and open the EA Goals and Objectives Template.
    2. Have the goals laid out, and refer to the objectives already in the EA Goals and Objectives Template. Examine if any of them will fit the goals your team has created.
    3. If some of the goals your team has created do not fit with the objectives in the template, begin the process of creating new objectives. Remember, EA objectives are SMART metrics that help track the progress toward the EA goals.
    4. Create an EA objective and check if it is SMART by asking some of the questions below:
      • Specific: Is the objective specific to the goal? Is the objective clear to anyone who has basic knowledge of the goal?
      • Measurable: Is it possible to figure out how far the team would be away from completing the objective?
      • Agreed Upon: Does everyone involved agree the objective is the correct way to measure progress?
      • Realistic: Can the objective be met within the availability of resources, knowledge, and time?
      • Time Based: Is there a time-bound component to the goal?
    5. Continue to create new objectives until each goal has an objective linked to it.

    Download the EA Goals and Objectives Template to assist with completing this activity.

    For each of the objectives, determine how they will be collected, reported, and implemented

    Add details to the enterprise architecture objectives previously defined to increase their clarity to stakeholders.

    EA objective detail category Description
    Unit of measure
    • The unit in which the objective will be presented.
    Calculation formula
    • The formula by which the objective will be calculated.
    Objective baseline, status, and target
    • Baseline: The state of the objective at the start of measurement.
    • Status: The current state of the measurement.
    • Target: The target state the measurement should reach.
    Data collection
    • Responsible: The individual responsible for collecting the data.
    • Source: Where the data originates.
    • Frequency: How often the data will be collected to calculate the objective.
    Reporting
    • Target Audience: The people the objective will be presented to.
    • Method: The method used to present the data collected on the objective (e.g. report, presentation).
    • Frequency: How often the data will be presented to the target audience.

    3.1.5 Record the details of each EA objective

    2 hours

    Input: Defined list of EA objectives

    Output: Increased detail into each defined EA objective

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Record the details of each EA objective. Use the following steps below to assist with recording the details:

    1. Gather the EA strategy creation team, and open the EA Goals and Objectives Template.
    2. Select one objective that has been identified and discuss the formula for calculating the objective and in what units the objective will be recorded. Record the information in the “Calculation formula” and “Unit of measure” columns in the template once they have been agreed upon.
    3. Using the same objective, move to the “Data Collection” portion of the template. Discuss and record the following: the source of the data that generates the objective, the frequency of reporting on the objective, and the person responsible for reporting the objective.
    4. Move to the “Reporting” portion of the template. Discuss and record the target audience for the objective and the reporting frequency and method to those audiences.
    5. Examine the “Objective baseline,” “Objective status,” and “Objective target” columns. Record any measurement you may currently have in the “Objective baseline” column. Record what you would like the objective measurement to be in the “Objective target” column. Note: Keep track of the progression towards the target in the “Objective status” column in the future.
    6. Select the next objective and complete steps 2–5 for that measure. Continue this process until you have recorded details for all objectives.

    Download the EA Goals and Objectives Template to assist with completing this activity.

    Step 3.2

    Finalize the EA Fundamentals

    Activities
    • 3.2.1 Define the organizational coverage dimension of the EA function scope
    • 3.2.2 Define the architectural domains and depth dimension
    • 3.2.3 Define the time horizon dimension
    • 3.2.4 Create a set of EA principles for your organization
    • 3.2.5 Add the rationale and implications to the principles
    • 3.2.6 Operationalize the EA principles
    • 3.2.7 Discuss the need for classical methodology and/or a combination including Agile practices

    This step will walk you through the following activities:

    • Define the EA function scope dimensions.
    • Create a set of EA principles.
    • Discuss the organization’s current methodology, if any, and whether it works for the business.

    This step involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    • Defined scope of the EA function.
    • A set of EA principles for your organization.
    • A decision on traditional vs. Agile methodology or a blend of both.

    Build the EA Fundamentals

    Step 3.1 Step 3.2

    A clear EA function scope defines the EA sandbox

    The EA function scope constrains the promises of value the EA function will deliver on by taking into account factors across four dimensions. The EA function scope ensures that the EA function is not stretched beyond its current/planned means and capabilities when delivering the promised value. The four dimensions are illustrated below:

    Organizational coverage
    Determine the focus of the enterprise architecture effort in terms of specific business units, functions, departments, capabilities, or geographical areas.
    Depth
    Determine the appropriate level of detail to be captured, based on the intended use of the enterprise architecture and the contingent decisions to be made.

    EA Scope

    Architectural Domains
    Determine the EA domains (business, data, application, infrastructure, security) that are appropriate to address stakeholder concerns and architecture requirements.
    Time horizon
    Determine the target-state architecture’s objective time period.

    The EA function scope is influenced by the EA value proposition and previously developed EA fundamentals

    Establish the EA function scope by using the EA value proposition and EA fundamentals that have been developed. After defining the EA function scope, refer back to these statements to ensure the EA function scope accurately reflects the EA value proposition and EA fundamentals.

    EA value proposition

    +

    EA vision statement
    EA mission statement
    EA goals and objectives

    —›
    Influences

    Organizational coverage

    Architectural domains

    Depth

    Time horizon

    —›
    Defines
    EA function scope

    EA scope – Organizational Coverage

    The organizational coverage dimension of EA scope determines the focus of enterprise architecture effort in the organization. Coverage can be determined by specific business units, functions, departments, capabilities, or geographic areas. Info-Tech has typically seen two types of coverage based on the size of the organization.

    Small and medium-size enterprise

    Indicators: Full-time employees dedicated to manage its data and IT infrastructure. Individuals are IT generalists and may have multiple roles.

    Recommended coverage: Typically, for small and medium-size businesses, the organizational coverage of architecture work is the entire enterprise. (Source: The Open Group, 2018)

    Large enterprise

    Indicators: Dedicated full-time IT staff with expertise to manage specific applications or parts of the IT infrastructure.

    Recommended coverage: For large enterprises, it is often necessary to develop a number of architectures focused on specific business segments and/or geographies. In this federated model, an overarching enterprise architecture should be established to ensure interoperability and conformance to overarching EA principles. (Source: DCIG, 2011)

    EA objectives track the progression towards the target set by EA goals

    Enterprise architecture objectives are specific metrics that help measure and monitor progress towards achieving an EA goal. Objectives are SMART.

    EA goals —› EA objectives
    • EA strategic goals:
      • Business performance
      • IT performance
      • Customer value
      • Risk management
    • EA operational goals
    • Specific
    • Measurable
    • Agreed upon
    • Realistic
    • Time bound
    (Source: Project Smart, 2014)

    Download the EA Goals and Objectives Template to see examples between the relationship of EA goals to objectives.

    Measure the EA strategy effectiveness by tracking the benefits it provides to the corporate business goals

    The success of the EA function is influenced by the following:

    • The delivery of EA-enabled business outcomes that are most important to the enterprise.
    • The alignment between the business and IT from a planning perspective.
    • Improvements in the corporate business goals due to EA contributions (standardization, rationalization, reuse, etc.).
    Corporate Business Goals Measurements
    • Reduction in operating costs
    • Decrease in regulatory compliance infractions
    • Increased revenue from existing channels
    • Increased revenue from new channels
    • Faster time to business value
    • Improved business agility
    • Reduction in enterprise risk exposure
    • Cost reductions based on application and platform rationalization
    • Standard-based solutions
    • Time reduction for integration
    • Service reused
    • Stakeholder satisfaction with EA services
    • Increase customer satisfaction
    • Rework minimized
    • Lower cost of integration
    • Risk reduction
    • Faster time to market
    • Better scalability, etc.

    3.2.1 Define the organizational coverage dimension of the EA function scope

    2 hours

    Input: EA value proposition, Previously defined EA fundamentals

    Output: Organizational coverage dimension of EA scope defined

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Define the organizational coverage of the EA function scope using the following steps below:

    1. Gather the EA strategy creation team. As well, gather the EA value proposition, the EA vision and mission statements, and the EA goals and objectives your team has already created.
    2. Ask the team to read each of the documents gathered in the previous step. This ensures the concepts are fresh in the team members’ minds when defining the EA function scope organizational coverage.
    3. Consider how much of the organization the EA function would need to cover. Refer to the gathered materials to assist with your decision. For example:
      • EA mission statement: Optimize, transform, and innovate by defining and implementing the [Company]’s target enterprise architecture.
      • Implications on organizational coverage: If the purpose of the EA function is to help optimize, transform, and innovate with target-state architecture mapping, then the scope should cover the entire organization. Only by mapping the entire organization’s architecture can the EA function assist with optimizing, transforming, and innovating.
    4. Work with the EA strategy creation team to examine all the gathered materials and document the implications on organization coverage as shown in step 3.
    5. Discuss with the team and select the organizational coverage level that best fits the documented implications for all the gathered materials. Refer back to the gathered materials and make any changes necessary to ensure they support the selected organizational coverage.

    EA scope – Architectural Domains

    A complete enterprise architecture should address all five architectural domains. The five architectural domains are business, data, application, infrastructure, and security.

    Enterprise Architecture
    —› Data Architecture
    Business Architecture —› Infrastructure Architecture
    Security Architecture
    —› Application Architecture

    “The realities of resource and time constraints often mean there is not enough time, funding, or resources to build a top-down, all-inclusive architecture encompassing all four architecture domains. Build architecture domains with a specific purpose in mind.” (The Open Group, 2018)

    Each architectural domain creates a different view of the organization

    Below are the definitions of different domains of enterprise architecture (Info-Tech perspective; others can be identified as well, e.g. Integration Architecture).

    Business Architecture

    Business architecture is a means of demonstrating the business value of subsequent architecture work to key stakeholders and the return on investment to those stakeholders from supporting and participating in the subsequent work. Business architecture defines the business strategy, governance, organization, and key business processes.

    Data Architecture

    Describes the structure of an organization’s logical and physical data assets and data management resources.

    Application Architecture

    Provides a blueprint for the individual applications to be deployed, their interactions, and their relationships to the core business processes of the organization.

    Infrastructure Architecture

    Represents the sum of hardware, software, and telecommunications-related IT capability associated with a particular enterprise. It is concerned with the synergistic operations and management of the devices in the organization.

    Security Architecture

    Provides an unified security design that addresses the necessities and potential risks involved in a certain scenario or environment. It also specifies when and where to apply security controls.
    (Sources: The Open Group, 2018; IT Architecture Journal, 2014; Technopedia, 2016)

    EA scope – Depth

    EA scope depth defines the architectural detail for each EA domain that the organization has selected to pursue. The level of depth is broken down into four levels. The level of depth the organization decides to pursue should be consistent across the domains.

    Contextual
    • Helps define the organization scope, and examines external and internal requirements and their effect on the organization. For example, enterprise governance.
    Conceptual
    • High-level representations of the organization or what the organization wants to be. For example, business strategy, IT strategy.
    Logical
    • Models that define how to implement the representation in the conceptual stage. For example, identifying the business gaps from the current state to the target state defined by the business strategy.
    Physical
    • The technology and physical tools used to implement the representation created in the logical stage. For example, business processes that need to be created to bridge the gaps identified and reach the target stage.
    (Source: Zachman International, 2011) Business Architecture Data Architecture Application Architecture Infrastructure Architecture Security Architecture

    Each architectural depth level contains a set of key artifacts

    The graphic below depicts examples of the key artifacts that each domain of architecture would produce at each depth level.

    Contextual Enterprise Governance
    Conceptual Business strategy Business objects Use-case models Technology landscaping Security policy
    Logical Business capabilities Data attribution Application integration Network/ hardware topology Security standards
    Physical Business process Database design Application design Configuration management Security configuration
    Business Architecture Data Architecture Application Architecture Infrastructure Architecture Security Architecture

    3.2.2 Define the architectural domains and depth dimension of the EA function scope

    2 hours

    Input: EA value proposition, Previously defined EA fundamentals

    Output: Architectural domain and depth dimensions of EA scope defined

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Define the EA function scope for your organization using the following steps below:

    1. Gather the EA strategy creation team. As well, gather the EA value proposition, the EA vision and mission statements, and the EA goals and objectives that your team has already created.
    2. Ask the team to read each of the documents gathered in the previous step. This ensures the concepts are fresh in the team members’ minds when defining the architectural domains and depth of the EA function scope.
    3. Consider the architectural domains and the depth those domains need to reach. Refer to the gathered materials to assist with your decision. For example:
      • Promise of value: Increase the number of IT investments with a direct tie to business strategy.
      • Implications on architectural domains: The EA function will need business architecture. Business architecture generates business capability mapping, which will anticipate what IT investments are needed for the future.
      • Implications on depth: Depth for business architecture needs to reach a logical level to encompass business capabilities.
    4. Work with the EA strategy creation team to examine all the gathered materials and document the implications on architectural domains and depth as shown in step 3.
    5. Discuss with the team and select the architectural domains and the depth for each domain that best fits the documented implication. Refer back to the gathered materials and make any changes necessary to ensure they support the selected architectural domains and depth.

    EA scope – Time Horizon

    The EA scope time horizon dictates how long to plan for the architecture.

    It is important that the EA team’s work has an appropriate planning horizon while avoiding two extremes:

    1. A planning horizon that is too short focuses on immediate operational goals and strategic quick wins, missing the “big picture,” and fails to support the achievement of strategic long-term enterprise goals.
    2. A planning horizon that is too long is at a higher risk of becoming irrelevant.

    Target the same strategic planning horizon as your business. Additionally, consider the following recommendations:

    Planning Horizon: 1 year 2-3 years 5 years
    Recommended under the following conditions:
    • Corporate strategy is not stable and frequently changes direction (typical for small and some mid-sized companies).
    • There will be a major update of the corporate strategy in one year.
    • The company will be acquired by or merged with another company in one year.
    • The business' strategic plan spans the next two to three years, and corporate strategy is moderately stable within this time frame (typical for mid-sized and some large companies).
    • The business' strategic plan spans the next five years and corporate strategy is very stable (typical for large companies).

    3.2.3 Define the time horizon dimension of the EA function scope

    2 hours

    Input: EA value proposition, Previously defined EA fundamentals

    Output: Time horizon dimension of EA scope defined

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Define the EA function scope for your organization using the following steps below:

    1. Gather the EA strategy creation team. As well, gather the EA value proposition, the EA vision and mission statements, and the EA goals and objectives your team has already created.
    2. Ask the team to read each of the documents gathered in the previous step. This ensures the concepts are fresh in the team members’ minds when crafting the EA function scope.
    3. Consider the time horizons of the EA function scope. Refer to the gathered materials to assist with your decision. For example:
      • EA Objective: Increase the percentage of enterprise strategic goals and requirements supported by IT strategic goals by 30% in the next 3 years.
      • Implications on time horizon: Because it will take 3 years to measure the success of these EA objectives, the time horizon may need to be 3 years.
    4. Work with the EA strategy creation team to examine all the gathered materials and document the implications on time horizon as shown in step 3.
    5. Discuss with the team and select the time horizon that best fits the documented implication. Refer back to the gathered materials and make any changes necessary to ensure they support the selected architectural time horizon.

    EA principles capture the EA value proposition essence and provide guidance for the decisions that impact architecture

    EA principles are shared, long-lasting beliefs that guide the use of IT in constructing, transforming, and operating the enterprise by informing and restricting target-state enterprise architecture design, IT investment portfolio management, solution development, and procurement decisions.

    EA value proposition Influences
    —›
    EA Principles Guide and inform
    —›
    Decisions on the Use of IT Direct and control
    ‹—
    Specific Domain Policies
    ‹———————

    What decisions should be made?
    ————— ————— —————
    How should decisions be made?
    ————— ————— —————————›
    Who has the accountability and authority to make decisions?

    EA principles must be carefully constructed to make sure they are adhered to and relevant

    Info-Tech has identified a set of characteristics that EA principles should possess. Having these characteristics ensures the EA principles are relevant and followed in the organization.

    Approach focused EA principles are focused on the approach, i.e. how the enterprise is built, transformed, and operated, as apposed to what needs to be built, which is defined by both functional and non-functional requirements.
    Business relevant Create EA principles specific to the organization. Tie EA principles to the organization’s priorities and strategic aspirations.
    Long lasting Build EA principles that will withstand the test of time.
    Prescriptive Inform and direct decision making with EA principles that are actionable. Avoid truisms, general statements, and observations.
    Verifiable If compliance can’t be verified, the principle is less likely to be followed.
    Easily digestible EA principles must be clearly understood by everyone in IT and by business stakeholders. EA principles aren’t a secret manuscript of the EA team. EA principles should be succinct; wordy principles are hard to understand and remember.
    Followed Successful EA principles represent a collection of beliefs shared among enterprise stakeholders. EA principles must be continuously “preached” to all stakeholders to achieve and maintain buy-in.

    In organizations where formal policy enforcement works well, EA principles should be enforced through appropriate governance processes.

    Review ten universal EA principles to determine if your organization wishes to adopt them

    1. Enterprise value focus We aim to provide maximum long-term benefits to the enterprise as a whole while optimizing total costs of ownership and risks.
    2. Fit for purpose We maintain capability levels and create solutions that are fit for purpose without over-engineering them.
    3. Simplicity We choose the simplest solutions and aim to reduce operational complexity of the enterprise.
    4. Reuse › buy › build We maximize reuse of existing assets. If we can’t reuse, we procure externally. As a last resort, we build custom solutions.
    5. Managed data We handle data creation, modification, and use enterprise-wide in compliance with our data governance policy.
    6. Controlled technical diversity We control the variety of technology platforms we use.
    7. Managed security We manage security enterprise-wide in compliance with our security governance policy.
    8. Compliance to laws and regulations We operate in compliance with all applicable laws and regulations.
    9. Innovation We seek innovative ways to use technology for business advantage.
    10. Customer centricity We deliver best experiences to our customers with our services and products.

    3.2.4 Create a set of EA principles for your organization

    2 hours

    Input: Info-Tech’s ten universal EA principles, Identified promises of value

    Output: A defined set of EA principles for your organization

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Create a set of EA principles for your organization using the steps below:

    1. Gather the EA strategy creation team, download the EA Principles Template – EA Strategy, and have the identified promises of value opened.
    2. Select one universal principle and relate it to the promises of value by discussing with the EA strategy creation team. If there is a relation, record “Yes” in the template on the slide “Select the applicability of 10 universally accepted EA principles.” See example below:
      • Universal principle: Enterprise value focus – We aim to provide maximum long-term benefits to the enterprise as a whole while optimizing total costs of ownership and risks.
      • Related promise of value example: Increase the number of investments that have a direct tie with corporate strategy.
    3. Continue the process in step 2 until all ten universal EA principles have been examined. If there is a universal principle that is unrelated to a promise of value, discuss with the team whether the principle still needs to be included. If the principle is not included, record “No” in the template on the slide “Select the applicability of 10 universally accepted EA principles.”
    4. If there are any promises of value that are not captured by the universally accepted EA principles, the team may choose to create new principles. Create the new principles in the format below and record them in the template.
      • Name: The name of the principle, in a few words.
      • Statement: A sentence that expands on the “Name” section and explains what the principle achieves.

    Download the EA Principles Template – EA Strategy to document this step.

    Organizational stakeholders are more likely to follow EA principles when a rationale and an implication are provided

    After defining the set of EA principles, ensure they are all expanded upon with a rationale and implications. The rationale and implications ensure principles are more likely to be followed because they communicate why the principles are important and how they are to be used.

    Name
    • The name of the EA principle, in a few words.
    Statement
    • A sentence that expands on the “Name” section and explains what the principle achieves.
    Rationale
    • Describes the business benefits and reasoning for establishing the principle.
    • Explicitly links the principle to business/IT vision, mission, priorities, goals, or strategic aspirations (strategic themes).
    Implications
    • Describe when and how the principle is to be applied.
    • Communicate this section with “must” sentences.
    • Refer to domain-specific policies that provide detailed, domain-specific direction on how to apply the principle.

    3.2.5 Add the rationale and implications to the principles that have been created

    2 hours

    Input: Identified set of EA principles

    Output: EA principles that have rationale and implications

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Add the rationale and implication of each EA principle that your organization has selected using the following steps:

    1. Gather the EA strategy creation team and open the EA Principles Template – EA Strategy.
    2. Examine the EA Principles Template – EA Strategy. Look for the detailed descriptions of all the applicable EA universal principles, and discuss with the team whether the pre-populated rationale and implications need to be changed.
    3. Make sure all the rationale and implication sections of the applicable universal EA principles have been examined. Record the changes on the slide devoted to each principle in the template.
    4. Examine any new principles created outside of the universal EA principles. Create the rationale and implication sections for each of those principles. Use the slide “Review the rationale and implications for the applicable universal principles” in the EA Principles Template – EA Strategy to assist with this step.

    Download the EA Principles Template – EA Strategy to document this step.

    3.2.6 Operationalize the EA principles to ensure they are used when decisions are being made

    1-2 hours

    Input: Defined set of EA principles

    Output: EA principles are successfully operationalized

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin to operationalize the EA principles by reviewing the proposed principles with business and technology leadership to secure their approval.

    1. Publish the list of principles, their rationale, and their implications.
    2. Include the principles in any existing policies that guide decision making for the use of technology within the business.
    3. Provide existing governance bodies with the authority to enforce adherence to principles, and communicate the waiver process.
    4. Ensure that project-level teams are aware of the principles and have at least one champion guiding the decisions of the team.

    Review a use case for the utilization of EA principles – Sample

    After operationalizing the EA principles for your organization, the organization can now use those principles to guide and inform its IT investment decisions. Below is an example of a scenario where EA principles were used to guide and inform an IT investment decision.

    Organization wants to provision an application but it needs to decide how to do so, and it considers the relevant EA principles:

    • Reuse › buy › build
    • Managed security
    • Innovation

    The organization has decided to go with a specialized vendor, even though it normally prefers to reuse existing components. The vendor has experience in this domain, understands the data security implications, and can help the organization mitigate risk. Lastly, the vendor is known for providing new solutions on a regular basis and is a market leader, making it more likely to provide the organization with innovative solutions.

    An oil and gas company created EA fundamentals to guide the EA function

    CASE STUDY

    Industry: Oil & Gas
    Source: Info-Tech

    Challenge

    As an enterprise architecture function starting from ground zero, the organization did not have the EA fundamentals in place to guide the EA function. Further, the organization also did not possess an EA function scope to define the boundaries of the EA function.

    Due to the lack of EA scope, the EA function did not know which part of the organization to provide contributions toward. A lack of EA fundamentals caused confusion regarding the future direction of the EA function.

    Solution

    Info-Tech worked with the EA team to define the different components of the EA fundamentals. This included EA vision and mission statements, EA goals and objectives, and EA principles.

    Additionally, Info-Tech worked with the EA team to define the EA function scope.

    These EA strategy components were created by examining the needs of the business. The components were aligned with the identified needs of the EA stakeholders.

    Results

    The defined EA function scope helped set out the responsibilities of the enterprise architecture function to the organization.

    The EA vision and mission statements and EA goals and objectives were used to guide the direction of the EA function. These fundamentals helped the EA function improve its maturity and deliver on its promises.

    The EA principles were used in IT review boards to guide the decisions on IT investments in the organization.

    3.2.7 Discuss the need for a classical methodology and/or a combination including Agility practices

    1 hour

    Input: Existing methodologies

    Output: Decisions about need of agility, ceremonies, and protocols to be used

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Add the rationale and implication of adopting an Agile methodology and/or a combination with a traditional methodology.

    1. Is there an EA methodology adopted by the organization? Is there a classical one, or is it purely Agile?
    2. What would need to happen to address the business goals of the organization (e.g. is there a need to be more agile?)? Do you need to have more decisions centralized (e.g. to adopt certain standards, security controls)?
    3. Where on the decentralization continuum does your organization need to be?
    4. What role would Enterprise Architects have (would they need to be part of existing ceremonies? Would they need to blend traditional and agile processes?)?
    5. If a customized methodology is required, identify this as an item to be included as part of the EA roadmap (can be run as a Agile Enterprise Operating Model workshop).

    Design an Enterprise Architecture Strategy

    Phase 4

    Design the EA Services

    Phase 1

    • 1.1 Explore a general EA strategy approach
    • 1.2 Introduce Agile EA architecture

    Phase 2

    • 2.1 Define the business and technology drivers
    • 2.2 Define your value proposition

    Phase 3

    • 3.1 Realize the importance of EA fundamentals
    • 3.2 Finalize the EA fundamentals

    Phase 4

    • 4.1 Select relevant EA services
    • 4.2 Finalize the set of services and secure approval

    This phase will walk you through the following activities:

    • Select relevant EA services
    • Finalize the set of services and secure approval

    This phase involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Step 4.1

    Select Relevant EA Services

    Activities
    • 4.1.1 Select the EA services relevant to your organization
    • 4.1.2 Identify if your organization needs additional services outside of the recommended list
    • 4.1.3 Complete all of the service catalog fields for each service to show the organization how each can be consumed

    This step will walk you through the following activities:

    • Communicate a definition of EA services.
    • Link services to the previously identified EA contributions.

    This step involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    • A defined set of services the EA function will provide.
    • An EA service catalog that demonstrates to the organization how each provided service can be accessed and consumed.

    Design the EA Services

    Step 3.1 Step 3.2

    The definition of EA services will allow the group to communicate how they can add value to EA stakeholders

    Enterprise architecture services are a set of activities the enterprise architecture function provides for the organization. EA services are important because the services themselves provide a set of benefits for the organization.

    Enterprise Architecture Services

    • A means of delivering value to the business by facilitating outcomes service consumers want to achieve.
    • EA services are defined from the business perspective using business language.
    • EA services are designed to enable required business activities.

    Viewing the EA function from a service perspective resolves the following pains:

    • Business users don’t know how EA can assist them.
    • Business users don’t know how to request access to a service with multiple sources of information available.
    • EA has no way of managing expectations for their users, which tend to inflate.
    • EA does not have a holistic view of all the services they need to provide.

    Link EA services to the previously identified EA contributions

    Previously identified EA contributions can be linked to EA services, which helps the EA function identify a set of EA services that are important to business stakeholders. Further, linking the EA contributions to EA services can define for the EA function the services they need to provide.

    Demonstrate EA service value by linking them to EA contributions

    1. EA stakeholders generate drivers
    2. Drivers have pains that obstruct them
    3. Pains are alleviated by EA contributions
    4. EA contributions help define the EA services needed

      • EA Contributions
        Example EA contribution: Business capability mapping shows the business capabilities of the organization and the technology that supports those capabilities in the current and target state. This provides a view for the set of investments that are needed by the organization, which can then be prioritized.

        • EA Services
          Example EA service: Target-state business capability mapping

    4.1.1 Select the EA services relevant to your organization

    2 hours

    Input: Previously identified EA contributions from the EA value proposition

    Output: A set of EA services selected for the organization from Info-Tech’s defined set of EA services

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Begin the selection of EA services relevant to your organization by following the steps below:

    1. Gather the EA strategy creation team, and the list of identified EA contributions that the team formulated during Phase 2.
    2. Open the EA Service Planning Tool, select one sub-service, and read its definition.
    3. Based on the definition of the sub-service, refer back to the identified list of EA contributions and check if there is an identified EA contribution that matches the service.
      • If the EA service definitions matches one of the identified EA contributions, then that EA service is relevant to the organization. If there is no match, then the EA service may not be relevant to the organization.
    4. Highlight the sub-service if it is relevant. Add a checkmark beside the EA contribution if it is addressed by a sub-service.
    5. Select the next sub-service and repeat steps 2-4. Continue down the list of sub-services in the EA Service Planning Tool until all sub-services have been examined.

    Download the EA Service Planning Tool to assist with this activity.

    4.1.2 Identify if your organization needs additional services outside of the recommended list

    2 hours

    Input: Expertise from the EA strategy creation team, Previously defined EA contributions

    Output: A defined set of EA services outside the list Info-Tech has recommended

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Identify if services outside of the recommended list in the EA Service Planning Tool are relevant to your organization by using the steps below:

    1. Gather the EA strategy creation team and the list of EA contributions with checkmarks for contributions addressed by EA services.
    2. Take the list of unaddressed EA contributions and select one EA contribution in the list. Assess whether an EA service is required to address the EA contribution. Ask the group the following:
      • Can the EA practice provide the service now?
      • Does providing this EA service line up with the previously defined EA function scope and EA fundamentals?
    3. Decide if a service needs to be provided for that contribution. If yes, give the service a name and a definition.
    4. Then, decide if the service fits into one of the service categories in the EA Service Planning Tool. If there is no fit, create another service category. Define the new service category as well.
    5. Continue to the next unaddressed EA contribution and repeat steps 2-4. Repeat this process until all unaddressed EA contributions have been assessed.

    Download the EA Service Planning Tool to assist with this activity.

    Create the EA service catalog to demonstrate to the organization how each service can be accessed and used

    The EA service catalog is an important communicator to the business. It shifts the technology-oriented view of EA to services that show direct benefit to the business. It is a tool that communicates and provides clarity to the business about the EA services that are available and how those services can assist them.

    Define the services to show value Define the service catalog to show how to use those services
    Already defined
    • EA service categories
    • The services needed by the EA stakeholders in each EA service category
    Need to define
    • Should EA deliver this service?
    • Service triggers
    • Service provider
    • Service requestor

    Info-Tech Insight

    The EA group must provide the organization with a list of services it will provide to demonstrate value. This will help the team manage expectations and the workload while giving organizational stakeholders a clear understanding of how to engage EA and what lies outside of EA’s involvement.

    4.1.3 Complete all the service catalog fields for each service to show the organization how each can be consumed

    4 hours

    Input: Expertise from the EA strategy creation team

    Output: Service details for each EA service in your organization

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Complete the details for each relevant EA service in the EA Service Planning Tool by using the following steps:

    1. Gather the EA strategy creation team, and open the EA Service Planning Tool.
    2. Select one of the services you have defined as relevant and begin the process of defining the service. Define the following fields:
      • Should EA deliver this service? Should the EA team provide this service? (Yes/No)
      • Service trigger: What trigger will signal the need for the service?
      • Service provider: Who in the EA team will provide the service?
      • Service requestor: Who outside of the EA team has requested this service?
    3. Have the EA strategy creation team discuss and define each of the fields for the service above. Record the decisions in the corresponding columns of the EA Service Planning Tool.
    4. Select the next required EA service, and repeat steps 2 and 3. Repeat the process until all required EA services have their details defined.

    Download the EA Service Planning Tool to assist with this activity.

    Step 4.2

    Finalize the Set of Services and Secure Approval

    Activities
    • 4.2.1 Secure approval for your organization’s EA strategy
    • 4.2.2 Map the EA contributions to business goals
    • 4.2.3 Quantify the EA effectiveness
    • 4.2.4 Determine the role of the architect in the Agile ceremonies of the organization

    This step will walk you through the following activities:

    • Present the EA strategy to stakeholders.
    • Determine service details for each EA service in your organization.

    This step involves the following participants:

    • CIO
    • EA Team
    • IT Leaders
    • Business Leaders

    Outcomes of this step

    • Secured approval for your organization’s EA strategy.
    • Measure effectiveness of EA contributions.

    Design the EA Services

    Step 4.1 Step 4.2

    Present the EA strategy to stakeholders to secure approval of the finalized EA strategy

    For the EA strategy to be successfully executed, it must be approved by the EA stakeholders. Securing their approval will increase the likelihood of success in the execution of the EA operating model.

    Outputs that make up the EA strategy —› Present outputs to EA strategy stakeholders
    • Business and technology drivers
    • EA function value proposition

    • EA vision statement
    • EA mission statement
    • EA goals and objectives
    • EA scope
    • EA principles

    • EA function services
    • Identified and prioritized EA stakeholders.








    • The checkmark symbol represents the outputs this blueprint assists with creating.

    4.2.1 Secure approval of your organization’s EA strategy

    1 hour

    Input: Completed EA Function Strategy Template, Expertise from EA strategy creation team

    Output: Approval of the EA strategy

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team, Key EA stakeholders

    Use the following steps to assist with securing approval for your organization’s EA strategy:

    1. Call a meeting between the EA strategy creation team and the identified key EA stakeholders. Key stakeholders were defined in activity 2.1.1.
    2. Open the completed EA Function Strategy Template. Use it to help you discuss the merits of the EA strategy with the key stakeholders.
    3. Discuss with the stakeholders any concerns and modifications they wish to make to the strategy. If detailed questions are asked, refer to the other templates created as a part of this blueprint. Record those concerns and address them at a later time.
    4. After presenting the EA strategy, ask the stakeholders for approval. If stakeholders do not approve, refer back to the concerns documented in step 3 and inquire if addressing the concerns will result in approval.
    5. If applicable, address stakeholder concerns with the EA strategy.
    6. Once EA strategy has been approved, publish the EA strategy to ensure there is a mutual understanding of what the EA function will provide to the organization. Move on to Info-Tech’s Define an EA Operating Model blueprint to begin executing upon the EA strategy.

    Use the EA Function Strategy Template to assist with this activity.

    4.2.2 Map the EA contributions to the business goals

    3 hours

    Input: Expertise from EA strategy creation team

    Output: Service details for each EA service in your organization

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Map EA contributions/services to the goals of the organization.

    1. Start from the business goals of the organization.
    2. Determine Business and IT drivers.
    3. Identify EA contributions that help achieve the business goals.

    Download the EA Service Planning Tool to assist with this activity.

    Trace EA drivers to business goals (sample)

    A model connecting 'Enterprise Architecture' with 'Corporate Goals' through 'EA Contributions'.

    4.2.3 Quantify the EA effectiveness

    1 hour

    Input: Expertise from EA strategy creation team

    Output: Defined KPIs (SMART)

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Use SMART key performance indicators (KPIs) to measure EA contributions vis-à-vis business goals.

    Measure the EA strategy effectiveness by tracking the benefits it provides to the corporate business goals

    The success of the EA function spans across three main dimensions:

    • The delivery of EA-enabled business outcomes that are most important to the enterprise.
    • The alignment between the business and IT from a planning perspective.
    • Improvements in the corporate business goals due to EA contributions (standardization, rationalization, reuse, etc.).
    Corporate Business GoalsEA ContributionsMeasurements
    • Reduction in operating costs
    • Decrease in regulatory compliance infractions
    • Increased revenue from existing channels
    • Increased revenue from new channels
    • Faster time to business value
    • Improved business agility
    • Reduction in enterprise risk exposure
    • Alignment of IT investments to business strategy
    • Achievement of business results directly linked to IT involvement
    • Application and platform rationalization
    • Standards in place
    • Flexible architecture
    • Better integration
    • Higher organizational satisfaction with technology-enabled services and solutions
    • Cost reductions based on application and platform rationalization
    • Standard based solutions
    • Time reduction for integration
    • Service reused
    • Stakeholder satisfaction with EA services
    • Increase customer satisfaction
    • Rework minimized
    • Lower cost of integration
    • Risk reduction
    • Faster time to market
    • Better scalability, etc.

    The oil and gas company began the EA strategy creation by crafting an EA value proposition

    CASE STUDY

    Industry: Oil & Gas
    Source: Info-Tech

    Challenge

    The oil and gas corporation faced a great challenge in communicating the role of enterprise architecture to the organization. Although it has the mandate from the CIO to create the EA function, there was no function in existence. Thus, few people in the organization understood EA.

    Because of this lack of understanding, the EA function was often undermined. The EA function was seen as an order taker that provided some services to the organization.

    Solution

    First, Info-Tech worked with the enterprise architecture team to define the EA stakeholders in the organization.

    Second, Info-Tech interviewed those stakeholders to identify their needs. The needs were analyzed and pains that would obstruct addressing those needs were identified.

    Lastly, Info-Tech worked with the team to identify common EA contributions that would solve those pains.

    Results

    Through this process, Info-Tech helped the team at the oil and gas company create a document that could communicate the value of EA. Specifically, the document could articulate the issues obstructing each stakeholder from achieving their needs and how enterprise architecture could solve them.

    With this value proposition, EA was able to demonstrate value to important stakeholders and set itself up for success in its future endeavors.

    The oil and gas company defined EA services to provide and communicate value to the organization

    CASE STUDY

    Industry: Oil & Gas
    Source: Info-Tech

    Challenge

    As a brand new enterprise architecture function, the EA function at the oil and gas corporation did not have a set of defined EA services. Because of this lack of EA services, the organization did not know what contributions EA could provide.

    Further, without the definition of EA services, the EA function did not set out explicit expectations to the business. This caused expectations from the business to be different from those of the EA function, resulting in friction.

    Solution

    Info-Tech worked with the EA function at the oil and gas corporation to define a set of EA services the function could provide.

    The Info-Tech team, along with the organization, assessed the business and technology needs of the stakeholder. Those needs acted as the basis for the EA function to create their initial services.

    Additionally, Info-Tech worked with the team to define the service details (e.g. service benefits, service requestor, service provider) to communicate how to provide services to the business.

    Results

    The defined EA services led the EA function to communicate what it could provide for the business. As well, the defined services clarified the level of expectation for the business.

    The EA team was able to successfully service the business on future projects, adding value through their expertise and knowledge of the organization’s systems. Because of the demonstrated value, EA has been given greater responsibility throughout the organization.

    4.2.4 Determine the role of the architect in the Agile ceremonies of the organization

    1 hour

    Input: Expertise from EA strategy creation team

    Output: Participation in Agile Pre- and Post-PI, Architect Syncs, etc.

    Materials: Note-taking materials, Whiteboard or flip chart, markers

    Participants: EA strategy creation team

    Document the involvement of the enterprise architect in your organization’s Agile ceremonies.

    1. Document the Agile ceremonial used in the organization (based on SAFe or other Agile approaches).
    2. Determine ceremonies the System Architect will participate in.
    3. Determine ceremonies the Solution Architect will participate in
    4. Determine ceremonies the Enterprise Architect will participate in.
    5. Determine Architect Syncs, etc.

    Note: Roles and responsibilities can be further defined as part of the Agile Enterprise Operating Model.

    The EA role relative to agility

    The enterprise architecture role relative to agility specifies the architecture roles as well as the agile protocols they will participate in.
    This statement will guide every architect’s participation in planning meetings, pre- and post-PI, syncs, etc. Use simple and concise terminology; speak loudly and clearly.

    A strong EA role statement relative to agility has the following characteristics:

    • Describes what different architect roles do to achieve the vision of the organization
    • In an agile way
    • Compelling
    • Easy to grasp
    • Sharply focused
    • Specific
    • Concise

    Sample EA mission relative to agility

    • Create strategies that provide guardrails for the organization, provide standards, reusable assets, accelerators, and other decisions at the enterprise level that support agility.
    • Participate in pre-PI and post-PI planning activities, architect syncs, etc.

    A clear statement can include additional details surrounding the Enterprise Architect role relative to agility

    Likewise, below is a sample of connecting keywords together to form an enterprise architect role statement, relative to agility.

    Optimize, transform, and innovate by defining and implementing the [Company]’s target enterprise architecture in an agile way.

    Optimize – We collaborate with the business to analyze and optimize business capabilities and business processes to enable the agile and efficient attainment of [Company name] business objectives.

    Transform – We support IT-enabled business transformation programs by building and maintaining a shared vision of the future-state enterprise and consistently communicating it to stakeholders.

    Innovate – We identify and develop new and creative opportunities for IT to enable the business. We communicate the art of the possible to the business.

    Defining and implementing – We engage with project teams early and guide solution design and selection to ensure alignment to the target-state enterprise architecture and provide guidance as well as accelerators.

    Target enterprise structure in an agile way – We analyze business needs and priorities and assess the current state of the enterprise. We build and maintain the target enterprise architecture blueprints that define:

    • Business capabilities and processes (business architecture)
    • Data, application, and technology assets that enable business capabilities and processes (technology architecture)
    • Architecture principles
    • Standards and reusable assets
    • Continuous exploration, integration, and deployment

    Move to the enterprise architecture operating model blueprint to execute your EA strategy

    Once approved, move on to Info-Tech’s Define an EA Operating Model blueprint to begin executing on the EA strategy.

    Enterprise architecture strategy

    This blueprint focuses on setting up an enterprise architecture function, with the goal of maximizing the likelihood of EA success. The blueprint puts into place the components that will align the EA function with the needs of the stakeholders, guide the decision making of the EA function, and define the services EA can provide to the organization.

    Agile enterprise architecture operating model

    An EA operating model helps you design and organize the EA function, ensuring adherence to architectural standards and delivery of EA services. This blueprint acts on the EA strategy by creating methods to engage, govern, and develop architecture as a part of the larger organization.

    Research contributors and experts

    Photo of Milena Litoiu, Senior Director Research and Advisory, Enterprise Architecture Milena Litoiu
    Senior Director Research and Advisory, Enterprise Architecture
    • Milena Litoiu is a Principal/Senior Manager of Enterprise Architecture. She is Master Certified with The Open Group and she sits on global architecture certification boards.
    • Other certifications include SABSA, CRISC, and Scaled Agile Framework. She started as a certified IT Architect at IBM and has over 25 years experience in this field.
    • Milena teaches enterprise architecture at the University of Toronto and led the development of the Enterprise Architecture Certificate (a course on EA fundamentals, one on EA development and Governance, and one on Trends going forward).
    • She has a Masters in Engineering, an executive MBA, and extensive experience in enterprise architecture as well as methodologies and tools.
    Photo of Lan Nguyen, IT Executive, Mentor, Managing Partner at CIOs Beyond Borders Group Lan Nguyen
    IT Executive, Mentor, Managing Partner at CIOs Beyond Borders Group
    • Lan Nguyen has a wealth of experience driving the EA strategy and the digital transformation success at the City of Toronto.
    • Lan is a university lecturer on topics like strategic leadership in the digital enterprise.
    • Lan is a Managing Partner at CIOs Beyond Borders Group.
    • Lan specializes in Partnership Development; Governance; Strategic Planning, Business Development; Government Relations; Business Relationship Management; Leadership Development; Organizational Agility and Change Management; Talent Management; Managed Services; Digital Transformation; Strategic Management of Enterprise IT; Shared Services; Service Quality Improvement, Portfolio Management; Community Development; and Social Enterprise.


    Photo of Dirk Coetsee, Director Research and Advisory, Enterprise Architecture, Data & Analytics Dirk Coetsee
    Director Research and Advisory, Enterprise Architecture, Data & Analytics
    • Dirk Coetsee is a Research & Advisory Director in the Data & Analytics practice. Dirk has over 25 years of experience in data management and architecture within a wide range of industries, especially Financial Services, Manufacturing, and Retail.
    • Dirk spearheaded data architecture at several organizations and was involved in enterprise data architecture, data governance, and data quality and analytics. He architected many operational data stores of ranging complexity and transaction volumes and was part of major enterprise data warehouse initiatives. Lately, he was part of projects that implemented big data, enterprise service bus, and micro services architectures. Dirk has an in-depth knowledge of industry models within the financial and retail spaces.
    • Dirk holds a BSc (Hons) in Operational Research and an MBA with specialization in Financial Services from the University of Pretoria, South Africa.
    Photo of Andy Neill, AVP, Enterprise Architecture, Data and Analytics Andy Neill
    AVP, Enterprise Architecture, Data and Analytics
    • Andy is AVP Data and Analytics and Chief Enterprise Architect at Info-Tech Research Group. Previous roles include leading the data architecture practice for Loblaw Companies Ltd, Shoppers Drug Mart and 360 Insights in Canada as well as leading architecture practices at Siemens consultancy, BBC, NHS, Ordnance Survey, and Houses of Parliament and Commons in the UK.
    • His responsibilities at Info-Tech include leading the data and analytics and enterprise architecture research practices and guiding the future of research and client engagement in that space.
    • Andy is the Product Owner for the Technical Counselor seat offering at Info-Tech, which gives world-class holistic support to our senior technical members.
    • He is also a instructor and content creator for the University of Toronto in the field of Enterprise Architecture.


    Photo of Wayne Filin-Matthews, Chief Enterprise Architect, ICMG Winner of Global Chief Enterprise Architect of the Year 2019 Wayne Filin-Matthews
    Chief Enterprise Architect, ICMG Winner of Global Chief Enterprise Architect of the Year 2019
    • Wayne is currently the EA Discipline Lead/Chief Enterprise Architect – Global Digital Transformation Office, COE at Dell Technologies.
    • He is a distinguished Motivator & Tech Lead as well as an influencer.
    • Wayne has led multiple Enterprise Architecture practices at the global level and has valuable contributions in this space managing and growing Enterprise Architecture and CTO practices across strategy, execution, and adoption parts of the IT lifecycle.
    Photo of Graham Smith, Experienced lead Enterprise Architect and Independent Consultant Graham Smith
    Experienced lead Enterprise Architect and Independent Consultant
    • Graham is an experienced lead enterprise architect specializing in digital and data transformation, with over 33 years of experience, spanning financial markets, media, information, insurance, and telecommunications sectors. Graham has successfully established and led large teams across India, China, Australia, Americas, Japan, and the UK.
    • He is currently working as an independent consultant in digital and data-led transformation and his work spans established businesses and start-ups alike.

    Thanks also go to all experts who contributed to previous versions of this document:

    • Zachary Curry, Director, Enterprise Architecture and Innovation, FMC Technologies
    • Pam Doucette, Director of Enterprise Architecture, Tufts Health Plan
    • Joe Evers, Consulting Principal, JcEvers Consulting Corp
    • Cameron Fairbairn, Enterprise Architect, Agriculture Financial Services Corporation (AFSC)
    • Michael Fulton, Chief Digital Officer & Senior IT Strategy & Architecture Consultant at CC and C Solutions
    • Tom Graves, Principal Consultant, Tetradian Consulting
    • (JB) Brahmaiah Jarugumilli, Consultant, Federal Aviation Administration – Enterprise Services Center
    • Huw Morgan, IT Research Executive, Enterprise Architect
    • Serge Parisien, Manager, Enterprise Architecture, Canada Mortgage & Housing Corporation

    Additional interviews were conducted but are not listed due to privacy and confidentiality requirements.

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    Mocker, M., J.W. Ross, and C.M. Beath. “How Companies Use Digital Technologies to Enhance Customer Findings.” MIT CISR Working Paper No. 434, Feb. 2019. Qtd in Mayor, Tracy. “MIT expert recaps 30-plus years of enterprise architecture.” MIT Sloan, 10 Aug. 2020. Web.

    “Open Agile ArchitectureTM.” The Open Group, 2020. Accessed July 2021.

    “Organizational Design Framework – The Transformation Model.” The Center for Organizational Design, n.d. Accessed 1 Aug. 2020.

    Ross, Jeanne W. et al. Enterprise Architecture as Strategy: Creating a Foundation for Business Execution. Harvard Business School Press, 2006.

    Rouse, Margaret. “Enterprise Architecture (EA).” SearchCIO, June 2007. Accessed Nov. 2016.

    “SAFe 5 for Lean Enterprises.” Scaled Agile Framework, Scaled Agile, Inc. Accessed 2021.

    “Security Architecture.” Technopedia, updated 20 Dec. 2016. Accessed July 2021.

    “Software Engineering Institute.” Carnegie Mellon University, n.d. Web.

    “TOGAF 9.1.” The Open Group, 2011. Accessed Oct. 2016.

    “TOGAF 9.2.” The Open Group, 2018. Accessed July 2021.

    Thompson, Rachel. “Stakeholder Analysis: Winning Support for Your Projects.” MindTools, n.d. Accessed July 2021.

    Wendt, Jerome M. “Redefining ‘SMB’, ‘SME’ and ‘Large Enterprise.’” DCIG, 25 Mar. 2011. Accessed July 2021.

    Wilkinson, Jim. “Business Drivers.” The Strategic CFO, 23 July 2013. Accessed July 2021.

    Zachman, John. “Conceptual, Logical, Physical: It is Simple.” Zachman International, 2011. Accessed July 2021.

    Build a More Effective Go-to-Market Strategy

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    • A weak or poorly defined Go-to-Market strategy is often the root cause of slow product revenue growth or missed product revenue targets.
    • Many agile-driven product teams rush to release, skipping key GTM steps leaving Sales and Marketing misaligned and not ready to fully monetize precious product investments.
    • Guessing at buyer persona and journey or competitive SWOT analyses – two key deliverables of an effective GTM strategy – cause poor marketing and sales outcomes.
    • Without the sales and product-aligned business case for launch called for in a successful GTM strategy, companies see low buyer adoption, wasted sales and marketing investments, and a failure to claim product and launch campaign success.

    Our Advice

    Critical Insight

    • Having an updated and compelling Go-to-Market strategy is a critical capability – as important as financial strategy, sales operations, and even corporate business development, given its huge impact on the many drivers of sustainable growth.
    • Establishing alignment through the GTM process builds long-term operational strength.
    • With a sound GTM strategy, marketers give themselves a 50% greater chance of product launch success.

    Impact and Result

    • Align stakeholders on a common vision and execution plan prior to the Build and Launch phases.
    • Build a foundation of buyer and competitive understanding to drive a successful product hypothesis, then validate with buyers.
    • Deliver a team-aligned launch plan that enables launch readiness and outlines commercial success.

    Build a More Effective Go-to-Market Strategy Research & Tools

    Build Your Go-to-Market Strategy

    Use this storyboard and its deliverables to build a baseline market, understand your buyer, and gain competitive insights. It will also help you design your initial product and business case, and align stakeholder plans to prep for build.

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

    • Build a More Effective Go-to-Market Strategy – Executive Brief

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    • Build a More Effective Go-to-Market Strategy – Phases 1-3
    • Go-to-Market Strategy Presentation Template
    • Go-to-Market Strategy RACI and Launch Checklist Workbook
    • Product Market Opportunity Sizing Workbook
    • Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Infographic

    Workshop: Build a More Effective Go-to-Market Strategy

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

    1 Align on GTM Vision & Plan, Craft Initial Strategy

    The Purpose

    Align on GTM vision and plan; craft initial strategy.

    Key Benefits Achieved

    Confidence that market opportunity is sufficient.

    Deeper buyer understanding to drive product design and messaging and launch campaign asset design.

    Steering committee approval for next phase.

    Activities

    1.1 Outline a vision for GTM, roles required, identify Steering Committee lead, workstream leads, and teams.

    1.2 Capture GTM strategy hypothesis by working through initial draft of the Go-to-Market Strategy Presentation and business case.

    1.3 Capture team knowledge on buyer persona and journey and competitive SWOT.

    1.4 Identify info./data gaps, sources, and plan for capturing/gathering including buyer interviews.

    Outputs

    Documented Steering Committee and Working team.

    Aligned on GTM vision and process.

    Documented buyer persona and journey. Competitive SWOT analysis.

    Document team knowledge on initial GTM strategy, buyer personas, and business case.

    2 Identify Initial Business Case, Sales Forecast, and Launch Plan

    The Purpose

    Identify Initial Business Case, Sales Forecast, and Launch Plan.

    Key Benefits Achieved

    Confidence in size of market opportunity.

    Alignment of Sales and Product on product forecast.

    Assessment of marketing tech stack.

    Initial business case.

    Activities

    2.1 Size Product Market Opportunity and initial revenue forecast.

    2.2 Craft initial product hypothesis from buyer interviews including feature priorities, pricing, packaging, competitive differentiation, channel/route to market.

    2.3 Craft initial launch campaign, product release and sales and CX readiness plans.

    2.4 Identify launch budgets across each investment area.

    2.5 Discuss initial product launch business case and key activities.

    Outputs

    Product Serviceable Obtainable Market (SOM), Serviceable Available Market (SAM) and Total Available Market (TAM).

    Definition of product-market fit, uniqueness, and competitive differentiation.

    Preliminary campaign, targets, and readiness plans.

    Incremental budgets for each key stakeholder area.

    Preliminary product launch business case.

    3 Develop Launch Plans (I of II)

    The Purpose

    Develop final Launch plans and budgets in product and marketing.

    Key Benefits Achieved

    Align Product release/launch plans with the marketing campaign for launch.

    Understand incremental budgets from product and marketing for launch.

    Activities

    3.1 Apply product interviews to scope, MVP, roadmap, competitive differentiation, pricing, feature prioritization, routes to market, and sales forecast.

    3.2 Develop a more detailed launch campaign plan complete with asset-types, messaging, digital plan to support buyer journey, media buy plan and campaign metrics.

    Outputs

    Minimally Viable Product defined with feature prioritization. Product competitive differentiation documented Routes to market identified Sales forecast aligned with product team expectations.

    Marketing campaign launch plan Content marketing asset-creation/acquisition plan Campaign targets and metrics.

    4 Develop Launch Plans (II of II)

    The Purpose

    Develop final Launch Plans and budgets for remaining areas.

    Key Benefits Achieved

    Align Product release/launch plans with the marketing campaign for launch.

    Understand incremental budgets from Product and Marketing for launch.

    Activities

    4.1 Develop detailed launch/readiness plans with final budgets for: Sales enablement , Sales training, Tech stack, Customer onboarding & success, Product marketing, AR, PR, Corp Comms/Internal Comms, Customer Events, Employee Events, etc.

    Outputs

    Detailed launch plans, budgets for Product Marketing, Sales, Customer Success, and AR/PR/Corp. Comms.

    5 Present Final Business Case

    The Purpose

    To gain approval to move to Build and Launch phases.

    Key Benefits Achieved

    Align business case with Steering Committee expectations

    Approvals to Build and Launch targeted offering

    Activities

    5.1 Review final launch/readiness plans with final budgets for all key areas.

    5.2 Move all key findings into Steering Committee presentation slides.

    5.3 Present to Steering Committee; receive feedback.

    5.4 Incorporate Steering Committee feedback; update finial business case.

    Outputs

    Combined budgets across all areas. Final launch/readiness plans.

    Final Steering Committee-facing slides.

    Final approvals for Build and Launch.

    Further reading

    Build a More Effective Go-to-Market Strategy

    Maximize GTM success through deeper market and buyer understanding and competitive differentiation and launch team readiness that delivers target revenues.

    Table of Contents

    Section Title
    1 Executive Brief
    • Executive Summary
    • Analyst Perspective
    • Go-to-Market (GTM) strategy critical success factors
    • Key GTM challenges
    • Essential deliverables for GTM success
    • Benefits of a more effective GTM Strategy
    • Our methodology to support your success
    • Insight Summary
    • Blueprint deliverables and guided implementation steps
    2 Build baseline market, buyer, and competitive insights
    • Establish your team
    • Build buyer personas and journeys – develop initial messaging
    • Build initial product hypothesis
    • Size product market opportunity
    • Outline your key tech, app, and digital requirements
    • Develop your competitive differentiation
    • Select routes to market
    3 Design initial product and business case
    • Branding check
    • Formulate packaging and pricing
    • Craft buyer-valid product concept
    • Build campaign plan and targets
    • Develop budgets for creative, content, and media purchases
    • Draft product business case
    • Update GTM Strategy deck
    4 Align stakeholder plans to prep for build
    • Assess tech/tools support for all GTM phases
    • Outline sales enablement and customer success plan
    • Build awareness plan
    • Finalize business case
    • Final GTM plan deck

    Executive Brief

    Analyst Perspective

    Go-to-Market Strategy.

    A successful go-to-market (GTM) strategy aligns marketing, product, sales and customer success, sees decision making based on deep buyer understanding, and tests many basic assumptions often overlooked in today’s agile-driven product development/management environment.

    The disciplines you build using our methodology will not only support your team’s effort building and launching more successful products, but also can be modified for use in other strategic initiatives such as branding, M&A integration, expanding into new markets, and other initiatives that require a cross-functional and multidisciplined process.

    Photo of Jeff Golterman, Managing Director, SoftwareReviews Advisory.

    Jeff Golterman
    Managing Director
    SoftwareReviews Advisory

    Executive Summary

    An ineffective go-to-market strategy is often a root cause of:
    • Failure to attain new product revenue targets.
    • A loss of customer focus and poor new product/feature release buyer adoption.
    • Product releases misaligned with marketing, sales, and customer success readiness.
    • Low win rates compared to key competitors’.
    • Low contact-to-lead conversion rates.
    • Loss of executive/investor support for further new product development and marketing investments.
    Hurdles to go-to-market success include:
    • An unclear product-market opportunity.
    • A lack of well defined and prioritized buyer personas and needs that are well understood.
    • Poor competitive analysis that fails to pinpoint key areas of competitive differentiation.
    • Guessing at buyer journey and buyer-described ideal engagement within your lead gen engine.
    • A business case that calls for levels of customer value delivery (vs. feature MVPs) that can actually deliver wins and targeted revenue goals.
    Apply SoftwareReviews approach for greater GTM success.

    Our blueprint is designed to help you:

    • Align stakeholders on a common vision and execution plan prior to the build and launch phases.
    • Build a foundation of buyer and competitive understanding to drive a successful product hypothesis, then validate with buyers.
    • Deliver a team-aligned launch plan that enables launch readiness and outlines commercial success.

    SoftwareReviews Insight

    Creating a compelling go-to-market strategy, and keeping it current, is a critical software company function – as important as financial strategy, sales operations, and even corporate business development – given its huge impact on the many drivers of sustainable growth.

    Go-to-Market Strategy Critical Success Factors

    Your GTM Strategy is where a multi-disciplined team builds a strong foundation for overall product plan, build, launch, and manage success

    A GTM Strategy is not all art and not all science but requires both. Software leaders will establish a set of core capabilities upon which they will plan, build, launch and manage product success. Executives, when resourcing their GTM strategies, will begin with:
    • Strong Program Leadership – An experienced Program Manager will guide the team through each step of GTM Strategy and test team readiness before advancing to the next step.
    • Few Shortcuts – Successful teams will have navigated the process through all steps together at least once. Then future launches can skip steps where prior decisions still hold.
    • Stakeholder Buy-In – Strong collaboration among Sales, Marketing, and Product wins the day.
    • Strong Team Skills – Success depends on having the right talent, making the right decisions, and delivering the right outcomes enabled with the right set of technologies and integrated to reach the right buyers at the right moment.
    • Discipline and perseverance – Given that GTM Strategy is not easy, it’s not surprising that 75% of marketers cite a significant level of dissatisfaction with the outcomes of their GTM plan, build, and launch phases.
    Diagram titled 'Go-to-Market Phases' with phases 'Manage', 'Launch', 'Build', and highlighted as 'This blueprint focus': 'Plan'.

    SoftwareReviews Advisory Insight:
    Marketers who get GTM Strategy “right” give themselves a 50% greater chance of Build and Launch success.

    Sample of the 'PLAN' section of the GTM Strategy optimization diagram shown later.

    Go-to-Market Success is Challenging

    Getting GTM right is like winning an Olympic first-place crew finish. It takes teamwork, practice, and well-functioning tools and equipment.

    Stock image of a rowing team.

    • The goal of any Go-to-Marketing Strategy is not only to do it right once, but to do it over and over consistently.
    • A lack of GTM consistency often results in decelerating growth, and a weak GTM Strategy is likely the root cause when companies observe any of the following challenges:
      • Product opportunity is unclear and well-defined business cases are lacking
      • Buyer adoption slows of new features and launch revenue targets are missed
      • Sales and marketing are not ready when development releases new features
      • Sales win/loss ratios drop as customers tell us products are not competitively differentiated
      • Loss of executive support for new product investments
    • A company experiencing any one of these symptoms will find a remedy in plugging gaps in the way they Go-to-Market.

    “Figuring out a Go-to-Market approach is no trivial exercise – it separates the companies that will be successful and sustainable from those that won’t.” (Harvard Business Review)

    Slowing growth may be due to missing GTM Strategy essentials

    Marketers – Large and Small – will further test their GTM Strategy strength by asking “Are we missing any of the following?”

    • Product, Marketing, and Sales Alignment
    • Buyer personas and journeys
    • Product market opportunity size
    • Competitively differentiated product hypothesis
    • Buyer validated commercial concept
    • Sales revenue plan and program cost budget
    • Compelling business case for build and launch

    SoftwareReviews Advisory Insight:

    Marketers will go through the GTM Strategy process together across all disciplines at least once in order to establish a consistent process, make key foundational decisions (e.g. tech stack, channel strategy, pricing structure, etc.), and assess strengths and weaknesses to be addressed. Future releases to existing products don’t need to be re-thought but instead check-listed against prior foundational decisions.

    Is Your GTM Strategy Led and Staffed Properly?

    Staffing tree outlining GTM Strategy essentials. At the top are 'Steering Committee: CEO/GM in larger company, CFO/Senior Finance, Key functional leaders'. Next is 'Program Manager: Leads the GTM program. Workstream leads are “dotted line” for the program.' Followed by 'Workstream Leads: (PM) Product Marketing – Program leadership, (PD) Product Mgt. – Aligned with PM, (MO) Marketing Ops – SMB optional, (BR) Branding/Creative – SMB optional, (CI) Competitive Intel. – SMB optional, (DG) Demand Gen./Field Marketing. – crucial, (SE) Sales Enablement – crucial, (PR) PR/AR/Comms – SMB optional, and (CS) Customer Success – SMB optional'. In a 'Large Enterprise' each role is assigned to a separate person, but in a 'Small' Enterprise each person has multiple roles. 'SMB – as employees wear many hats, teams comprise members with requisite skills vs. specific roles/titles.'

    Benefits of a more effective go-to-market strategy

    Our research shows a more effective GTM Strategy delivers key benefits, including:
    • Increased product development ROI – with a finance-aligned business case, a buyer-validated value proposition, and the readiness of marketing and sales to product launch.
    • Launch campaign effectiveness – increases dramatically when messaging resonates with buyers and where they are in their journey.
    • Seller effectiveness – increases with buyer validated value proposition, competitive differentiation, and the ability to articulate to buyers.
    • Executive support – is achieved when an aligned sales, marketing, and product team proves consistent in delivering against release targets over and over again.

    SoftwareReviews Advisory Insight:
    Many marketers experiencing the value of the GTM Steering Committee, extend its use into a “Product and Pricing Council” (PPC) in order to move product-related decision making from ad-hoc to structured, and to reinforce GTM Strategy guardrails and best practices across the company.

    “Go-to-Market Strategies aren’t just for new products or services, they can also be used for:
    • Acquiring other businesses
    • Changing your business’s focus
    • Announcing a new feature
    • Entering a new market
    • Rebranding
    • Positioning or repositioning

    And while each GTM strategy is unique, there are a series of steps that every product marketer should follow.” (Product Marketing Alliance)

    Is your GTM Strategy optimized?

    Large detailed layout of the steps needed to 'Make Your Go-to-Market Strategy More Successful'. 'GTM Planning Success Can Be Elusive'; '75% of high-tech marketers desire a more effective GTM strategy...'. Steps: '1 Your Challenges - Are You Feeling Any of These Pains?', '2 Framework - Stay Aligned', '3 Planning - Check Your GTM Plan Steps', '4 Insight - Deliver Key Output', and '5 Results - Reap Key Benefits'. Source: SoftwareReviews, powered by Info-Tech Research Group.

    Marketers, in order to optimize a go-to-market strategy, will:

    1. Self assess for symptoms of a sub-optimized approach.
    2. Align marketing, sales, product, and customer success with a common vision and execution plan.
    3. Diagnose for missing steps.
    4. Ensure creation of key deliverables.
    5. And then be able to reap the rewards.

    Who benefits from an optimized go-to-market strategy?

    This research is designed for:
    • High-tech marketers who are:
      • Looking to improve any aspect of their go-to-market strategy.
      • Looking for a checklist of roles and responsibilities across the product planning, build, and launch processes.
      • Looking to foster better alignment among key stakeholders such as product marketing, product management, sales, field marketing/campaigners, and customer success.
      • Looking to build a stronger business case for new product development and launch.
    This research will help you:
    • Explain the benefits of a more effective go-to-market strategy to stakeholders.
    • Size the market opportunity for a product/solution.
    • Organize stakeholders for GTM operational success.
    • More easily present the GTM strategy to executives and colleagues.
    • Build and present a solid business case for product build and launch.
    This research will also assist:
    • High-tech marketing and product leaders who are:
      • Looking for a framework of best practices to improve and scale their GTM planning.
      • Looking to align team members from all the key teams that support high-tech product planning, build, launch, and manage.
    This research will help them:
    • Align stakeholders on an overall GTM strategy.
    • Coordinate tasks and activities involved across plan, build, launch, and manage – the product lifecycle.
    • Avoid low market opportunity pursuits.
    • Avoid poorly defined product launch business cases.
    • Build competence in managing cross-functional complex programs.

    SoftwareReviews’ Approach

    1

    Build baseline market, buyer, and competitive insights

    Sizing your opportunity, building deep buyer understanding, competitive differentiation, and routes to market are fundamental first steps.

    2

    Design initial product and business case

    Validate positioning and messaging against brand, develop packaging and pricing, and develop digital approach, launch campaign approach and supporting budgets across all areas.

    3

    Align stakeholder plans to prep for build

    Rationalize product release and concept to sales/financial plan and further develop customer success, PR/AR, MarTech, and analytics/metrics plans.

    Our methodology provides a step-by-step approach to build a more effective go-to-market strategy

    1.Build baseline market, buyer, and competitive insights 2. Design initial product and business case 3. Align stakeholder plans to prep for build
    Phase Steps
    1. Select Steering Committee, GTM team, and outline roles and responsibilities. Build an aligned vision.
    2. Build initial product hypothesis based on sales and buyer “jobs to be done” research.
    3. Size the product market opportunity.
    4. Outline digital and tech requirements to support the full GTM process.
    5. Clarify target buyer personas and the buyer journey.
    6. Identify competitive gaps, parity, and differentiators.
    7. Select the most effective routes to market.
    8. Craft initial GTM Strategy presentation for executive review and status check.
    1. Compare emerging messaging and positioning with existing brand for consistency.
    2. Formulate packaging and pricing.
    3. Build a buyer-validated product concept.
    4. Build an initial campaign plan and targets.
    5. Develop initial budgets across all areas.
    6. Draft an initial product business case.
    7. Update GTM Strategy for executive review and status check.
    1. Assess technology and tools support for GTM strategy as well as future phases of GTM build, launch, and manage.
    2. Outline support for customer onboarding and ongoing engagement.
    3. Build an awareness plan covering media, social media, and industry analysts.
    4. Finalize product business case with collaborative input from product, sales, and marketing.
    5. Develop a final executive presentation for request for approval to proceed to GTM build phase.
    Phase Outcomes
    1. Properly sized market opportunity and a unique buyer value proposition
    2. Buyer persona and journey mapping with buyer needs and competitive SWOT
    3. Tech stack modernization requirements
    4. First draft of business case
    1. Customer-validated value proposition and product-market fit
    2. Initial product business case with sales alignment
    3. Initial launch plans including budgets across all areas
    1. Key stakeholders and their plans are fully aligned
    2. Executive sign-off to move to GTM build phases

    Insight summary

    Your go-to-market strategy ability is a strategic asset

    Having an updated and compelling go-to-market strategy is a critical capability – as important as financial strategy, sales operations, and even corporate business development – given its huge impact on the many drivers of sustainable growth.

    Build the GTM Steering Committee into a strategic decision-making body

    Many marketers experiencing the value of the GTM Steering Committee extend its use into a “Product and Pricing Council” (PPC) in order to move product-related decision making from ad-hoc to structured, and to reinforce GTM Strategy guardrails and best practices across the company.

    A strong MarTech apps and analytics stack differentiates GTM leaders from laggards

    Marketers that collaborate closely with Marketing Ops., Sales Ops., and IT early in the process of a go-to-market strategy will be best able to assess whether current website/digital, marketing applications, CRM/sales automation apps, and tools can support the complete Go-to-Market process effectively.

    Establishing alignment through the GTM process builds long term operational strength

    Marketers will go through the GTM Strategy process together across all disciplines at least once in order to establish a consistent process, make key foundational decisions (e.g. tech stack, channel strategy, pricing structure, etc.), and assess strengths and weaknesses to be addressed.

    Build speed and agility

    Future releases to existing products don’t need be re-thought but instead check-listed against prior foundational decisions.

    GTM Strategy builds launch success

    Marketers who get GTM Strategy “right” give themselves a 50% greater chance of build and launch success.

    Blueprint deliverables

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

    Key deliverable:

    Go-to-Market Strategy Presentation Template

    Capture key findings for your GTM Strategy within the Go-to-Market Strategy Presentation Template.

    Sample of the key deliverable, the Go-to-Market Strategy Presentation Template.

    Go-to-Market Strategy RACI and Launch Checklist Workbook

    Includes a RACI model and launch checklist that helps scope your working team’s roles and responsibilities.

    Sample of the Go-to-Market Strategy RACI and Launch Checklist Workbook deliverable.

    Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Capture launch incremental costs that, when weighed against the forecasted revenue, illustrate gross margins as a crucial part of the business case.

    Sample of the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook deliverable.

    Product Market Opportunity Sizing

    While not a deliverable of this blueprint per se, the Product Market Opportunity blueprint is required.

    Sample of the Product Market Opportunity Sizing deliverable. This blueprint calls for downloading the following additional blueprint:

    Buyer Persona and Journey blueprint

    While not a deliverable of this blueprint per se, the Buyer Persona and Journey blueprint is required

    Sample of the Buyer Persona and Journey blueprint deliverable.

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

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

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

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with a SoftwareReviews Advisory analyst to help implement our best practices in your organization.

    For guidance on marketing applications, we can arrange a discussion with an Info-Tech analyst.

    Your engagement managers will work with you to schedule analyst calls.

    What does our GI on Build a More Effective Go-to-Market Strategy look like?

    Build baseline market, buyer, and competitive insights

    Design initial product and business case

    Align stakeholder plans to prep for build

    Call #1: Share GTM vision and outline team activities for the GTM Strategy process. Plan next call – 1 week.

    Call #2: Outline product market opportunity approach and steps to complete. Plan next call – 1 week.

    Call #3: Hold a series of inquiries to do a modernization check on tech stack. Plan next call – 2 weeks.

    Call #4: Discuss buyer interview process, persona, and journey steps. Plan next call – 2 weeks.

    Call #5: Outline competitive differentiation analysis, routes to market, and review of to-date business case. Plan next call – 1 week.

    Call #6: Discuss brand strength/weakness, pricing, and packaging approach. Plan next call – 3 weeks.

    Call #7: Outline needs to craft assets with right messaging across campaign launch plan and budget. Outline needs to create plans and budgets across rest of marketing, sales, CX, and product. Plan next call – 1 week.

    Call #8: Review template and approach for initial business case and sales and product alignment. Plan next call – 1 week.

    Call #9: Review initial business case and launch plans across marketing, sales, CX, and product. Plan next call – 1 week.

    Call #10: Discuss plans/needs/budgets for tech stack modernization. Plan next call – 3 days.

    Call #11: Discuss plans/needs/budgets for CX readiness for launch. Plan next call – 3 days.

    Call #12: Discuss plans/needs/budgets for digital readiness for launch. Plan next call – 3 days.

    Call #13: Discuss plans/needs/budgets for marketing and sales readiness for launch. Plan next call – 3 days.

    Call #14: Review final business case and coach on Steering Committee Presentation. Plan next call – 1 week.

    A Go-to-Market Workshop Overview

    Contact your engagement manager for more information.
    Day 1 Day 2 Day 3 Day 4 Day 5
    Align on GTM Vision & Plan, Craft Initial Strategy
    Identify Initial Business Case, Sales Forecast and Launch Plan
    Develop Launch Plans (i of ii)
    Develop Launch Plans (ii of ii)
    Present Final Business Case to Steering Committee
    Activities

    1.1 Outline a vision for GTM and roles required, identify Steering Committee lead, workstream leads, and teams.

    1.2 Capture GTM strategy hypothesis by working through initial draft of GTM Strategy Presentation and business case.

    1.3 Capture team knowledge on buyer persona and journey and competitive SWOT.

    1.4 Identify information/data gaps and sources and plan for capturing/gathering including buyer interviews.

    Plan next day 2-3 weeks after buyer persona/journey interviews.

    2.1 Size product market opportunity and initial revenue forecast.

    2.2 Craft initial product hypothesis from buyer interviews including feature priorities, pricing, packaging, competitive differentiation, and channel/route to market.

    2.3 Craft initial launch campaign, product release, sales, and CX readiness plans.

    2.4 Identify launch budgets across each investment area.

    2.5 Discuss initial product launch business case and key activities.

    Plan next day 2-3 weeks after product hypothesis-validation interviews with customers and prospects.

    3.1 Apply product interviews to scope, MVP, and roadmap competitive differentiation, pricing, feature prioritization, routes to market and sales forecast.

    3.2 Develop more detailed launch campaign plan complete with asset-types, messaging, digital plan to support buyer journey, media buy plan and campaign metrics.

    4.1 Develop detailed launch/readiness plans with final budgets for:

    • Sales enablement
    • Sales training
    • Tech stack
    • Customer onboarding & success
    • Product marketing
    • AR
    • PR
    • Corp comms/Internal comms
    • Customer events
    • Employee events
    • etc.

    5.1 Review final launch/readiness plans with final budgets for all key areas.

    5.2 Move all key findings up into Steering Committee presentation slides.

    5.3 Present to Steering Committee, receive feedback.

    5.4 incorporate Steering Committee feedback; update finial business case.

    Deliverables
    1. Documented Steering Committee and working team, aligned on GTM vision and process.
    2. Document team knowledge on initial GTM strategy, buyer persona and business case.
    1. Definition of product market fit, uniqueness and competitive differentiation.
    2. Preliminary product launch business case, campaign, targets, and readiness plans.
    1. Detailed launch plans, budgets for product and marketing launch.
    1. Detailed launch plans, budgets for product marketing, sales, customer success, and AR/PR/Corp. comms.
    1. Final GTM Strategy, launch plan and business case.
    2. Approvals to move to GTM build and launch phases.

    Build a More Effective Go-to-Market Strategy

    Phase 1

    Build baseline market, buyer, and competitive insights

    Phase 1

    1.1 Select Steering Cmte/team, build aligned vision for GTM

    1.2 Buyer personas, journey, initial messaging

    1.3 Build initial product hypothesis

    1.4 Size market opportunity

    1.5 Outline digital/tech requirements

    1.6 Competitive SWOT

    1.7 Select routes to market

    1.8 Craft GTM Strategy deck

    Phase 2

    2.1 Brand consistency check

    2.2 Formulate packaging and pricing

    2.3 Craft buyer-valid product concept

    2.4 Build campaign plan and targets

    2.5 Develop cost budgets across all areas

    2.6 Draft product business case

    2.7 Update GTM Strategy deck

    Phase 3

    3.1 Assess tech/tools support for all GTM phases

    3.2 Outline sales enablement and Customer Success plan

    3.3 Build awareness plan

    3.4 Finalize business case

    3.5 Final GTM Plan deck

    This phase will walk you through the following activities:

    • Steering Committee and Team formulation
    • A vision for go-to-market strategy
    • Initial product hypothesis
    • Market Opportunity sizing
    • Tech stack/digital requirements
    • Buyer persona and journey
    • Competitive gaps, parity, differentiators
    • Routes to market
    • GTM Strategy deck

    This phase involves the following stakeholders:

    • Steering Committee
    • Working group leaders

    To complete this phase, you will need:

    Go-to-Market Strategy Presentation Template Go-to-Market Strategy RACI and Launch Checklist Workbook Buyer Persona and Journey blueprint Product Market Opportunity Sizing Workbook
    Sample of the Go-to-Market Strategy Presentation Template deliverable. Sample of the Go-to-Market Strategy RACI and Launch Checklist Workbook deliverable. Sample of the Buyer Persona and Journey blueprint deliverable. Sample of the Product Market Opportunity Sizing Workbook deliverable.
    Use the Go-to-Market Strategy Presentation Template to document the results from the following activities:
    • Documenting your GTM Strategy stakeholders
    • Documenting your GTM Strategy working team
    Use the Go-to-Market Strategy RACI and Launch Checklist Workbook to:
    • Review the scope of roles and responsibilities required
    • Document the roles and responsibilities of your teams
    Use the Buyer Persona and Journey blueprint to:
    • Interview sales and customers/prospects to inform product concepts, understand persona and later, flush out buyer journey
    Use the Product Market Opportunity Sizing blueprint to:
    • Project Serviceable Obtainable Market (SOM), Serviceable Available Market (SAM), and Total Available Market (TAM) from your current penetrated market

    Step 1.1

    Identify a GTM Program Steering Committee and Team. Build an Aligned Vision for Your Go-to-Market Strategy Approach

    Activities
    • 1.1.1 Identify the Steering Committee of key stakeholders whose support will be critical to success
    • 1.1.2 Select your go-to-market strategy program team
    • 1.1.3 Discuss an overview of the GTM process and program roles and responsibilities with stakeholders and GTM workstream leads
    • 1.1.4 Develop a Go-to-Market launch, tiering, time-line, and overall program plan
    • 1.1.5 Work with each workstream lead on their overall project plan and incremental budget requirements

    This step will walk you through the following activities:

    • Identify stakeholders – your Steering Committee
    • Identify team members
    • Present a vision of GTM Strategy

    This step involves the following participants:

    • Steering Committee
    • Program workstream leads

    Outcomes of this step

    • Steering Committee identified
    • Team members identified
    • All aligned on the GTM process
    • Go-to-market strategy timeline and program plan
    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals
    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    1.1.1 Identify stakeholders critical to success

    1-2 hours

    Input: Steering Committee interviews, Recognition of Steering Committee interest

    Output: List of GTM Strategy stakeholders as Steering Committee members

    Materials: Following slide outlining the key responsibilities required of the Steering Committee members, A high-Level timeline of GTM Strategy phases and key milestone meetings

    Participants: CMO, sponsoring executive, Functional leads - Marketing, Product Marketing, Product Management, Sales, Customer Success

    1. The GTM Strategy initiative manager should meet with the CMO to determine who will comprise the Steering Committee for your GTM Strategy.
    2. Finalize selection of steering committee members.
    3. Meet with members to outline their roles and responsibilities and ensure their willingness to participate.
    4. Document the steering committee members and the milestone/presentation expectations for reporting project progress and results.

    SoftwareReviews Advisory Insight:
    Go To Market Steering Committee’s can become an important ongoing body to steer overall product, pricing and other GTM decisions. Some companies have done so by adding the CEO and CFO to this committee and designated it as a permanent body that meets monthly to give go/no decisions to “all things product related” across all products and business units. Leaders that use this tool well, stay aligned, demonstrate consistency across business units and leverage outcomes across business units to drive greater scale.

    Go-to-Market Strategy Stakeholders

    Understand that aligning key stakeholders around the way your company goes to market is an essential company function.

    Title Key Roles Supporting an Effective Go-to-Market Strategy
    Go-to-Market Strategy Sponsor
    • Owns the function at the management/C-suite level
    • Responsible for breaking down barriers and ensuring alignment with organizational strategy
    • CMO, VP of Marketing, and in SMB Providers, the CEO
    Go-to-Market Strategy Program Manager
    • Typically a senior member of the marketing team
    • Responsible for organizing the GTM Strategy process, preparing summary executive-level communications and approval requests
    • Program manages the GTM Strategy process, and in many cases, the continued phases of build and launch.
    • Product Marketing Director, or other marketing director, that has strong program management skills, has run large scale marketing and/or product programs, and is familiar with the stakeholder roles and enabling technologies
    Functional Workstream Leads
    • Works alongside the Go-to-Market Strategy Initiative Manager on a specific product launch, campaign, rebranding, new market development, etc. and ensures their functional workstreams are aligned with the GTM Strategy
    • With typical GTM B2B a representative from each of the following functions will comprise the team:
      • Product Marketing, Product Management, Field Marketing, Creative, Marketing Ops/Digital, PR/Corporate Comms/AR, Social Media Marketing, Sales Operations, Sales Enablement/Training, and Customer Success
    Digital, Marketing/Sales Ops/IT Team
    • Comprised of individuals whose application and tech tools knowledge and skills are crucial to supporting the entire marketing tech stack and its integration with Sales/CRM
    • Responsible for choosing technology that supports the business requirements behind Go-to-Market Strategy, and eventually the build and launch phases as well
    • Digital Platforms, CRM, Marketing Applications and Analytics managers
    Steering Committee
    • Comprised of C-suite/management-level individuals that guide key decisions, approve of requests, and mitigate any functional conflicts
    • Responsible for validating goals and priorities, defining the scope, enabling adequate resourcing, and managing change especially among C-level leaders in Sales & Product
    • CMO, CTO/CPO, CRO, Head of Customer Success

    Download the Go-to-Market Strategy Presentation Template

    Roles vary by company size. Launch success depends on clear responsibilities

    Sample of the Go-to-Market Strategy RACI and Launch Checklist Workbook.

    Download the Go-to-Market Strategy RACI and Launch Checklist Workbook

    Success improves when you align & assign
    • Go-to-Market, build, and launch success improves when:
      • Phases and steps are outlined
      • Key activities are documented
      • Roles/functions are described
      • At the intersection of activities and role, whether the role is “Responsible,” “Accountable,” “Consulted,” or “Informed” is established across the team
    • Leaders will hold a workshop to establish RACI that fits with the scope and scale of your organization.
    • Confusion, conflict, and friction can be dramatically reduced/eliminated with RACI adoption and practice.
    • Review the RACI model and launch checklist within the Go-to-Market Strategy RACI and Launch Checklist Workbook in order to identify the full scope of roles and responsibilities needed.

    Go-to-Market Strategy Working Team

    Consider the skills and knowledge required for GTM Strategy as well as build and launch functions when choosing teams.

    Work with functional leaders to select workstream leads

    Workstream leads should be strong in collaboration, coordination of effort among others, knowledgeable about their respective function, and highly organized as they may be managing a team of colleagues within their function to deliver their responsible portion of GTM.

    Required Skills/Knowledge

    • Target Buyer
    • Product Roadmap
    • Brand
    • Competitors
    • Campaigns/Lead Gen
    • Sales Enablement
    • Media/Analysts
    • Customer satisfaction

    Suggested Functions

    • Product Marketing
    • Product Management
    • Creative Director
    • Competitive Intelligence
    • Demand Gen./Field Marketing
    • Sales Ops/Training/Enablement
    • PR/AR/Corporate Comms.
    • Customer Success
    Roles Required in Successful GTM Strategy
    For SMB companies, as employees wear many different hats, assign people that have the requisite skills and knowledge vs. the role title.

    Download the Go-to-Market Strategy RACI and Launch Checklist Workbook

    1.1.2 Select the GTM Strategy working team

    1-2 hours

    Input: Stakeholders and leaders across the various functions outlined to the left

    Output: List of go-to-market strategy team members

    Materials: Go-to-Market Strategy Workbook

    Participants: Initiative Manager, CMO, Sponsoring executive, Departmental Leads – Sales, Marketing, Product Marketing, Product Management (and others), Marketing Applications Director, Senior Digital Business Analyst

    1. The GTM Strategy Initiative Manager should meet with the GTM Strategy Sponsor and functional leaders of workstream areas/functions to determine which team members will serve as Steering Committee members and who will serve as workstream leads.
    2. The working team for your go-to-market strategy should have the following roles represented in the working team:
      • Depending on the initiative and the size of the organization, the team will vary.
      • Key business leaders in key areas – Product Marketing, Field Marketing, Digital Marketing, Inside Sales, Sales, Marketing Ops., Product Management, and IT – should be involved.
    3. Document the members of your go-to-market strategy team in the Go-to-Market Strategy Presentation slide entitled “Our Team.”

    Download the Go-To-Market Strategy RACI and Launch Checklist Workbook

    1.1.3 Develop a timeline for key milestones

    1 hour

    Timeline for Key Milestones with row headers 'Go-to-Market Phases', 'Major Milestones', and 'Key Phase Activities'. The phases (each column) and their associated activities are 'PLAN - Create buyer-validated product concept, size opportunity, and build business case', 'BUILD - Build product and enable readiness across the rest of marketing sales and customer success', 'LAUNCH - Release product, launch campaigns, and measure progress toward objectives', and then post-phase is 'MANAGE'. Notes in the 'Major Milestones' row: 'Outline key dates', 'Update with 'Today's Date' as you make progress', and 'Use GTM Plan major milestones or create your own'.

    GTM Program Managers:

    1. Will establish key program milestones working collaboratively with the Steering Cmte. and workstream leads.
    2. Outline key ”Market-facing” or external deliverables & dates, as well as internal.
    3. More detailed deliverable plans are called for working with workstream leads.
    4. This high-level overview will be used in regular Steering Cmte. and working team meets
    5. Record in the Go-to-Market Strategy Presentation

    Download the Go-to-Market Strategy Presentation Template

    1.1.5 Share your GTM strategy vision with your team

    1-2 hours

    Input: N/A

    Output: Team understanding of an effective go-to-market strategy, team roles and responsibilities and initial product and launch concept.

    Materials: The Build a More Effective Go-to-Market Strategy Executive Brief

    Participants: GTM Program Manager, CMO, Sponsoring executive, Workstream leads

    1. Download the Build a More Effective Go-to-Market Strategy Executive Brief and add the additional slides on Team Composition and Key Milestones you have created in prior steps as appropriate.
    2. Convene the Steering Committee and Working Team and take them through the Build a More Effective Go-to-Market Strategy Executive Brief with your additional slides to:
      1. Communicate team composition, roles and responsibilities, and key GTM Strategy program milestones.
      2. Educate them on what comprises a complete GTM Strategy from the Executive Brief.
    3. Optional: As a SoftwareReviews Advisory client, invite a SoftwareReviews analyst to present the Executive Brief if that is of help to you and your team.

    Go to the Build a More Effective Go-to-Market Strategy Executive Brief

    GTM program managers and workstream leads will collaborate on detailed project plans

    Timeline titled 'Workstreams Status' with a legend of shapes and colors, activities listed as row headers, timeline sections 'EXPLORE', 'DESIGN', 'ALIGN', and 'BUILD', and a column at the end of the timelines for the name of the workstream lead. Notes: 'Change names to actual workstream. Create separate pages for each', 'Overlay colored bars to indicate on/off track', 'Describe major deliverables & due dates', 'Outline major milestones', 'Update with your actual month and week-ending dates', 'Add workstream lead names'.

    Program managers will:

    • Outline an overall more detailed way of tracking GTM program workstreams, key dates and on/off track status

    Program managers & workstream leads will:

    • Call out each key workstream and workstream lead
    • Outline key deliverables and due dates
    • Track weekly for communicating status to Steering Cmte and working team meetings

    Use the Launch Checklist when building out full project plans

    Sample Launch Checklist table with project info above, and table columns 'Component', 'Owner', 'Start Date', 'Finish Date', 'G2M Plan', and 'Build'.

    Download the Go-to-Market Strategy RACI and Launch Checklist Workbook

    Continuous improvement is enabled with a repeatable process
    • With ownership assigned and set-back schedules in place, product marketing and management leaders can take the guesswork out of the GTM plan and build and launch process for the entire team.
    • “Lighter” versions are created for lower-tier releases.
    • Checklists ensure “we haven’t missed anything” and drive clarity among the team.
    • Articulating where we are now and what’s next increases management confidence.
    • Rinse and repeat improves overall quality and drives scale.

    1.1.6 Develop a project plan for each workstream

    Work with your workstream leads to see them develop a detailed project plan that spans all their deliverables for a GTM Strategy
    1. It’s essential that GTM initiative managers can rely upon workstream leads to provide the status of their respective workstreams in a shared environment for easy weekly updating and reporting.
    2. We suggest the following approach:
      1. GTM initiative managers should maintain a copy of the GTM Strategy Presentation in a shared drive so workstream leads can provide updates.
      2. Workstream leads should work with their GTM initiative manager to populate a version of the workstream tracker shown on the previous slide that enables team status reporting.
      3. Additional slides that actually show “work completed” (e.g. images of assets created, training plans, screen caps of software functionality, etc.) should be reviewed each week as well.
      4. GTM initiative leaders/program managers are advised to summarize the to-date work completed across the team into the Go-To-Market Product and Launch Business Case slides to demonstrate progress to the Steering Committee.
    3. The goal is to keep tracking manageable. Because status is most easily shown during Steering Committee and Working Team meetings using PowerPoint, we recommend a simple approach to program management by using PowerPoint.
    Using the Go-to-Market Strategy Presentation:
    3-4 hours Initial, 1-2 hours weekly
    1. Work with your workstream leads to create a slide for each workstream that will contain all the key milestones.
    2. Some teams will choose to use project management software, others a PowerPoint representation, which makes for easy presentation during status meets.
    3. Use the following resources:
      • In the Go-to-Market Strategy RACI and Launch Checklist Workbook, reference the Launch Checklist.
      • In the Go-to-Market Presentation, use the Appendix slides and complete for each workstream.
    4. The GTM initiative manager must be able to track status with workstream leads and present status to the rest of the team during Steering Committee and workstream lead meetings.

    Download the Go-to-Market Strategy Presentation Template

    Download the Go-To-Market Strategy RACI and Launch Checklist Workbook

    Step 1.2

    Hold Interviews With Sales Then Customers and Prospects to Inform Your Initial Product Concept

    Activities
    • 1.2.1 Use the SoftwareReviews Buyer Persona and Journey Interview Guide and Data Capture Tool found within the SoftwareReviews Buyer Persona and Journey blueprint.
    • 1.2.2 Follow the instructions within the above blueprint and hold interviews with Sales and customers and prospects to inform your buyer persona, initial product hypothesis, and buyer journey.
    • 1.2.3 Flush out the initial product and launch concept using the slides found within the Go-to-Market Strategy Presentation Template. You will continually refine the Go-to-Market Strategy Presentation Template such that you turn the Product and Launch descriptions into a business case for product build and launch. We advise you and your team to populate the slides to begin to inform an initial concept, then hold interviews with Sales, customers, and prospects to refine. The best way to capture customer and prospect insights is to use the Buyer Persona and Journey blueprint.

    This step will walk you through the following activities:

    • Schedule time with sales/sales advisory to flush out the product concept
    • Develop your customer and prospect interviewee list
    • Consolidate findings for your GTM Strategy program slide deck

    This step involves the following participants:

    • Sales/sales advisory, product management, initiative leader (product marketing)
    • Customers and prospects

    Outcomes of this step

    • Guidance from sales on product concept
    • Initial guidance from customers and prospective buyers
    • Agreement to proceed further

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Documenting buyer personas enables success beyond marketing

    Documenting buyer personas has several essential benefits to marketing, sales, and product teams:
    • Achieve a better understanding of your target buyer – by building a detailed buyer persona for each type of buyer and keeping it fresh, you take a giant step in becoming a customer-centric organization.
    • Align the team on a common definition – will happen when you build buyer personas collaboratively and among teams that touch the customer.
    • Improved lead generation – increases dramatically when messaging and marketing assets across your lead generation engine better resonate with buyers because you have taken the time to understand them deeply.
    • More effective selling – is possible when sellers apply persona development output to their interactions with prospects and customers.
    • Better product-market fit – increases when product teams more deeply understand for whom they are designing products. Documenting buyer challenges, pain points, and unmet buyer needs gives product teams what they need to optimize product adoption.
    “It’s easier buying gifts for your best friend or partner than it is for a stranger, right? You know their likes and dislikes, you know the kind of gifts they’ll have use for, or the kinds of gifts they’ll get a kick out of. Customer personas work the same way. By knowing what your customer wants and needs, you can present them with content targeted specifically to those wants and needs.” (Emma Bilardi, Product Marketing Alliance, July 8, 2020)

    Buyer persona attributes that need defining

    A well defined buyer persona enables us to:

    • Clarify target org-types, identify buying decision makers and key personas, and determine how they make decisions
    • Align colleagues around a common definition of target buyer(s) to drive improvements in messaging and engagement across marketing, sales, and customer success
    • Identify specific asset-types and tools that, when activated within our lead gen engine and in the hands of sellers, helps a buyer move through a decision process
    Functional – “to find them”
    Job Role Titles Org Chart Dynamics Buying Center Firmographics

    Emotive – “what they do and jobs to be done”
    Initiatives – What programs/projects the persona is tasked with and what are their feelings and aspirations about these initiatives? Motivations? Build credibility? Get promoted? Challenges – Identify the business issues, problems, and pain points, that impede attainment of objectives. What are their fears, uncertainties, and doubts about these challenges? Buyer need – They may have multiple needs; which need is most likely met with the offering? Terminology – What are the keywords/phrases they organically use to discuss the buyer need or business issue?

    Decision Criteria – “how they decide”
    Buyer role – List decision-making criteria and power level. The five common buyer roles are champion, influencer, decision maker, user, and ratifier (purchaser/negotiator). Evaluation and decision criteria – The lens, either strategic, financial, or operational, through which the persona evaluates the impact of purchase.

    Solution Attributes – “what the ideal solution looks like”
    Steps in “Jobs to be Done” Elements of the “Ideal Solution” Business outcomes from ideal solution Opportunity scope – other potential users Acceptable price for value delivered Alternatives that see consideration Solution sourcing – channel, where to buy

    Behavioral Attributes – “how to approach them successfully”
    Content preferences – List the persona’s content preferences, could be blog, infographic, demo, video, or other, vs. long-form assets (e.g. white paper, presentation, analyst report). Interaction preferences – Which among in-person meetings, phone calls, emails, video conferencing, conducting research via web, mobile, and social. Watering holes – Which physical or virtual places do they go to network or exchange info with peers e.g. LinkedIn, etc.

    Buyer journeys are constantly shifting

    If you haven’t re-mapped buyer journeys recently, you may be losing to competitors that have. Leaders re-map buyer journeys frequently.
    • The multi-channel buyer journey is constantly changing – today’s B2B buyer uses industry research sites, vendor content marketing assets, software reviews sites, contacts with vendor salespeople, events participation, peer networking, consultants, emails, social media sites, and electronic media to research purchasing decisions.
    • COVID has dramatically decreased face-to-face – we estimate a B2B buyer spent between 20-25% more time online researching software buying decisions in 2021 than they did pre-COVID. This has diminished the importance of face-to-face selling and has given dramatic rise to digital selling and outbound marketing.
    • Content marketing has exploded – but without mapping the buyer journey and knowing where (by channel) and when (which buyer journey step) to offer content marketing assets, we will fail to convert prospects into buyers.

    SoftwareReviews Advisory Insight:
    Marketers are advised to update their buyer journey annually and with greater frequency when the human vs. digital mix is effected due to events such as COVID, and as emerging media such as Augmented Reality shifts asset-type usage and engagement options.

    “Two out of three B2B buyers today prefer remote human interactions or digital self service.

    And during August 2020-February 2021, use of digital self service leapt by 10%” (McKinsey & Company, 2021.)

    Challenges of not mapping persona and journey

    A lack of buyer persona and journey understanding is frequently the root cause of the following symptoms:
    • Lead generation results are way below expectations.
    • Inconsistent product-market fit.
    • Sellers have low success rates doing discovery with new prospects.
    • Website abandonment rates are really high.

    These challenges are often attributed to messaging and talk tracks that fail to resonate with prospects and products that fail to meet the needs of targeted buyers.

    SoftwareReviews Advisory Insight:
    Marketers developing buyer personas and journeys that lack agreement among Marketing, Sales, and Product of personas to target will squander precious time and resources throughout the customer targeting and acquisition process.

    “Forty-four percent of B2B marketers have already discovered the power of personas.” (Boardview, 2016.)

    1.2.1 Interview Sales and customers/prospects

    12 - 15 Hours, over course of 2-3 weeks

    Input: Insights from Sellers, Insights from customers and prospects

    Output: Completed slides outlining buyer persona, buyer journey, overall product concept, and detailed features and capabilities needed

    Materials: Create a Buyer Persona and Journey blueprint, Go-to-Market Strategy Presentation

    Participants: Product management lead, GTM Program Manager, Select sellers, Workstream leads that wish to participate in interviews

    1. Using the Create a Buyer Journey and Persona Journey blueprint:
      • Follow the instructions to interview a group of Sellers, and most importantly, several customers and prospects
        • For this stage in the GTM Strategy process, the goal is to validate your initial product and launch concept.
        • We urge getting through all the interview questions with interviewees as the answers inform:
          • Product market fit and Minimal Viable Product
          • Competitive differentiation
          • Messaging, positioning, and campaign targeting
          • Launch campaign asset creation.
      • Place summary findings into the Go-to-Market Strategy Presentation, and for reference, place the Buyer Persona and Journey Summaries into the Go-to-Market Strategy Presentation Appendix.

    Download the Go-to-Market Strategy Presentation Template

    Download the Create a Buyer Journey and Persona Journey blueprint

    Step 1.3

    Update Your Product Concept

    Activities
    • 1.3.1 Based on Sales and Customer/Prospect interviews, update:
      • Your product concept slide
      • Detailed prioritization of features and capabilities

    This step calls for the following activities:

    • Update the product concept slide based on interview findings
    • Update/create the stack-ranking of buyer requested feature and capability priorities

    This step involves the following participants:

    • Product management lead
    • GTM initiative leader
    • Select workstream leads who sat in on interview findings

    Outcomes of this step

    • Advanced product concept
    • Prioritized features for development during Build phase
    • Understanding of MVP to deliver customer value and deal “wins”

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    1.3.1 Update Product and Launch concept

    2 Hours

    Input: Insights from Sellers, Insights from customers and prospects

    Output: Completed slides outlining product concept and detailed features and capabilities needed

    Materials: Go-to-Market Strategy Presentation

    Participants: Product management lead, GTM Program Manager, Select sellers, Workstream leads that wish to participate in interviews

    1. Using the Go-to-Market Strategy Presentation:
      • With interview findings, update the Product and Launch Concept, Buyer Journey, and Capture Key Features/Capabilities of High Importance to Buyers slides

    Download the Go-to-Market Strategy Presentation Template

    Product and Launch Concept

    At this early stage, summarize findings from concept interviews to guide further discovery, as well as go-to-market concepts and initial campaign concepts in upcoming steps.

    Job Function Attributes

    Target Persona(s):
    Typical Title:
    Buying Center/functional area/dept.:

    Firmographics:
    Industry specific/All:
    Industry subsegments:
    Sizes (by revenues, # of employees):
    Geographical focus:

    Emotive Attributes

    Initiative descriptions: Buyer description of project/program/initiative. What terms used?

    Business issues: What are the business issues related to this initiative? How is this linked to a CEO-level mission-critical priority?

    Key challenges: What business/process hurdles need to be overcome?

    Pain points: What are the pain points to the business/personally in their role related to the challenges that drove them to seek a solution?

    Success motivations: What motivates our persona to be successful in this area?

    Solution and Opportunity

    Steps to do the job: What are the needed steps to do this job today?

    Key features and capabilities: What are the key solution elements the buyer sees in the ideal solution? (See additional detail slide with prioritized features.)

    Key business outcomes: In business terms, what value (e.g. cost/time/FTE savings, deals won, smarter, etc.) is expected by implementing this solution?

    Other users/opportunities: Are there other users in the role team/company that would benefit from this solution?

    Pricing/Packaging

    What is an acceptable price to pay for this solution? Based on financial benefits and ROI hurdles, what’s a good price to pay? A high price? What are packaging options? Any competitive pricing to compare?

    Alternatives/Competition

    What are alternatives to this solution: How else would you solve this problem? Are there other solutions you’ve investigated?

    Channel Preferences

    Where would it be most convenient to buy?: Direct from provider? Channel partner/reseller? Download from the web?

    Decision Criteria Attributes

    Decision maker – Role, criteria/decision lens:
    User(s) – Role, criteria/decision lens:
    Influencer(s) – Role, criteria/decision lens:
    Ratifier(s) – Role, criteria/decision lens:

    Behavioral Attributes

    Interaction preferences: Best way for us to reach this role? Email? At events? Texting? Video calls?

    Content types: Which content types (specifics; videos, short blog/article, longer whitepapers, etc.) help us stay educated about this initiative area?

    Content sources: What news, data, and insight sources (e.g. specifics) do you use to stay abreast of what’s important for this initiative area?

    Update the Go-to-Market Strategy Presentation with findings from Sales and customer/prospect interviews.

    Capture key features/capabilities of high importance to buyers

    Ask buyers during interviews, as outlined in the Buyer Persona and Journey blueprint, to describe and rate key features by need. You will also review with buyers during the GTM Build phase, so it’s important to establish high priority features now.

    Example bar chart for 'Buyer Feature Importance Ratings' where 'Buyer Need' is rated for each 'Feature'.
    • List key feature areas for buyer importance rating.
    • Establish a rating scheme.
        E.g. a rating of:
      • 4.5 or higher = critical ROI driver
      • 3.5 to 4.5 = must haves
      • 2 to 3.5 = nice to have
      • Less than 2 = low importance
    • Have buyers rate each possible feature 0-5 after explaining the rating scheme. Ask – are we missing any key features?
    • Update this slide, found within the Go-to-Market Strategy Presentation, with customer/prospect interview findings.
    Perform the same buyer interviews for non-feature “capabilities” such as:
    • Ease of use, security, availability of training, service model, etc. – and other “non-feature” areas that you need for your product hypothesis.

    Step 1.4

    Size the Product Market Opportunity

    Activities
    • 1.3.1 Based on the product concept, size, and the product market opportunity and with a focus on your “Obtainable Market”:
      • Clarify the definitions used to size market opportunity.
      • Source data both internally and externally.
      • Calculate the available, obtainable market for your software product.

    This step will walk you through the following activities:

    • Review market sizing definitions and identify required data
    • Identify the target market for your software application
    • Source market and internal data that will support your market sizing
    • Document and validate with team members

    This step involves the following participants:

    • GTM initiative leader
    • CMO, select workstream leads

    Outcomes of this step

    • Definitions on market sizing views
    • Data sourcing established
    • Market sizing and estimated penetration calculations

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Market opportunity sizing definitions

    Your goal is to assess whether or not the opportunity is significantly sized and if you are well positioned to capture it

    1. This exercise is designed to help size the market opportunity for this particular product GTM launch and not the market opportunity for the entire product line or company. First a few market sizes to define:
      1. Penetrated – is your current revenues and can be expressed in your percentage vs. competitors’.
      2. Serviceable Obtainable Market (SOM) – larger than your currently penetrated market, and a percentage of SAM that can realistically be achieved. It accounts for your current limitations to reach and your ability to sell to buyers. It is restricted by your go-to-market ability and reduced by competitive market share. SOM answers: What increased market can we obtain by further penetrating accounts within current geographical coverage and go-to-market abilities and within our ability to finance our growth?
      3. Serviceable Available Market (SAM) – larger than SOM yet smaller than TAM, SAM accounts for current products and current go-to-market capabilities and answers: What if every potential buyer bought the products we have today and via the type of go-to-market (GTM) especially geographical coverage, we have today? SAM calls for applying our current GTM into unpenetrated portions of currently covered customer segments and regions.
      4. Total Available Market (TAM) – larger than SAM, TAM sizes a market assuming we could penetrate other customer segments within currently covered regions without regard for resources, capabilities, or competition. It answers the question: If every potential buyer within our available market – covered regions – bought, how big would the market be?
      5. Total Global Market – estimates market opportunity if all orgs in all segments and regions bought – with full disregard for resources and without the restrictions of our current GTM abilities.
      6. Develop your market opportunity sizing using the Product Market Opportunity Sizing Workbook.

    Download the Product Market Opportunity Sizing Workbook

    SoftwareReviews Advisory Insight:
    Product marketers that size the product market opportunity and account for the limitations posed by competitors, current sales coverage, brand permission, and awareness, provide their organizations with valuable insights into which inhibitors to growth should be addressed.

    Visualization of market opportunity sizes as circles within bigger circles, 'Penetrated Market' being the smallest and 'Global Market' being the largest.

    1.4.1 Size the product market opportunity

    Your goal is two-fold: Determine the target market size, and develop a realistic 12–24 month forecast to support your business case
    1. Open the Product Market Opportunity Sizing Workbook.
    2. Follow the instructions within.
    3. When finished, download the Go-to-Market Strategy Presentation and update the Product Market Opportunity Size slide with your calculated Product Market Opportunity Size.

    Download the Product Market Opportunity Sizing Workbook

    Download the Go-to-Market Strategy Presentation Template

    “Segmentation, targeting and positioning are the three pillars of modern marketing. Great segmentation is the bedrock for GTM success but is overlooked by so many.” (Product Marketing Alliance)

    Step 1.5

    Outline Digital and Tech Requirements

    Activities

    Designing your go-to-market strategy does not require a robust customer experience management (CXM) platform, but implementing your strategy during the next steps of Go-to-Market – Build then Launch – certainly does.

    Review info-Tech’s CXM blueprint to build a more complete, end-to-end customer interaction solution portfolio that encompasses CRM alongside other critical components.

    The CXM blueprint also allows you to develop strategic requirements for CRM based on customer personas and external market analysis called for during your GTM Strategy design.

    Diagram of 'Customer Relationship Management' surrounded by its components: 'Web Experience Management Platform', 'E-Commerce & Point-of-Sale Solutions', 'Social Media Management Platform', 'Customer Intelligence Platform', 'Customer Service Management Tools', and 'Marketing Management Suite'.

    These steps outlined in the CXM blueprint, will help you:

    • Assess your CRM application(s) and the environment in which they exist. Take a business-first strategy to prioritize optimization efforts.
    • Validate CRM capabilities, user satisfaction, issues around data, vendor management, and costs to build out an optimization strategy
    • Pull this all together to develop a prioritized optimization roadmap.

    This step involves the following participants:

    • Marketing Operations, Digital, IT
    • Project workstream leads as appropriate

    Outcomes of this step

    • After inquiries with appropriate analysts, client will be able to assess what new application and technology support is required to support Go To Market process.

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Step 1.6

    Identify features and capabilities that will drive competitive differentiation

    Activities
    • 1.6.1 Hold a session with key stakeholders including sales, customer success, product, and product marketing to develop a hypothesis of features and capabilities vs. competitors: differentiators, parity areas, and gaps (DPG).
    • Optional for clients with buyer reviews and key competitive reviews within target product category:
      • 1.6.2 Request from SoftwareReviews a 2X2 Matrix Report of Importance vs. Satisfaction for both features and capabilities within your product market/category to identify areas of competitive DPG.
      • 1.6.3 Hold an Inquiry with covering ITRG analysts in your product category to have them validate key areas of competitive DPG.
    • 1.6.4 Document competitive DPG and build out your hypothesis for product build as you ready for customer interviews to validate that hypothesis.

    This step will provide processes to help you:

    • Understand and document competitive differentiation, parity, and gaps

    This step involves the following participants:

    • Project workstream leads in product marketing, competitive intelligence, product management, and customer success

    Outcomes of this step

    • Develop a clear understanding of what differentiated capabilities to promote, which parity items to mention in marketing, and which areas are competitive gaps
    • Develop a hypothesis of what areas need to be developed during the Build phase of the Go-to-Market lifecycle

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Assess current capabilities and competitive differentiation vs. buyer needs

    Taking buyer needs ratings from step 1.3, assess your current and key competitive capabilities against buyer needs for both feature and non-feature capabilities. Incorporate into your initial product hypothesis.

    Example bar chart for 'Competitive Differentiation, Parity and Gaps – Features' comparing ratings of 'Buyer Need', 'Our Current Capabilities', and 'Competitive Capabilities' for each 'Feature'.

    • Rank features in order of buyer need from step 1.3.
    • Prioritize development needs where current capabilities are rated low. Spot areas for competitive differentiation especially in high buyer-need areas.
    Perform the analysis for non-feature capabilities such as:
    • ease of use
    • security
    • availability of training
    • service model

    Optional: Validate feature and capability importance with buyer reviews

    Request from your SoftwareReviews Engagement Manager the “Importance vs. Satisfaction” analysis for your product(s) feature and non-feature capabilities under consideration for your GTM Strategy

    Satisfaction
    Fix Promote
    Importance

    Low Satisfaction
    High Importance

    These features are important to their market and will highlight any differentiators to avoid market comparison.

    High Satisfaction
    High Importance

    These are real strengths for the organization and should be promoted as broadly as possible.

    Low Satisfaction
    Low Importance

    These features are not important for the market and are unlikely to drive sales if marketing material focuses on them. Rationalize investment in these areas.

    High Satisfaction
    Low Importance

    Features are relatively strong, so highlight that these features can meet customer needs
    Review Maintain

    Overall Category Product Feature Satisfaction Importance

    • Importance is based on how strongly satisfaction for a feature of a software suite correlates to the overall Likeliness to Recommend
    • Importance is relative – low scores do not necessarily indicate the product is not important, just that it’s not as important as other features

    (Optional for clients with buyer reviews and key competitive reviews within target product category.)

    Optional: Feature importance vs. satisfaction

    Example: ERP “Vendor A” ratings and recommended key actions. Incorporate this analysis into your product concept if updating an existing solution. Have versions of the below run for specific competitors.

    Importance vs. Satisfaction map for Features, as shown on the previous slide, but with examples mapped onto it using a legend, purple squares are 'Enterprise Resource Planning' and green triangles are 'Vendor A'.

    Features in the “Fix” quadrant should be addressed in this GTM Strategy cycle.

    Features in the “Review” quadrant are low in both buyer satisfaction and importance, so vendors are wise to hold on further investments and instead focus on “Fix.”

    Features in the “Promote” quadrant are high in buyer importance and satisfaction, and should be called out in marketing and selling.

    Features in the “Maintain” quadrant are high in buyer satisfaction, but lower in importance than other features – maintain investments here.

    (Optional for clients with buyer reviews and key competitive reviews within target product category.)

    Optional: Capabilities importance vs. satisfaction

    Example: ERP “Vendor A” capabilities ratings and recommended key actions. Incorporate this analysis into your product concept for non-feature areas if updating an existing solution. Have versions of the below run for specific competitors.

    Importance vs. Satisfaction map for Capabilities with examples mapped onto it using a legend, purple squares are 'Enterprise Resource Planning' and green triangles are 'Vendor A'.

    Capabilities in the “Fix” quadrant should be addressed in this GTM Strategy cycle.

    Capabilities in the “Review” quadrant are low in both buyer satisfaction and importance, so vendors are wise to hold on further investments and instead focus on “Fix.”

    Capabilities in the “Promote” quadrant are high in buyer importance and satisfaction, and should be called out in marketing and selling.

    Capabilities in the “Maintain” quadrant are high in buyer satisfaction, but lower in importance than other features – maintain investments here.

    (Optional for clients with buyer reviews and key competitive reviews within target product category.)

    Develop a competitively differentiated value proposition

    Combining internal competitive knowledge with insights from buyer interviews and buyer reviews; establish which key features that will competitively differentiate your product when delivered

    Example bar chart for 'Competitive Differentiation, Parity and Gaps – Features and Capabilities' comparing ratings of 'Your Product' and 'Competitor A' with high buyer importance at the top, low at the bottom, and rankings of each 'Differentiator', 'Parity', and 'Gap'.

    • Identify what buyers need that will differentiate your product features and company capabilities from key competitors.
    • Determine which features and company capabilities, ideally lower in buyer importance, can achieve/maintain competitive parity.
    • Determine which features and company capabilities, ideally much lower in buyer importance, that can exist in a state of competitive gap.

    Step 1.7

    Select the Most Effective Routes to Market

    Activities
    • 1.7.1 Understand a framework for deciding how to approach evaluating each available channel including freemium/ecommerce, inside sales, field sales, and channel partner.
    • 1.7.2 Gather data that will inform option consideration.
    • 1.7.3 Apply to decision framework and present to key stakeholders for a decision.

    This step will provide processes to help you:

    • Understand the areas to consider when choosing a sales channel
    • Support your decision by making a specific channel recommendation

    This step involves the following participants:

    • Project workstream leads in Sales, Sales Operations, Product Marketing, and Customer Success

    Outcomes of this step

    • Clarity around channel choice for this specific go-to-market strategy cycle
    • Pros and cons of choices with rationale for selected channel

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    Your “route-to-market” – channel strategy

    Capture buyer channel preferences in Step 1.3, and research alternatives using the following framework

    Inside vs. Field Sales – Selling software during COVID has taught us that you can successfully sell software using virtual conferencing tools, social media, the telephone, and even texting and webchat – so is the traditional model of field/territory-based sellers being replaced with inside/virtual sellers who can either work at home, or is there a benefit to being in the office with colleagues?

    Solutions vs. Individual Products – Do your buyers prefer to buy a complete solution from a channel partner or a solutions integrator that puts all the pieces together, and can handle training and servicing, for a more complete buyer solution?

    Channel Partner vs. Build Sales Force – Are there channel partners that, given your product is targeting a new buyer with whom you have no relationship, can leverage their existing relationships, quicken adoption of your products, and lower your cost of sales?

    Fully Digital – Is your application one where users can get started for free then upgrade with more advanced features without the use of a field or inside sales person? Do you possess the e-commerce platform to support this?

    While there are other considerations beyond the above to consider, decide which channel approach will work best for this GTM Strategy.

    Flowchart on how to capture 'Buyer Channel Preferences' with five possible outcomes: 'Freemium/e-commerce', 'Use specified channel partner', 'Establish channel partner', 'Use Inside Sales', and 'Use Field Sales'.

    Channel Partnerships are Expanding

    “One estimate is that for every dollar a firm spends on its SaaS platform, it spends four times that amount with systems integrators and other channel partners.

    And as technologies are embedded inside other products, services, and solutions, effective selling requires more partners.

    Salesforce, for example, is recruiting thousands of new partners, while Microsoft is reportedly adding over 7,000 partners each month.” (HBR, 2021)

    Step 1.8

    Craft an Initial GTM Strategy Presentation for Executive Review and Status Check

    Activities
    • 1.8.1 Finalize the set of slides within the Go-to-Market Strategy Presentation that best illustrates the many key findings and recommended decisions that have been made during the Explore phase of the GTM Strategy.
      • Test whether all key deliverables have been created, especially those that must be in place in order to support future phases and steps.
      • Schedule a Steering Committee meeting and present your findings with the goal to gain support to proceed to the Design phase of GTM Strategy.

    This step will provide processes to help you:

    • Work with your colleagues to consolidate the findings from Phase 1 of the GTM Strategy
    • Create a slide deck with your colleagues for presentation to the Steering Committee to gain approvals to proceed to Phase 2

    This step involves the following participants:

    • Project workstream leads in Sales, Sales Operations, Product Marketing, and Customer Success
    • Steering Committee

    Outcomes of this step

    • Slide deck to present to the Steering Committee
    • Approvals to move to Phase 2 of the GTM Strategy

    Phase 1 - Formulate a hypothesis and run discovery on key fundamentals

    Step 1.1 Step 1.2 Step 1.3 Step 1.4 Step 1.5 Step 1.6 Step 1.7 Step 1.8

    1.8.1 Build your GTM Strategy deck for Steering Committee approval

    1. As you near completion of the Go-to-Market Strategy Phase, Explore Step, an important test to pass before proceeding to the Design step of GTM Strategy, is to answer several key questions:
      1. Have you properly sized the market opportunity for the focus of this GTM cycle?
      2. Have you defined a unique value proposition of what buyers are looking for?
      3. And have you aligned stakeholders on the target customer persona and flushed out an accurate buyer journey?
    2. If the answer is “no” you need to return to these steps and ensure completion.
    3. Pull together a summary review deck, schedule a meeting with the Steering Committee, present to-date findings for approval to move on to Phase 2.

    Download the Go-to-Market Strategy Presentation Template

    Sample of the 'PLAN' section of the GTM Strategy optimization diagram with 'GTM Explore Review' circled in red.

    The presentation you create contains:

    • Team composition and roles and responsibilities
    • Steps in overall process
    • Goals and objectives
    • Timelines and work plan
    • Initial product and launch concept
    • Buyer persona and journey
    • Competitive differentiation
    • Channel strategy

    Build a More Effective Go-to-Market Strategy

    Phase 2

    Design your initial product and business case

    Phase 1

    1.1 Select Steering Cmte/team, build aligned vision for GTM

    1.2 Buyer personas, journey, initial messaging

    1.3 Build initial product hypothesis

    1.4 Size market opportunity

    1.5 Outline digital/tech requirements

    1.6 Competitive SWOT

    1.7 Select routes to market

    1.8 Craft GTM Strategy deck

    Phase 2

    2.1 Brand consistency check

    2.2 Formulate packaging and pricing

    2.3 Craft buyer-valid product concept

    2.4 Build campaign plan and targets

    2.5 Develop cost budgets across all areas

    2.6 Draft product business case

    2.7 Update GTM Strategy deck

    Phase 3

    3.1 Assess tech/tools support for all GTM phases

    3.2 Outline sales enablement and Customer Success plan

    3.3 Build awareness plan

    3.4 Finalize business case

    3.5 Final GTM Plan deck

    This phase will walk you through the following activities:

    • Branding consistency check
    • Formulate packaging and pricing
    • Craft buyer-validated product concept
    • Build initial campaign plan and targets
    • Develop budgets for creative, content, and media purchases
    • Draft product business case
    • Update GTM Strategy deck

    This phase involves the following stakeholders:

    • Steering Committee
    • Working group leaders

    To complete this phase, you will need:

    Go-to-Market Strategy Presentation TemplateGo-to-Market Strategy RACI and Launch Checklist WorkbookBuyer Persona and Journey blueprintGo-to-Market Strategy Cost Budget and Revenue Forecast Workbook
    Sample of the Go-to-Market Strategy Presentation Template deliverable.Sample of the Go-to-Market Strategy RACI and Launch Checklist Workbook deliverable.Sample of the Buyer Persona and Journey blueprint deliverable.Sample of the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook deliverable.
    Use the Go-to-Market Strategy Presentation Template to document the results from the following activities:
    • Documenting your GTM strategy stakeholders
    • Documenting your GTM strategy working team
    Use the Go-to-Market Strategy RACI and Launch Checklist Workbook to:
    • Review the scope of roles and responsibilities required
    • Document the roles and responsibilities of your teams
    Use the Buyer Persona and Journey blueprint to:
    • Interview sales and customers/prospects to inform product concepts, understand persona and later, flesh out buyer journeys
    Use the Go-to-Market Cost Budget and Revenue Forecast Workbook to:
    • Tally budgets from across key functions involved in GTM Strategy
    • Compare with forecasted revenues to assess gross margins

    Step 2.1

    Compare Emerging Messaging and Positioning With Existing Brand for Consistency

    Activities

    Share messaging documented with the buyer journey with branding/creative and/or Marketing VP/CMO to ensure consistency with overall corporate messaging. Use the “Brand Diagnostic” on the following slide as a quick check.

    For those marketers that see the need for a re-brand, please:
    Download the Go-to-Market Strategy Presentation Template

    Later during the Build phase of GTM, marketing assets, digital platforms, sales enablement, and sales training will be created where actual messaging can be written with brand guidelines aligned.

    This step is to assess whether you we need to budget extra funds for any rebranding.

    This step will walk you through the following activities:

    • After completing the buyer journey and identifying messaging, test with branding/CMO that new messaging aligns with current:
      • Company positioning
      • Messaging
      • Brand imagery

    This step involves the following participants:

    • Project lead
    • Product marketing
    • Branding/creative
    • CMO

    Outcomes of this step

    • Check – Y/N on brand alignment
    • Adjustments made to current branding or new product messaging to gain alignment

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    Brand identity

    Re-think tossing a new product into the same old marketing engine. Ask if your branding today and on this new offering needs help.

    If you answer “no” to any of the following questions, you may need to re-think your brand. Does your brand:

    • recognize buyer pain points and convey clear pain-relief?
    • convey unique value that is clearly distanced from key competitors?
    • resonate with how target personas see themselves (e.g. rebellious, intelligent, playful, wise, etc.) and convey the “feeling” (e.g. relief, security, confidence, inspiration, etc.) buyers seek?
    • offer proof points via customer testimonials (vs. claimed value)?
    • tell a truly customer-centric story that is all about them (vs. what you want them to know about you)?
    • use words (e.g. quality, speed, great service, etc.) that equate to how buyers actually see you? Is your tone of voice going to resonate with your target buyer?
    • present in a clean, simple, and truly unique way? And will your brand identity stand the test of time?
    • represent feedback gleaned from prospects as well as customers?

    “Nailing an impactful brand identity is a critical part of Growth Marketing.

    Without a well-crafted and maintained brand identity, your marketing will always feel flat and one-dimensional.” (Lean Labs, 2021)

    Step 2.2

    Formulate Packaging and Pricing

    Activities
    • 2.2.1 Leverage what was learned in Phase 1 from buyer interviews to create an initial packaging and initial pricing approach.
      • Packaging success is driven by knowing what the buyer values are, how newly proposed functionality may work with other applications, and how well the buyer(s) work in teams.
      • Develop pricing using cost-plus, value/ROI, and competitive/market pricing comparisons.

    This step will walk you through the following activities:

    • Approaches to establishing price points for software products
    • Checking if pricing supports emerging product revenue plan

    This step involves the following participants:

    • Project lead
    • Product Marketing
    • Product Management
    • Pricing (if a function)

    Outcomes of this step

    • Pricing that is validated through buyer interviews and consistent with overall company pricing guardrails
    • Packaging that can be delivered

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    2.2.1 Formulate packaging and pricing

    Goal: Incorporate buyer benefits into your MVP that delivers the buyer value that compels them to purchase and drives the business case

    1. Leverage findings from buyer interviews and feature prioritization found in Step 1.3 to arrive at initial feature inclusion.
    2. Leverage feedback from customer interviews and competitive pricing analysis to arrive at an initial target price offer.
    3. Go to the Go-to-Market Strategy Presentation and use the slides labeled “Go-to-Market Strategy, Overall Project Plan.”

    Download the Go-to-Market Strategy Presentation Template

    Refer to the findings from buyer persona interviews

    Sample of the Buyer Persona and Journey blueprint deliverable.

    Step 2.3

    Build a Buyer-Validated Product Concept

    Activities
    • 2.2.1 Add to your initial product concept from Phase 1, the pricing and packaging approach.
      • Take the concept out to buyers to get their feedback – not on UX design, that will come later, but to ensure the value is clear to the buyers, and to raise confidence in the product concept.
      • As with previous customer and prospect interviews, use the Buyer Persona and Journey blueprint with its accompanying interview guide and focus on the product related questions.
      • Generate your slides to present and discuss with buyers, capture feedback, and refine the product concept.

    This step will walk you through the following activities:

    • Hold buyer interviews to review the product design
    • Validate concept and commercial variables – not UX design, that comes later

    This step involves the following participants:

    • Project lead
    • Product Marketing
    • Product Management

    Outcomes of this step

    • Customer validated product concept that meets the business plan

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    2.3.1 The best new product hypothesis doesn’t always come from your best customers

    Goal: Validate your product concept and business case

    1. Key areas to validate during product concept feedback:
      1. Feature/capability-build priorities – Which set of features and capabilities (i.e. service model, etc.) must be delivered in a minimum viable product (MVP) that delivers unique and competitively differentiating buyer value so we have win rates that support the business case?
      2. Packaging/Pricing – Are their features/capabilities that are not in base offering but offered as add-ons or not at all? Are their different packaging options that must be delivered given different customer segments and appropriate price points? (E.g. a small- to-medium sized business (SMB) version, Freemium, or Basic vs. Premium offerings?
      3. Routes to Market/Channel – Ensure you validate your channel strategy as work/effort will be needed to arrive at channel sales and marketing enablement.

    Download the Go-to-Market Strategy Presentation Template

    “Innovation opportunities almost always come from understanding a company’s worst customers or customers it doesn’t serve” (Harvard Business School Press, 1997)

    2.3.2 How your prospects buy will inform upcoming campaign design

    Goal: During product validation interviews, further validate the buyer journey to identify asset types to be created/sourced for launch campaign design

    1. Leverage findings from buyer interviews with a focus on buyer journey questions/answers found in Step 1.3 and further validated during product concept feedback in step 2.3.
    2. Your goal is to uncover the following key areas (see next slide for illustration):
      1. Validate the steps buyers take throughout the buyer journey – when you validate buyer steps and what the buyer is doing and thinking as they make a buying decision determines if you are supporting the right process.
      2. Validate the human vs. non-human/digital interaction type for each step – this determines whether your lead gen engine or your salesforce (or channel partner) will deliver the marketing assets and sales collateral.
      3. Describe the asset-types most valued by buyers during each step – this will provide the guidance your demand gen/field marketers need to either work with product marketing and creative to design and build, or source the right marketing asset and sales collateral for your lead gen engine and to support sales enablement.
      4. Identify which channels – this will give your digital team the guidance they need to design the “where” to place the assets within your lead gen engine. Feedback from customer interviews and competitive pricing analysis to arrive at an initial target price for offering is shown on the next slide.
    3. Use the Go-to-Market Strategy Presentation to complete the buyer journey slide with key findings.

    Download the Go-to-Market Strategy Presentation Template

    Refer to the findings from buyer persona interviews

    Sample of the Buyer Persona and Journey blueprint deliverable.

    Answers you need to map buyer journey

    Your buyer interviews – whether during earlier steps or here during product concept validation – will give specific answers to all areas in green text below. Understanding channels, asset-types, and crafting your key messaging are essential for next steps.

    Table outlining an example buyer's journey with fields in green text that are to be to replaced with answers from your buyer interviews.

    Step 2.4

    Build Your Initial Campaign Plan and Targets

    Activities
    • 2.4.1. While product management and marketing is working on the business case, the campaign team is designing their launch campaign.
    • Expand from the product concept and build out the entire launch campaign identifying dates, CTA’s, channels, and asset types needed that will be built during the Build phase.

    This step will walk you through the following activities:

    • Outline deployment plan of activities and outcomes
    • Draw up specs for needed assets, web-page changes, emails, target segments, and targets for leads generated

    This step involves the following participants:

    • Project lead
    • Field Marketing
    • Product Marketing

    Outcomes of this step

    • The initial draft of the campaign plan that outlines multichannel activities, dates, and assets that need to be sourced and/or created

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    2.4.1 Document your campaign plan

    2 hours

    On the following Awareness and Lead Gen Engine slide:
    1. Tailor the slide to describe your lead generation engine as you will use it when you get to latter steps to describe the activities in your lead gen engine and weigh them for go-to-market strategy.
    2. Use the template to see what makes up a typical lead gen and awareness building engine to see what you may be missing, as well as to record your current engine “parts.”
      • Note: The “Goal” image in upper right is meant as a reminder that marketers should establish a goal for Sales Qualified Leads (SQL’s) delivered to field sales for each campaign.

    On the Product and Launch Concept slides:

    1. Update the slides with findings from 2.3 and 2.4.

    Download the Go-to-Market Strategy Presentation Template

    “Only 32% of marketers – and 29% of B2B marketers – said the process of planning campaigns went very well. Just over half were sure they had selected the right business goal for a given marketing project and only 42% were confident they identified the right audience – which is, of course, a critical determinant for achieving success.” (MIT Sloan Management Review)

    Launch campaign

    Our Goal for [Campaign name] is to generate X SQL’s

    Flowchart of the steps to take when a campaign is launched, from 'Organic Website Visits' and 'Go Live' to future 'Sales Opportunities'. A key is present to decipher various icons.

    Awareness

    PR/EXTERNAL COMMS:

    Promote release in line with company story

    • [Executive Name] interview with [Publication Y] on [Launch Topic X] – Mo./Day
    • Press Release on new enhancements – Mo./Day
    • [Executive Name] interview with [Publication Z] on [Launch Topic X] – Mo./Day
    ANALYST RELATIONS:

    Receive analyst feedback pre-launch and brief with final releases messaging/positioning

    • Inquiry with [Key Analysts] on [Launch Topic X] – Mo./Day, pre launch
    • Press Release shared on new enhancements – Launch day minus two days
    • Analyst briefing with [Key Analysts] on [Launch Topic X] – Launch day minus two days

    Download the Go-to-Market Strategy Presentation Template

    2.4.2 Campaign targets

    Goal: Establish a Marketing-Influenced Win target that will be achieved for this launch

    We advise setting a target for the launch campaign. Here is a suggested approach:
    1. Understand what % of all sales wins are touched by marketing either through first or last touch attribution. This is the % of Marketing-Influenced Wins (MIWs).
    2. Determine what sales wins are needed to attain product revenue targets for this launch.
    3. Apply the actual company MIW % to the number of deals that must be closed to achieve target product launch revenues. This becomes the MIW target for this launch campaign.
    4. Then, using your average marketing funnel conversion rates working backwards from MIWs to Opportunities, Sales Accepted Leads (SALs), Sales Qualified Leads (SQLs), Marketing Qualified Leads (MQLs), up to website visits.
    5. Update the slides with findings from 2.3 and 2.4.

    Download the Go-to-Market Strategy Presentation Template

    “Marketing should quantify its contribution to the business. One metric many clients have found valuable is Marketing Influenced Wins (MIW). Measured by what % of sales wins had a last-touch marketing attribution, marketers in the 30% – 40% MIW range are performing well.” (SoftwareReviews Advisory Research)

    Step 2.5

    Develop Initial Budgets Across All Areas

    Activities
    • 2.5.1 Use the Go-to-Market Budget Workbook and work with your workstream leads.
      • Capture the costs associated with this GTM Strategy and Launch.
      • Summarize your GTM budget in the Go-to-Market Strategy Presentation, including the details behind the gross margin calculation for your GTM Strategy/campaign if required.

    This step will walk you through the following activities:

    • Field marketing, product marketing, creative, others to identify the specific budget elements needed for this campaign/launch

    This step involves the following participants:

    • Project lead
    • Field Marketing
    • Product Marketing
    • Branding/creative

    Outcomes of this step

    • The initial marketing budget for this campaign/launch

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    2.5.1 Develop your GTM Strategy/product launch campaign budget

    Goal: Work with your workstream leads to identify all incremental costs associated with this GTM strategy and product launch

    1. Use the Go-to-Market Budget Workbook and adjust to include the areas that are identified by your workstream leads as being applicable to this GTM Strategy and Launch.
      • These should be incremental costs to normal operating and capital budgets and those areas that are fully approved for inclusion by your Steering Committee/Sponsoring Executive.
    2. Begin to Catalog all applicable costs to include all key areas such as:
      • Technology costs for internal use (typically from Marketing Ops), and “core” to product technology costs working with the product team
      • Channel marketing programs, agency (e.g. branding, naming, web design, SEO, content marketing, etc.), T&E, paid media, events, marketing assets, etc.
    3. Note that in the Align Step – Step 3, you will see your workstream leads each develop their individual contributions to both the launch plan as well a budget.

    4. Summarize your initial GTM budget findings in the Go-to-Market Strategy Presentation, including the details behind the gross margin calculation for your GTM Strategy/campaign if required. Again, you will flush out the final costs within each workstream areas in Phase 3, ”Align.”

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 2.6

    Draft Initial Product Business Case

    Activities
    • 2.6.1 Here’s where you begin to pull together all the essential elements of your final business case.
      • For many organizations that require a view of return on investment, you will begin here to shape the key elements that your organization requires for a complete business case to go ahead with the needed investments.
      • The goal is to compare estimated costs to estimated revenues to ensure acceptable margins will be delivered for this GTM strategy/product launch.
      • The culmination of work to get to this calculation will continue through Phase 3; however, the following slide illustrates the kind of visualization that will be possible with our approach.

    This step will walk you through the following activities:

    • A product revenue forecast is created, alignment with sales/sales targets is created for a minimum viable product (MVP) that meets the buyer’s needs at the price point established/validated

    This step involves the following participants:

    • Project lead
    • Product management
    • Product marketing
    • Sales leadership

    Outcomes of this step

    • The important measures of:
      • Product revenue forecast
      • Supported MVP features

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    Gross Margin Estimates – part of a complete product business case

    Your goal: Earn more than you spend! This projection of estimated gross margins should be part of your product launch business case. The GTM initiative lead and workstream leads are charged with estimating incremental costs, and product and sales must work together on the revenue forecast.

    Net Return

    We estimate our 12 month gross profit to be ….

    Quarterly Revenues

    Based on sales forecast, our quarterly/monthly revenues are ….

    Estimated Expenses

    Incremental up-front costs are expected to be ….

    Example 'P&L waterfall for Product X Launch' with notes. Green bars are 'Increase', red bars are 'Decrease', and blue bars are 'Total'. Red bar note: 'Your estimated incremental up-front costs', Green bar note: 'Your estimated net incremental revenues vs. costs', Blue bar note: 'Your estimated net gross profit for this product launch and campaign', 'END' note: 'Extend for suitable period'.

    2.6.1 Develop your initial product business case

    Goal: Focused on the Product Concept areas related to product Market Fit, Buyer Needs and Market Opportunity, Product Managers will summarize in order to gain approval for Build

    1. Using the Go-to-Market Strategy Presentation, product managers should ensure the product concept slide(s) support the rationale to move to Build phase. Key areas include:
      1. Adequate market opportunity size – that is worth the incremental investment
      2. Acceptable costs/investment to pursue the opportunity – design, creative services for branding, web design, product naming, asset creation, copywriting, translation services not available in-house
      3. Well-defined product market fit – review buyer interviews that identify buyer pain points and ideas that will deliver needed business value
      4. Buyer-validated commercials – buyer-validated pricing and packaging
      5. Product development budget and staffing support to build viable MVP & beyond roadmap – development budget and staffing is in place/budgeted to deliver MVP by target date and continue to ensure attainment of product revenue targets
      6. Unique product value proposition that is competitively differentiated – to drive acceptable win rates
      7. Product Sales Forecast – that when compared to costs meets company investment hurdle rates
      8. Sales Leadership support for achieving sales forecast and supported sales/channel resourcing plan – sales leadership has taken on forecasted revenues as an incremental sales quota and has budget for additional hiring, enablement, and training for attainment.
    2. Go to the Go-to-Market Strategy Presentation and complete the slides summarizing these key areas that support the business case for the next phases of Build and Launch.

    Product Business Case Checklist:

    • Acceptably large enough product market opportunity
    • Well-defined competitive differentiation
    • Buyer-validated product-market fit
    • Buyer-validated and competitive commercials (i.e. pricing, packaging)
    • An MVP with roadmap that aligns to buyer needs and buyer-validated price points
    • A 24–36 month sales forecast with CRO sign-up and support for attainment
    • Costs of launch vs. forecasted revenues to gauge gross margins

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 2.7

    Update the GTM Strategy Presentation Deck for Executive Review and Sign-off

    Activities
    • 2.7.1 Update the deck with Phase 2 findings culminating in the business case.

    This step will walk you through the following activities:

    • Drop into the GTM Strategy deck the summary findings from the team’s work
    • Write an executive summary that garners executive support for needed funds, signed-up-for sales targets, agreed upon launch timing
    • Steering Committee alignment on above and next steps

    This step involves the following participants:

    • Project lead
    • Steering Committee
    • Workstream leads

    Outcomes of this step

    • Executive support for the GTM Strategy plan and approval to proceed to Phase 3

    Phase 2 – Validate designs with buyers and solidify product business case

    Step 2.1 Step 2.2 Step 2.3 Step 2.4 Step 2.5 Step 2.6 Step 2.7

    2.7.1 Update your GTM Strategy deck for Design Steering Committee approval

    1. As you near completion of the Go-to-Market Strategy Phase – Design Step, while your emerging business case is important, it will be finalized in the Align Step.
    2. An important test to pass before proceeding to the Align step of the GTM Strategy, is to answer several key questions:
      1. Have you validated the product value proposition with buyers?
      2. Is the competitive differentiation clear for this offering?
      3. Did Sales support the business case by signing up for the incremental quota?
      4. Has product defined an MVP that aligns with the buyer value needed to drive purchases?
      • If the answer is “no” you need to return to these steps and ensure completion
    3. Pull together a summary review deck, schedule a meeting with the Steering Committee, and present to-date findings for approval to move onto Phase 3.

    Download the Go-to-Market Strategy Presentation Template

    Sample of the 'PLAN' section of the GTM Strategy optimization diagram with 'GTM Design Review' circled in red.

    The presentation you create contains:

    • Timelines and a work plan
    • Expanded product concept to include your packaging and pricing approach
    • Feedback from buyers on validated product concept especially commercial elements
    • Expanded campaign plan and marketing budget
    • Initial product business case

    Build a More Effective Go-to-Market Strategy

    Phase 3

    Align stakeholder plans to prep for build

    Phase 1

    1.1 Select Steering Cmte/team, build aligned vision for GTM

    1.2 Buyer personas, journey, initial messaging

    1.3 Build initial product hypothesis

    1.4 Size market opportunity

    1.5 Outline digital/tech requirements

    1.6 Competitive SWOT

    1.7 Select routes to market

    1.8 Craft GTM Strategy deck

    Phase 2

    2.1 Brand consistency check

    2.2 Formulate packaging and pricing

    2.3 Craft buyer-valid product concept

    2.4 Build campaign plan and targets

    2.5 Develop cost budgets across all areas

    2.6 Draft product business case

    2.7 Update GTM Strategy deck

    Phase 3

    3.1 Assess tech/tools support for all GTM phases

    3.2 Outline sales enablement and Customer Success plan

    3.3 Build awareness plan

    3.4 Finalize business case

    3.5 Final GTM Plan deck

    This phase will walk you through the following activities:

    1. Assess tech/tools support for all GTM phases
    2. Map lead generation plan
    3. Outline Customer Success plan
    4. Build awareness plan (PR/AR, etc.)
    5. Finalize product business case
    6. Final GTM planning deck and Steering Committee review

    This phase involves the following stakeholders:

    • Steering Committee
    • Working group leaders

    To complete this phase, you will need:

    Go-to-Market Strategy Presentation Template Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook
    Sample of the Go-to-Market Strategy Presentation Template deliverable. Sample of the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook deliverable.
    Use the Go-to-Market Strategy Presentation Template to document the results from the following activities:
    • Documenting your GTM Strategy Stakeholders
    • Documenting your GTM Strategy Working Team
    Use the Go-to-Market Cost Budget and Revenue Forecast Workbook to:
    • Tally budgets from across key functions involved in the GTM Strategy
    • Compare with forecasted revenues to assess gross margins

    Step 3.1

    Assess Technology and Tools Support for Your GTM Strategy as Well as Future Phases of GTM

    Activities
    • 3.1.1 Have Marketing Operations document what tech stack improvements are required in order to get the team to a successful launch. Understand costs and implementation timelines and work it into the Go-to-Market Budget Workbook.

    This step will walk you through the following activities:

    • After completing your initial survey in Step 1, complete requirements building for needed technology and tools acquisition/upgrade in campaign management, sales opportunity management, and analytics.

    This step involves the following participants:

    • Project lead
    • Marketing operations/digital
    • IT

    Outcomes of this step

    • Build a business requirement against which to evaluate new/upgraded vendor tools to support the entire GTM process

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.1.1 Technology plan and investments

    Goal: Outline the results of our analysis and Info-Tech analyst guidance regarding supporting systems, tools, and technologies to support our go-to-market strategy

    1. Plans, timings, and incremental costs related to, but not limited to, the following apps/tools/technologies:
      1. Lead management/Marketing automation
      2. Marketing analytics
      3. Sales Opportunity Management System (OMS) and Configure, Price, and Quote (CPQ) applications
      4. Sales engagement
      5. Sales analytics
      6. Customer service and support/Customer interaction hub
      7. Customer data management and analytics
      8. Customer experience platforms
      9. Marketing content management
      10. Creative tools
      11. Share of voice and social platform management
      12. Etc.
    2. Go to the Go-to-Market Budget Workbook and complete by adding costs identified in above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record in the Go-to-Market Strategy Presentation completing the areas within the slides related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 3.2

    Outline Sales Enablement and Support for Customer Success to Include Onboarding and Ongoing Engagement

    Activities
    • 3.3.1 Sales Enablement – develop the sales enablement and training plan for Launch to include activities, responsible parties, dates for delivery, etc.

    This step will walk you through the following activities:

    • Finalize the customer success training and support plan
    • Onboarding scripts
    • Changes to help screens in application
    • Timing to plan for Quality Acceptance

    This step involves the following participants:

    • Project lead
    • Customer Success lead
    • Product management
    • Product marketing

    Outcomes of this step

    • Plan for creation of copy, assets, and rollout pan to support clients and client segments for Launch

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.2.1 Outline sales enablement

    Goal: Outline sales collateral, updates to sales proposals, CPQ, Opportunity Management Systems, and sales training

    1. Describe the requirements for sales enablement to include elements such as:
      1. Sales collateral
      2. Client-facing presentations
      3. Sales proposal updates
      4. Updates to Configure, Price, and Quote (CPQ) applications
      5. Updates to Opportunity Management System (OMS) applications
      6. Sales demo versions of the new product
      7. Sales communication plans
      8. Sales training and certification programs
    2. Go to the Go-to-Market Budget Workbook and add the costs identified in above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record as well in the Go-to-Market Strategy Presentation completing the areas within the slides related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    3.2.2 Outline customer success

    Goal: Outline customer support/success requirements and plan

    1. Plans, timings, and incremental costs for the following:
      1. Onboarding scripts for the new solution
      2. Updates to retention lifecycle
      3. FAQ answers
      4. Updates to online help/support system
      5. “How-to” videos
      6. Live chat updates
      7. Updates to “provide feedback” system
      8. Updates to Quarterly Business Review slides
    2. Go to the Go-to-Market Budget Workbook and add the costs identified in above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record in the Go-to-Market Strategy Presentation and complete the areas within the slides related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 3.3

    Build an Awareness Plan Covering Media, Social Media, and Industry Analysts

    Activities
    • 3.4.1 Corp Comms/PR/AR – develop the overall awareness plans for executive interviews, articles placed, social drops, analyst briefing dates, and internal associate comms if required.

    This step will walk you through the following activities:

    • Outline outbound communications plans including press releases, social posts, etc.
    • Describe dates for AR outreach to covering analysts
    • Develop the internal communications plan

    This step involves the following participants:

    • Project lead
    • Corporate Comms lead
    • Creative
    • Analyst relations
    • Social media marketing lead

    Outcomes of this step

    • Plan for creation of copy, assets, and rollout pan to support awareness building, external communications, and internal communications if required

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.3.1 Internal communications plan

    Goal: Outline complete internal communications plan. For large-scale changes (i.e. rebranding, M&A, etc.) HR may drive significant volume of employee communications working with Corporate Comms

    1. Plans, timings, and incremental costs for the following:
      1. Complete a comms plan with dates, messages, and channels
      2. Team member roles and responsibilities
      3. Intranet article and posting schedules
      4. Creation of new office signage, merchandise, etc. for employee kits
      5. Pre-launch announcements schedule
      6. Launch day communications, events, and activities
      7. Post launch update schedule and messages for launch success
      8. Incremental staffing and resources/budget requirements
    2. Go to the Go-to-Market Budget Workbook and add costs identified in above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record as well in the Go-to-Market Strategy Presentation completing the areas related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    3.3.2 PR and External Communications Plan

    Goal: Outline complete internal communications plan. For large scale changes (i.e. rebranding, M&A, etc.) HR may drive significant volume of employee communications working with Corporate Comms

    1. Plans, timings, and incremental costs for the following:
      1. List of Tier 1 and Tier 2 media authors covering the [product/initiative] market area
      2. Schedule of launch briefings, with any non-analyst influencers
      3. Timing of press releases
      4. Required supporting executives and stakeholders for each of the above meetings
      5. Slide deck/media kit for the above and planned questions to support needed feedback
      6. Media Site materials especially to support media questions and requests for briefings
      7. Social postings calendar of activities and key messages plan
      8. Publish data of [product/initiative] relevant articles with set-back schedules
      9. Cultivation of reference customers and client testimonials for media outreach
      10. Requirements for additional staffing to cover product/initiative new market and analysts
      11. Internal and external events calendar to invite media
    2. Go to the Go-to-Market Budget Workbook and add the costs identified in the above areas that are specific to this go-to-market strategy, Build, and Launch initiative. Record in the Go-to-Market Strategy Presentation by completing the areas related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    3.3.3 Analyst relations plan

    Goal: Outline incremental costs in analyst communications, engagement, and access to research

    1. Plans, timings, and incremental costs for the following:
      1. List of Tier 1 and Tier 2 analysts for the [product/initiative] market area
      2. Schedule of inquiries, pre-launch briefings, launch briefings, and post-launch feedback
      3. Required supporting executives and stakeholders for each of the above meetings
      4. Analyst deck for each of the above and planned questions to support needed feedback
      5. Analyst Site materials to support 2nd and 3rd Tier analysts’ questions and requests for briefings
      6. Social postings calendar of activities and key messages
      7. Resources to respond to analyst blogs and/or social posts regarding your product/initiative area
      8. Timing of important and relevant analyst document/methodology publishing dates with set-back schedules
      9. Cultivation of reference customers and client testimonials to coincide with analyst outreach for research and for buyer review sites/reviews data gathering
      10. Requirements for additional staffing to cover product/initiative new market and analysts
      11. Events calendar where analysts will be presenting on this product/initiative market
    2. Go to the Go-to-Market Budget Workbook and add the costs identified in the above areas that are specific to this go-to-market strategy, Build and Launch initiative. Record in the Go-to-Market Strategy Presentation by completing the areas related to the Product and Launch Concepts and Business Case.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Step 3.4

    Finalize Product Business Case With Collaborative Input From Product, Sales, and Marketing

    Activities
    • 3.5.1 Convene the team to align sales, marketing, and product around the business case.

    This step will walk you through the following activities:

    • Refine the product business case initiated in Phase 2
    • Align product revenue forecast with sales revenue forecast
    • Align MVP features to be developed during “GTM – Build” with customer validated product-market fit

    This step involves the following participants:

    • Project lead
    • Product management
    • Product marketing

    Outcomes of this step

    • Product business case

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.4.1 Final product Build and Launch business case

    Goal: Beyond the product business case, factor in costs for technology, campaigning, sales enablement, and customer success in order to gain approval for Build and Launch

    1. Using the Go-to-Market Strategy Presentation, workstream leads and Go-to-Market Initiative leaders will finalize the anticipated incremental costs, and when compared to projected product revenues, present to the Steering Committee including CFO for final approval before moving to Build and Launch.
    2. To present a complete business case, key cost areas include:
      1. All the areas outlined up through Step 3.4 plus:
      2. Technology/MarTech Stack incremental costs
      3. Channel programs, branding/agency, pricing, packaging/product, and T&E incremental costs
      4. Campaign related – creative, content marketing, paid media, events, SEO, lists/data
      5. Sales Enablement, Customer Support/Success incremental costs
      6. Internal communications/events/activities/signage costs
      7. PR/AR/Media incremental costs
    3. Compare to final Sales/Product agreed projected revenues, in order to calculate estimated gross margins

    Go to the Go-to-Market Budget Workbook as outlined in prior steps and document final incremental costs and projected revenues and summarize within the Go-to-Market Strategy Presentation.

    Download the Go-to-Market Strategy Cost Budget and Revenue Forecast Workbook

    Download the Go-to-Market Strategy Presentation Template

    Product Build and Launch Business Case Checklist:

    • Acceptably large enough product market opportunity
    • Well-defined competitive differentiation
    • Buyer-validated product-market fit
    • Buyer-validated and competitive commercials (i.e. pricing, packaging)
    • An MVP with roadmap that aligns with buyer needs and buyer validated price points
    • A 24–36 month sales forecast with CRO sign-up and support for attainment
    • Incremental product development, tech, marketing, sales, customer success, AR/PR costs vs. forecasted revenues fall within acceptable margins

    Step 3.5

    Develop Your Final Executive Presentation to Request Approval and Proceed to GTM Build Phase

    Activities
    • 3.6.1 Update the Product, Launch, Journey, and Business Case slides included within the Go-to-Market Strategy Presentation Template with Phase 3 findings culminating in the business case.

    This step will walk you through the following activities:

    • Update the previously created slides with findings from Phase 3
    • Hold a Steering Committee meeting and present findings for approval

    This step involves the following participants:

    • Steering Committee
    • Workstream leads

    Outcomes of this step

    • GTM Strategy approved to move to GTM Build

    Phase 3 – Align functional plans with a compelling business case for product build

    Step 3.1 Step 3.2 Step 3.3 Step 3.4 Step 3.5

    3.5.1 Update your GTM Strategy deck for Align Steering Committee approval

    1. As you near completion of the Go-to-Market Strategy Phase – Align Step, an important test to pass before proceeding to the Design step of GTM Strategy, is to answer several key questions:
      1. Are Sales, Product, and Marketing all aligned and in agreement on the business case?
      2. Are the gross margin calculations acceptable to the Steering Committee? CFO? CEO?
    2. If the answer is “no” you need to return to prior steps and ensure completion.
    3. Pull together a summary review deck, schedule a meeting with the Steering Committee, present to-date findings for approval to move on to Build Phase.
    4. Once your final business case is accepted, you are ready to move on to the GTM Build and Launch phases. These phases are covered in sperate SoftwareReviews blueprints.

    Download the Go-to-Market Strategy Presentation Template

    Sample of the 'PLAN' section of the GTM Strategy optimization diagram with 'GTM Align Review' circled in red.

    The presentation you create contains:

    • Timelines and work plan updates
    • Tech stack needs/modifications
    • An expanded product concept to include packaging and pricing approach
    • Asset-type concepts for marketing campaigns, sales collateral, website, and social
    • Outline of initial Launch dates
    • Outline of initial customer success, awareness/PR/AR plans, and sales training plans
    • Final business case

    Summary of Accomplishment

    Problem Solved – A More Effective Go-to-Market Strategy

    By guiding your team through the Go-to-Market planning process applied to an actual GTM Strategy, you have built an important set of capabilities that underpins today’s well-managed software companies. By following the step-by-step process outlined in this blueprint, you have delivered a host of benefits that include the following:

    • Alignment of Product, Marketing, Sales, and Customer Success around a deeper understanding of your target buyers and what it takes to build competitive differentiation.
    • You have calculated your product market opportunity and whether it’s worth the investment in the long-term, and for the short term you have estimated gross margins as an important part of the business case.
    • Built executive support and confidence by leading a disparate team in complex decision making that is fact and evidence based to make more effective go/no go decisions related to investing in new products.
    • And finally, because you and your team have demonstrated their ability to align programs toward a common goal and program-manage a complex initiative through to successful completion, you have led your team to develop the “institutional muscle” to take on equally complex initiatives such as acquisition integration, rebranding, launching in a new region, etc.

    Therefore, developing the capabilities to manage a complex go-to-market strategy is akin to building company scalability and is sought after as a professional development opportunity that each executive should have on his/her résumé.

    If you would like additional support, contact us and we’ll make sure you get the professional expertise you need.

    Contact your account representative for more information.

    info@softwarereviews.com 1-888-670-8889

    Bibliography

    Acosta, Danette. “Average Customer Retention Rate by Industry.” Profitwell.com. Accessed Jan. 2022.

    Ashkenas, Ron, and Patrick Finn. “The Go-To-Market Approach Startups Need to Adopt.” Harvard Business Review, June 2016. Accessed Jun. 2021.

    Bilardi, Emma. “ How to Create Buyer Personas.” Product Marketing Alliance, July 2020. Accessed Dec. 2021.

    Cespedes, Frank V. “Defining a Post-Pandemic Channel Strategy.” Harvard Business Review, Apr. 2021. Accessed Jul. 2021.

    Chapman, Lawrence. “A Visual Guide to Product Launches.” Product Marketing Alliance. Accessed Jul. 2021.

    Chapman, Lawrence. “Everything You Need To Know About Go-To-Market Strategies.” Product Marketing Alliance. Accessed Jul. 2021.

    Christiansen, Clayton. “The Innovators Dilemma.” Harvard Business School Press, 1997.

    Drzewicki, Matt. “Digital Marketing Maturity: The Path to Success.” MIT Sloan Management Review. Accessed Dec. 2021.

    “Go-To-Market Refresher,” Product Marketing Alliance. Accessed Jul. 2021

    Harrison, Liz; Dennis Spillecke, Jennifer Stanley, and Jenny Tsai. “Omnichannel in B2B sales: The new normal in a year that has been anything but.” McKinsey & Company, 15 March, 2021. Accessed Dec. 2021.

    Jansen, Hasse. “Buyer Personas – 33 Mind Blowing Stats.” Boardview, 19 Feb. 2016. Accessed Jan. 2022.

    Scott, Ryan. “Creating a Brand Identity: 20 Questions to Consider.” Lean Labs, Jun 2021. Accessed Jul. 2021.

    Smith, Michael L., and James Erwin. “Role and Responsibility Charting (RACI).” DOCSearch. Accessed Jan. 2022. Web.

    “What is the Total Addressable Market (TAM).” Corporate Finance Institute (CFI), n.d. Accessed Jan. 2022.

    Related Software Reviews Research

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    Drive Successful Sourcing Outcomes With a Robust RFP Process

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    • Parent Category Name: Vendor Management
    • Parent Category Link: /vendor-management
    • Most IT organizations do not have standard RFP templates and tools.
    • Many RFPs lack sufficient requirements.
    • Most RFP team members are not adequately trained on RFP best practices.
    • Most IT departments underestimate the amount of time that is required to perform an effective RFP.

    Our Advice

    Critical Insight

    • Vendors generally do not like RFPs
      Vendors view RFPs as time consuming and costly to respond to and believe that the decision is already made.
    • Dont ignore the benefits of an RFI
      An RFI is too often overlooked as a tool for collecting information from vendors about their product offerings and services.
    • Leverage a pre-proposal conference to maintain an equal and level playing field
      Pre-proposal conference is a convenient and effective way to respond to vendors’ questions ensuring all vendors have the same information to provide a quality response.

    Impact and Result

    • A bad or incomplete RFP results in confusing and incomplete vendor RFP responses which consume time and resources.
    • Incomplete or misunderstood requirements add cost to your project due to the change orders required to complete the project.

    Drive Successful Sourcing Outcomes With a Robust RFP Process Research & Tools

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

    1. Storyboard – Leverage your vendor sourcing process to get better results

    Discover a proven process for your RFPs. Review Info-Tech’s process and understand how you can prevent your organization from leaking negotiation leverage while preventing vendors from taking control of your RFP. Our 7-phase process prevents a bad RFP from taking your time, money, and resources.

    • Drive Successful Sourcing Outcomes With a Robust RFP Process Storyboard

    2. Define your RFP Requirements Tool – A convenient tool to gather your requirements and align them to your negotiation strategy.

    Use this tool to assist you and your team in documenting the requirements for your RFP. Use the results of this tool to populate the requirements section of your RFP.

    • RFP Requirements Worksheet

    3. RFP Development Suite of Tools – Use Info-Tech’s RFP, pricing, and vendor response tools and templates to increase your efficiency in your RFP process.

    Configure this time-saving suite of tools to your organizational culture, needs, and most importantly the desired outcome of your RFP initiative. This suite contains four unique RFP templates. Evaluate which template is appropriate for your RFP. Also included in this suite are a response evaluation guidebook and several evaluation scoring tools along with a template to report the RFP results to stakeholders.

    • RFP Calendar and Key Date Tool
    • Vendor Pricing Tool
    • Lean RFP Template
    • Short-Form RFP Template
    • Long-Form RFP Template
    • Excel Form RFP Tool
    • RFP Evaluation Guidebook
    • RFP Evaluation Tool
    • Vendor TCO Tool
    • Consolidated Vendor RFP Response Evaluation Summary
    • Vendor Recommendation Presentation

    Infographic

    Workshop: Drive Successful Sourcing Outcomes With a Robust RFP Process

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

    1 Foundation for Creating Requirements

    The Purpose

    Problem Identification

    Key Benefits Achieved

    Current process mapped and requirements template configured

    Activities

    1.1 Overview and level-setting

    1.2 Identify needs and drivers

    1.3 Define and prioritize requirements

    1.4 Gain business authorization and ensure internal alignment

    Outputs

    Map Your Process With Gap Identification

    Requirements Template

    Map Your Process With Gap Identification

    Requirements Template

    Map Your Process With Gap Identification

    Requirements Template

    Map Your Process With Gap Identification

    Requirements Template

    2 Creating a Sourcing Process

    The Purpose

    Define Success Target

    Key Benefits Achieved

    Baseline RFP and evaluation templates

    Activities

    2.1 Create and issue RFP

    2.2 Evaluate responses/proposals and negotiate the agreement

    2.3 Purchase goods and services

    Outputs

    RFP Calendar Tool

    RFP Evaluation Guidebook

    RFP Respondent Evaluation Tool

    3 Configure Templates

    The Purpose

    Configure Templates

    Key Benefits Achieved

    Configured Templates

    Activities

    3.1 Assess and measure

    3.2 Review templates

    Outputs

    Long-Form RFP Template

    Short-Form RFP Template

    Excel-Based RFP Template

    Further reading

    Drive Successful Sourcing Outcomes With a Robust RFP Process

    Leverage your vendor sourcing process to get better results.

    EXECUTIVE BRIEF

    Drive Successful Sourcing Outcomes with a Robust RFP Process

    Lack of RFP Process Causes...
    • Stress
    • Confusion
    • Frustration
    • Directionless
    • Exhaustion
    • Uncertainty
    • Disappointment
    Solution: RFP Process
    Steps in an RFP Process, 'Identify Need', 'Define Business Requirements', 'Gain Business Authorization', 'Perform RFI/RFP', 'Negotiate Agreement', 'Purchase Good and Services', and 'Assess and Measure Performance'.
    • Best value solutions
    • Right-sized solutions
    • Competitive Negotiations
    • Better requirements that feed negotiations
    • Internal alignment on requirements and solutions
    • Vendor Management Governance Plan
    Requirements
    • Risk
    • Legal
    • Support
    • Security
    • Technical
    • Commercial
    • Operational
    • Vendor Management Governance
    Templates, Tools, Governance
    • RFP Template
    • Your Contracts
    • RFP Procedures
    • Pricing Template
    • Evaluation Guide
    • Evaluation Matrix
    Vendor Management
    • Scorecards
    • Classification
    • Business Review Meetings
    • Key Performance Indicators
    • Contract Management
    • Satisfaction Survey

    Analyst Perspective

    Consequences of a bad RFP

    Photo of Steven Jeffery, Principal Research Director, Vendor Management, Co-Author: The Art of Creating a Quality RFP, Info-Tech Research Group

    “A bad request for proposal (RFP) is the gift that keeps on taking – your time, your resources, your energy, and your ability to accomplish your goal. A bad RFP is ineffective and incomplete, it creates more questions than it answers, and, perhaps most importantly, it does not meet your organization’s expectations.”

    Steven Jeffery
    Principal Research Director, Vendor Management
    Co-Author: The Art of Creating a Quality RFP
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    • Most IT organizations are absent of standard RFP templates, tools, and processes.
    • Many RFPs lack sufficient requirements from across the business (Legal, Finance, Security, Risk, Procurement, VMO).
    • Most RFP team members are not adequately trained on RFP best practices.
    • Most IT departments underestimate the amount of time required to perform an effective RFP.
    • An ad hoc sourcing process is a common recipe for vendor performance failure.

    Common Obstacles

    • Lack of time
    • Lack of resources
    • Right team members not engaged
    • Poorly defined requirements
    • Too difficult to change supplier
    • Lack of a process
    • Lack of adequate tools/processes
    • Lack of a vendor communications plan that includes all business stakeholders.
    • Lack of consensus as to what the ideal result should look like.

    Info-Tech’s Approach

    • Establish a repeatable, consistent RFP process that maintains negotiation leverage and includes all key components.
    • Create reusable templates to expedite the RFP evaluation and selection process.
    • Maximize the competition by creating an equal and level playing field that encourages all the vendors to respond to your RFP.
    • Create a process that is clear and understandable for both the business unit and the vendor to follow.
    • Include Vendor Management concepts in the process.

    Info-Tech Insight

    A well planned and executed sourcing strategy that focuses on solid requirements, evaluation criteria, and vendor management will improve vendor performance.

    Executive Summary

    Your Challenge

    Your challenge is to determine the best sourcing tool to obtain vendor information on capabilities, solution(s), pricing and contracting: RFI, RFP, eRFX.

    Depending on your organization’s knowledge of the market, your available funding, and where you are in the sourcing process, there are several approaches to getting the information you need.

    An additional challenge is to answer the question “What is the purpose of our RFX?”

    If you do not have in-depth knowledge of the market, available solutions, and viable vendors, you may want to perform an RFI to provide available market information to guide your RFP strategy.

    If you have defined requirements, approved funding, and enough time, you can issue a detailed, concise RFP.

    If you have “the basics” about the solution to be acquired and are on a tight timeframe, an “enhanced RFI” may fit your needs.

    This blueprint will provide you with the tools and processes and insights to affect the best possible outcome.

    Executive Summary

    Common Obstacles

    • Lack of process/tools
    • Lack of input from stakeholders
    • Stakeholders circumventing the process to vendors
    • Vendors circumventing the process to key stakeholders
    • Lack of clear, concise, and thoroughly articulated requirements
    • Waiting until the vendor is selected to start contract negotiations
    • Waiting until the RFP responses are back to consider vendor management requirements
    • Lack of clear communication strategy to the vendor community that the team adheres to

    Many organizations underestimate the time commitment for an RFP

    70 Days is the average duration of an IT RFP.

    The average number of evaluators is 5-6

    4 Is the average number of vendor submissions, each requiring an average of two to three hours to review. (Source: Bonfire, 2019. Note: The 2019 Bonfire report on the “State of the RFP” is the most recent published.)

    “IT RFPs take the longest from posting to award and have the most evaluators. This may be because IT is regarded as a complex subject requiring complex evaluation. Certainly, of all categories, IT offers the most alternative solutions. The technology is also changing rapidly, as are the requirements of IT users – the half-life of an IT requirement is less than six months (half the requirements specified now will be invalid six months from now). And when the RFP process takes up two of those months, vendors may be unable to meet changed requirements when the time to implement arrives. This is why IT RFPs should specify the problem to be resolved rather than the solution to be provided. If the problem resolution is the goal, vendors are free to implement the latest technologies to meet that need.” (Bonfire, “2019 State of the RFP”)

    Why Vendors Don’t Like RFPs

    Vendors’ win rate

    44%

    Vendors only win an average of 44% of the RFPs they respond to (Loopio, 2022).
    High cost to respond

    3-5%

    Vendors budget 3-5% of the anticipated contract value to respond (LinkedIn, 2017, Note: LinkedIn source is the latest information available).
    Time spent writing response

    23.8 hours

    Vendors spend on average 23.8 hours to write or respond to your RFP (Marketingprofs, 2021).

    Negative effects on your organization from a lack of RFP process

    Visualization titled 'Lack of RFP Process Causes' with the following seven items listed.

    Stress, because roles and responsibilities aren’t clearly defined and communication is haphazard, resulting in strained relationships.

    Confusion, because you don’t know what the expected or desired results are.

    Directionless, because you don’t know where the team is going.

    Uncertainty, with many questions of your own and many more from other team members.

    Frustration, because of all the questions the vendors ask as a result of unclear or incomplete requirements.

    Exhaustion, because reviewing RFP responses of insufficient quality is tedious.

    Disappointment in the results your company realizes.

    (Source: The Art of Creating a Quality RFP)

    Info-Tech’s approach

    Develop an inclusive and thorough approach to the RFP Process

    Steps in an RFP Process, 'Identify Need', 'Define Business Requirements', 'Gain Business Authorization', 'Perform RFI/RFP', 'Negotiate Agreement', 'Purchase Good and Services', and 'Assess and Measure Performance'.

    The Info-Tech difference:

    1. The secret to managing an RFP is to make it as manageable and as thorough as possible. The RFP process should be like any other aspect of business – by developing a standard process. With a process in place, you are better able to handle whatever comes your way, because you know the steps you need to follow to produce a top-notch RFP.
    2. The business then identifies the need for more information about a product/service or determines that a purchase is required.
    3. A team of stakeholders from each area impacted gather all business, technical, legal, and risk requirements. What are the expectations of the vendor relationship post-RFP? How will the vendors be evaluated?
    4. Based on the predetermined requirements, either an RFI or an RFP is issued to vendors with a predetermined due date.

    Insight Summary

    Overarching insight

    Without a well defined, consistent RFP process, with input from all key stakeholders, the organization will not achieve the best possible results from its sourcing efforts.

    Phase 1 insight

    Vendors are choosing to not respond to RFPs due to their length and lack of complete requirements.

    Phase 2 insight

    Be clear and concise in stating your requirements and include, in addition to IT requirements, procurement, security, legal, and risk requirements.

    Phase 3 insight

    Consider adding vendor management requirements to manage the ongoing relationship post contract.

    Tactical insight

    Consider the RFP Evaluation Process as you draft the RFP, including weighting the RFP components. Don’t underestimate the level of effort required to effectively evaluate responses – write the RFP with this in mind.

    Tactical insight

    Provide strict, prescriptive instructions detailing how the vendor should submit their responses. Controlling vendor responses will increase your team’s efficiency in evaluations while providing ease of reference responses across multiple vendors.

    Key deliverables

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Key deliverables:

    Info-Tech provides you with the tools you need to go to market in the most efficient manner possible, with guidance on how to achieve your goals.

    Sample of

    Long-Form RFP Template
    For when you have complete requirements and time to develop a thorough RFP.
    Sample of the Long-Form RFP Template deliverable. Short-Form RFP Template
    When the requirements are not as extensive, time is short, and you are familiar with the market.
    Sample of the Short-Form RFP Template deliverable.
    Lean RFP Template
    When you have limited time and some knowledge of the market and wish to include only a few vendors.
    Sample of the Lean RFP Template deliverable. Excel-Form RFP Template
    When there are many requirements, many options, multiple vendors, and a broad evaluation team.
    Sample of the Excel-Form RFP Template deliverable.

    Blueprint benefits

    IT Benefits
    • Side-by-side comparison of vendor capabilities
    • Pricing alternatives
    • No surprises
    • Competitive solutions to deliver the best results
    Mutual IT and Business Benefits
    • Reduced time to implement
    • Improved alignment between IT /Business
    • Improved vendor performance
    • Improved vendor relations
    Business Benefits
    • Budget alignment, reduced cost
    • Best value
    • Risk mitigation
    • Legal and risk protections

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    Guided Implementation

    Workshop

    Consulting

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful." "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track." "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place." "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    A Guided Implementation (GI) is a series of calls with an Info-Tech analyst to help implement our best practices in your organization.

    A typical GI is seven to twelve calls over the course of four to six months.

    What does a typical GI on this topic look like?

    Phase 1

    Phase 2

    Phase 3

    Phase 4

    Phase 5

    Phase 6

    Phase 7

    Call #1: Identify the need Call #3: Gain business authorization Call #5: Negotiate agreement strategy Call #7: Assess and measure performance
    Call #2: Define business requirements Call #4: Review and perform the RFX or RFP Call #6: Purchase goods and services

    Workshop Overview

    Contact your account representative for more information.
    workshops@infotech.com1-888-670-8889

    Day 1 Day 2 Day 3
    Activities
    Answer “What problem do we need to solve?”

    1.1 Overview and level-setting

    1.2 Identify needs and drivers

    1.3 Define and prioritize requirements

    1.4 Gain business authorization and ensure internal alignment

    Define what success looks like?

    2.1 Create and issue RFP

    2.2 Evaluate responses/ proposals and negotiate the agreement.

    2.3 Purchase goods and services

    Configure Templates

    3.1 Assess and measure

    3.2 Review tools

    Deliverables
    1. Map your process with gap identification
    2. RFP Requirements Worksheet
    1. RFP Calendar and Key Date Tool
    2. RFP Evaluation Guidebook
    3. RFP Evaluation Tool
    1. Long-form RFP Template
    2. Short-form RFP Template
    3. Excel-based RFP Tool
    4. Lean RFP Template

    Phase 1

    Identify Need

    Steps

    1.1 Establish the need to either purchase goods/services (RFP) or acquire additional information from the market (RFI).

    Steps in an RFP Process with the first step, 'Identify Need', highlighted.

    This phase involves the following participants:

    • Business stakeholders
    • IT
    • Sourcing/Procurement
    • Finance

    Identify the need based on business requirements, changing technology, increasing vendor costs, expiring contracts, and changing regulatory requirements.

    Outcomes of this phase

    Agreement on the need to go to market to make a purchase (RFP) or to acquire additional information (RFI) along with a high-level agreement on requirements, rough schedule (is there time to do a full blown RFP or are you time constrained, which may result in an eRFP) and the RFP team is identified.

    Identify Need
    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Identify the Need for Your RFP

    • An RFP is issued to the market when you are certain that you intend to purchase a product/service and have identified an adequate vendor base from which to choose as a result of:

      • IT Strategy
      • Changes in technology
      • Marketplace assessment
      • Contract expiration/renewal
      • Changes in regulatory requirements
      • Changes in the business’ requirements
    • An RFI is issued to the market when you are uncertain as to available technologies or supplier capabilities and need budgetary costs for planning purposes.
    • Be sure to choose the right RFx tool for your situation!
    Stock photo of a pen circling the word 'needs' on a printed document.

    Phase 2

    Define Your RFP Requirements

    Steps

    2.1 Define and classify the technical, business, financial, legal, and support and security requirements for your business.

    Steps in an RFP Process with the second step, 'Define Business Requirements', highlighted.

    This phase involves the following participants:

    • IT
    • Legal
    • Finance
    • Risk management
    • Sourcing/Procurement
    • Business stakeholders

    Outcomes of this phase

    A detailed list of required business, technical, legal and procurement requirements classified as to absolute need(s), bargaining and concession need(s), and “nice to haves.”

    Define Business Requirements

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Define RFP Requirements

    Key things to consider when defining requirements

    • Must be inclusive of the needs of all stakeholders: business, technical, financial, and legal
    • Strive for clarity and completeness in each area of consideration.
    • Begin defining your “absolute,” “bargaining,” “concession,” and ‘”dropped/out of scope” requirements to streamline the evaluation process.
    • Keep the requirements identified as “absolute” to a minimum, because vendors that do not meet absolute requirements will be removed from consideration.
    • Do you have a standard contract that can be included or do you want to review the vendor’s contract?
    • Don’t forget Data Security!
    • Begin defining your vendor selection criteria.
    • What do you want the end result to look like?
    • How will you manage the selected vendor after the contract? Include key VM requirements.
    • Defining requirements can’t be rushed or you’ll find yourself answering many questions, which may create confusion.
    • Collect all your current spend and budget considerations regarding the needed product(s) and service(s).

    “Concentrate on the needs of the organization and not the wants of the individuals when creating requirements to avoid scope creep.” (Donna Glidden, ITRG Research Director)

    Leverage the “ABCD” approach found in our Prepare for Negotiations More Effectively blueprint:
    https://tymansgrpup.com/research/ss/prepare-for-negotiations-more-effectively

    2.1 Prioritize your requirements

    1 hr to several days

    Input: List of all requirements from IT and IT Security, Business, Sourcing/Procurement, Risk Management, and Legal

    Output: Prioritized list of RFP requirements approved by the stakeholder team

    Materials: The RFP Requirements Worksheet

    Participants: All stakeholders impacted by the RFP: IT, IT Security, the Business, Sourcing/ Procurement, Risk Management, Legal

    1. Use this tool to assist you and your team in documenting the requirements for your RFP. Leverage it to collect and categorize your requirements in preparation for negotiations. Use the results of this tool to populate the requirements section of your RFP.
    2. As a group, review each of the requirements and determine their priority as they will ultimately relate to the negotiations.
      • Prioritizing your requirements will set up your negotiation strategy and streamline the process.
      • By establishing the priority of each requirement upfront, you will save time and effort in the selection process.
    3. Review RFP requirements with stakeholders for approval.

    Download the RFP Requirements Worksheet

    Phase 3

    Gain Business Authorization

    Steps

    3.1 Obtain business authorization from the business, technology, finance and Sourcing/Procurement

    Steps in an RFP Process with the third step, 'Gain Business Authorization', highlighted.

    This phase involves the following participants:

    • Business stakeholders
    • Technology and finance (depending upon the business)
    • Sourcing/Procurement

    Outcomes of this phase

    Approval by all key stakeholders to proceed with the issuing of the RFP and to make a purchase as a result.

    Gain Business Authorization

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Gain Business Authorization

    Gain authorization for your RFP from all relevant stakeholders
    • Alignment of stakeholders
    • Agreement on final requirements
    • Financial authorization
    • Commitment of resources
    • Agreement on what constitutes vendor qualification
    • Finalization of selection criteria and their prioritization

    Obtaining cross-function alignment will clear the way for contract, SOW, and budget approvals and not waste any of your and your vendor’s resources in performing an RFP that your organization is not ready to implement or invest financial and human resources in.

    Stock photo of the word 'AUTHORIZED' stamped onto a white background with a much smaller stamp laying beside it.

    Phase 4

    Create and Issue

    Steps

    4.1 Build your RFP

    4.2 Decide RFI or not

    4.3 Create your RFP

    4.4 Receive & answer questions

    4.5 Perform Pre-Proposal Conference

    4.6 Evaluate responses

    Steps in an RFP Process with the fourth step, 'Perform RFI/RFP', highlighted.

    This phase involves the following participants:

    • The RFP owner
    • IT
    • Business SMEs/stakeholders

    Outcomes of this phase

    RFP package is issued to vendors and includes the date of the Pre-Proposal Conference, which should be held shortly after RFP release and includes all parties.

    SME’s/stakeholders participate in providing answers to RFP contact for response to vendors.

    Create and Issue Your RFP/RFI

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Build your RFP with evaluation in mind

    Easing evaluation frustrations

    At the beginning of your RFP creation process consider how your requirements will impact the vendor’s response. Concentrate on the instructions you provide the vendors and how you wish to receive their responses. View the RFP through the lens of the vendors and envision how they are going to respond to the proposal.

    Limiting the number of requirements included in the RFP will increase the evaluation team’s speed when reviewing vendors’ responses. This is accomplished by not asking questions for common features and functionality that all vendors provide. Don’t ask multiple questions within a question. Avoid “lifting” vendor-specific language to copy into the RFP as this will signal to vendors who their competition might be and may deter their participation. Concentrate your requirement questions to those areas that are unique to your solution to reduce the amount of time required to evaluate the vendors’ response.

    Things to Consider When Creating Your RFP:

    • Consistency is the foundation for ease of evaluation.
    • Provide templates, such as an Excel worksheet, for the vendor’s pricing submissions and for its responses to close-ended questions.
    • Give detailed instructions on how the vendor should organize their response.
    • Limit the number of open-ended questions requiring a long narrative response to must-have requirements.
    • Organize your requirements and objectives in a numerical outline and have the vendor respond in the same manner, such as the following:
      • 1
      • 1.1
      • 1.1.1

    Increase your response quality

    Inconsistent formatting of vendor responses prevents an apples-to-apples evaluation between vendor responses. Evaluation teams are frequently challenged and are unable to evaluate vendors’ responses equally against each other for the following reasons:

    Challenges
    • Vendor responses are submitted with different and confusing nomenclature
    • Inconsistent format in response
    • Disparate order of sections in the vendors responses
    • Different style of outlining their responses, e.g. 1.1 vs. I.(i)
    • Pricing proposal included throughout their response
    • Responses are comingled with marketing messages
    • Vendor answers to requirements or objectives are not consolidated in a uniform manner
    • Disparate descriptions for response subsections
    Prevention
    • Provide specific instructions as to how the vendor is to organize their response:
      • How to format and outline the response
      • No marketing material
      • No pricing in the body of the response
    • Provide templates for pricing, technical, operational, and legal aspects.

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Perform Request for Information

    Don’t underestimate the importance of the RFI

    As the name implies, a request for information (RFI) is a tool for collecting information from vendors about the companies, their products, and their services. We find RFIs useful when faced with a lot of vendors that we don’t know much about, when we want to benchmark the marketplace for products and services, including budgetary information, and when we have identified more potential vendors than we care to commit a full RFP to.

    RFIs are simpler and less time-consuming than RFPs to prepare and evaluate, so it can make a lot of sense to start with an RFI. Eliminating unqualified vendors from further consideration will save your team from weeding through RFP responses that do not meet your objectives. For their part, your vendors will appreciate your efforts to determine up-front which of them are the best bets before asking them to spend resources and money producing a costly proposal.

    While many organizations rarely use RFIs, they can be an effective tool in the vendor manager’s toolbox when used at the right time in the right way. RFIs can be deployed in competitive targeted negotiations.

    A Lean RFP is a two-stage strategy that speeds up the typical RFP process. The first stage is like an RFI on steroids, and the second stage is targeted competitive negotiation.

    Don’t rely solely on the internet to qualify vendors; use an RFI to acquire additional information before finalizing an RFP.

    4.2.1 In a hurry? Consider a Lean RFP instead of an RFP

    Several days
    1. Create an RFI with all of the normal and customary components. Next, add a few additional RFP-like requirements (e.g. operational, technical, and legal requirements). Make sure you include a request for budgetary pricing and provide any significant features and functionality requirements so that the vendors have enough information to propose solutions. In addition, allow the vendors to ask questions through your single point of coordination and share answers with all of the vendors. Finally, notify the vendors that you will not be doing an RFP.
    2. Review the vendors’ proposals and evaluate their proposals against your requirements along with their notional or budgetary pricing.
    3. Have the evaluators utilize the Lean RFP Template to record their scores accordingly.
    4. After collecting the scores from the evaluators, consolidate the scores together to discuss which vendors – we recommend two or three – you want to present demos.
    5. Based on the vendors’ demos, the team selects at least two vendors to negotiate contract and pricing terms with intent of selecting the best-value vendor.
    6. The Lean RFP shortens the typical RFP process, maintains leverage for your organization, and works great with low- to medium-spend items (however your organization defines them). You’ll get clarification on vendors’ competencies and capabilities, obtain a fair market price, and meet your internal clients’ aggressive timelines while still taking steps to protect your organization.

    Download the Lean RFP Template

    Download the RFP Evaluation Tool

    4.2.1 In a hurry? Consider a Lean RFP instead of an RFP continued

    Input

    • List of technical, operational, business, and legal requirements
    • Budgetary pricing ask

    Output

    • A Lean RFP document that includes the primary components of an RFP
    • Lean RFP vendors response evaluation

    Materials

    • Lean RFP Template
    • RFP Evaluation Tool
    • Contracting requirements
    • Pricing

    Participants

    • IT
    • Business
    • Finance
    • Sourcing/Procurement

    Case Study

    A Lean RFP saves time
    INDUSTRY: Pharmaceutical
    SOURCE: Guided Implementation
    Challenge
    • The vendor manager (VM) was experiencing pressure to shorten the expected five-month duration to perform an RFP for software that planned, coordinated, and submitted regulatory documents to the US Food and Drug Administration.
    • The VM team was not completely familiar with the qualified vendors and their solutions.
    • The organization wanted to capitalize on this opportunity to enhance its current processes with the intent of improving efficiencies in documentation submissions.
    Solution
    • Leveraging the Lean RFP process, the team reduced the 200+ RFP questionnaire into a more manageable list of 34 significant questions to evaluate vendor responses.
    • The team issued the Lean RFP and requested the vendors’ responses in three weeks instead of the five weeks planned for the RFP process.
    • The team modified the scoring process to utilize a simple weighted-scoring methodology, using a scale of 1-5.
    Results
    • The Lean RFP scaled back the complexity of a large RFP.
    • The customer received three vendor responses ranging from 19 to 43 pages and 60-80% shorter than expected if the RFP had been used. This allowed the team to reduce the evaluation period by three weeks.
    • The duration of the RFx process was reduced by more than two months – from five months to just under three months.

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    4.3.1 RFP Calendar

    1 hour

    Input: List duration in days of key activities, RFP Calendar and Key Date Tool, For all vendor-inclusive meetings, include the dates on your RFP calendar and reference them in the RFP

    Output: A timeline to complete the RFP that has the support of each stakeholder involved in the process and that allows for a complete and thorough vendor response.

    Materials: RFP Calendar and Key Date Tool

    Participants: IT management, Business stakeholder(s), Legal (as required), Risk management (as required), Sourcing/Procurement, Vendor management

    1. As a group, identify the key activities to be accomplished and the amount of time estimated to complete each task:
      1. Identify who is ultimately accountable for the completion of each task
      2. Determine the length of time required to complete each task
    2. Use the RFP Calendar and Key Date Tool to build the calendar specific to your needs.
    3. Include vendor-related dates in the RFP, i.e., Pre-Proposal Conference, deadline for RFP questions as well as response.

    Download the RFP Calendar and Key Date Tool

    Draft your RFP

    Create and issue your RFP, which should contain at least the following:
    • The ability for the vendors to ask clarifying questions (in writing, sent to the predetermined RFP contact)
    • Pre-Proposal/Pre-Bid Conference schedule where vendors can receive the same answer to all clarifying written questions
    • A calendar of events (block the time on stakeholder calendars – see template).
    • Instructions to potential vendors on how they should construct and return their response to enable effective and timely evaluation of each offer.
    • Requirements; for example: Functional, Operational, Technical, and Legal.
    • Specification drawings as if applicable.
    • Consider adding vendor management requirements – how do you want to manage the relationship after the deal is done?
    • A pricing template for vendors to complete that facilitates comparison across multiple vendors.
    • Contract terms required by your legal team (or your standard contract for vendors to redline as part of their response and rated/ranked accordingly).
    • Create your RFP with the evaluation process and team in mind to ensure efficiency and timeliness in the process. Be clear, concise, and complete in the document.
    • Consistency and completeness is the foundation for ease of evaluation.
    • Give vendors detailed instruction on how to structure and organize their response.
    • Limit the number of open-ended questions requiring a long narrative response.
    • Be sure to leverage Info-Tech’s proven and field-tested Short-Form, Long-Form, and Lean RFP Templates provided in this blueprint.

    Create a template for the vendors’ response

    Dictating to the vendors the format of their response will increase your evaluation efficiency
    Narrative Response:

    Create either a Word or Excel document that provides the vendor with an easy vehicle for their response. This template should include the question identifier that ties the response back to the requirement in the RFP. Instruct vendors to include the question number on any ancillary materials they wish to include.

    Pricing Response:

    Create a separate Excel template that the vendors must use to provide their financial offer. This template should include pricing for hardware, software, training, implementation, and professional services, as well as placeholders for any additional fees.

    Always be flexible in accepting alternative proposals after the vendor has responded with the information you requested in the format you require.

    Stock image of a paper checklist in front of a laptop computer's screen.

    4.3.2 Vendor Pricing Tool

    1 hour

    Input: Identify pricing components for hardware, software, training, consulting/services, support, and additional licenses (if needed)

    Output: Vendor Pricing Tool

    Materials: RFP Requirements Worksheet, Pricing template

    Participants: IT, Finance, Business stakeholders, Sourcing/Procurement, Vendor management

    1. Using a good pricing template will prevent vendors from providing pricing offers that create a strategic advantage designed to prevent you from performing an apples-to-apples comparison.
    2. Provide specific instructions as to how the vendor is to organize their pricing response, which should be submitted separate from the RFP response.
    3. Configure and tailor pricing templates that are specific to the product and/or services.
    4. Upon receipt of all the vendor’s responses, simply cut and paste their total response to your base template for an easy side-by-side pricing comparison.
    5. Do not allow vendors to submit financial proposals outside of your template.

    Download the Vendor Pricing Tool

    Three RFP Templates

    Choose the right template for the right sourcing initiative

    • Short-Form
    • Use the Short-Form RFP Template for simple, non-complex solutions that are medium to low dollar amounts that do not require numerous requirements.

    • Long-Form
    • We recommend the Long-Form RFP Template for highly technical and complex solutions that are high dollar and have long implementation duration.

    • Excel-Form
    • Leverage the Excel-Form RFP Tool for requirements that are more specific in nature to evaluate a vendor’s capability for their solution. This template is designed to be complete and inclusive of the RFP process, e.g., requirements, vendor response, and vendor response evaluation scoring.

    Like tools in a carpenters’ tool box or truck, there is no right or wrong template for any job. Take into account your organization culture, resources available, time frame, policies, and procedures to pick the right tool for the job. (Steve Jeffery, Principal Research Director, Vendor Management, Co-Author: The Art of Creating a Quality RFP, Info-Tech Research Group)

    4.3.3 Short-Form RFP Template

    1-2 hours

    Input: List of technical, legal, business, and data security requirements

    Output: Full set of requirements, prioritized, that all participants agree to

    Materials: Short-Form RFP Template, Vendor Pricing Tool, Supporting exhibits

    Participants: IT management, Business stakeholder(s), Legal (as required), Risk management (as required), Sourcing/Procurement, Vendor management

    • This is a less complex RFP that has relatively basic requirements and perhaps a small window in which the vendors can respond. As with the long-form RFP, exhibits are placed at the end of the RFP, an arrangement that saves both your team and the vendors time. Of course, the short-form RFP contains less-specific instructions, guidelines, and rules for vendors’ proposal submissions.
    • We find that short-form RFPs are a good choice when you need to use something more than a request for quote (RFQ) but less than an RFP running 20 or more pages. It’s ideal, for example, when you want to send an RFP to only one vendor or to acquire items such as office supplies, contingent labor, or commodity items that don’t require significant vendor risk assessment.

    Download the Short-Form RFP Template

    4.3.4 Long-Form RFP Template

    1-3 hours

    Input: List of technical, legal, business, and data security requirements

    Output: Full set of requirements, prioritized, that all stakeholders agree to

    Materials: Long-Form RFP Template, Vendor Pricing Tool, Supporting exhibits

    Participants: IT management, Business stakeholder(s), Legal (as required), Risk management (as required), Sourcing/Procurement, Vendor management

    • A long-form or major RFP is an excellent tool for more complex and complicated requirements. This template is for a baseline RFP.
    • It starts with best-in-class RFP terms and conditions that are essential to maintaining your control throughout the RFP process. The specific requirements for the business, functional, technical, legal, and pricing areas should be included in the exhibits at the end of the template. That makes it easier to tailor the RFP for each deal, since you and your team can quickly identify specific areas that need modification. Grouping the exhibits together also makes it convenient for both your team to review and the vendors to respond.
    • You can use this sample RFP as the basis for your template RFP, taking it all as is or picking and choosing the sections that best meet the mission and objectives of the RFP and your organization.

    Download the Long-Form RFP Template

    4.3.5 Excel-Form RFP Tool

    Several weeks

    Input: List of technical, legal, business, and data security requirements

    Output: Full set of requirements, prioritized, that all stakeholders agree to

    Materials: Excel-Form RFP Template, Vendor Pricing Tool, Supporting exhibits

    Participants: IT management, Business stakeholder(s), Legal (as required), Risk management (as required), Sourcing/Procurement, Vendor management

    • The Excel-Form RFP Tool is used as an alternative to the other RFP toolsets if you have multiple requirements and have multiple vendors to choose from.
    • Requirements are written as a “statement” and the vendor can select from five answers as to their ability to meet the requirements, with the ability to provide additional context and materials to augment their answers, as needed.
    • Requirements are listed separately in each tab, for example, Business, Legal, Technical, Security, Support, Professional Services, etc.

    Download the Excel-Form RFP Template

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Answer Vendor Questions

    Maintaining your equal and level playing field among vendors

    • Provide an adequate amount of time from the RFP issue date to the deadline for vendor questions. There may be multiple vendor staff/departments that need to read the RFP and then discuss their response approach and gather any clarifying questions, so we generally recommend three to five business days.
    • There should be one point of contact for all Q&A, which should be submitted in writing via email only. Be sure to plan for enough time to get the answers back from the RFP stakeholders.
    • After the deadline, collect all Q&A and begin the process of consolidating into one document.
    Large silver question mark.
    • Be sure to anonymize both vendor questions and your responses, so as not to reveal who asked or answered the question.
    • Send the document to all RFP respondents via your sourcing tool or BCC in an email to the point of contact, with read receipt requested. That way, you can track who has received and opened the correspondence.
    • Provide the answers a few days prior to the Pre-Proposal Conference to allow all respondents time to review the document and prepare any additional questions.
    • Begin the preparation for the Pre-Proposal Conference.

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Conduct Pre-Proposal Conference

    Maintain an equal and level playing field

    • Consolidate all Q&A to be presented to all vendors during the Pre-Proposal Conference.
    • If the Pre-Proposal Conference is conducted via conference call, be sure to record the session and advise all participants at the beginning of the call.
    • Be sure to have key stakeholders present on the call to answer questions.
    • Read each question and answer, after which ask if there are any follow up questions. Be sure to capture them and then add them to the Q&A document.
    • Remind respondents that no further questions will be entertained during the remainder of the RFP response period.
    • Send the updated and completed document to all vendors (even if circumstances prevented their attending the Pre-Proposal Conference). Use the same process as when you sent out the initial answers: via email, blind copy the respondents and request read/receipt.

    “Using a Pre-Proposal Conference allows you to reinforce that there is a level playing field for all of the vendors…that each vendor has an equal chance to earn your business. This encourages and maximizes competition, and when that happens, the customer wins.” (Phil Bode, Principal Research Director, Co-Author: The Art of Creating a Quality RFP, Info-Tech Research Group)

    Pre-Proposal Conference Agenda

    Modify this agenda for your specific organization’s culture
    1. Opening Remarks & Welcome – RFP Manager
      1. Agenda review
      2. Purpose of the Pre-Proposal Conference
    2. Review Agenda
      1. Introduction of your (customer) attendees
    3. Participating Vendor Introduction (company name)
    4. Executive or Sr. Leadership Comments (limit to five minutes)
      1. Importance of the RFP
      2. High-level business objective or definition of success
    5. Review Key Dates in the RFP

    (Source: The Art of Creating a Quality RFP, Jeffery et al., 2019)
    1. Review of any Technical Drawings or Information
      1. Key technical requirements and constraints
      2. Key infrastructure requirements and constraints
    2. Review of any complex RFP Issues
      1. Project scope/out of scope
    3. Question &Answer
      1. Vendors’ questions in alphabetical order
    4. Review of Any Specific Instructions for the Respondents
    5. Conclusion/Closing
      1. Review how to submit additional questions
      2. Remind vendors of the single point of contact

    Allow your executive or leadership sponsor to leave the Pre-Proposal Conference after they provide their comments to allow them to continue their day while demonstrating to the vendors the importance of the project.

    Six Steps to Perform RFI/RFP

    Step 1

    • Build your RFP with evaluation in mind.

    Step 2

    • RFI or no RFI
    • Consider a Lean RFP

    Step 3

    • Create your RFP
    • Establish your RFP dates
    • Decide on RFP template
      • Short
      • Long
      • Excel
    • Create a template for vendors’ response
    • Create your Pricing Template

    Step 4

    • Receive RFP questions from vendors
    • Review and prepare answers to questions for the Pre-Proposal Conference

    Step 5

    • Conduct a Pre-Proposal Conference

    Step 6

    • Receive vendors’ proposals
    • Review for compliance and completion
    • Team evaluates vendors’ proposals.
    • Prepare TCO
    • Draft executive recommendation report

    Evaluate Responses

    Other important information

    • Consider separating the pricing component from the RFP responses before sending them to reviewers to maintain objectivity until after you have received all ratings on the proposals themselves.
    • Each reviewer should set aside focused time to carefully read each vendor’s response
    • Read the entire vendor proposal – they spent a lot time and money responding to your request, so please read everything.
    • Remind reviewers that they should route any questions to the vendor through the RFP manager.
    • Using the predetermined ranking system for each section, rate each section of the response, capturing any notes, questions, or concerns as you proceed through the document(s).
    Stock photo of a 'Rating' meter with values 'Very Bad to 'Excellent'.

    Use a proven evaluation method

    Two proven methods to reviewing vendors’ proposals are by response and by objective

    The first, by response, is when the evaluator reviews each vendor’s response in its entirety.

    The second, reviewing by objective, is when the evaluator reviews each vendor’s response to a single objective before moving on to the next.

    By Response

    Two-way arrow with '+ Pros' in green on the left and 'Cons -' in red on the right.

    By Objective

    Two-way arrow with '+ Pros' in green on the left and 'Cons -' in red on the right.

    • Each response is thoroughly read all the way through.
    • Response inconsistencies are easily noticed.
    • Evaluators obtain a good feel for the vendor's response.
    • Evaluators will lose interest as they move from one response to another.
    • Evaluation will be biased if the beginning of response is subpar, influencing the rest of the evaluation.
    • Deficiencies of the perceived favorite vendor are overlooked.
    • Evaluators concentrate on how each objective is addressed.
    • Evaluators better understand the responses, resulting in identifying the best response for the objective.
    • Evaluators are less susceptible to supplier bias.
    • Electronic format of the response hampers response review per objective.
    • If a hard copy is necessary, converting electronic responses to hard copy is costly and cumbersome.
    • Discipline is required to score each vendor's response as they go.

    Maintain evaluation objectivity by reducing response evaluation biases

    Evaluation teams can be naturally biased during their review of the vendors’ responses.

    You cannot eliminate bias completely – the best you can do is manage it by identifying these biases with the team and mitigating their influence in the evaluation process.

    Vendor

    The evaluator only trusts a certain vendor and is uncomfortable with any other vendor.
    • Evaluate the responses blind of vendor names, if possible.
    Centerpiece for this table, titled 'BIAS' and surrounding by iconized representations of the four types listed.

    Account Representatives

    Relationships extend beyond business, and an evaluator doesn't want to jeopardize them.
    • Craft RFP objectives that are vendor neutral.

    Technical

    A vendor is the only technical solution the evaluator is looking for, and they will not consider anything else.
    • Conduct fair and open solution demonstrations.

    Price

    As humans, we can justify anything at a good price.
    • Evaluate proposals without awareness of price.

    Additional insights when evaluating RFPs

    When your evaluation team includes a member of the C-suite or senior leadership, ensure you give them extra time to sufficiently review the vendor's responses. When your questions require a definitive “Yes”/“True” or “No”/“False” responses, we recommend giving the maximum score for “Yes”/“True” and the minimum score for “No”/“False”.
    Increase your efficiency and speed of evaluation by evaluating the mandatory requirements first. If a vendor's response doesn't meet the minimum requirements, save time by not reviewing the remainder of the response. Group your RFP questions with a high-level qualifying question, then the supporting detailed requirements. The evaluation team can save time by not evaluating a response that does not meet a high-level qualifying requirement.

    Establish your evaluation scoring scale

    Define your ranking scale to ensure consistency in ratings

    Within each section of your RFP are objectives, each of which should be given its own score. Our recommended approach is to award on a scale of 0 to 5. With such a scale, you need to define every level. Below are the recommended definitions for a 0 to 5 scoring scale.

    Score Criteria for Rating
    5 Outstanding – Complete understanding of current and future needs; solution addresses current and future needs
    4 Competent – Complete understanding and adequate solution
    3 Average – Average understanding and adequate solution
    2 Questionable – Average understanding; proposal questionable
    1 Poor – Minimal understanding
    0 Not acceptable – Lacks understanding
    Stock photo of judges holding up their ratings.

    Weigh the sections of your RFP on how important or critical they are to the RFP

    Obtain Alignment on Weighting the Scores of Each Section
    • There are many ways to score responses, ranging from extremely simple to highly complicated. The most important thing is that everyone responsible for completing scorecards is in total agreement about how the scoring system should work. Otherwise, the scorecards will lose their value, since different weighting and scoring templates were used to arrive at their scores.
    • You can start by weighting the scores by section, with all sections adding up to 100%.
    Example RFP Section Weights
    Pie chart of example RFP section weights, 'Operational, 20%', 'Service-Level Agreements, 20%', 'Financial, 20%', 'Legal/Contractual, 15%', 'Technical, 10%' 'Functional, 15%'.
    (Source: The Art of Creating a Quality RFP, Jeffery et al., 2019)

    Protect your negotiation leverage with these best practices

    Protect your organization's reputation within the vendor community with a fair and balanced process.
    • Unless you regularly have the evaluators on your evaluation team, always assume that the team members are not familiar nor experienced with your process and procedures.
    • Do not underestimate the amount of preparations required to ensure that your evaluation team has everything they need to evaluate vendors’ responses without bias.
    • Be very specific about the expectations and time commitment required for the evaluation team to evaluate the responses.
    • Explain to the team members the importance of evaluating responses without conflicts of interest, including the fact that information contained within the responses and all discussions within the team are considered company owned and confidential.
    • Include examples of the evaluation and scoring processes to help the evaluators understand what they should be doing.
    • Finally – don’t forget to the thank the evaluation team and their managers for their time and commitment in contributing to this essential decision.
    Stock photo of a cork board with 'best practice' spelled out by tacked bits of paper, each with a letter in a different font.

    Evaluation teams must balance commercial vs. technical requirements

    Do not alter the evaluation weights after responses are submitted.
    • Evaluation teams are always challenged by weighing the importance of price, budget, and value against the technical requirements of “must-haves” and super cool “nice-to-haves.”
    • Encouraging the evaluation team not to inadvertently convert the nice-to-haves to must-haves will prevent scope creep and budget pressure. The evaluation team must concentrate on the vendors’ responses that drive the best value when balancing both commercial and technical requirements.
    Two blocks labelled 'Commercial Requirements' and 'Technical Requirements' balancing on either end of a flat sheet, which is balancing on a silver ball.

    4.6.1 Evaluation Guidebook

    1 hour

    Input: RFP responses, Weighted Scoring Matrix, Vendor Response Scorecard

    Output: One or two finalists for which negotiations will proceed

    Materials: RFP Evaluation Guidebook

    Participants: IT, Finance, Business stakeholders, Sourcing/Procurement, Vendor management

    1. Info-Tech provides an excellent resource for your evaluation team to better understand the process of evaluating vendor response. The guidebook is designed to be configured to the specifics of your RFP, with guidance and instructions to the team.
    2. Use this guidebook to provide instruction to the evaluation team as to how best to score and rate the RFP responses.
    3. Specific definitions are provided for applying the numerical scores to the RFP objectives will ensure consistency among the appropriate numerical score.

    Download the RFP Evaluation Guidebook

    4.6.2 RFP Vendor Proposal Scoring Tool

    1-4 hours

    Input: Each vendor’s RFP response, A copy of the RFP (less pricing), A list of the weighted criteria incorporated into a vendor response scorecard

    Output: A consolidated ranked and weighted comparison of the vendor responses with pricing

    Materials: Vendor responses, RFP Evaluation Tool

    Participants: Sourcing/Procurement, Vendor management

    1. Using the RFP outline as a base, develop a scorecard to evaluate and rate each section of the vendor response, based on the criteria predetermined by the team.
    2. Provide each stakeholder with the scorecard when you provide the vendor responses for them to review and provide the team with adequate time to review each response thoroughly and completely.
    3. Do not, at this stage, provide the pricing. Allow stakeholders to review the responses based on the technical, business, operational criteria without prejudice as to pricing.
    4. Evaluators should always be reminded that they are evaluating each vendor’s response against the objectives and requirements of the RFP. The evaluators should not be evaluating each vendor’s response against one another.
    5. While the team is reviewing and scoring responses, review and consolidate the vendor pricing submissions into one document for a side-by-side comparison.

    Download the RFP Evaluation Tool

    4.6.3 Total Cost of Owners (TCO)

    1-2 hours

    Input: Consolidated vendor pricing responses, Consolidated vendor RFP responses, Current spend within your organization for the product/service, if available, Budget

    Output: A completed TCO model summarizing the financial results of the RFP showing the anticipated costs over the term of the agreement, taking into consideration the impact of renewals.

    Materials: Vendor TCO Tool, Vendor pricing responses

    Participants: IT, Finance, Business stakeholders, Sourcing/Procurement

    • Use Info-Tech’s Vendor TCO Tool to normalize each vendor’s pricing proposal and account for the lifetime cost of the product.
    • Fill in pricing information (the total of all annual costs) from each vendor's returned Pricing Proposal.
    • The tool will summarize the net present value of the TCO for each vendor proposal.
    • The tool will also provide the rank of each pricing proposal.

    Download the Vendor TCO Tool

    Conduct an evaluation team results meeting

    Follow the checklist below to ensure an effective evaluation results meeting

    • Schedule the evaluation team’s review meeting well in advance to ensure there are no scheduling conflicts.
    • Collect the evaluation team’s scores in advance.
    • Collate scores and provide an initial ranking.
    • Do not reveal the pricing evaluation results until after initial discussions and review of the scoring results.
    • Examine both high and low scores to understand why the team members scored the response as they did.
    • Allow the team to discuss, debate, and arrive at consensus on the ranking.
    • After consensus, reveal the pricing to examine if or how it changes the ranking.
    • Align the team on the next steps with the applicable vendors.

    4.6.4 Consolidated RFP Response Scoring

    1-2 hours

    Input: Vendor Response Scorecard from each stakeholder, Consolidated RFP responses and pricing, Any follow up questions or items requiring further vendor clarification.

    Output: An RFP Response Evaluation Summary that identifies the finalists based on pre-determined criteria.

    Materials: RFP Evaluation Tool from each stakeholder, Consolidated RFP responses and pricing.

    Participants: IT, Finance, Business stakeholders, Sourcing/Procurement, Vendor management

    1. Collect from the evaluation team all scorecards and any associated questions requiring further clarification from the vendor(s). Consolidate the scorecards into one for presentation to the team and key decision makers.
    2. Present the final scores to the team, with the pricing evaluation, to determine, based on your needs, two or three finalists that will move forward to the next steps of negotiations.
    3. Discuss any scores that are have large gaps, e.g., a requirement with a score of one from one evaluator and the same requirement with a score five from different evaluator.
    4. Arrive at a consensus of your top one or two potential vendors.
    5. Determine any required follow-up actions with the vendors and include them in the Evaluation Summary.

    Download the Consolidated Vender RFP Response Evaluation Summary

    4.6.5 Vendor Recommendation Presentation

    1-3 hours
    1. Use the Vendor Recommendation Presentation to present your finalist and obtain final approval to negotiate and execute any agreements.
    2. The Vendor Recommendation Presentation provides leadership with:
      1. An overview of the RFP, its primary goals, and key requirements
      2. A summary of the vendors invited to participate and why
      3. A summary of each component of the RFP
      4. A side-by-side comparison of key vendor responses to each of the key/primary requirements, with ranking/weighting results
      5. A summary of the vendor’s responses to key legal terms
      6. A consolidated summary of the vendors’ pricing, augmented by the TCO calculations for the finalist(s).
      7. The RFP team’s vendor recommendations based on its findings
      8. A summary of next steps with dates
      9. Request approval to proceed to next steps of negotiations with the primary and secondary vendor

    Download the Vendor Recommendation Presentation

    4.6.5 Vendor Recommendation Presentation

    Input

    • Consolidated RFP responses, with a focus on key RFP goals
    • Consolidated pricing responses
    • TCO Model completed, approved by Finance, stakeholders

    Output

    • Presentation deck summarizing the key findings of the RFP results, cost estimates and TCO and the recommendation for approval to move to contract negotiations with the finalists

    Materials

    • Consolidated RFP responses, including legal requirements
    • Consolidated pricing
    • TCO Model
    • Evaluators scoring results

    Participants

    • IT
    • Finance
    • Business stakeholders
    • Legal
    • Sourcing/Procurement

    Caution: Configure templates and tools to align with RFP objectives

    Templates and tools are invaluable assets to any RFP process

    • Leveraging templates and tools saves time and provides consistency to your vendors.
    • Maintain a common repository of your templates and tools with different versions and variations. Include a few sentences with instructions on how to use the template and tools for team members who might not be familiar with them.

    Templates/Tools

    RFP templates and tools are found in a variety of places, such as previous projects, your favorite search engine, or by asking a colleague.

    Sourcing

    Regardless of the source of these documents, you must take great care and consideration to sanitize any reference to another vendor, company, or name of the deal.

    Review

    Then you must carefully examine the components of the deal before creating your final documents.

    Popular RFP templates include:

    • RFP documents
    • Pricing templates
    • Evaluation and scoring templates
    • RFP requirements
    • Info-Tech research

    Phase 5

    Negotiate Agreement(s)

    Steps

    5.1 Perform negotiation process

    Steps in an RFP Process with the fifth step, 'Negotiate Agreement', highlighted.

    This phase involves the following participants:

    • Procurement
    • Vendor management
    • Legal
    • IT stakeholders
    • Finance

    Outcomes of this phase

    A negotiated agreement or agreements that are a result of competitive negotiations.

    Negotiate Agreement(s)

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Negotiate Agreement

    You should evaluate your RFP responses first to see if they are complete and the vendor followed your instructions.


    Then you should:

    • Plan negotiation(s) with one or more vendors based on your questions and opportunities identified during evaluation.
    • Select finalist(s).
    • Apply selection criteria.
    • Resolve vendors’ exceptions.

    Info-Tech Insight

    Be certain to include any commitments made in the RFP, presentations, and proposals in the agreement – dovetails to underperforming vendor.

    Centerpiece of the table, titled 'Negotiation Process'.

    Leverage Info-Tech's negotiation process research for additional information

    Negotiate before you select your vendor:
    • Negotiating with two or more vendors will maintain your competitive leverage while decreasing the time it takes to negotiate the deal.
    • Perform legal reviews as necessary.
    • Use sound competitive negotiations principles.

    Info-Tech Insight

    Providing contract terms in an RFP can dramatically reduce time for this step by understanding the vendor’s initial contractual position for negotiation.

    Phase 6

    Purchase Goods and Services

    Steps

    6.1 Purchase Goods & Services

    Steps in an RFP Process with the sixth step, 'Purchase Goods and Services', highlighted.

    This phase involves the following participants:

    • Procurement
    • Vendor management
    • IT stakeholders

    Outcomes of this phase

    A purchase order that completes the RFP process.

    The beginning of the vendor management process.

    Purchase Goods and Services

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Purchase Goods and Services

    Prepare to purchase goods and services

    Prepare to purchase goods and services by completing all items on your organization’s onboarding checklist.
    • Have the vendor complete applicable tax forms.
    • Set up the vendor in accounts payable for electronic payment (ACH) set-up.
    Then transact day-to-day business:
    • Provide purchasing forecasts.
    • Complete applicable purchase requisition and purchase orders. Be sure to reference the agreement in the PO.
    Stock image of a computer monitor with a full grocery cart shown on the screen.

    Info-Tech Insight

    As a customer, honoring your contractual obligations and commitments will ensure that your organization is not only well respected but considered a customer of choice.

    Phase 7

    Assess and Measure Performance

    Steps

    7.1 Assess and measure performance against the agreement

    Steps in an RFP Process with the seventh step, 'Assess and Measure Performance', highlighted.

    This phase involves the following participants:

    • Vendor management
    • Business stakeholders
    • Senior leadership (as needed)
    • IT stakeholders
    • Vendor representatives & senior management

    Outcomes of this phase

    A list of what went well during the period – it’s important to recognize successes

    A list of areas needing improvement that includes:

    • A timeline for each item to be completed
    • The team member(s) responsible

    Purchase Goods and Services

    Phase 1 Phase 2 Phase 3 Phase 4 Phase 5 Phase 6 Phase 7

    Assess and Measure Performance

    Measure to manage: the job doesn’t end when the contract is signed.

    • Classify vendor
    • Assess vendor performance
    • Manage improvement
    • Conduct periodic vendor performance reviews or quarterly business reviews
    • Ensure contract compliance for both the vendor and your organization
    • Build knowledgebase for future
    • Re-evaluate and improve appropriately your RFP processes

    Info-Tech Insight

    To be an objective vendor manager, you should also assess and measure your company’s performance along with the vendor’s performance.

    Summary of Accomplishment

    Problem Solved

    Upon completion of this blueprint, guided implementation, or workshop, your team should have a comprehensive, well-defined end-to-end approach to performing a quality sourcing event. Leverage Info-Tech’s industry-proven tools and templates to provide your organization with an effective approach to maintain your negotiation leverage, improve the ease with which you evaluate vendor proposals, and reduce your risk while obtaining the best market value for your goods and services.

    Additionally, your team will have a foundation to execute your vendor management principles. These principles will assist your organization in ensuring you receive the perceived value from the vendor as a result of your competitive negotiations.

    If you would like additional support, have our analysts guide you through other phases as part of an Info-Tech workshop.

    Contact your account representative for more information.

    workshops@infotech.com 1-888-670-8889

    Final Thoughts: RFP Do’s and Don’ts

    DO

    • Leverage your team’s knowledge
    • Document and explain your RFP process to stakeholders and vendors
    • Include contract terms in your RFP
    • Consider vendor management requirements up front
    • Plan to measure and manage performance after contract award leveraging RFP objectives
    • Seek feedback from the RFP team for process improvements

    DON'T

    • Reveal your budget
    • Do an RFP in a vacuum
    • Send an RFP to a vendor your team is not willing to award the business to
    • Hold separate conversations with candidate vendors during your RFP process
    • Skimp on the requirements definition to speed the process
    • Tell the vendor they are selected before negotiating

    Bibliography

    “2022 RFP Response Trends & Benchmarks.” Loopio, 2022. Web.

    Corrigan, Tony. “How Much Does it Cost to Respond to an RFP?” LinkedIn, March 2017. Accessed 10 Dec. 2019

    “Death by RFP:7 Reasons Not to Respond.” Inc. Magazine, 2013. Web.

    Jeffery, Steven, George Bordon, and Phil Bode. The Art of Creating a Quality RFP, 3rd ed. Info-Tech Research Group, 2019.

    “RFP Benchmarks: How Much Time and Staff Firms Devote to Proposals.” MarketingProfs, 2020. Web.

    “State of the RFP 2019.” Bonfire, 2019. Web.

    “What Vendors Want (in RFPs).” Vendorful, 2020. Web.

    Related Info-Tech Research

    Stock photo of two people looking at a tablet. Prepare for Negotiations More Effectively
    • Negotiations are about allocating risk and money – how much risk is a party willing to accept at what price point?
    • Using a cross-functional/cross-insight team structure for negotiation preparation yields better results.
    • Soft skills aren’t enough and theatrical negotiation tactics aren’t effective.
    Stock photo of two people in suits shaking hands. Understand Common IT Contract Provisions to Negotiate More Effectively
    • Focus on the terms and conditions, not just the price. Too often, organizations focus on the price contained within their contracts, neglecting to address core terms and conditions that can end up costing multiples of the initial price.
    • Lawyers can’t ensure you get the best business deal. Lawyers tend to look at general terms and conditions for legal risk and may not understand IT-specific components and business needs.
    Stock photo of three people gathered around a computer. Jump Start Your Vendor Management Initiative
    • Vendor management must be an IT strategy. Solid vendor management is an imperative – IT organizations must develop capabilities to ensure that services are delivered by vendors according to service-level objectives and that risks are mitigated according to the organization's risk tolerance.
    • Visibility into your IT vendor community. Understand how much you spend with each vendor and rank their criticality and risk to focus on the vendors you should be concentrating on for innovative solutions.

    Corporate security consultancy

    Corporate security consultancy

    Based on experience
    Implementable advice
    human-based and people-oriented

    Engage our corporate security consultancy firm to discover any weaknesses within your company’s security management. Tymans Group has extensive expertise in helping small and medium businesses set up clear security protocols to safeguard their data and IT infrastructure. Read on to discover how our consulting firm can help improve corporate security within your company.

    Why should you hire a corporate security consultancy company?

    These days, corporate security includes much more than just regulating access to your physical location, be it an office or a store. Corporate security increasingly deals in information and data security, as well as general corporate governance and responsibility. Proper security protocols not only protect your business from harm, but also play an important factor in your overall success. As such, corporate security is all about setting up practical and effective strategies to protect your company from harm, regardless of whether the threat comes from within or outside. As such, hiring a security consulting firm to improve corporate security and security management within your company is not an unnecessary luxury, but a must.

    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

    Improve your corporate security with help from our consulting company

    As a consultancy firm, Tymans Group can help your business to identify possible threats and help set up strategies to avoid them. However, as not all threats can be avoided, our corporate security consultancy firm also helps you set up protocols to mitigate and manage them, as well as help you develop effective incident management protocols. All solutions are practical, people-oriented and based on our extensive experience and thus have proven effectiveness.

    Hire our experienced consultancy firm

    Engage the services of our consulting company to improve corporate security within your small or medium business. Contact us to set up an appointment on-site or book a one-hour talk with expert Gert Taeymans to discuss any security issues you may be facing. We are happy to offer you a custom solution.

    Register to read more …

    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

    Improve IT Operations With AI and ML

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    • member rating average days saved: Read what our members are saying
    • Parent Category Name: Operations Management
    • Parent Category Link: /i-and-o-process-management
    • Many IT departments experience difficulty with meeting the business' expectations for service delivery on a regular basis.
    • Despite significant investment in improving various areas of IT operations, you still feel like you’re constantly firefighting.
    • To tackle these issues, businesses tend to invest in purchasing multiple solutions. This not only complicates their IT operations, but also, in some cases, deteriorates functionality.

    Our Advice

    Critical Insight

    • To leverage AI capabilities, you first need to assess the current state of your IT operations and know what your priorities are.
    • Contemplate use cases that will get the most benefit from automation and start with processes that you are relatively comfortable handling.
    • Analyze your initial plan to identify easy wins, then expand your AIOps.

    Impact and Result

    • Perform a current state assessment to spot which areas within your operations management are the least mature and causing you the most grief. Identify which functional areas within operations management need to be prioritized for improvement.
    • Make a shortlist of use cases that will get the most benefit from AI-based technology.
    • Prepare a plan to deploy AI capabilities to improve your IT operations.

    Improve IT Operations With AI and ML Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out about the latest improvements in AIOps and how these can help you improve your IT operations. 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 the current state of IT operations management

    Identify where your organization currently stands in its operations management practices.

    • AIOps Project Summary Template
    • AIOps Prerequisites Assessment Tool

    2. Identify initiatives that align with operations requirements

    Recognize the benefits of AI and ML for your business. Determine the necessary roles and responsibilities for potential initiatives, then develop and assess your shortlist.

    • AIOps RACI Template
    • AIOps Shortlisting Tool

    3. Develop the AI roadmap

    Analyze your ROI for AIOps and create an action plan. Communicate your AI and ML initiatives to stakeholders to obtain their support.

    • AIOps ROI Calculator
    • AIOps Roadmap Tool
    • AIOps Communications Plan Template
    [infographic]

    Re-Envision Enterprise Printing

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    • Parent Category Name: End-User Computing Devices
    • Parent Category Link: /end-user-computing-devices
    • Enterprises may be overspending on printing, but this spend is often unknown and untracked.
    • You are locked into a traditional printer lease and outdated document management practices, hampering digital transformation.

    Our Advice

    Critical Insight

    Don’t just settle for printer consolidation: Seek to eliminate print and enlist your managed print services vendor to help you achieve that goal.

    Impact and Result

    • Identify reduction opportunities via a thorough inventory and requirements-gathering process, and educate others on the financial and non-financial benefits. Enforce reduced printing through policies.
    • Change your printing financial model to print as a service by building an RFP and scoring tool for managed print services that makes the vendor a partner in continuous innovation.
    • Leverage durable print management software to achieve vendor-agnostic governance and visibility.

    Re-Envision Enterprise Printing Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Re-Envision Enterprise Printing – A step-by-step document to help plan and execute a printer reduction project.

    This storyboard will help you plan the project, assess your current state and requirements, build a managed print services RFP and scoring process, and build continuous improvement of business processes into your operations.

    • Re-Envision Enterprise Printing – Phases 1-3

    2. Planning tools

    Use these templates and tools to plan the printer reduction project, document your inventory, assess current printer usage, and gather information on current and future requirements.

    • Enterprise Printing Project Charter
    • Enterprise Printing Roles and Responsibilities RACI Guide
    • Printer Reduction Tool
    • End-User Print Requirements Survey

    3. RFP tools

    Use these templates and tools to create an RFP for managed print services that can easily score and compare vendors.

    • Managed Print Services Vendor Assessment Questions
    • Managed Print Services RFP Vendor Proposal Scoring Tool
    • Managed Print Services RFP Template

    4. Printer policy

    Update the printer policy to express the new focus on reducing unsupported printer use.

    • Printer Policy Template

    Infographic

    Further reading

    Re-Envision Enterprise Printing

    Don't settle for printer consolidation; seek the elimination of print

    Analystperspective

    You're likely not in the printing business.
    Prepare your organization for the future by reducing print.

    Initiatives to reduce printers are often met with end-user resistance. Don't focus on the idea of taking something away from end users. Instead, focus on how print reduction fits into larger goals of business process improvement, and on opportunities to turn the vendor into a partner who drives business process improvement through ongoing innovation and print reduction.

    What are your true print use cases? Except in some legitimate use cases, printing often introduces friction and does not lead to efficiencies. Companies investing in digital transformation and document management initiatives must take a hard look at business processes still reliant on hard copies. Assess your current state to identify what the current print volume and costs are and where there are opportunities to consolidate and reduce.

    Change your financial model. The managed print services industry allows you to use a pay-as-you-go approach and right-size your print spend to the organization's needs. However, in order to do printing-as-a-service right, you will need to develop a good RFP and RFP evaluation process to make sure your needs are covered by the vendor, while also baking in assurances the vendor will partner with you for continuous print reduction.

    This is a picture of Emily Sugerman

    Emily Sugerman
    Research Analyst, Infrastructure & Operations
    Info-Tech Research Group

    Darin Stahl
    Principal Research Advisor, Infrastructure & Operations
    Info-Tech Research Group

    Executive summary

    Your Challenge

    IT directors and business operations managers face several challenges:

    • Too many known unknowns: Enterprises may be overspending on printing, but this spend is often unknown and untracked.
    • Opportunity costs: By locking into conventional printer leases and outdated document management, you are locking yourself out of the opportunity to improve business processes.

    Common Obstacles

    Printer reduction initiatives are stymied by:

    • End-user resistance: Though sometimes the use of paper remains necessary, end users often cling to paper processes out of concern about change.
    • Lack of governance: You lack insight into legitimate print use cases and lack full control over procurement of devices and consumables.
    • Overly generic RFP: Print requirements are not tailored to your organization, and your managed print services RFP does not ask enough of the vendor.

    Info-Tech's Approach

    Follow these steps to excise superfluous, costly printing:

    • Identify reduction opportunities via a thorough inventory and requirements-gathering process, and educate others on the financial and non-financial benefits. Enforce reduced printing through policies.
    • Change your printing financial model to print-as-a-service by building an RFP and scoring tool for managed print services that makes the vendor a partner in continuous innovation.
    • Leverage durable print management software to achieve vendor-agnostic governance and visibility.

    Info-Tech Insight

    Don't settle for printer consolidation: seek to eliminate print and enlist your managed print services vendor to help you achieve that goal.

    Your challenge

    This research is designed to help organizations that aim to reduce printing long term

    • Finally understand aggregate printing costs: Not surprisingly, printing has become a large hidden expense in IT. Enterprises may be overspending on printing, but this spend is often unknown and untracked. Printer consumables are purchased independently by each department, non-networked desktop printers are everywhere, and everyone seems to be printing in color.
    • Walk the walk when it comes to digital transformation: Outdated document management practices that rely on unnecessary printing are not the foundation upon which the organization can improve business processes.
    • Get out of the printing business: Hire a managed print provider and manage that vendor well.

    "There will be neither a V-shaped nor U-shaped recovery in demand for printing paper . . . We are braced for a long L-shaped decline."
    –Toru Nozawa, President, Nippon Paper Industries (qtd. in Nikkei Asia, 2020).

    Weight of paper and paperboard generated in the U.S.*

    This is an image of a graph plotting the total weight of paper and paperboard generated in the US, bu thousands of US tons.

    *Comprises nondurable goods (including office paper), containers, and packaging.

    **2020 data not available.

    Source: EPA, 2020.

    Common obstacles

    These barriers make this challenge difficult to address for many organizations:

    • Cost-saving opportunities are unclear: In most cases, nobody is accountable for controlling printing costs, so there's a lack of incentive to do so.
    • End-user attachment to paper-based processes: For end users who have been relying on paper processes, switching to a new way of working can feel like a big ask, particularly if an optimized alternative has not been provided and socialized.
    • Legitimate print use cases are undefined: Print does still have a role in some business processes (e.g. for regulatory reasons). However, these business processes have not been analyzed to determine which print use cases are still legitimate. The WFH experience during the COVID-19 pandemic demonstrated that many workflows that previously incorporated printing could be digitized. Indeed, the overall attachment to office paper is declining (see chart).
    • Immature RFP and RFP scoring methods: Outsourcing print to a managed service provider necessitates careful attention to RFP building and scoring. If your print requirements are not properly tailored to your organization and your managed print services RFP does not ask enough of the vendor, it will be harder to hold your vendor to account.

    How important is paper in your office?

    87% 77%

    Quocirca, a printer industry market research firm, found that the number of organizations for whom paper is "fairly or very important to their business" has dropped 10 percentage points between 2019 and 2021.

    Source: Quocirca, 2021.

    Info-Tech's approach

    Permanently change your company's print culture

    1. Plan your Project
    • Create your project charter, investigate end user printer behavior and reduction opportunities, gather requirements and calculate printer costs
  • Find the right managed print vendor
    • Protect yourself by building the right requirements into your RFP, evaluating candidates and negotiating from a strong position
  • Implement the new printer strategy
    • Identify printers to consolidate and eliminate, install them, and communicate updated printer policy
  • Operate
    • Track the usage metrics, service requests, and printing trends, support the printers and educate users to print wisely and sparingly
  • The Info-Tech difference:

    1. Use Info-Tech's tracking tools to finally track data on printer inventory and usage.
    2. Get to an RFP for managed print services faster through Info-Tech's requirement selection activity, and use Info-Tech's scoring tool template to more quickly compare candidates and identify frontrunners and knockouts.
    3. Use Info-Tech's guidance on print management software to decouple your need to govern the fleet from any specific vendor.

    Info-Tech's methodology for Re-Envision Enterprise Printing

    1. Strategy & planning 2. Vendor selection, evaluation, acquisition 3. Implementation & operation
    Phase steps
    1. Create project charter and assign roles
    2. Assess current state of enterprise print environments
    3. Gather current and future printer requirements
    1. Understand managed print services model
    2. Create RFP documents and score vendors
    3. Understand continuous innovation & print management software
    1. Modify printer policies
    2. Measure project success
    3. Training & adoption
    4. Plan persuasive communication
    5. Prepare for continuous improvement
    Phase outcomes
    • Documentation of project roles, scope, objectives, success metrics
    • Accurate printer inventory
    • Documentation of requirements based on end-user feedback, existing usage, and future goals
    • Finalized requirements
    • Completed RFP and vendor scoring tool
    • Managed print vendor selected, if necessary
    • Updated printer policies that reinforce print reduction focus
    • Assessment of project success

    Insight summary

    Keep an eye on the long-term goal of eliminating print

    Don't settle for printer consolidation: seek to eliminate print and enlist your managed print services vendor to help you achieve that goal.

    Persuading leaders is key

    Good metrics and visible improvement are important to strengthen executive support for a long-term printer reduction strategy.

    Tie printer reduction into business process improvement

    Achieve long-lasting reductions in print through document management and improved workflow processes.

    Maintain clarity on what types of printer use are and aren't supported by IT

    Modifying and enforcing printing policies can help reduce use of printers.

    Print management software allows for vendor-agnostic continuity

    Print management software should be vendor-agnostic and allow you to manage devices even if you change vendors or print services.

    Secure a better financial model from the provider

    Simply changing your managed print services pay model to "pay-per-click" can result in large cost savings.

    Blueprint deliverables

    Key deliverable:

    Managed Print Services RFP

    This blueprint's key deliverable is a completed RFP for enterprise managed print services, which feeds into a scoring tool that accelerates the requirements selection and vendor evaluation process.

    Managed Print Services Vendor Assessment Questions

    This is a screenshot from the Managed Print Services Vendor Assessment Questions

    Managed Print Services RFP Template

    This is a screenshot from the Managed Print Services RFP Template

    Managed Print Services RFP Vendor Proposal Scoring Tool

    This is a screenshot from the Managed Print Services RFP Vendor Proposal Scoring Tool

    Each step of this blueprint is accompanied by supporting deliverables to help you accomplish your goals:

    Enterprise Printing Project Charter

    This is a screenshot from the Enterprise Printing Project Charter

    Document the parameters of the print reduction project, your goals, desired business benefits, metrics.

    Enterprise Printing Roles and Responsibilities RACI Guide

    This is a screenshot from the Enterprise Printing Project Charter

    Assign key tasks for the project across strategy & planning, vendor selection, implementation, and operation.

    Printer Policy

    This is a screenshot from the Printer Policy

    Start with a policy template that emphasizes reduction in print usage and adjust as needed for your organization.

    Printer Reduction Tool

    This is a screenshot from the Printer Reduction Tool

    Track the printer inventory and calculate total printing costs.

    End-User Print Requirements Survey

    This is a screenshot from the End-User Print Requirements Survey

    Base your requirements in end user needs and feedback.

    Blueprint benefits

    IT benefits

    • Make the project charter for printer reduction and estimate cost savings
    • Determine your organization's current printing costs, usage, and capabilities
    • Define your organization's printing requirements and select a solution
    • Develop a printer policy and implement the policy

    Business benefits

    • Understand the challenges involved in reducing printers
    • Understand the potential of this initiative to reduce costs
    • Accelerate existing plans for modernization of paper-based business processes by reducing printer usage
    • Contribute to organizational environmental sustainability targets

    Info-Tech offers various levels of support to best suit your needs

    DIY Toolkit

    "Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful."

    Guided Implementation

    "Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track."

    Workshop

    "We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place."

    Consulting

    "Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project."

    Diagnostics and consistent frameworks used throughout all four options

    Guided Implementation

    What does a typical GI on this topic look like?

    Phase 1 Phase 2 Phase 3

    Call #1: Scope requirements, objectives, and your specific challenges.

    Call #4: Review requirements.
    Weigh the benefits of managed print services.

    Call #6: Measure project success.

    Call #2: Review your printer inventory.
    Understand your current printing costs and usage.

    Call #5: Review completed scoring tool and RFP.

    Call #5: Review vendor responses to RFP.

    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.

    Phase 1

    Strategy and Planning

    Strategy & planning

    Vendor selection, evaluation, acquisition

    Implementation & Operation

    1.1 Create project charter and assign roles

    1.2 Assess current state

    1.3 Gather requirements

    2.1 Understand managed print services model

    2.2 Create RFP materials

    2.3 Leverage print management software

    3.1 Modify printer policies

    3.2 Measure project success

    3.3 Training & adoption

    3.4 Plan communication

    3.5 Prepare for continuous improvement

    Re-Envision Enterprise Printing

    • This phase will walk you through the following activities:
    • Create a list of enterprise print roles and responsibilities
    • Create project charter
    • Inventory printer fleet and calculate printing costs
    • Examine current printing behavior and identify candidates for device elimination
    • Gather requirements, including through end user survey

    This phase involves the following participants:

    • IT director/CIO
    • Business operations manager
    • Project manager

    Step 1.1

    Create project charter and assign roles

    Outcomes of this step

    Completed Project Charter with RACI chart

    Phase 1: Strategy and Planning

    • Step 1.1 Create project charter and assign roles
    • Step 1.2 Assess current state
    • Step 1.3 Gather requirements

    This step involves the following participants:

    • IT director/CIO
    • Business operations manager
    • Project manager

    Activities in this step

    • Create a list of enterprise print roles and responsibilities
    • Create project charter

    1.1 Create project charter

    Use the project charter to clearly define the scope and avoid scope creep

    Identify project purpose

    • Why is the organization taking on this project? What are you trying to achieve?
    • What is the important background you need to document? How old is the fleet? What kinds of printer complaints do you get? What percentage of the IT budget does printing occupy?
    • What specific goals should this project achieve? What measurable financial and non-financial benefits do these goals achieve?

    Identify project scope

    • What functional requirements do you have?
    • What outputs are expected?
    • What constraints will affect this project?
    • What is out of scope for this project?

    What are the main roles and responsibilities?

    • Who is doing what for this project?

    How will you measure success?

    • What are the project's success metrics and KPIs?

    Enterprise Printing Project Charter

    This is a screenshot from the Enterprise Printing Project Charter

    Anticipate stakeholder resistance

    Getting management buy-in for printer reduction is often one of the biggest challenges of the project.

    Challenge Resolution
    Printer reduction is not typically high on the priority list of strategic IT initiatives. It is often a project that regularly gets deferred. The lack of an aggregate view of the total cost of printing in the environment could be one root cause, and what can't be measured usually isn't being managed. Educate and communicate the benefits of printer reduction to executives. In particular, spend time getting buy-in from the COO and/or CFO. Use Info-Tech's Printer Reduction Tool to show executives the waste that is currently being generated.
    Printers are a sensitive and therefore unpopular topic of discussion. Executives often see a trade-off: cost savings versus end-user satisfaction. Make a strong financial and non-financial case for the project. Show examples of other organizations that have successfully consolidated their printers.

    Info-Tech Insight

    If printer reduction is not driven and enforced from the top down, employees will find ways to work around your policies and changes. Do not attempt to undertake printer reduction initiatives without alerting executives. Ensure visible executive support to achieve higher cost savings.

    Align the printer reduction project to org goals to achieve buy-in

    A successful IT project demonstrates clear connections to business goals

    Which business and organizational goals and drivers are supported by IT's intention to transform its printing ecosystem? For example,

    Legislation: In 2009, the Washington House of Representatives passed a bill requiring state agencies to implement a plan to reduce paper consumption by 30% (State of Washington, 2009). The University of Washington cites this directive as one of the drivers for their plans to switch fully to electronic records by 2022 (University of Washington, n.d.).

    Health care modernization: Implementing electronic health records; reducing paper charts.

    Supply chain risk reduction: In 2021, an Ontario district school board experienced photocopier toner shortages and were forced to request schools to reduce printing and photocopying: "We have recommended to all locations that the use of printing be minimized as much as possible and priority given to the printing of sensitive and confidential documentation" (CBC, 2021).

    Identify overall organizational goals in the following places:

    • Company mission statements
    • Corporate website
    • Business strategy documents
    • Other IT strategy documents
    • Executives

    Document financial and non-financial benefits

    Financial benefits: Printer reduction can reduce your printing costs and improve printing capabilities.

    • Printer reduction creates a controlled print environment; poorly controlled print environments breed unnecessary costs.
    • Cost savings can be realized through:
      • Elimination of cost-efficient inkjet desktop printers.
      • Elimination of high-cost, inefficient, or underutilized printers.
      • Sharing of workshop printers between an optimal number of end users.
      • Replacing separate printers, scanners, copiers, and fax machines with. multi-function devices.
    • Cost savings can be achieved through a move to managed print services, if you negotiate the contract well and manage the vendor properly. The University of Washington estimated a 20-25% cost reduction under a managed print services model compared to the existing lease (University of Washington, "What is MPS").

    Non-financial benefits: Although the main motivation behind printer reduction is usually cost savings, there are also non-financial benefits to the project.

    • Printer reduction decreases physical space required for printers
    • Printer reduction meets employee and client environmental demands
      • Printer reduction can reduce the electricity and consumables used
      • Reduction in consumables means reduced hazardous waste from consumables and devices
    • Printer reduction can result in better printing capabilities
      • Moving to a managed print services model can provide you with better printing capabilities with higher availability

    Assign responsibility to track print device costs to IT

    Problem:
    Managers in many organizations wrongly assume that since IT manages the printer devices, they also already manage costs.

    However, end users typically order printer devices and supplies through the supplies/facilities department, bypassing any budget approval process, or through IT, which does not have any authority or incentive to restrict requests (when they're not measured against the controlling of printer costs).

    Organization-wide printer usage policies are rarely enforced with any strictness.

    Without systematic policy enforcement, end-user print behavior becomes frivolous and generates massive printing costs.

    Solution:
    Recommend all print device costs be allocated to IT.

    • Aggregate responsibility: Recommend that all printer costs be aggregated under IT's budget and tracked by IT staff.
    • Assign accountability: Although supplies may continually be procured by the organization's supplies/facilities department, IT should track monthly usage and costs by department.
    • Enforce policy: Empower IT with the ability to enforce a strict procurement policy that ensures all devices in the print environment are approved models under IT's control. This eliminates having unknown devices in the printer fleet and allows for economies of scale to be realized from purchasing standardized printing supplies.
    • Track metrics: IT should establish metrics to measure and control each department's printer usage and flat departments that exceed their acceptable usage amounts.

    Assign accountability for the initiative

    Someone needs to have accountability for both the printer reduction tasks and the ongoing operation tasks, or the initiative will quickly lose momentum.

    Customize Info-Tech's Enterprise Printing Roles and Responsibilities RACI Guide RACI chart to designate project roles and responsibilities to participants both inside and outside IT.

    These tasks fall under the categories of:

    • Strategy and planning
    • Vendor selection, evaluation, and acquisition
    • Implementation
    • Operate

    Assign a RACI: Remember the meaning of the different roles

    • Responsible (does the work on a day-to-day basis)
    • Accountable (reviews, signs off on, and is held accountable for outcomes)
    • Consulted (input is sought to feed into decision making)
    • Informed (is given notification of outcomes)

    As a best practice, no more than one person should be responsible or accountable for any given process. The same person can be both responsible and accountable for a given process, or it could be two different people.

    Avoid making someone accountable for a process if they do not have full visibility into the process for appropriate oversight, or do not have time to give the process sufficient attention.

    The Enterprise Printing Roles and Responsibilities RACI Guide can be used to organize and manage these tasks.

    This is a screenshot from the Enterprise Printing Roles and Responsibilities RACI Guide

    Define metrics to measure success

    Track your project success by developing and tracking success metrics

    Ensure your metrics relate both to business value and customer satisfaction. "Reduction of print" is a business metric, not an experience metric.

    Frame metrics around experience level agreements (XLAs) and experience level objectives (XLOs): What are the outcomes the customer wants to achieve and the benefits they want to achieve? Tie the net promoter score into the reporting from the IT service management system, since SLAs are still needed to tactically manage the achievement of the XLOs.

    Use the Metrics Development Workbook from Info-Tech's Develop Meaningful Service Metrics to define:

    • Relevant stakeholders
    • Their goals and pain points
    • The success criteria that must be met to achieve these goals
    • The key indicators that must be measured to achieve these goals from an IT perspective
    • What the appropriate IT metrics are, based on all of the above

    Metrics could include

    • User satisfaction
    • Print services net promoter model
    • Total printing costs
    • Printer availability (uptime)
    • Printer reliability (mean time between failures)
    • Total number of reported incidents
    • Mean time for vendor to respond and repair

    Info-Tech Insight:

    Good metrics and visible improvement are important to strengthen executive support for a long-term printer reduction strategy.

    Step 1.2

    Assess current state

    Outcomes of this step

    • Aggregate view of your printer usage and costs

    Strategy and Planning

    This step involves the following participants:

    • IT director/CIO
    • Business operations manager
    • Project manager

    Activities in this step

    • 1.2. Inventory your printer fleet: Office walk-around
    • 1.2 Inventory your printer fleet: Collect purchase receipts/statements/service records
    • 1.3 Calculate printing costs

    Create an aggregate view of your printer usage and costs

    Problem: Lack of visibility

    • Most organizations are unaware of the savings potential in reducing print due to a lack of data.
    • Additionally, organizations may have inappropriately sized devices for their workloads.
    • Often, nobody is responsible for managing the printers collectively, resulting in a lack of visibility into printing activity. Without this visibility, it is difficult to muster executive commitment and support for printer reduction efforts.
    • The first step to eliminating your printers is to inventory all the printers in the organization and look at an aggregate view of the costs. Without understanding the cost saving potential, management will likely continue to avoid printer changes due to the idea's unpopularity with end users.
    • Valid use cases for printers will likely still remain, but these use cases should be based on a requirements analysis.
    This is a screenshot from the Printer Reduction Tool. It includes the Printer Inventory, and a table with the following column headings: Device Type; Specific Device; Networked; Manufacturer; Model; Serial #; Office Location; Device Owner; # users Supported; Monthly Duty; Page Count to; Device Age; Remaining Useful; # Pages printer/month; % Utilization

    Create visibility through by following these steps:

    1. Office walk-around: Most organizations have no idea how many printers they have until they walk around the office and physically count them. This is especially true in cases where management is allowed to purchase personal printers and keep them at their desks. An office walk-around is often necessary to accurately capture all the printers in your inventory.
    2. Collect purchase receipts/statements/service records: Double-check your printer inventory by referring to purchase receipts, statements, and service records.
    3. Identify other sources of costs: Printer purchases only make up a small fraction of total printing costs. Operating costs typically account for 95% of total printer costs. Make sure to factor in paper, ink/toner, electricity, and maintenance costs.

    1.2.1 Inventory your printer fleet: part 1

    Office walk-around

    1. Methodically walk around the office and determine the following for each printer:
      • Device type
      • Make, model, serial number
      • Location
      • Number of users supported
      • Device owner
      • Type of users supported (department, employee position)
    2. Record printer details in Tab 1 of Info-Tech's Printer Reduction Tool. Collaborate with the accounting or purchasing department to determine the following for each printer recorded:
      • Purchase price/date
      • Monthly duty cycle
      • Estimated remaining useful life
      • Page count to date

    Input

    Output
    • Existing inventory lists
    • Visual observation
    • Inventory of office printers, including their printer details

    Materials

    Participants

    • Notepad
    • Pen
    • Printer Reduction Tool
    • IT director
    • IT staff

    Download the Printer Reduction Tool

    1.2.2 Inventory your printer fleet:
    part 2

    Collect purchase receipts/statements/service records

    1. Ask your purchasing manager for purchase receipts, statements, and service records relating to printing.
    2. For documents found, match the printer with your physical inventory. Add any printers found that were not captured in the physical inventory count. Record the following:
      1. Device type
      2. Make, model, serial number
      3. Location
      4. Number of users supported
      5. Device owner
      6. Type of users supported (department, employee position)
    3. 3. Collaborate with the accounting or purchasing department to determine the following for each printer recorded:
      1. Purchase price/date
      2. Monthly duty cycle
      3. Estimated remaining useful life
      4. Page count to date
    4. Enter the data in Tab 1 of the Printer Reduction Tool

    Input

    Output
    • Purchase receipts
    • Statements
    • Service records
    • Printer inventory cross-checked with paperwork

    Materials

    Participants

    • Printer inventory from previous activity
    • IT director
    • IT staff
    • Purchasing manager

    Download the Printer Reduction Tool

    1.2.3 Calculate your printing costs

    Collect purchase receipts/statements/service records

    • Collect invoices, receipts, and service records to sum up the costs of paper, ink or toner, and maintenance for each machine. Estimate electricity costs.
    • Record your costs in Tab 2 of the Printer Reduction Tool.
    • Review the costs per page and per user to look for particularly expensive printers and understand the main drivers of the cost.
    • Review your average monthly cost and annual cost per user. Do these costs surprise you?

    Input

    Output
    • Invoices, receipts, service records for
    • Cost per page and user
    • Average monthly and annual cost

    Materials

    Participants

    • Printer Reduction Tool
    • IT director
    • IT staff

    Step 1.3

    Gather printing requirements

    Outcomes of this step

    • Understanding of the organization's current printing behavior and habits
    • Identification of how industry context and digitization of business processes have impacted current and future requirements

    This step involves the following participants:

    • IT director
    • IT staff
    • Rest of organization

    Activities in this step

    • Examine current printing behavior and habits
    • Administer end-user survey
    • Identify current requirements
    • Identify future requirements

    Requirements Gathering Overview

    1. Identify opportunities to go paperless
      • Determine where business process automation is occurring
      • Align with environmental and sustainability campaigns
    2. Identify current requirements
      • Review the types of document being printed and the corresponding features needed
      • Administer end-user survey to understand user needs and current printer performance
    3. Identify future requirements
    • Identify future requirements to avoid prematurely refreshing your printer fleet
  • Examine industry-specific/ workflow printing
    • Some industries have specific printing requirements such as barcode printing accuracy. Examine your industry-specific printing requirements
  • Stop: Do not click "Print"

    The most effective way to achieve durable printing cost reduction is simply to print less.

    • Consolidating devices and removing cost-inefficient individual printers is a good first step to yielding savings.
    • However, more sustainable success is achieved by working with the printer vendor(s) and the business on continuous innovation via proposals and initiatives that combine hardware, software, and services.
    • Sustained print reduction depends on separate but related business process automation and digital innovation initiatives.

    Info-Tech Insight:

    Achieve long-lasting reductions in print through document management and improved workflow processes.

    Leverage Info-Tech research to support your business' digital transformation

    This is an image of the title page from Info-Tech's Define your Digital Business Strategy blueprint.

    Define how changes to enterprise printing fit into digital transformation plans

    Identify opportunities to go paperless

    The "paperless office" has been discussed since the 1970s. The IT director alone does not have authority to change business processes. Ensure the print reduction effort is tied to other strategies and initiatives around digital transformation. Working on analog pieces of paper is not digital and may be eroding digital transformation process.

    Leverage Info-Tech's Assert IT's Relevance During Digital Transformations to remind others that modernization of the enterprise print environment belongs to the discussion around increasing digitized support capabilities.

    1. Digital Marketing

    2. Digital Channels

    3. Digitized Support Capabilities

    4. Digitally Enabled Products

    5. Business Model Innovation

    Manage Websites

    E-Channel Operations

    Workforce Management

    Product Design

    Innovation Lab Management

    Brand Management

    Product Inventory Management

    Digital Workplace Management

    Portfolio Product Administration

    Data Sandbox Management

    SEO

    Interactive Help

    Document Management

    Product Performance Measurement

    Innovation Compensation Management

    Campaign Execution

    Party Authentication

    Eliminate business process friction caused by print

    Analyze workflows for where they are still using paper. Ask probing questions about where paper still adds value and where the business process is a candidate for paperless digital transformation

    • Is this piece of paper only being used to transfer information from one application to another?
    • What kind of digitalization efforts have happened in the business as a result of the COVID-19 pandemic? Which workflows have digitized on their own?
    • Where has e-signature been adopted?
    • Is this use of paper non-negotiable (e.g. an ER triage that requires a small printer for forms; the need for bank tellers to provide receipts to customers)?
    • Do we have compliance obligations that require us to retain a paper process?
    • What is getting printed? Who is printing the most? Identify if there are recurring system-generated reports being printed daily/weekly/quarterly that are adding to the volume. Are reports going directly from staff mailboxes to a recycling bin?
    • Does our print financial model incentivize the transformation of business processes, or does it reinforce old habits?
    • What services, software, and solutions for document management and business process analysis does our managed print services vendor offer? Can we involve the vendor in the business transformation conversation by including an innovation clause in the next contract (re)negotiation to push the vendor to offer proposals for projects that reduce print?

    Develop short-term and long-term print reduction strategies

    Short-term strategies

    • Consolidate the number of printers you have.
    • Determine whether to outsource printing to a managed services provider and make the move.
    • Enable print roaming and IT verification.
    • Require user-queued print jobs to be authenticated at a printer to prevent print jobs that are lost or not picked up.
    • Set up user quotas.
    • Provide usage records to business managers so they can understand the true cost of printing.
    • User quotas may create initial pushback, but they lead users to ask themselves whether a particular print job is necessary.
    • Renegotiate print service contracts.
    • Revisit contracts and shop around to ensure pricing is competitive.
    • Leverage size and centralization by consolidating to a single vendor, and use the printing needs of the entire enterprise to decrease pricing and limit future contractual obligations.
    • Train users on self-support.
    • Train users to remedy paper jams and move paper in and out of paper trays.

    Long-term strategies

    • Promote a paperless culture by convincing employees of its benefits (greater cost savings, better security, easier access, centralized repository, greener).
    • Educate users to use print area wisely.
    • Develop campaigns to promote black and white printing or a paperless culture.

    Info-Tech Insight:

    One-time consolidation initiatives leave money on the table. The extra savings results from changes in printing culture and end-user behavior.

    Examine current printing behavior and habits

    It's natural for printer usage and printing costs to vary based on office, department, and type of employee. Certain jobs simply require more printing than others.

    However, the printing culture within your organization likely also varies based on

    • office
    • department
    • type of employee

    Examine the printing behaviors of your employees based on these factors and determine whether their printing behavior aligns with the nature of their job.

    Excessive printing costs attributed to departments or groups of employees that don't require much printing for their jobs could indicate poor printing culture and potentially more employee pushback.

    Examine current printing behavior and habits, and identify candidates for elimination

    1. Go to Tab 3 of your Printer Reduction Tool ("Usage Dashboard Refresh"). Right-click each table and press "Refresh."
    2. Go to Tab 4 of your Printer Reduction Tool ("Usage Dashboard") to understand the following:
      1. Average printer utilization by department
      2. Pages printed per month by department
      3. Cost per user by department
    3. Take note of the outliers and expensive departments.
    4. Review printer inventory and printer use rates on Tab 5.
    5. Decide which printers are candidates for elimination and which require more research.
    6. If already working in a managed print services model, review the vendor's recommendations for printer elimination and consolidation.
    7. Mark printers that could be eliminated or consolidated.

    Input

    Output
    • Discussion
    • Understanding of expensive departments and other outliers

    Materials

    Participants

    • Printer Reduction Tool
    • IT director/ business operations
    • Business managers

    Administer end-user survey

    Understand end-user printing requirements and current printer performance through an end-user survey

    1. Customize Info-Tech's End-User Print Requirements Survey to help you understand your users' needs and the current performance of your printer fleet.
    2. Send the survey to all printer users in the organization.
    3. Collect the surveys and aggregate the requirements of users in each department.
    4. Record the survey results in the "Survey Results" tab.

    Input

    Output
    • End-user feedback
    • Identification of outliers and expensive departments

    Materials

    Participants

    • End-User Print Requirements Survey template
    • IT director
    • IT staff
    • Rest of organization

    Download the End-User Print Requirements Survey

    Info-Tech Insight:

    Use an end-user printer satisfaction survey before and after any reduction efforts or vendor implementation, both as a requirement-gathering user input and to measure/manage the vendor.

    Identify your current requirements

    Collect all the surveys and aggregate user requirements. Input the requirements into your Printer Reduction Tool.

    Discussion activity:

    • Review the requirements for each department and discuss:
    • What is this device being used for (e.g. internal documents, external documents, high-quality graphics/color)?
    • Based on its use case, what kinds of features are needed (e.g. color printing, scanning to email, stapling)?
    • Is this the right type of device for its purpose? Do we need this device, or can it be eliminated?
    • Based on its use case, what kinds of security features are needed (e.g. secure print release)?
    • Are there any compliance requirements that need to be satisfied (e.g. PCI, ITAR, HIPAA)?
    • Based on its use case, what's the criticality of uptime?
    • What is this device's place in the organization's workflow? What are its dependencies?
    • With which systems is the device compatible? Is it compatible with the newer operating system versions? If not, determine whether the device is a refresh candidate.

    Input

    Output
    • Survey results and department requirements
    • List of current requirements

    Materials

    Participants

    • N/A
    • IT director
    • IT staff

    Identify your future requirements

    Prepare your printer fleet for future needs to avoid premature printer refreshes.

    Discussion activity:

    • Review the current requirements for each department's printers and discuss whether the requirements will meet the department's printing needs over the next 10 years.
    • What is this device going to be used for in the next 10 years?
    • Will use of this device be reduced by plans to increase workflow digitization?
    • Based on its use case, what kinds of features are needed?
    • Is this the right type of device for its purpose?
    • Based on its use case, what kinds of security features are needed?
    • Based on its use case, what is the criticality of uptime?
    • Is this device's place in the organization's workflow going to change? What are its dependencies?
    • Reassess your current requirements and make any changes necessary to accommodate for future requirements.

    Input

    Output
    • Discussion
    • List of future requirements

    Materials

    Participants

    • N/A
    • IT director
    • IT staff

    Examine requirements specific to your industry and workflow

    Some common examples of industries with specific printing requirements:

    • Healthcare
      • Ability to comply with HIPAA requirements
      • High availability and reliability with on-demand support and quick response times
      • Built-in accounting software for billing purposes
      • Barcode printing for hospital wristbands
      • Fax requirements
    • Manufacturing
      • Barcoding technology
      • Ability to meet regulations such as FDA requirements for the pharmaceutical industry
      • Ability to integrate with ERP systems
    • Education
      • Password protection for sensitive student information
      • Test grading solutions
      • Paper tests for accessibility needs

    Phase 2

    Vendor Selection, Evaluation, Acquisition

    Strategy & planning

    Vendor selection, evaluation, acquisition

    Implementation & Operation

    1.1 Create project charter and assign roles

    1.2 Assess current state

    1.3 Gather requirements

    2.1 Understand managed print services model

    2.2 Create RFP materials

    2.3 Leverage print management software

    3.1 Modify printer policies

    3.2 Measure project success

    3.3 Training & adoption

    3.4 Plan communication

    3.5 Prepare for continuous improvement

    Re-Envision Enterprise Printing

    • This phase will walk you through the following activities:
    • Define managed print services RFP requirement questions
    • Create managed print services RFP and scoring tool
    • Score the RFP responses

    This phase involves the following participants:

    • IT director/CIO
    • Business operations manager
    • Project manager

    Change your financial model

    The managed print services industry allows you to use a pay-as-you-go approach and right-size your print spend to the organization's needs.

    Avoid being locked into a long lease where the organization pays a fixed monthly fee whether the printer runs or not.

    Instead, treat enterprise printing as a service, like the soda pop machine in the break room, where the vendor is paid when the device is used. If the vending machine is broken, the vendor is not paid until the technician restores it to operability. Printers can work the same way.

    By moving to a per click/page financial model, the vendor installs and supports the devices and is paid whenever a user prints. Though the organization pays more on a per-click/page basis compared to a lease, the vendor is incentivized to right-size the printer footprint to the organization, and the organization saves on monthly recurring lease costs and maintenance costs.

    Right-size commitments: If the organization remains on a lease instead of pay-per-click model, it should right-size the commitment if printing drops below a certain volume. In the agreement, include a business downturn clause that allows the organization to right-size and protect itself in the event of negative growth.

    Understand the managed print services model and its cost savings

    Outsourcing print services can monitor and balance your printers and optimize your fleet for efficiency. Managed print services are most appropriate for:

    • Organizations engaging in high-volume, high-quality print jobs with growing levels of output.
    • Organizations with many customer-facing print jobs.

    There are three main managed printing service models. Sometimes, an easy switch from a level pay model to a pay-per-click model can result in substantial savings:

    Level Pay

    • Flat rate per month based on estimates.
    • Attempts to flatten IT's budgeting so printing costs are consistent every month or every year (for budgeting purposes). At the end of the year, the amount of supplies used is added up and compared with the initial estimates and adjusted accordingly.
    • The customer pays the same predictable fee each month every year, even if you don't meet the maximum print quantity for the pay. Increased upcharge for quantities exceeding maximum print quantity.

    Base Plus Click

    • Fixed base payment (lease or rental) + pay-per-sheet for services.
    • In addition to the monthly recurring base cost, you pay for what you use. This contract may be executed with or without a minimum monthly page commitment. Page count through remote monitoring technologies is typically required.

    Pay Per Click

    • Payment is solely based on printing usage.
    • Printing costs will likely be the lowest with this option, but also the most variable.
    • This option requires a minimum monthly page commitment and/or minimum term.

    Info-Tech Insight:

    Vendors typically do not like the pay-per-click option and will steer businesses away from it. However, this option holds the vendor accountable for the availability and reliability of your printers, and Info-Tech generally recommends this option.

    Compare financials of each managed print services option

    Your printing costs with a pay-per-click model are most reflective of your actual printer usage. Level pay tends to be more expensive, where you need to pay for overages but don't benefit from printing less than the maximum allocated.

    See the below cost comparison example with level pay set at a maximum of 120,000 impressions per month. In the level pay model, the organization was paying for 120,000 sheets in the month it only used 60,000 impressions, whereas it would have been able to pay just for the 60,000 sheets in the pay-per-click model.

    This image contains tables with the column headings: Impressions per month; Total Cost; Average Cost per Impression; for each of the following categories: Level Pay; Base Plus Click; Pay Per Click

    Financial comparison case study

    This organization compared estimated costs over a 36-month period for the base-plus-click and pay-per-page models for Toshiba E Studio 3515 AC Digital Color Systems.

    Base-plus-click model

    Monthly recurring cost

    Avg. impressions per month

    Monthly cost

    Monthly cost

    "Net pay per click"

    Cost over 36-month period

    A fixed lease cost each month, with an additional per click/page charge

    $924.00

    12,000 (B&W)

    $0.02 (B&W)

    $1,164.00 (B&W)

    $0.097 (B&W)

    $41,904 (B&W)

    5,500 (Color)

    $0.09 (Color)

    $495.00 (Color)

    $0.090 (Color)

    $17,820 (Color)

    Base-plus-click model

    Monthly recurring cost

    Avg. impressions per month

    Monthly cost

    Monthly cost

    "Net pay per click"

    Cost over 36-month period

    No monthly lease cost, only per-image charges

    0.00

    12,000 (B&W)

    $0.06 (B&W)

    $720.00 (B&W)

    $0.060 (B&W)

    $25,920 (B&W)

    5,500 (Color)

    $0.12 (Color)

    $660.00 (Color)

    $0.120 (Color)

    $23,760 (Color)

    Results

    Though the per-image cost for each image is lower in the base-plus-click model, the added monthly recurring costs for the lease means the "net pay per click" is higher.

    Overall, the pay-per-page estimate saved $10,044 over a 36-month period for this device.

    Bake continuing innovation into your requirements

    Once you are in the operation phase, you will need to monitor and analyze trends in company printing in order to make recommendations for the future and to identify areas for possible savings and/or asset optimization.

    Avoid a scenario where the vendor drops the printer in your environment and returns only for repairs. Engage the vendor in this continuous innovation work:

    In the managed services agreement, include a proviso for continuous innovation where the vendor has a contractual obligation to continually look at the business process flow and bring yearly proposals to show innovation (e.g. cost reductions; opportunities to reduce print, which allows the vendor to propose document management services and record keeping services). Leverage vendors who are building up capabilities to transform business processes to help with the heavy lifting.

    Establish a vision for the relationship that goes beyond devices and toner. The vendor can make a commitment to continuous management and constant improvement, instead of installing the devices and leaving. Ideally, this produces a mutually beneficial situation: The client asks the vendor to sell them ways to mature and innovate the business processes, while the vendor retains the business and potentially sells new services. In order to retain your business, the vendor must continue to learn and know about your business.

    The metric of success for your organization is the simple reduction in printed copies overall. The vendor success metric would be proposals that may combine hardware, software, and services that provide cost-effective reductions in print through document management and workflow processes. The vendors should be keen to build this into the relationship since the services delivery has a higher margin for them.

    Sample requirement wording:

    "Continuing innovation: The contractor initiates at least one (1) project each year of the contract that shows leadership and innovation in solutions and services for print, document management, and electronic recordkeeping. Bidders must describe a sample project in their response, planning for an annual investment of approximately 50 consulting hours and $10,000 in hardware and/or software."

    Reward the vendor for performance instead of "punishing" them for service failures

    Problem: Printer downtime and poor service is causing friction with your managed service provider (MSP).

    MSPs often offer clients credit requests (service credits) for their service failures, which are applied to the previous month's monthly recurring charge. They are applied to the last month's MRC (monthly reoccurring charges) at the end of term and then the vendor pays out the residual.

    However, while common, service credits are not always perceived to be a strong incentive for the provider to continually focus on improvement of mean time to respond or mean time to repair.

    Solution: Turn your vendor into a true partner by including an "earn back" condition in the contract.

    • Engage the vendor as a true partner within a relationship based upon service credits.
    • Suggest that the vendor include a minor change to the non-performance processes within the final agreement: the vendor implements an "earn back" condition in the agreement.
    • Where a bank of service credits exists because of non-performance, if the provider exceeds the SLA performance metrics for a number of consecutive months (two is common), then a given number of prior credits received by the client are returned to the provider as a reward for improved performance.
    • This can be a useful mechanism to drive improved performance.

    Leverage enterprise print management software

    Printers are commoditized and can come and go, but print management software enables the governance, compliance, savings and visibility necessary for the transformation

    • Printer management solutions range from tools bundled with ink-jet printers that track consumables' status, to software suites that track data for thousands of print devices.
    • Typically, these solutions arrive in enterprises as part of larger managed services printing engagements, bundled with hardware, financing, maintenance, and "services."
    • Bundling print management software means that customers very rarely seek to acquire printing management software alone.
    • Owing to the level of customization (billing, reporting, quotas, accounts, etc.) switching print management software solutions is also rare. The work you put into this software will remain with IT regardless of your hardware.
    • Durability of print management software is also influenced by the hardware- and technology-agnostic nature of the solutions (e.g. swapping one vendor's devices for another does not trigger anything more than a configuration change in print management software.)

    Include enterprise print management requirements in the RFP

    Ask respondents to describe their managed services capabilities and an optional on-premises, financed solution with these high-level capabilities.

    Select the appropriate type of print management software

    Vendor-provided solutions are adequate control for small organizations with simple print environments

    • Suitable for small organizations (<100 users).
    • Software included with print devices can pool print jobs, secure access, and centralize job administration.
    • Dealing with complex sales channels for third-party vendors is likely a waste of resources.

    SMBs with greater print control needs can leverage mid-level solutions to manage behavior

    • Suitable for mid-size organizations (<500 users).
    • Mid-level software can track costs, generate reports, and centralize management.
    • Solutions start at $500 but require additional per-device costs.

    Full control solutions will only attract large organizations with a mature print strategy

    • Full control solutions tend to be suitable for large organizations (>500 users) with complex print environments and advanced needs.
    • Full control software allows for absolute enforcement of printing policies and full control of printing.
    • Expect to spend thousands for a tailored solution that will save time and guide cost savings.

    Enterprise print management software features

    The feature set for these tools is long and comprehensive. The feature list below is not exhaustive, as specific tools may have additional product capabilities.

    Print Management Software Features

    Hardware-neutral support of all major printer types and operating systems (e.g. direct IP to any IPP-enabled printer along with typical endpoint devices) Tracking of all printing activity by user, client account, printer, and document metadata
    Secure print on demand (Secure print controls: User Authenticated Print Release, Pull Printing) Granular print cost/charging, allowing costs to be assigned on a per-printer basis with advanced options to charge different amounts based on document type (e.g. color, grayscale or duplex), page size, user or group
    Managed and secured mobile printing (iOS/Android), BYOD, and guest printing DaaS/VDI print support
    Printer installation discovery/enablement, device inventory/management Auditing/reporting, print audit trail using document attributes to manage costs/savings, enforce security and compliance with regulations and policies
    Monitoring print devices, print queues, provide notification of conditions Watermarking and/or timestamping to ensure integrity and confidentially/classification of printed documents some solutions support micro font adding print date, time, user id and other metadata values discreetly to a page preventing data leakage
    Active Directory integration or synchronization with LDAP user accounts Per-user quotas or group account budgets
    Ability to govern default print settings policies (B&W, double-sided, no color, etc.)

    Get to the managed print services RFP quicker

    Jumpstart your requirements process using these tools and exercises

    Vendor Assessment Questions

    Use Info-Tech's catalog of commonly used questions and requirements in successful acquisition processes for managed print services. Ask the right questions to secure an agreement that meets your needs. If you are already in a contract with managed print services, take the opportunity of contract renewal to improve the contract and service.

    RFP Template and "Schedule 1" Attachment

    Add your finalized assessment questions into this table, which you will attach to your RFP. The vendor answers questions in this "Schedule 1" attachment and returns it to you.

    RFP Scoring Tool

    Aggregate the RFP responses into this scoring tool to identify the frontrunners and candidates for elimination. Since the vendors are asked to respond in a standard format, it is easier to bring together all the responses to create a complete view of your options.

    Define RFP requirement questions

    Include the right requirements for your organization, and avoid leaving out important requirements that might have been overlooked.

    1. Download the Managed Print Services Vendor Assessment Questions tool. Use this document as a "shopping list" to jumpstart an initial draft of the RFP and, more importantly, scoring requirements.
    2. Review the questions in the context of your near- and long-term printer outsourcing needs. Consider your environment, your requirements, and goals. Include other viewpoints from the RACI chart from Phase 1.
    3. Place an 'X' in the first column to retain the question. Edit the wording of the question if required, based on your organizational needs.
    4. Use the second column to indicate which section of the RFP to include the question in.

    Input

    Output
    • Requirements from Phase 1.3
    • Completed list of requirement questions

    Materials

    Participants

    • Managed Print Services Vendor Assessment Questions tool
    • IT director/business operations
    • Other roles from the RACI chart completed in Phase 1

    Download the Managed Print Services Vendor Assessment Questions tool

    Create RFP scoring tool and RFP

    1. Enter the requirements questions into the scoring tool on Tabs 2 and 4.
    2. Tab 2: Create scoring column for each vendor. You will paste in their responses here.
    3. Edit Tabs 3 and 4 so they align with what you want the vendor to see. Copy and paste Tab 3 and Tab 4 into a new document, which will serve as a "Schedule 1" attachment to the RFP package the vendor receives.
    4. Complete the RFP template. Describe your current state and current printer hardware (documented in the earlier current-state assessment). Explain the rules of how to respond and how to fill out the Schedule 1 document. Instruct each vendor to fill in their responses to each question along with any notes, and to reply with a zip file that includes the completed RFP package along with any marketing material needed to support their response.
    5. Send a copy of the RFP and Schedule 1 to each vendor under consideration.

    Input

    Output
    • Completed list of requirement questions from previous activity
    • RFP Scoring tool
    • Completed RFP and schedule 1 attachment

    Materials

    Participants

    • Managed Print Services RFP Vendor Proposal Scoring Tool
    • Managed Print Services RFP
    • IT director/business operations

    Download the Managed Print Services RFP Vendor Proposal Scoring Tool

    Download the Managed Print Services RFP template

    Score RFP responses

    1. When the responses are returned, copy and paste each vendor's results from Schedule 1 into Tab 2 of the main scoring tool.
    2. Evaluate each RFP response against the RFP criteria based on the scoring scale.
    3. Send the completed scoring tool to the CIO.
    4. Set up a meeting to discuss the scores and generate shortlist of vendors.
    5. Conduct further interviews with shortlisted vendors for due diligence, pricing, and negotiation discussions.
    6. Once a vendor is selected, review the SLAs and contract and develop a transition plan.

    Input

    Output
    • Completed Managed Print Services RFP Vendor Proposal Scoring Tool
    • Shortlist or final decision on vendor

    Materials

    Participants

    • N/A
    • IT director/business operations

    Info-Tech Insight:

    The responses from the low-scoring vendors still have value: these providers will likely provide ideas that you can then leverage with your frontrunner, even if their overall proposal did not score highly.

    Phase 3

    Implementation & Operation

    Strategy & planning

    Vendor selection, evaluation, acquisition

    Implementation & Operation

    1.1 Create project charter and assign roles

    1.2 Assess current state

    1.3 Gather requirements

    2.1 Understand managed print services model

    2.2 Create RFP materials

    2.3 Leverage print management software

    3.1 Modify printer policies

    3.2 Measure project success

    3.3 Training & adoption

    3.4 Plan communication

    3.5 Prepare for continuous improvement

    Re-Envision Enterprise Printing

    This phase will walk you through the following activities:

    • Update your enterprise printer policies
    • Readminister end-user survey to measure project success

    This phase involves the following participants:

    • IT director/CIO
    • Business operations manager
    • Project manager

    Modify your printer policies

    Review and modify Info-Tech's Printer Policy Template to support your print reduction goals

    Consider that your goal is to achieve printer reduction. Discuss with your team how strict it needs to be to truly reset behavior with printers. Many organizations struggle with policy enforcement. Firm language in the policy may be required to achieve this goal. For example,

    • IT only supports the printers acquired through the managed print service. Personal desktop printers are not supported by IT. Expense statements will not be accepted for non-supported printers.
    • Create a procurement policy where all device requests need justification and approval by department managers and IT. Have a debate over what the extreme exceptions would be. Legitimate exceptions must go through a review and approval process.
    • Restrict color printing to external or customer-facing use cases.
    • Encourage digital or electronic solutions in lieu of hard copies (e.g. e-signatures and approval workflows; scanning; use of integrated enterprise applications like SharePoint).
    This is a screenshot of the Printer Policy Page Template

    Download the Printer Policy template

    Readminister the end-user survey

    You have already run this survey during the requirements-gathering phase. Run it again to measure success.

    The survey was run once prior to the changes being implemented to establish a baseline of user satisfaction and to gain insights into additional requirements.

    Several months after the initial rollout (90 days is typical to let the dust settle), resurvey the end users and publish or report to the administration success metrics (the current costs vs. the actual costs prior to the change).

    User satisfaction survey can be used to manage the vendor, especially if the users are less happy after the vendor touched their environment. Use this feedback to hold the provider to account for improvement.

    Input

    Output
    • Previous survey results
    • Changes to baseline satisfaction metrics

    Materials

    Participants

    • End-user survey from Phase 1
    • IT director
    • IT staff
    • Rest of organization

    Measure project success

    Revisit the pre-project metrics and goals and compare with your current metrics

    • Identify printers to consolidate or eliminate.
    • Update asset management system (enter software and hardware serial numbers or identification tags into configuration management system).
    • Reallocate/install printers across the organization.
    • Develop ongoing printer usage and cost reports for each department.
    • Review the end-user survey and compare against baseline.
    • Operate, validate, and distribute usage metrics/chargeback to stakeholders.
    • Audit and report on environmental performance and sustainability performance to internal and external bodies, as required.
    • Write and manage knowledgebase articles.
    • Monitor and analyze trends in company printing in order to make recommendations for the future and to identify areas for possible savings and/or asset optimization.

    Metrics could include

    • User satisfaction
    • Print services net promoter model
    • Total printing costs
    • Printer availability (uptime)
    • Printer reliability (mean time between failures)
    • Total number of reported incidents
    • Mean time for vendor to respond and repair

    Support training and adoption

    Train users on self-support

    Prepare troubleshooting guides and step-by-step visual aid posters for the print areas that guide users to print, release, and find their print jobs and fix common incidents on their own. These may include:

    • The name of this printer location and the names of the others on that floor.
    • How to enter a PIN to release a print job.
    • How to fix a paper jam.
    • How to empty the paper tray.
    • How to log a service ticket if all other steps are exhausted.

    Educate users to use print area wisely

    • Inform users what to do if other print jobs appear to be left behind in the printer area.
    • Display guidelines on printer location alternatives in case of a long line.
    • Display suggestions on maximum recommended time to spend on a job in the event other users are waiting.

    Develop campaign to promote paperless culture

    Ensure business leadership and end users remain committed to thinking before they print.

    • Help your users avoid backsliding by soliciting feedback on the new printer areas.
    • Ensure timely escalation of service tickets to the vendor.
    • Support efforts by the business to seek out business process modernization opportunities whenever possible.

    Plan persuasive communication strategies

    Identify cost-saving opportunities and minimize complaints through persuasive communication

    Solicit the input of end users through surveys and review comments.

    Common complaints Response

    Consider the input of end users when making elimination and consolidation decisions and communicate IT's justification for each end user's argument to keep their desktop printers.

    "I don't trust network storage. I want physical copies." Explain the security and benefits of content management systems.
    "I use my desktop a lot. I need it." Explain the cost benefits of printing on cheaper network MFPs, especially if they print in large quantities.
    "I don't use it a lot, so it's not costly." It's a waste of money to maintain and power underused devices.
    "I need security and confidentiality." MFPs have biometric and password-release functions, which add an increased layer of security.
    "I need to be able to print from home." Print drivers and networked home printers can be insecure devices and attack vectors.
    "I don't have time to wait." Print jobs in queue can be released when users are at the device.
    "I don't want to walk that far." Tell the end user how many feet the device will be within (e.g. 50 feet). It is not usually very far.

    Implement a continual improvement plan to achieve long-term enterprise print goals

    Implement a continual improvement plan for enterprise printing:

    • Develop a vendor management plan:
      • In order to govern SLAs and manage the vendor, ensure that you can track printer-related tickets even if the device is now supported by managed print services.
      • Ensure that printer service tickets sent from the device to the vendor are also reconciled in your ITSM tool. Require the MSP to e-bond the ticket created within their own device and ticketing system back to you so you can track it in your own ITSM tool.
      • Every two months, validate service credits that can be returned to the vendor for exceeding SLA performance metrics.
      • Monitor the impact of their digital transformation strategies. Develop a cadence to review the vendor's suggestions for innovation opportunities.
    • Operate, validate, and distribute usage and experience metrics/chargeback to stakeholders.
    • Monitor and analyze trends in company printing.
    This is a graph which demonstrates the process of continual improvement through Standardization. It depicts a graph with Time as the X axis, and Quality Management as the Y axis. A grey circle with the words: ACT; PLAN; CHECK; DO, moving from the lower left part of the graph to the upper right, showing that standardization improves Quality Management.

    Summary of Accomplishment

    Problem Solved

    You have now re-envisioned your enterprise print environment by documenting your current printer inventory and current cost and usage. You also have hard inventory and usage data benchmarks that you can use to measure the success of future initiatives around digitalization, going paperless, and reducing print cost.

    You have also developed a plan to go to market and become a consumer of managed print services, rather than a provider yourself. You have established a reusable RFP and requirements framework to engage a managed print services vendor who will work with you to support your continuous improvement plans.

    Return to the deliverables and advice in this blueprint to reinforce the organization's message to end users on when, where, and how to print. Ideally, this project has helped you go beyond a printer refresh – but rather served as a means to change the printing culture at your organization.

    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

    Fernandes, Louella. "Quocirca Managed Services Print Market, 2021." Quocirca, 25 Mar. 2021. Accessed 12 Oct. 2021.

    McInnes, Angela. "No More Photocopies, No More Ink: Thames Valley Schools Run Out of Toner." CBC, 21 Oct. 2021. Web.

    "Paper and Paperboard: Material-Specific Data." EPA, 15 Dec. 2020. Accessed 15 Oct. 2021.

    State of Washington, House of Representatives. "State Agencies – Paper Conservation and Recycling." 61st Legislature, Substitute House Bill 2287, Passed 20 April 2009.

    Sugihara, Azusa. "Pandemic Shreds Office Paper Demand as Global Telework Unfolds." Nikkei Asia, 18 July 2020. Accessed 29 Sept. 2021.

    "Paper Reduction." University of Washington, n.d. Accessed 28 Oct. 2021.

    "What is MPS?" University of Washington, n.d. Accessed 16 Mar. 2022.

    Research contributors

    Jarrod Brumm
    Senior Digital Transformation Consultant

    Jacques Lirette
    President, Ditech Testing

    3 anonymous contributors

    Info-Tech Research Group Experts

    Allison Kinnaird, Research Director & Research Lead
    Frank Trovato, Research Director

    Build a Strong Technology Foundation for Customer Experience Management

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    • Parent Category Name: Customer Relationship Management
    • Parent Category Link: /customer-relationship-management
    • Technology is a fundamental enabler of an organization’s customer experience management (CXM) strategy. However, many IT departments fail to take a systematic approach when building a portfolio of applications for supporting marketing, sales, and customer service functions.
    • The result is a costly, ineffective, and piecemeal approach to CXM application deployment (including high-profile applications like CRM).

    Our Advice

    Critical Insight

    • IT must work in lockstep with their counterparts in marketing, sales, and customer service to define a unified vision and strategic requirements for enabling a strong CXM program.
    • To deploy applications that specifically align with the needs of the organization’s customers, IT leaders must work with the business to define and understand customer personas and common interaction scenarios. CXM applications are mission critical and failing to link them to customer needs can have a detrimental effect on customer satisfaction and ultimately, revenue.
    • IT must act as a valued partner to the business in creating a portfolio of CXM applications that are cost effective.
    • Organizations should create a repeatable framework for CXM application deployment that addresses critical issues, including the integration ecosystem, customer data quality, dashboards and analytics, and end-user adoption.

    Impact and Result

    • Establish strong application alignment to strategic requirements for CXM that is based on concrete customer personas.
    • Improve underlying business metrics across marketing, sales, and service, including customer acquisition, retention, and satisfaction metrics.
    • Better align IT with customer experience needs.

    Build a Strong Technology Foundation for Customer Experience Management Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should build a strong technology foundation for CXM, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Drive value with CXM

    Understand the benefits of a robust CXM strategy.

    • Build a Strong Technology Foundation for Customer Experience Management – Phase 1: Drive Value with CXM
    • CXM Strategy Stakeholder Presentation Template
    • CXM Strategy Project Charter Template

    2. Create the framework

    Identify drivers and objectives for CXM using a persona-driven approach and deploy the right applications to meet those objectives.

    • Build a Strong Technology Foundation for Customer Experience Management – Phase 2: Create the Framework
    • CXM Business Process Shortlisting Tool
    • CXM Portfolio Designer

    3. Finalize the framework

    Complete the initiatives roadmap for CXM.

    • Build a Strong Technology Foundation for Customer Experience Management – Phase 3: Finalize the Framework
    [infographic]

    Workshop: Build a Strong Technology Foundation for Customer Experience Management

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Create the Vision for CXM Technology Enablement

    The Purpose

    Establish a consistent vision across IT, marketing, sales, and customer service for CXM technology enablement.

    Key Benefits Achieved

    A clear understanding of key business and technology drivers for CXM.

    Activities

    1.1 CXM fireside chat

    1.2 CXM business drivers

    1.3 CXM vision statement

    1.4 Project structure

    Outputs

    CXM vision statement

    CXM project charter

    2 Conduct the Environmental Scan and Internal Review

    The Purpose

    Create a set of strategic requirements for CXM based on a thorough external market scan and internal capabilities assessment.

    Key Benefits Achieved

    Well-defined technology requirements based on rigorous, multi-faceted analysis.

    Activities

    2.1 PEST analysis

    2.2 Competitive analysis

    2.3 Market and trend analysis

    2.4 SWOT analysis

    2.5 VRIO analysis

    2.6 Channel map

    Outputs

    Completed external analysis

    Strategic requirements (from external analysis)

    Completed internal review

    Channel interaction map

    3 Build Customer Personas and Scenarios

    The Purpose

    Augment strategic requirements through customer persona and scenario development.

    Key Benefits Achieved

    Functional requirements aligned to supporting steps in customer interaction scenarios.

    Activities

    3.1 Persona development

    3.2 Scenario development

    3.3 Requirements definition for CXM

    Outputs

    Personas and scenarios

    Strategic requirements (based on personas)

    4 Create the CXM Application Portfolio

    The Purpose

    Using the requirements identified in the preceding modules, build a future-state application inventory for CXM.

    Key Benefits Achieved

    A cohesive, rationalized portfolio of customer interaction applications that aligns with identified requirements and allows investment (or rationalization) decisions to be made.

    Activities

    4.1 Build business process maps

    4.2 Review application satisfaction

    4.3 Create the CXM application portfolio

    4.4 Prioritize applications

    Outputs

    Business process maps

    Application satisfaction diagnostic

    Prioritized CXM application portfolio

    5 Review Best Practices and Confirm Initiatives

    The Purpose

    Establish repeatable best practices for CXM applications in areas such as data management and end-user adoption.

    Key Benefits Achieved

    Best practices for rollout of new CXM applications.

    A prioritized initiatives roadmap.

    Activities

    5.1 Create data integration map

    5.2 Define adoption best practices

    5.3 Build initiatives roadmap

    5.4 Confirm initiatives roadmap

    Outputs

    Integration map for CXM

    End-user adoption plan

    Initiatives roadmap

    Further reading

    Build a Strong Technology Foundation for Customer Experience Management

    Design an end-to-end technology strategy to enhance marketing effectiveness, drive sales, and create compelling customer service experiences.

    ANALYST PERSPECTIVE

    Technology is the catalyst to create – and keep! – your customers.

    "Customers want to interact with your organization on their own terms, and in the channels of their choice (including social media, mobile applications, and connected devices). Regardless of your industry, your customers expect a frictionless experience across the customer lifecycle. They desire personalized and well-targeted marketing messages, straightforward transactions, and effortless service. Research shows that customers value – and will pay more for! – well-designed experiences.

    Strong technology enablement is critical for creating customer experiences that drive revenue. However, most organizations struggle with creating a cohesive technology strategy for customer experience management (CXM). IT leaders need to take a proactive approach to developing a strong portfolio of customer interaction applications that are in lockstep with the needs of their marketing, sales, and customer service teams. It is critical to incorporate the voice of the customer into this strategy.

    When developing a technology strategy for CXM, don’t just “pave the cow path,” but instead move the needle forward by providing capabilities for customer intelligence, omnichannel interactions, and predictive analytics. This blueprint will help you build an integrated CXM technology roadmap that drives top-line revenue while rationalizing application spend."

    Ben Dickie

    Research Director, Customer Experience Strategy

    Info-Tech Research Group

    Framing the CXM project

    This Research Is Designed For:

    • IT leaders who are responsible for crafting a technology strategy for customer experience management (CXM).
    • Applications managers who are involved with the selection and implementation of critical customer-centric applications, such as CRM platforms, marketing automation tools, customer intelligence suites, and customer service solutions.

    This Research Will Help You:

    • Clearly link your technology-enablement strategy for CXM to strategic business requirements and customer personas.
    • Build a rationalized portfolio of enterprise applications that will support customer interaction objectives.
    • Adopt standard operating procedures for CXM application deployment that address issues such as end-user adoption and data quality.

    This Research Will Also Assist:

    • Business leaders in marketing, sales, and customer service who want to deepen their understanding of CXM technologies, and apply best practices for using these technologies to drive competitive advantage.
    • Marketing, sales, and customer service managers involved with defining requirements and rolling out CXM applications.

    This Research Will Help Them:

    • Work hand-in-hand with counterparts in IT to deploy high-value business applications that will improve core customer-facing metrics.
    • Understand the changing CXM landscape and use the art of the possible to transform the internal technology ecosystem and drive meaningful customer experiences.

    Executive summary

    Situation

    • Customer expectations for personalization, channel preferences, and speed-to-resolution are at an all-time high.
    • Your customers are willing to pay more for high-value experiences, and having a strong customer CXM strategy is a proven path to creating sustainable value for the organization.

    Complication

    • Technology is a fundamental enabler of an organization’s CXM strategy. However, many IT departments fail to take a systematic approach to building a portfolio of applications to support Marketing, Sales, and Customer Service.
    • The result is a costly, ineffective, and piecemeal approach to CXM application deployment (including high profile applications like CRM).

    Resolution

    • IT must work in lockstep with their counterparts in marketing, sales, and customer service to define a unified vision, strategic requirements and roadmap for enabling strong customer experience capabilities.
    • In order to deploy applications that don’t simply follow previously established patterns but are aligned with the specific needs of the organization’s customers, IT leaders must work with the business to define and understand customer personas and common interaction scenarios. CXM applications are mission critical and failing to link them to customer needs can have a detrimental effect on customer satisfaction – and ultimately revenue.
    • IT must act as a valued partner to the business in creating a portfolio of CXM applications that are cost effective.
    • Organizations should create a repeatable framework for CXM application deployment that addresses critical issues, including the integration ecosystem, customer data quality, dashboards and analytics, and end-user adoption.

    Info-Tech Insight

    1. IT can’t hide behind the firewall. IT must understand the organization’s customers to properly support marketing, sales, and service efforts.
    2. IT – or Marketing – must not build the CXM strategy in a vacuum if they want to achieve a holistic, consistent, and seamless customer experience.
    3. IT must get ahead of shadow IT. To be seen as an innovator within the business, IT must be a leading enabler in building a rationalized and integrated CXM application portfolio.

    Guide to frequently used acronyms

    CXM - Customer Experience Management

    CX - Customer Experience

    CRM - Customer Relationship Management

    CSM - Customer Service Management

    MMS - Marketing Management System

    SMMP - Social Media Management Platform

    RFP - Request for Proposal

    SaaS - Software as a Service

    Customers’ expectations are on the rise: meet them!

    Today’s consumers expect speed, convenience, and tailored experiences at every stage of the customer lifecycle. Successful organizations strive to support these expectations.

    67% of end consumers will pay more for a world-class customer experience. 74% of business buyers will pay more for strong B2B experiences. (Salesforce, 2018)

    5 CORE CUSTOMER EXPECTATIONS

    1. More personalization
    2. More product options
    3. Constant contact
    4. Listen closely, respond quickly
    5. Give front-liners more control

    (Customer Experience Insight, 2016)

    Customers expect to interact with organizations through the channels of their choice. Now more than ever, you must enable your organization to provide tailored customer experiences.

    Realize measurable value by enabling CXM

    Providing a seamless customer experience increases the likelihood of cross-sell and up-sell opportunities and boosts customer loyalty and retention. IT can contribute to driving revenue and decreasing costs by providing the business with the right set of tools, applications, and technical support.

    Contribute to the bottom line

    Cross-sell, up-sell, and drive customer acquisition.

    67% of consumers are willing to pay more for an upgraded experience. (Salesforce, 2018)

    80%: The margin by which CX leaders outperformer laggards in the S&P 500.(Qualtrics, 2017)

    59% of customers say tailored engagement based on past interactions is very important to winning their business. (Salesforce, 2018)

    Enable cost savings

    Focus on customer retention as well as acquisition.

    It is 6-7x more costly to attract a new customer than it is to retain an existing customer. (Salesforce Blog, 2019)

    A 5% increase in customer retention has been found to increase profits by 25% to 95%. (Bain & Company, n.d.)

    Strategic CXM is gaining traction with your competition

    Organizations are prioritizing CXM capabilities (and associated technologies) as a strategic investment. Keep pace with the competition and gain a competitive advantage by creating a cohesive strategy that uses best practices to integrate marketing, sales, and customer support functions.

    87% of customers share great experiences they’ve had with a company. (Zendesk, n.d.)

    61% of organizations are investing in CXM. (CX Network, 2015)

    53% of organizations believe CXM provides a competitive advantage. (Harvard Business Review, 2014)

    Top Investment Priorities for Customer Experience

    1. Voice of the Customer
    2. Customer Insight Generation
    3. Customer Experience Governance
    4. Customer Journey Mapping
    5. Online Customer Experience
    6. Experience Personalization
    7. Emotional Engagement
    8. Multi-Channel Integration/Omnichannel
    9. Quality & Customer Satisfaction Management
    10. Customer/Channel Loyalty & Rewards Programs

    (CX Network 2015)

    Omnichannel is the way of the future: don’t be left behind

    Get ahead of the competition by doing omnichannel right. Devise a CXM strategy that allows you to create and maintain a consistent, seamless customer experience by optimizing operations within an omnichannel framework. Customers want to interact with you on their own terms, and it falls to IT to ensure that applications are in place to support and manage a wide range of interaction channels.

    Omnichannel is a “multi-channel approach to sales that seeks to provide the customer with a seamless transactional experience whether the customer is shopping online from a desktop or mobile device, by telephone, or in a bricks and mortar store.” (TechTarget, 2014)

    97% of companies say that they are investing in omnichannel. (Huffington Post, 2015)

    23% of companies are doing omnichannel well.

    CXM applications drive effective multi-channel customer interactions across marketing, sales, and customer service

    The success of your CXM strategy depends on the effective interaction of various marketing, sales, and customer support functions. To deliver on customer experience, organizations need to take a customer-centric approach to operations.

    From an application perspective, a CRM platform generally serves as the unifying repository of customer information, supported by adjacent solutions as warranted by your CXM objectives.

    CXM ECOSYSTEM

    Customer Relationship Management Platform

    • Web Experience Management Platform
    • E-Commerce & Point of Sale Solutions
    • Social Media Management Platform
    • Customer Intelligence Platform
    • Customer Service Management Tools
    • Marketing Management Suite

    Application spotlight: Customer experience platforms

    Description

    CXM solutions are a broad range of tools that provide comprehensive feature sets for supporting customer interaction processes. These suites supplant more basic applications for customer interaction management. Popular solutions that fall under the umbrella of CXM include CRM suites, marketing automation tools, and customer service applications.

    Features and Capabilities

    • Manage sales pipelines, provide quotes, and track client deliverables.
    • View all opportunities organized by their current stage in the sales process.
    • View all interactions that have occurred between employees and the customer, including purchase order history.
    • Manage outbound marketing campaigns via multiple channels (email, phone, social, mobile).
    • Build visual workflows with automated trigger points and business rules engine.
    • Generate in-depth customer insights, audience segmentation, predictive analytics, and contextual analytics.
    • Provide case management, ticketing, and escalation capabilities for customer service.

    Highlighted Vendors

    Microsoft Dynamics

    Adobe

    Marketo

    sprinklr

    Salesforce

    SugarCRM

    Application spotlight: Customer experience platforms

    Key Trends

    • CXM applications have decreased their focus on departmental silos to make it easier to share information across the organization as departments demand more data.
    • Vendors are developing deeper support of newer channels for customer interaction. This includes providing support for social media channels, native mobile applications, and SMS or text-based services like WhatsApp and Facebook Messenger.
    • Predictive campaigns and channel blending are becoming more feasible as vendors integrate machine learning and artificial intelligence into their applications.
    • Content blocks are being placed on top of scripting languages to allow for user-friendly interfaces. There is a focus on alleviating bottlenecks where content would have previously needed to go through a specialist.
    • Many vendors of CXM applications are placing increased emphasis on strong application integration both within and beyond their portfolios, with systems like ERP and order fulfillment.

    Link to Digital Strategy

    • For many organizations that are building out a digital strategy, improving customer experience is often a driving factor: CXM apps enable this goal.
    • As part of a digital strategy, create a comprehensive CXM application portfolio by leveraging both core CRM suites and point solutions.
    • Ensure that a point solution aligns with the digital strategy’s technology drivers and user personas.

    CXM KPIs

    Strong CXM applications can improve:

    • Lead Intake Volume
    • Lead Conversion Rate
    • Average Time to Resolution
    • First-Contact Resolution Rate
    • Customer Satisfaction Rate
    • Share-of-Mind
    • Share-of-Wallet
    • Customer Lifetime Value
    • Aggregate Reach/Impressions

    IT is critical to the success of your CXM strategy

    Technology is the key enabler of building strong customer experiences: IT must stand shoulder-to-shoulder with the business to develop a technology framework for CXM.

    Top 5 Challenges with CXM for Marketing

    1. Maximizing customer experience ROI
    2. Achieving a single view of the customer
    3. Building new customer experiences
    4. Cultivating a customer-focused culture
    5. Measuring CX investments to business outcomes

    Top 5 Obstacles to Enabling CXM for IT

    1. Systems integration
    2. Multichannel complexity
    3. Organizational structure
    4. Data-related issues
    5. Lack of strategy

    (Harvard Business Review, 2014)

    Only 19% of organizations have a customer experience team tasked with bridging gaps between departments. (Genesys, 2018)

    IT and Marketing can only tackle CXM with the full support of each other. The cooperation of the departments is crucial when trying to improve CXM technology capabilities and customer interaction and drive a strong revenue mandate.

    CXM failure: Blockbuster

    CASE STUDY

    Industry Entertainment

    Source Forbes, 2014

    Blockbuster

    As the leader of the video retail industry, Blockbuster had thousands of retail locations internationally and millions of customers. Blockbuster’s massive marketing budget and efficient operations allowed it to dominate the competition for years.

    Situation

    Trends in Blockbuster’s consumer market changed in terms of distribution channels and customer experience. As the digital age emerged and developed, consumers were looking for immediacy and convenience. This threatened Blockbuster’s traditional, brick-and-mortar B2C operating model.

    The Competition

    Netflix entered the video retail market, making itself accessible through non-traditional channels (direct mail, and eventually, the internet).

    Results

    Despite long-term relationships with customers and competitive standing in the market, Blockbuster’s inability to understand and respond to changing technology trends and customer demands led to its demise. The organization did not effectively leverage internal or external networks or technology to adapt to customer demands. Blockbuster went bankrupt in 2010.

    Customer Relationship Management

    • Web Experience Management Platform
    • E-Commerce & Point of Sale Solutions
    • Social Media Management
    • Customer Intelligence
    • Customer Service
    • Marketing Management

    Blockbuster did not leverage emerging technologies to effectively respond to trends in its consumer network. It did not optimize organizational effectiveness around customer experience.

    CXM success: Netflix

    CASE STUDY

    Industry Entertainment

    Source Forbes, 2014

    Netflix

    Beginning as a mail-out service, Netflix offered subscribers a catalog of videos to select from and have mailed to them directly. Customers no longer had to go to a retail store to rent a video. However, the lack of immediacy of direct mail as the distribution channel resulted in slow adoption.

    The Situation

    In response to the increasing presence of tech-savvy consumers on the internet, Netflix invested in developing its online platform as its primary distribution channel. The benefit of doing so was two-fold: passive brand advertising (by being present on the internet) and meeting customer demands for immediacy and convenience. Netflix also recognized the rising demand for personalized service and created an unprecedented, tailored customer experience.

    The Competition

    Blockbuster was the industry leader in video retail but was lagging in its response to industry, consumer, and technology trends around customer experience.

    Results

    Netflix’s disruptive innovation is built on the foundation of great CXM. Netflix is now a $28 billion company, which is tenfold what Blockbuster was worth.

    Customer Relationship Management Platform

    • Web Experience Management Platform
    • E-Commerce & Point of Sale Solutions
    • Social Media Management Platform
    • Customer Intelligence Platform
    • Customer Service Management Tools
    • Marketing Management Suite

    Netflix used disruptive technologies to innovatively build a customer experience that put it ahead of the long-time, video rental industry leader, Blockbuster.

    Leverage Info-Tech’s approach to succeed with CXM

    Creating an end-to-end technology-enablement strategy for CXM requires a concerted, dedicated effort: Info-Tech can help with our proven approach.

    Build the CXM Project Charter

    Conduct a Thorough Environmental Scan

    Build Customer Personas and Scenarios

    Draft Strategic CXM Requirements

    Build the CXM Application Portfolio

    Implement Operational Best Practices

    Why Info-Tech’s Approach?

    Info-Tech draws on best-practice research and the experiences of our global member base to develop a methodology for CXM that is driven by rigorous customer-centric analysis.

    Our approach uses a unique combination of techniques to ensure that your team has done its due diligence in crafting a forward-thinking technology-enablement strategy for CXM that creates measurable value.

    A global professional services firm drives measurable value for CXM by using persona design and scenario development

    CASE STUDY

    Industry Professionals Services

    Source Info-Tech Workshop

    The Situation

    A global professional services firm in the B2B space was experiencing a fragmented approach to customer engagement, particularly in the pre-sales funnel. Legacy applications weren’t keeping pace with an increased demand for lead evaluation and routing technology. Web experience management was also an area of significant concern, with a lack of ongoing customer engagement through the existing web portal.

    The Approach

    Working with a team of Info-Tech facilitators, the company was able to develop several internal and external customer personas. These personas formed the basis of strategic requirements for a new CXM application stack, which involved dedicated platforms for core CRM, lead automation, web content management, and site analytics.

    Results

    Customer “stickiness” metrics increased, and Sales reported significantly higher turnaround times in lead evaluations, resulting in improved rep productivity and faster cycle times.

    Components of a persona
    Name Name personas to reflect a key attribute such as the persona’s primary role or motivation.
    Demographic Include basic descriptors of the persona (e.g. age, geographic location, preferred language, education, job, employer, household income, etc.)
    Wants, needs, pain points Identify surface-level motivations for buying habits.
    Psychographic/behavioral traits Observe persona traits that are representative of the customers’ behaviors (e.g. attitudes, buying patterns, etc.).

    Follow Info-Tech’s approach to build your CXM foundation

    Create the Project Vision

    • Identify business and IT drivers
    • Outputs:
      • CXM Strategy Guiding Principles

    Structure the Project

    • Identify goals and objectives for CXM project
    • Form Project Team
    • Establish timeline
    • Obtain project sponsorship
    • Outputs:
      • CXM Strategy Project Charter

    Scan the External Environment

    • Create CXM operating model
    • Conduct external analysis
    • Create customer personas
    • Outputs:
      • CXM Operating Model
    • Conduct PEST analysis
    • Create persona scenarios
    • Outputs:
      • CXM Strategic Requirements

    Assess the Current State of CXM

    • Conduct SWOT analysis
    • Assess application usage and satisfaction
    • Conduct VRIO analysis
    • Outputs:
      • CXM Strategic Requirements

    Create an Application Portfolio

    • Map current processes
    • Assign business process owners
    • Create channel map
    • Build CXM application portfolio
    • Outputs:
      • CXM Application Portfolio Map

    Develop Deployment Best Practices

    • Develop CXM integration map
    • Create mitigation plan for poor data quality
    • Outputs:
      • Data Quality Preservation Map

    Create an Initiative Rollout Plan

    • Create risk management plan
    • Identify work initiative dependencies
    • Create roadmap
    • Outputs:
      • CXM Initiative Roadmap

    Confirm and Finalize the CXM Blueprint

    • Identify success metrics
    • Create stakeholder communication plan
    • Present CXM strategy to stakeholders
    • Outputs:
      • Stakeholder Presentation

    Info-Tech offers various levels of support to suit your needs

    DIY Toolkit

    “Our team has already made this critical project a priority, and we have the time and capability, but some guidance along the way would be helpful.”

    Guided Implementation

    “Our team knows that we need to fix a process, but we need assistance to determine where to focus. Some check-ins along the way would help keep us on track.”

    Workshop

    “We need to hit the ground running and get this project kicked off immediately. Our team has the ability to take this over once we get a framework and strategy in place.”

    Consulting

    “Our team does not have the time or the knowledge to take this project on. We need assistance through the entirety of this project.”

    Diagnostics and consistent frameworks used throughout all four options

    Build a Strong Technology Foundation for CXM – project overview

    1. Drive Value With CXM 2. Create the Framework 3. Finalize the Framework
    Best-Practice Toolkit

    1.1 Create the Project Vision

    1.2 Structure the CXM Project

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Guided Implementations
    • Determine project vision for CXM.
    • Review CXM project charter.
    • Review environmental scan.
    • Review application portfolio for CXM.
    • Confirm deployment best practices.
    • Review initiatives rollout plan.
    • Confirm CXM roadmap.
    Onsite Workshop Module 1: Drive Measurable Value with a World-Class CXM Program Module 2: Create the Strategic Framework for CXM Module 3: Finalize the CXM Framework

    Phase 1 Outcome:

    • Completed drivers
    • Completed project charter

    Phase 2 Outcome:

    • Completed personas and scenarios
    • CXM application portfolio

    Phase 3 Outcome:

    • Strategic summary blueprint

    Workshop overview

    Contact your account representative or email Workshops@InfoTech.com for more information.

    Workshop Day 1 Workshop Day 2 Workshop Day 3 Workshop Day 4 Workshop Day 5
    Activities

    Create the Vision for CXM Enablement

    1.1 CXM Fireside Chat

    1.2 CXM Business Drivers

    1.3 CXM Vision Statement

    1.4 Project Structure

    Conduct the Environmental Scan and Internal Review

    2.1 PEST Analysis

    2.2 Competitive Analysis

    2.3 Market and Trend Analysis

    2.4 SWOT Analysis

    2.5 VRIO Analysis

    2.6 Channel Mapping

    Build Personas and Scenarios

    3.1 Persona Development

    3.2 Scenario Development

    3.3 Requirements Definition for CXM

    Create the CXM Application Portfolio

    4.1 Build Business Process Maps

    4.2 Review Application Satisfaction

    4.3 Create the CXM Application Portfolio

    4.4 Prioritize Applications

    Review Best Practices and Confirm Initiatives

    5.1 Create Data Integration Map

    5.2 Define Adoption Best Practices

    5.3 Build Initiatives Roadmap

    5.4 Confirm Initiatives Roadmap

    Deliverables
    1. CXM Vision Statement
    2. CXM Project Charter
    1. Completed External Analysis
    2. Completed Internal Review
    3. Channel Interaction Map
    4. Strategic Requirements (from External Analysis)
    1. Personas and Scenarios
    2. Strategic Requirements (based on personas)
    1. Business Process Maps
    2. Application Satisfaction Diagnostic
    3. Prioritized CXM Application Portfolio
    1. Integration Map for CXM
    2. End-User Adoption Plan
    3. Initiatives Roadmap

    Phase 1

    Drive Measurable Value With a World-Class CXM Program

    Build a Strong Technology Foundation for Customer Experience Management

    Phase 1 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 1: Drive Measurable Value With a World-Class CXM Program

    Proposed Time to Completion: 2 weeks

    Step 1.1: Create the Project Vision

    Start with an analyst kick-off call:

    • Review key drivers from a technology and business perspective for CXM
    • Discuss benefits of strong technology enablement for CXM

    Then complete these activities…

    • CXM Fireside Chat
    • CXM Business and Technology Driver Assessment
    • CXM Vision Statement

    With these tools & templates:

    • CXM Strategy Stakeholder Presentation Template

    Step 1.2: Structure the Project

    Review findings with analyst:

    • Assess the CXM vision statement for competitive differentiators
    • Determine current alignment disposition of IT with different business units

    Then complete these activities…

    • Team Composition and Responsibilities
    • Metrics Definition

    With these tools & templates:

    • CXM Strategy Project Charter Template

    Phase 1 Results & Insights:

    • Defined value of strong technology enablement for CXM
    • Completed CXM project charter

    Step 1.1: Create the Project Vision

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Fireside Chat: Discuss past challenges and successes with CXM
    • Identify business and IT drivers to establish guiding principles for CXM

    Outcomes:

    • Business benefits of a rationalized technology strategy to support CXM
    • Shared lessons learned
    • Guiding principles for providing technology enablement for CXM

    Building a technology strategy to support customer experience isn’t an option – it’s a mission-critical activity

    • Customer-facing departments supply the lifeblood of a company: revenue. In today’s fast-paced and interconnected world, it’s becoming increasingly imperative to enable customer experience processes with a wide range of technologies, from lead automation to social relationship management. CXM is the holistic management of customer interaction processes across marketing, sales, and customer service to create valuable, mutually beneficial customer experiences. Technology is a critical building block for enabling CXM.
    • The parallel progress of technology and process improvement is essential to an efficient and effective CXM program. While many executives prefer to remain at the status quo, new technologies have caused major shifts in the CXM environment. If you stay with the status quo, you will fall behind the competition.
    • However, many IT departments are struggling to keep up with the pace of change and find themselves more of a firefighter than a strategic partner to marketing, sales, and service teams. This not only hurts the business, but it also tarnishes IT’s reputation.

    An aligned, optimized CX strategy is:

    Rapid: to intentionally and strategically respond to quickly-changing opportunities and issues.

    Outcome-based: to make key decisions based on strong business cases, data, and analytics in addition to intuition and judgment.

    Rigorous: to bring discipline and science to bear; to improve operations and results.

    Collaborative: to conduct activities in a broader ecosystem of partners, suppliers, vendors, co-developers, and even competitors.

    (The Wall Street Journal, 2013)

    Info-Tech Insight

    If IT fails to adequately support marketing, sales, and customer service teams, the organization’s revenue will be in direct jeopardy. As a result, CIOs and Applications Directors must work with their counterparts in these departments to craft a cohesive and comprehensive strategy for using technology to create meaningful (and profitable) customer experiences.

    Fireside Chat, Part 1: When was technology an impediment to customer experience at your organization?

    1.1.1 30 minutes

    Input

    • Past experiences of the team

    Output

    • Lessons learned

    Materials

    • Whiteboard
    • Markers

    Participants

    • Core Team

    Instructions

    1. Think about a time when technology was an impediment to a positive customer experience at your organization. Reflect on the following:
      • What frustrations did the application or the technology cause to your customers? What was their reaction?
      • How did IT (and the business) identify the challenge in the first place?
      • What steps were taken to mitigate the impact of the problem? Were these steps successful?
      • What were the key lessons learned as part of the challenge?

    Fireside Chat, Part 2: What customer success stories has your organization created by using new technologies?

    1.1.2 30 minutes

    Input

    • Past experiences of the team

    Output

    • Lessons learned

    Materials

    • Whiteboard
    • Markers

    Participants

    • Core Team

    Instructions

    1. Think about a time when your organization successfully leveraged a new application or new technology to enhance the experience it provided to customers. Reflect on this experience and consider:
      • What were the organizational drivers for rolling out the new application or solution?
      • What obstacles had to be overcome in order to successfully deploy the solution?
      • How did the application positively impact the customer experience? What metrics improved?
      • What were the key lessons learned as part of the deployment? If you had to do it all over again, what would you do differently?

    Develop a cohesive, consistent, and forward-looking roadmap that supports each stage of the customer lifecycle

    When creating your roadmap, consider the pitfalls you’ll likely encounter in building the IT strategy to provide technology enablement for customer experience.

    There’s no silver bullet for developing a strategy. You can encounter pitfalls at a myriad of different points including not involving the right stakeholders from the business, not staying abreast of recent trends in the external environment, and not aligning sales, marketing, and support initiatives with a focus on the delivery of value to prospects and customers.

    Common Pitfalls When Creating a Technology-Enablement Strategy for CXM

    Senior management is not involved in strategy development.

    Not paying attention to the “art of the possible.”

    “Paving the cow path” rather than focusing on revising core processes.

    Misalignment between objectives and financial/personnel resources.

    Inexperienced team on either the business or IT side.

    Not paying attention to the actions of competitors.

    Entrenched management preferences for legacy systems.

    Sales culture that downplays the potential value of technology or new applications.

    IT is only one or two degrees of separation from the end customer: so take a customer-centric approach

    IT →Marketing, Sales, and Service →External Customers

    Internal-Facing Applications

    • IT enables, supports, and maintains the applications used by the organization to market to, sell to, and service customers. IT provides the infrastructural and technical foundation to operate the function.

    Customer-Facing Applications

    • IT supports customer-facing interfaces and channels for customer interaction.
    • Channel examples include web pages, mobile device applications and optimization, and interactive voice response for callers.

    Info-Tech Insight

    IT often overlooks direct customer considerations when devising a technology strategy for CXM. Instead, IT leaders rely on other business stakeholders to simply pass on requirements. By sitting down with their counterparts in marketing and sales, and fully understanding business drivers and customer personas, IT will be much better positioned to roll out supporting applications that drive customer engagement.

    A well-aligned CXM strategy recognizes a clear delineation of responsibilities between IT, sales, marketing, and service

    • When thinking about CXM, IT must recognize that it is responsible for being a trusted partner for technology enablement. This means that IT has a duty to:
      • Develop an in-depth understanding of strategic business requirements for CXM. Base your understanding of these business requirements on a clear conception of the internal and external environment, customer personas, and business processes in marketing, sales, and customer service.
      • Assist with shortlisting and supporting different channels for customer interaction (including email, telephony, web presence, and social media).
      • Create a rationalized, cohesive application portfolio for CXM that blends different enabling technologies together to support strategic business requirements.
      • Provide support for vendor shortlisting, selection, and implementation of CXM applications.
      • Assist with end-user adoption of CXM applications (i.e. training and ongoing support).
      • Provide initiatives that assist with technical excellence for CXM (such as data quality, integration, analytics, and application maintenance).
    • The business (marketing, sales, customer service) owns the business requirements and must be responsible for setting top-level objectives for customer interaction (e.g. product and pricing decisions, marketing collateral, territory management, etc.). IT should not take over decisions on customer experience strategy. However, IT should be working in lockstep with its counterparts in the business to assist with understanding business requirements through a customer-facing lens. For example, persona development is best done in cross-functional teams between IT and Marketing.

    Activity: Identify the business drivers for CXM to establish the strategy’s guiding principles

    1.1.3 30 minutes

    Input

    • Business drivers for CXM

    Output

    • Guiding principles for CXM strategy

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Define the assumptions and business drivers that have an impact on technology enablement for CXM. What is driving the current marketing, sales, and service strategy on the business side?
    Business Driver Name Driver Assumptions, Capabilities, and Constraints Impact on CXM Strategy
    High degree of customer-centric solution selling A technically complex product means that solution selling approaches are employed – sales cycles are long. There is a strong need for applications and data quality processes that support longer-term customer relationships rather than transactional selling.
    High desire to increase scalability of sales processes Although sales cycles are long, the organization wishes to increase the effectiveness of rep time via marketing automation where possible. Sales is always looking for new ways to leverage their reps for face-to-face solution selling while leaving low-level tasks to automation. Marketing wants to support these tasks.
    Highly remote sales team and unusual hours are the norm Not based around core hours – significant overtime or remote working occurs frequently. Misalignment between IT working only core hours and after-hours teams leads to lag times that can delay work. Scheduling of preventative sales maintenance must typically be done on weekends rather than weekday evenings.

    Activity: Identify the IT drivers for CXM to establish the strategy’s guiding principles

    1.1.4 30 minutes

    Input

    • IT drivers for CXM

    Output

    • Guiding principles for CXM strategy

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Define the assumptions and IT drivers that have an impact on technology enablement for CXM. What is driving the current IT strategy for supporting marketing, sales, and service initiatives?
    IT Driver Name Driver Assumptions, Capabilities, and Constraints Impact on CXM Strategy
    Sales Application Procurement Methodology Strong preference for on-premise COTS deployments over homebrewed applications. IT may not be able to support cloud-based sales applications due to security requirements for on premise.
    Vendor Relations Minimal vendor relationships; SLAs not drafted internally but used as part of standard agreement. IT may want to investigate tightening up SLAs with vendors to ensure more timely support is available for their sales teams.
    Development Methodology Agile methodology employed, some pockets of Waterfall employed for large-scale deployments. Agile development means more perfective maintenance requests come in, but it leads to greater responsiveness for making urgent corrective changes to non-COTS products.
    Data Quality Approach IT sees as Sales’ responsibility IT is not standing as a strategic partner for helping to keep data clean, causing dissatisfaction from customer-facing departments.
    Staffing Availability Limited to 9–5 Execution of sales support takes place during core hours only, limiting response times and access for on-the-road sales personnel.

    Activity: Use IT and business drivers to create guiding principles for your CXM technology-enablement project

    1.1.5 30 minutes

    Input

    • Business drivers and IT drivers from 1.1.3 and 1.1.4

    Output

    • CXM mission statement

    Materials

    • Whiteboard
    • Markers

    Participants

    • Core Team

    Instructions

    1. Based on the IT and business drivers identified, craft guiding principles for CXM technology enablement. Keep guiding principles in mind throughout the project and ensure they support (or reconcile) the business and IT drivers.

    Guiding Principle Description
    Sales processes must be scalable. Our sales processes must be able to reach a high number of target customers in a short time without straining systems or personnel.
    Marketing processes must be high touch. Processes must be oriented to support technically sophisticated, solution-selling methodologies.

    2. Summarize the guiding principles above by creating a CXM mission statement. See below for an example.

    Example: CXM Mission Statement

    To ensure our marketing, sales and service team is equipped with tools that will allow them to reach out to a large volume of contacts while still providing a solution-selling approach. This will be done with secure, on-premise systems to safeguard customer data.

    Ensure that now is the right time to take a step back and develop the CXM strategy

    Determine if now is the right time to move forward with building (or overhauling) your technology-enablement strategy for CXM.

    Not all organizations will be able to proceed immediately to optimize their CXM technology enablement. Determine if the organizational willingness, backbone, and resources are present to commit to overhauling the existing strategy. If you’re not ready to proceed, consider waiting to begin this project until you can procure the right resources.

    Do not proceed if:

    • Your current strategy for supporting marketing, sales, and service is working well and IT is already viewed as a strategic partner by these groups. Your current strategy is well aligned with customer preferences.
    • The current strategy is not working well, but there is no consensus or support from senior management for improving it.
    • You cannot secure the resources or time to devote to thoroughly examining the current state and selecting improvement initiatives.
    • The strategy has been approved, but there is no budget in place to support it at this time.

    Proceed if:

    • Senior management has agreed that technology support for CXM should be improved.
    • Sub-divisions within IT, sales, marketing, and service are on the same page about the need to improve alignment.
    • You have an approximate budget to work with for the project and believe you can secure additional funding to execute at least some improvement initiatives.
    • You understand how improving CXM alignment will fit into the broader customer interaction ecosystem in your organization.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    1.1.3; 1.1.4; 1.1.5 - Identify business and IT drivers to create CXM guiding principles

    The facilitator will work with stakeholders from both the business and IT to identify implicit or explicit strategic drivers that will support (or pose constraints on) the technology-enablement framework for the CXM strategy. In doing so, guiding principles will be established for the project.

    Step 1.2: Structure the Project

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Define the project purpose, objectives, and business metrics
    • Define the scope of the CXM strategy
    • Create the project team
    • Build a RACI chart
    • Develop a timeline with project milestones
    • Identify risks and create mitigation strategies
    • Complete the strategy project charter and obtain approval

    Outcomes:

    CXM Strategy Project Charter Template

    • Purpose, objectives, metrics
    • Scope
    • Project team & RACI
    • Timeline
    • Risks & mitigation strategies
    • Project sponsorship

    Use Info-Tech’s CXM Strategy Project Charter Template to outline critical components of the CXM project

    1.2.1 CXM Strategy Project Charter Template

    Having a project charter is the first step for any project: it specifies how the project will be resourced from a people, process, and technology perspective, and it clearly outlines major project milestones and timelines for strategy development. CXM technology enablement crosses many organizational boundaries, so a project charter is a very useful tool for ensuring everyone is on the same page.

    Sections of the document:

    1. Project Drivers, Rationale, and Context
    2. Project Objectives, Metrics, and Purpose
    3. Project Scope Definition
    4. Project Team Roles and Responsibilities (RACI)
    5. Project Timeline
    6. Risk Mitigation Strategy
    7. Project Metrics
    8. Project Review & Approvals

    INFO-TECH DELIVERABLE

    CXM Strategy Project Charter Template

    Populate the relevant sections of your project charter as you complete activities 1.2.2-1.2.8.

    Understand the roles necessary to complete your CXM technology-enablement strategy

    Understand the role of each player within your project structure. Look for listed participants on the activities slides to determine when each player should be involved.

    Title Role Within Project Structure
    Project Sponsor
    • Owns the project at the management/C-suite level
    • Responsible for breaking down barriers and ensuring alignment with organizational strategy
    • CIO, CMO, VP of Sales, VP of Customer Care, or similar
    Project Manager
    • The IT individual(s) that will oversee day-to-day project operations
    • Responsible for preparing and managing the project plan and monitoring the project team’s progress
    • Applications or other IT Manager, Business Analyst, Business Process Owner, or similar
    Business Lead
    • Works alongside the IT PM to ensure that the strategy is aligned with business needs
    • In this case, likely to be a marketing, sales, or customer service lead
    • Sales Director, Marketing Director, Customer Care Director, or similar
    Project Team
    • Comprised of individuals whose knowledge and skills are crucial to project success
    • Responsible for driving day-to-day activities, coordinating communication, and making process and design decisions. Can assist with persona and scenario development for CXM.
    • Project Manager, Business Lead, CRM Manager, Integration Manager, Application SMEs, Developers, Business Process Architects, and/or similar SMEs
    Steering Committee
    • Comprised of C-suite/management level individuals that act as the project’s decision makers
    • Responsible for validating goals and priorities, defining the project scope, enabling adequate resourcing, and managing change
    • Project Sponsor, Project Manager, Business Lead, CFO, Business Unit SMEs and similar

    Info-Tech Insight

    Do not limit project input or participation to the aforementioned roles. Include subject matter experts and internal stakeholders at particular stages within the project. Such inputs can be solicited on a one-off basis as needed. This ensures you take a holistic approach to creating your CXM technology-enablement strategy.

    Activity: Kick-off the CXM project by defining the project purpose, project objectives, and business metrics

    1.2.2 30 minutes

    Input

    • Activities 1.1.1 to 1.1.5

    Output

    • Drivers & rationale
    • Purpose statement
    • Business goals
    • Business metrics
    • CXM Strategy Project Charter Template, sections 1.0, 2.0, and 2.1

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Sponsor
    • Project Manager
    • Business Lead
    • Steering Committee

    Instructions

    Hold a meeting with IT, Marketing, Sales, Service, Operations, and any other impacted business stakeholders that have input into CXM to accomplish the following:

    1. Discuss the drivers and rationale behind embarking on a CXM strategy.
    2. Develop and concede on objectives for the CXM project, metrics that will gauge its success, and goals for each metric.
    3. Create a project purpose statement that is informed by decided-upon objectives and metrics from the steps above. When establishing a project purpose, ask the question, “what are we trying to accomplish?”
    • Example: Project Purpose Statement
      • The organization is creating a CXM strategy to gather high-level requirements from the business, IT, and Marketing, Sales, and Service, to ensure that the selection and deployment of the CXM meets the needs of the broader organization and provides the greatest return on investment.
  • Document your project drivers and rationale, purpose statement, project objectives, and business metrics in Info-Tech’s CXM Strategy Project Charter Template in sections 1.0 and 2.0.
  • Info-Tech Insight

    Going forward, set up a quarterly review process to understand changing needs. It is rare that organizations never change their marketing and sales strategy. This will change the way the CXM will be utilized.

    Establish baseline metrics for customer engagement

    In order to gauge the effectiveness of CXM technology enablement, establish core metrics:

    1. Marketing Metrics: pertaining to share of voice, share of wallet, market share, lead generation, etc.
    2. Sales Metrics: pertaining to overall revenue, average deal size, number of accounts, MCV, lead warmth, etc.
    3. Customer Service Metrics: pertaining to call volumes, average time to resolution, first contact resolution, customer satisfaction, etc.
    4. IT Metrics: pertaining to end-user satisfaction with CXM applications, number of tickets, contract value, etc.
    Metric Description Current Metric Future Goal
    Market Share 25% 35%
    Share of Voice (All Channels) 40% 50%
    Average Deal Size $10,500 $12,000
    Account Volume 1,400 1,800
    Average Time to Resolution 32 min 25 min
    First Contact Resolution 15% 35%
    Web Traffic per Month (Unique Visitors) 10,000 15,000
    End-User Satisfaction 62% 85%+
    Other metric
    Other metric
    Other metric

    Understand the importance of setting project expectations with a scope statement

    Be sure to understand what is in scope for a CXM strategy project. Prevent too wide of a scope to avoid scope creep – for example, we aren’t tackling ERP or BI under CXM.

    In Scope

    Establishing the parameters of the project in a scope statement helps define expectations and provides a baseline for resource allocation and planning. Future decisions about the strategic direction of CXM will be based on the scope statement.

    Scope Creep

    Well-executed requirements gathering will help you avoid expanding project parameters, drawing on your resources, and contributing to cost overruns and project delays. Avoid scope creep by gathering high-level requirements that lead to the selection of category-level application solutions (e.g. CRM, MMS, SMMP, etc.), rather than granular requirements that would lead to vendor application selection (e.g. Salesforce, Marketo, Hootsuite, etc.).

    Out of Scope

    Out-of-scope items should also be defined to alleviate ambiguity, reduce assumptions, and further clarify expectations for stakeholders. Out-of-scope items can be placed in a backlog for later consideration. For example, fulfilment and logistics management is out of scope as it pertains to CXM.

    In Scope
    Strategy
    High-Level CXM Application Requirements CXM Strategic Direction Category Level Application Solutions (e.g. CRM, MMS, etc.)
    Out of Scope
    Software Selection
    Vendor Application Review Vendor Application Selection Granular Application System Requirements

    Activity: Define the scope of the CXM strategy

    1.2.3 30 minutes

    Input

    • N/A

    Output

    • Project scope and parameters
    • CXM Strategy Project Charter Template, section 3.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Sponsor
    • Project Manager
    • Business Lead

    Instructions

    1. Formulate a scope statement. Decide which people, processes, and functions the CXM strategy will address. Generally, the aim of this project is to develop strategic requirements for the CXM application portfolio – not to select individual vendors.
    2. Document your scope statement in Info-Tech’s CXM Strategy Project Charter Template in section 3.0.

    To form your scope statement, ask the following questions:

    • What are the major coverage points?
    • Who will be using the systems?
    • How will different users interact with the systems?
    • What are the objectives that need to be addressed?
    • Where do we start?
    • Where do we draw the line?

    Identify the right stakeholders to include on your project team

    Consider the core team functions when composing the project team. Form a cross-functional team (i.e. across IT, Marketing, Sales, Service, Operations) to create a well-aligned CXM strategy.

    Required Skills/Knowledge Suggested Project Team Members
    IT
    • Application development
    • Enterprise integration
    • Business processes
    • Data management
    • CRM Application Manager
    • Business Process Manager
    • Integration Manager
    • Application Developer
    • Data Stewards
    Business
    • Understanding of the customer
    • Departmental processes
    • Sales Manager
    • Marketing Manager
    • Customer Service Manager
    Other
    • Operations
    • Administrative
    • Change management
    • Operations Manager
    • CFO
    • Change Management Manager

    Info-Tech Insight

    Don’t let your project team become too large when trying to include all relevant stakeholders. Carefully limiting the size of the project team will enable effective decision making while still including functional business units such as marketing, sales, service, and finance, as well as IT.

    Activity: Create the project team

    1.2.4 45 minutes

    Input

    • Scope Statement (output of Activity 1.2.3).

    Output

    • Project Team
    • CXM Strategy Project Charter Template, section 4.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead

    Instructions

    1. Review your scope statement. Have a discussion to generate a complete list of key stakeholders that are needed to achieve the scope of work.
    2. Using the previously generated list, identify a candidate for each role and determine their responsibilities and expected time commitment for the CXM strategy project.
    3. Document the project team in Info-Tech’s CXM Strategy Project Charter Template in section 4.0.

    Define project roles and responsibilities to improve progress tracking

    Build a list of the core CXM strategy team members, and then structure a RACI chart with the relevant categories and roles for the overall project.

    Responsible - Conducts work to achieve the task

    Accountable - Answerable for completeness of task

    Consulted - Provides input for the task

    Informed - Receives updates on the task

    Info-Tech Insight

    Avoid missed tasks between inter-functional communications by defining roles and responsibilities for the project as early as possible.

    Benefits of Assigning RACI Early:

    • Improve project quality by assigning the right people to the right tasks.
    • Improve chances of project task completion by assigning clear accountabilities.
    • Improve project buy-in by ensuring that stakeholders are kept informed of project progress, risks, and successes.

    Activity: Build a RACI chart

    1.2.5 30 minutes

    Input

    • Project Team (output of Activity 1.2.4)

    Output

    • RACI chart
    • CXM Strategy Project Charter Template, section 4.2

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead

    Instructions

    1. Identify the key stakeholder teams that should be involved in the CXM strategy project. You should have a cross-functional team that encompasses both IT (various units) and the business.
    2. Determine whether each stakeholder should be responsible, accountable, consulted, and/or informed with respect to each overarching project step.
    3. Confirm and communicate the results to relevant stakeholders and obtain their approval.
    4. Document the RACI chart in Info-Tech’s CXM Strategy Project Charter Template in section 4.2.
    Example: RACI Chart Project Sponsor (e.g. CMO) Project Manager (e.g. Applications Manager) Business Lead (e.g. Marketing Director) Steering Committee (e.g. PM, CMO, CFO…) Project Team (e.g. PM, BL, SMEs…)
    Assess Project Value I C A R C
    Conduct a Current State Assessment I I A C R
    Design Application Portfolio I C A R I
    Create CXM Roadmap R R A I I
    ... ... ... ... ... ...

    Activity: Develop a timeline in order to specify concrete project milestones

    1.2.6 30 minutes

    Input

    • N/A

    Output

    • Project timeline
    • CXM Strategy Project Charter Template, section 5.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead

    Instructions

    1. Assign responsibilities, accountabilities, and other project involvement to each project team role using a RACI chart. Remember to consider dependencies when creating the schedule and identifying appropriate subtasks.
    2. Document the timeline in Info-Tech’s CXM Strategy Project Charter Template in section 5.0.
    Key Activities Start Date End Date Target Status Resource(s)
    Structure the Project and Build the Project Team
    Articulate Business Objectives and Define Vision for Future State
    Document Current State and Assess Gaps
    Identify CXM Technology Solutions
    Build the Strategy for CXM
    Implement the Strategy

    Assess project-associated risk by understanding common barriers and enablers

    Common Internal Risk Factors

    Management Support Change Management IT Readiness
    Definition The degree of understanding and acceptance of CXM as a concept and necessary portfolio of technologies. The degree to which employees are ready to accept change and the organization is ready to manage it. The degree to which the organization is equipped with IT resources to handle new systems and processes.
    Assessment Outcomes
    • Is CXM enablement recognized as a top priority?
    • Will management commit time to the project?
    • Are employees resistant to change?
    • Is there an organizational awareness of the importance of customer experience?
    • Who are the owners of process and content?
    • Is there strong technical expertise?
    • Is there strong infrastructure?
    • What are the important integration points throughout the business?
    Risk
    • Low management buy-in
    • Lack of funding
    • Lack of resources
    • Low employee motivation
    • Lack of ownership
    • Low user adoption
    • Poor implementation
    • Reliance on consultants

    Activity: Identify the risks and create mitigation strategies

    1.2.7 45 minutes

    Input

    • N/A

    Output

    • Risk mitigation strategy
    • CXM Strategy Project Charter Template, section 6.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead
    • Project Team

    Instructions

    1. Brainstorm a list of possible risks that may impede the progress of your CXM project.
    2. Classify risks as strategy based (related to planning) or systems based (related to technology).
    3. Brainstorm mitigation strategies to overcome each risk.
    4. On a scale of 1 to 3, determine the impact of each risk on project success and the likelihood of each risk occurring.
    5. Document your findings in Info-Tech’s CXM Strategy Project Charter Template in section 6.0.

    Likelihood:

    1 - High/Needs Focus

    2 - Can Be Mitigated

    3 - Unlikely

    Impact

    1 - High Impact

    2 - Moderate Impact

    3 - Minimal Impact

    Example: Risk Register and Mitigation Tactics

    Risk Impact Likelihood Mitigation Effort
    Cost of time and implementation: designing a robust portfolio of CXM applications can be a time consuming task, representing a heavy investment for the organization 1 1
    • Have a clear strategic plan and a defined time frame
    • Know your end-user requirements
    • Put together an effective and diverse strategy project team
    Availability of resources: lack of in-house resources (e.g. infrastructure, CXM application developers) may result in the need to insource or outsource resources 1 2
    • Prepare a plan to insource talent by hiring or transferring talent from other departments – e.g. marketing and customer service

    Activity: Complete the project charter and obtain approval

    1.2.8 45 minutes

    Input

    • N/A

    Output

    • Project approval
    • CXM Strategy Project Charter Template, section 8.0

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Manager
    • Business Lead
    • Project Team

    Instructions

    Before beginning to develop the CXM strategy, validate the project charter and metrics with senior sponsors or stakeholders and receive their approval to proceed.

    1. Schedule a 30-60 minute meeting with senior stakeholders and conduct a live review of your CXM strategy project charter.
    2. Obtain stakeholder approval to ensure there are no miscommunications or misunderstandings around the scope of the work that needs to be done to reach a successful project outcome. Final sign-off should only take place when mutual consensus has been reached.
      • Obtaining approval should be an iterative process; if senior management has concerns over certain aspects of the plan, revise and review again.

    Info-Tech Insight

    In most circumstances, you should have your CXM strategy project charter validated with the following stakeholders:

    • Chief Information Officer
    • IT Applications Director
    • CFO or Comptroller (for budget approval)
    • Chief Marketing Office or Head of Marketing
    • Chief Revenue Officer or VP of Sales
    • VP Customer Service

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    1.2.2 Define project purpose, objectives, and business metrics

    Through an in-depth discussion, an analyst will help you prioritize corporate objectives and organizational drivers to establish a distinct project purpose.

    1.2.3 Define the scope of the CXM strategy

    An analyst will facilitate a discussion to address critical questions to understand your distinct business needs. These questions include: What are the major coverage points? Who will be using the system?

    1.2.4; 1.2.5; 1.2.6 Create the CXM project team, build a RACI chart, and establish a timeline

    Our analysts will guide you through how to create a designated project team to ensure the success of your CXM strategy and suite selection initiative, including project milestones and team composition, as well as designated duties and responsibilities.

    Phase 2

    Create a Strategic Framework for CXM Technology Enablement

    Build a Strong Technology Foundation for Customer Experience Management

    Phase 2 outline: Steps 2.1 and 2.2

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 2: Create a Strategic Framework for CXM Technology Enablement

    Proposed Time to Completion: 4 weeks

    Step 2.1: Scan the External Environment

    Start with an analyst kick-off call:

    • Discuss external drivers
    • Assess competitive environment
    • Review persona development
    • Review scenarios

    Then complete these activities…

    • Build the CXM operating model
    • Conduct a competitive analysis
    • Conduct a PEST analysis
    • Build personas and scenarios

    With these tools & templates:

    CXM Strategy Stakeholder Presentation Template

    Step 2.2: Assess the Current State for CRM

    Review findings with analyst:

    • Review SWOT analysis
    • Review VRIO analysis
    • Discuss strategic requirements for CXM

    Then complete these activities…

    • Conduct a SWOT analysis
    • Conduct a VRIO analysis
    • Inventory existing applications

    With these tools & templates:

    CXM Strategy Stakeholder Presentation Template

    Phase 2 outline: Steps 2.3 and 2.4

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 2: Create a Strategic Framework for CXM Technology Enablement

    Proposed Time to Completion: 4 weeks

    Step 2.3: Create an Application Portfolio

    Start with an analyst kick-off call:

    • Discuss possible business process maps
    • Discuss strategic requirements
    • Review application portfolio results

    Then complete these activities…

    • Build business maps
    • Execute application mapping

    With these tools & templates:

    CXM Portfolio Designer

    CXM Strategy Stakeholder Presentation Template

    CXM Business Process Shortlisting Tool

    Step 2.4: Develop Deployment Best Practices

    Review findings with analyst:

    • Review possible integration maps
    • Discuss best practices for end-user adoption
    • Discuss best practices for customer data quality

    Then complete these activities…

    • Create CXM integration ecosystem
    • Develop adoption game plan
    • Create data quality standards

    With these tools & templates:

    CXM Strategy Stakeholder Presentation Template

    Phase 2 Results & Insights:

    • Application portfolio for CXM
    • Deployment best practices for areas such as integration, data quality, and end-user adoption

    Step 2.1: Scan the External Environment

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Inventory CXM drivers and organizational objectives
    • Identify CXM challenges and pain points
    • Discuss opportunities and benefits
    • Align corporate and CXM strategies
    • Conduct a competitive analysis
    • Conduct a PEST analysis and extract strategic requirements
    • Build customer personas and extract strategic requirements

    Outcomes:

    • CXM operating model
      • Organizational drivers
      • Environmental factors
      • Barriers
      • Enablers
    • PEST analysis
    • External customer personas
    • Customer journey scenarios
    • Strategic requirements for CXM

    Develop a CXM technology operating model that takes stock of needs, drivers, barriers, and enablers

    Establish the drivers, enablers, and barriers to developing a CXM technology enablement strategy. In doing so, consider needs, environmental factors, organizational drivers, and technology drivers as inputs.

    CXM Strategy

    • Barriers
      • Lack of Resources
      • Cultural Mindset
      • Resistance to Change
      • Poor End-User Adoption
    • Enablers
      • Senior Management Support
      • Customer Data Quality
      • Current Technology Portfolio
    • Business Needs (What are your business drivers? What are current marketing, sales, and customer service pains?)
      • Acquisition Pipeline Management
      • Live Chat for Support
      • Social Media Analytics
      • Etc.
    • Organizational Goals
      • Increase Profitability
      • Enhance Customer Experience Consistency
      • Reduce Time-to-Resolution
      • Increase First Contact Resolution
      • Boost Share of Voice
    • Environmental Factors (What factors that affect your strategy are out of your control?)
      • Customer Buying Habits
      • Changing Technology Trends
      • Competitive Landscape
      • Regulatory Requirements
    • Technology Drivers (Why do you need a new system? What is the purpose for becoming an integrated organization?)
      • System Integration
      • Reporting Capabilities
      • Deployment Model

    Understand your needs, drivers, and organizational objectives for creating a CXM strategy

    Business Needs Organizational Drivers Technology Drivers Environmental Factors
    Definition A business need is a requirement associated with a particular business process (for example, Marketing needs customer insights from the website – the business need would therefore be web analytics capabilities). Organizational drivers can be thought of as business-level goals. These are tangible benefits the business can measure such as customer retention, operation excellence, and financial performance. Technology drivers are technological changes that have created the need for a new CXM enablement strategy. Many organizations turn to technology systems to help them obtain a competitive edge. External considerations are factors taking place outside of the organization that are impacting the way business is conducted inside the organization. These are often outside the control of the business.
    Examples
    • Web analytics
    • Live chat capabilities
    • Mobile self-service
    • Social media listening
    • Data quality
    • Customer satisfaction
    • Branding
    • Time-to-resolution
    • Deployment model (i.e. SaaS)
    • Integration
    • Reporting capabilities
    • Fragmented technologies
    • Economic factors
    • Customer preferences
    • Competitive influencers
    • Compliance regulations

    Info-Tech Insight

    A common organizational driver is to provide adequate technology enablement across multiple channels, resulting in a consistent customer experience. This driver is a result of external considerations. Many industries today are highly competitive and rapidly changing. To succeed under these pressures, you must have a rationalized portfolio of enterprise applications for customer interaction.

    Activity: Inventory and discuss CXM drivers and organizational objectives

    2.1.1 30 minutes

    Input

    • Business needs
    • Exercise 1.1.3
    • Exercise 1.1.4
    • Environmental factors

    Output

    • CXM operating model inputs
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Brainstorm the business needs, organizational drivers, technology drivers, and environmental factors that will inform the CXM strategy. Draw from exercises 1.1.3-1.1.5.
    2. Document your findings in the CXM operating model template. This can be found in the CXM Strategy Stakeholder Presentation Template.

    The image is a graphic, with a rectangle split into three sections in the centre. The three sections are: Barriers; CXM Strategy; Enablers. Around the centre are 4 more rectangles, labelled: Business Needs; Organizational Drivers; Technology Drivers; Environmental Factors. The outer rectangles are a slightly darker shade of grey than the others, highlighting them.

    Understand challenges and barriers to creating and executing the CXM technology-enablement strategy

    Take stock of internal challenges and barriers to effective CXM strategy execution.

    Example: Internal Challenges & Potential Barriers

    Understanding the Customer Change Management IT Readiness
    Definition The degree to which a holistic understanding of the customer can be created, including customer demographic and psychographics. The degree to which employees are ready to accept operational and cultural changes and the degree to which the organization is ready to manage it. The degree to which IT is ready to support new technologies and processes associated with a portfolio of CXM applications.
    Questions to Ask
    • As an organization, do we have a true understanding of our customers?
    • How might we achieve a complete understanding of the customer throughout different phases of the customer lifecycle?
    • Are employees resistant to change?
    • Are there enough resources to drive an CXM strategy?
    • To what degree is the existing organizational culture customer-centric?
    • Is there strong technical expertise?
    • Is there strong infrastructure?
    Implications
    • Uninformed creation of CXM strategic requirements
    • Inadequate understanding of customer needs and wants
    • User acceptance
    • Lack of ownership
    • Lack of accountability
    • Lack of sustainability
    • Poor implementation
    • Reliance on expensive external consultants
    • Lack of sustainability

    Activity: Identify CXM challenges and pain points

    2.1.2 30 minutes

    Input

    • Challenges
    • Pain points

    Output

    • CXM operating model barriers
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Brainstorm the challenges and pain points that may act as barriers to the successful planning and execution of a CXM strategy.
    2. Document your findings in the CXM operating model template. This can be found in the CXM Strategy Stakeholder Presentation Template.

    The image is the same graphic from a previous section. In this instance, the Barriers sections is highlighted.

    Identify opportunities that can enable CXM strategy execution

    Existing internal conditions, capabilities, and resources can create opportunities to enable the CXM strategy. These opportunities are critical to overcoming challenges and barriers.

    Example: Opportunities to Leverage for Strategy Enablement

    Management Buy-In Customer Data Quality Current Technology Portfolio
    Definition The degree to which upper management understands and is willing to enable a CXM project, complete with sponsorship, funding, and resource allocation. The degree to which customer data is accurate, consistent, complete, and reliable. Strong customer data quality is an opportunity – poor data quality is a barrier. The degree to which the existing portfolio of CXM-supporting enterprise applications can be leveraged to enable the CXM strategy.
    Questions to Ask
    • Is management informed of changing technology trends and the subsequent need for CXM?
    • Are adequate funding and resourcing available to support a CXM project, from strategy creation to implementation?
    • Are there any data quality issues?
    • Is there one source of truth for customer data?
    • Are there duplicate or incomplete sets of data?
    • Does a strong CRM backbone exist?
    • What marketing, sales, and customer service applications exist?
    • Are CXM-enabling applications rated highly on usage and performance?
    Implications
    • Need for CXM clearly demonstrated
    • Financial and logistical feasibility
    • Consolidated data quality governance initiatives
    • Informed decision making
    • Foundation for CXM technology enablement largely in place
    • Reduced investment of time and money needed

    Activity: Discuss opportunities and benefits

    2.1.3 30 minutes

    Input

    • Opportunities
    • Benefits

    Output

    • Completed CXM operating model
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Brainstorm opportunities that should be leveraged or benefits that should be realized to enable the successful planning and execution of a CXM strategy.
    2. Document your findings in the CXM operating model template. This can be found in the CXM Strategy Stakeholder Presentation Template.

    The image is the same graphic from earlier sections, this time with the Enablers section highlighted.

    Ensure that you align your CXM technology strategy to the broader corporate strategy

    A successful CXM strategy requires a comprehensive understanding of an organization’s overall corporate strategy and its effects on the interrelated departments of marketing, sales, and service, including subsequent technology implications. For example, a CXM strategy that emphasizes tools for omnichannel management and is at odds with a corporate strategy that focuses on only one or two channels will fail.

    Corporate Strategy

    • Conveys the current state of the organization and the path it wants to take.
    • Identifies future goals and business aspirations.
    • Communicates the initiatives that are critical for getting the organization from its current state to the future state.

    CXM Strategy

    • Communicates the company’s budget and spending on CXM applications and initiatives.
    • Identifies IT initiatives that will support the business and key CXM objectives, specific to marketing, sales, and service.
    • Outlines staffing and resourcing for CXM initiatives.

    Unified Strategy

    • The CXM implementation can be linked, with metrics, to the corporate strategy and ultimate business objectives.

    Info-Tech Insight

    Your organization’s corporate strategy is especially important in dictating the direction of the CXM strategy. Corporate strategies are often focused on customer-facing activity and will heavily influence the direction of marketing, sales, customer service, and consequentially, CXM. Corporate strategies will often dictate market targeting, sales tactics, service models, and more.

    Review sample organizational objectives to decipher how CXM technologies can support such objectives

    Identifying organizational objectives of high priority will assist in breaking down CXM objectives to better align with the overall corporate strategy and achieve buy-in from key stakeholders.

    Corporate Objectives Aligned CXM Technology Objectives
    Increase Revenue Enable lead scoring Deploy sales collateral management tools Improve average cost per lead via a marketing automation tool
    Enhance Market Share Enhance targeting effectiveness with a CRM Increase social media presence via an SMMP Architect customer intelligence analysis
    Improve Customer Satisfaction Reduce time-to-resolution via better routing Increase accessibility to customer service with live chat Improve first contact resolution with customer KB
    Increase Customer Retention Use a loyalty management application Improve channel options for existing customers Use customer analytics to drive targeted offers
    Create Customer-Centric Culture Ensure strong training and user adoption programs Use CRM to provide 360-degree view of all customer interaction Incorporate the voice of the customer into product development

    Activity: Review your corporate strategy and validate its alignment with the CXM operating model

    2.1.4 30 minutes

    Input

    • Corporate strategy
    • CXM operating model (completed in Activity 2.1.3)

    Output

    • Strategic alignment between the business and CXM strategies

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Brainstorm and create a list of organizational objectives at the corporate strategy level.
    2. Break down each organizational objective to identify how CXM may support it.
    3. Validate CXM goals and organizational objectives with your CXM operating model. Be sure to address the validity of each with the business needs, organizational drivers, technology drivers, and environmental factors identified as inputs to the operating model.

    Amazon leverages customer data to drive decision making around targeted offers and customer experience

    CASE STUDY

    Industry E-Commerce

    Source Pardot, 2012

    Situation

    Amazon.com, Inc. is an American electronic commerce and cloud computing company. It is the largest e-commerce retailer in the US.

    Amazon originated as an online book store, later diversifying to sell various forms of media, software, games, electronics, apparel, furniture, food, toys, and more.

    By taking a data-driven approach to marketing and sales, Amazon was able to understand its customers’ needs and wants, penetrate different product markets, and create a consistently personalized online-shopping customer experience that keeps customers coming back.

    Technology Strategy

    Use Browsing Data Effectively

    Amazon leverages marketing automation suites to view recent activities of prospects on its website. In doing so, a more complete view of the customer is achieved, including insights into purchasing interests and site navigation behaviors.

    Optimize Based on Interactions

    Using customer intelligence, Amazon surveys and studies standard engagement metrics like open rate, click-through rate, and unsubscribes to ensure the optimal degree of marketing is being targeted to existing and prospective customers, depending on level of engagement.

    Results

    Insights gained from having a complete understanding of the customer (from basic demographic characteristics provided in customer account profiles to observed psychographic behaviors captured by customer intelligence applications) are used to personalize Amazon’s sales and marketing approaches. This is represented through targeted suggestions in the “recommended for you” section of the browsing experience and tailored email marketing.

    It is this capability, partnered with the technological ability to observe and measure customer engagement, that allows Amazon to create individual customer experiences.

    Scan the external environment to understand your customers, competitors, and macroenvironmental trends

    Do not develop your CXM technology strategy in isolation. Work with Marketing to understand your STP strategy (segmentation, targeting, positioning): this will inform persona development and technology requirements downstream.

    Market Segmentation

    • Segment target market by demographic, geographic, psychographic, and behavioral characteristics
    • What does the competitive market look like?
    • Who are the key customer segments?
    • What segments are you going to target?

    Market Targeting

    • Evaluate potential and commercial attractiveness of each segment, considering the dynamics of the competition
    • How do you target your customers?
    • How should you target them in the future?
    • How do your products/services differ from the competition?

    Product Positioning

    • Develop detailed product positioning and marketing mixes for selected segments
    • What is the value of the product/service to each segment of the market?
    • How are you positioning your product/service in the market?

    Info-Tech Insight

    It is at this point that you should consider the need for and viability of an omnichannel approach to CXM. Through which channels do you target your customers? Are your customers present and active on a wide variety of channels? Consider how you can position your products, services, and brand through the use of omnichannel methodologies.

    Activity: Conduct a competitive analysis to understand where your market is going

    2.1.5 1 hour

    Input

    • Scan of competitive market
    • Existing customer STP strategy

    Output

    • Strategic CXM requirements
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team
    • Marketing SME

    Instructions

    1. Scan the market for direct and indirect competitors.
    2. Evaluate current and/or future segmentation, targeting, and positioning strategies by answering the following questions:
    • What does the competitive market look like?
    • Who are the key customer segments?
    • What segments are you going to target?
    • How do you target your customers?
    • How should you target them in the future?
    • How do your products/services differ from the competition?
    • What is the value of the product/service to each segment of the market?
    • How are you positioning your product/service in the market?
    • Other helpful questions include:
      • How formally do you target customers? (e.g. through direct contact vs. through passive brand marketing)
      • Does your organization use the shotgun or rifle approach to marketing?
        • Shotgun marketing: targets a broad segment of people, indirectly
        • Rifle marketing: targets smaller and more niche market segments using customer intelligence
  • For each point, identify CXM requirements.
  • Document your outputs in the CXM Strategy Stakeholder Presentation Template.
  • Activity: Conduct a competitive analysis (cont’d)

    2.1.5 30 minutes

    Input

    • Scan of competitive market

    Output

    • Competitive analysis
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team
    • Marketing SME (e.g. Market Research Stakeholders)

    Instructions

    1. List recent marketing technology and customer experience-related initiatives that your closest competitors have implemented.
    2. For each identified initiative, elaborate on what the competitive implications are for your organization.
    3. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Competitive Implications

    Competitor Organization Recent Initiative Associated Technology Direction of Impact Competitive Implication
    Organization X Multichannel E-Commerce Integration WEM – hybrid integration Positive
    • Up-to-date e-commerce capabilities
    • Automatic product updates via PCM
    Organization Y Web Social Analytics WEM Positive
    • Real-time analytics and customer insights
    • Allows for more targeted content toward the visitor or customer

    Conduct a PEST analysis to determine salient political, economic, social, and technological impacts for CXM

    A PEST analysis is a structured planning method that identifies external environmental factors that could influence the corporate and IT strategy.

    Political - Examine political factors, such as relevant data protection laws and government regulations.

    Economic - Examine economic factors, such as funding, cost of web access, and labor shortages for maintaining the site(s).

    Technological - Examine technological factors, such as new channels, networks, software and software frameworks, database technologies, wireless capabilities, and availability of software as a service.

    Social - Examine social factors, such as gender, race, age, income, and religion.

    Info-Tech Insight

    When looking at opportunities and threats, PEST analysis can help to ensure that you do not overlook external factors, such as technological changes in your industry. When conducting your PEST analysis specifically for CXM, pay particular attention to the rapid rate of change in the technology bucket. New channels and applications are constantly emerging and evolving, and seeing differential adoption by potential customers.

    Activity: Conduct and review the PEST analysis

    2.1.6 30 minutes

    Input

    • Political, economic, social, and technological factors related to CXM

    Output

    • Completed PEST analysis

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Identify your current strengths and weaknesses in managing the customer experience.
    2. Identify any opportunities to take advantage of and threats to mitigate.

    Example: PEST Analysis

    Political

    • Data privacy for PII
    • ADA legislation for accessible design

    Economic

    • Spending via online increasing
    • Focus on share of wallet

    Technological

    • Rise in mobile
    • Geo-location based services
    • Internet of Things
    • Omnichannel

    Social

    • Increased spending power by millennials
    • Changing channel preferences
    • Self-service models

    Activity: Translate your PEST analysis into a list of strategic CXM technology requirements to be addressed

    2.1.7 30 minutes

    Input

    • PEST Analysis conducted in Activity 2.1.6.

    Output

    • Strategic CXM requirements
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    For each PEST quadrant:

    1. Document the point and relate it to a goal.
    2. For each point, identify CXM requirements.
    3. Sort goals and requirements to eliminate duplicates.
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Parsing Requirements from PEST Analysis

    Technological Trend: There has been a sharp increase in popularity of mobile self-service models for buying habits and customer service access.

    Goal: Streamline mobile application to be compatible with all mobile devices. Create consistent branding across all service delivery applications (e.g. website, etc.).

    Strategic Requirement: Develop a native mobile application while also ensuring that resources through our web presence are built with responsive design interface.

    IT must fully understand the voice of the customer: work with Marketing to develop customer personas

    Creating a customer-centric CXM technology strategy requires archetypal customer personas. Creating customer personas will enable you to talk concretely about them as consumers of your customer experience and allow you to build buyer scenarios around them.

    A persona (or archetypal user) is an invented person that represents a type of user in a particular use-case scenario. In this case, personas can be based on real customers.

    Components of a persona Example – Organization: Grocery Store
    Name Name personas to reflect a key attribute such as the persona’s primary role or motivation Brand Loyal Linda: A stay-at-home mother dedicated to maintaining and caring for a household of 5 people
    Demographic Include basic descriptors of the persona (e.g. age, geographic location, preferred language, education, job, employer, household income, etc.) Age: 42 years old Geographic location: London Suburbia Language: English Education: Post-secondary Job: Stay-at-home mother Annual Household Income: $100,000+
    Wants, needs, pain points Identify surface-level motivations for buying habits

    Wants: Local products Needs: Health products; child-safe products

    Pain points: Fragmented shopping experience

    Psychographic/behavioral traits Observe persona traits that are representative of the customers’ behaviors (e.g. attitudes, buying patterns, etc.)

    Psychographic: Detail-oriented, creature of habit

    Behavioral: Shops at large grocery store twice a week, visits farmers market on Saturdays, buys organic products online

    Activity: Build personas for your customers

    2.1.8 2 hours

    Input

    • Customer demographics and psychographics

    Output

    • List of prioritized customer personas
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    Project Team

    Instructions

    1. In 2-4 groups, list all the customer personas that need to be built. In doing so, consider the people who interact with your organization most often.
    2. Build a demographic profile for each customer persona. Include information such as age, geographic location, occupation, annual income, etc.
    3. Augment the persona with a psychographic profile of each customer. Consider the goals and objectives of each customer persona and how these might inform buyer behaviors.
    4. Introduce your group’s personas to the entire group, in a round-robin fashion, as if you are introducing your persona at a party.
    5. Summarize the personas in a persona map. Rank your personas according to importance and remove any duplicates.

    Info-Tech Insight

    For CXM, persona building is typically used for understanding the external customer; however, if you need to gain a better understanding of the organization’s internal customers (those who will be interacting with CXM applications), personas can also be built for this purpose. Examples of useful internal personas are sales managers, brand managers, customer service directors, etc.

    Sample Persona Templates

    Fred, 40

    The Family Man

    Post-secondary educated, white-collar professional, three children

    Goals & Objectives

    • Maintain a stable secure lifestyle
    • Progress his career
    • Obtain a good future for his children

    Behaviors

    • Manages household and finances
    • Stays actively involved in children’s activities and education
    • Seeks potential career development
    • Uses a cellphone and email frequently
    • Sometimes follows friends Facebook pages

    Services of Interest

    • SFA, career counselling, job boards, day care, SHHS
    • Access to information via in-person, phone, online

    Traits

    General Literacy - High

    Digital Literacy - Mid-High

    Detail-Oriented - High

    Willing to Try New Things - Mid-High

    Motivated and Persistent - Mid-High

    Time Flexible - Mid-High

    Familiar With [Red.] - Mid

    Access to [Red.] Offices - High

    Access to Internet - High

    Ashley, 35

    The Tourist

    Single, college educated, planning vacation in [redacted], interested in [redacted] job opportunities

    Goals & Objectives

    • Relax after finishing a stressful job
    • Have adventures and try new things
    • Find a new job somewhere in Canada

    Behaviors

    • Collects information about things to do in [redacted]
    • Collects information about life in [redacted]
    • Investigates and follows up on potential job opportunities
    • Uses multiple social media to keep in touch with friends
    • Shops online frequently

    Services of Interest

    • SFA, job search, road conditions, ferry schedules, hospital, police station, DL requirements, vehicle rental
    • Access to information via in-person, phone, website, SMS, email, social media

    Traits

    General Literacy - Mid

    Digital Literacy - High

    Detail-Oriented - Mid

    Willing to Try New Things - High

    Motivated and Persistent - Mid

    Time Flexible - Mid-High

    Familiar With [Red.] - Low

    Access to [Red.] Offices - Low

    Access to Internet - High

    Bill, 25

    The Single Parent

    15-year resident of [redacted], high school education, waiter, recently divorced, two children

    Goals & Objectives

    • Improve his career options so he can support his family
    • Find an affordable place to live
    • Be a good parent
    • Work through remaining divorce issues

    Behaviors

    • Tries to get training or experience to improve his career
    • Stays actively involved in his children’s activities
    • Looks for resources and supports to resolve divorce issues
    • Has a cellphone and uses the internet occasionally

    Services of Interest

    • Child care, housing authority, legal aid, parenting resources
    • Access to information via in person, word-of mouth, online, phone, email

    Traits

    General Literacy - Mid

    Digital Literacy - Mid-Low

    Detail-Oriented - Mid-Low

    Willing to Try New Things - Mid

    Motivated and Persistent - High

    Time Flexible - Mid

    Familiar With [Red.] - Mid-High

    Access to [Red.] Offices - High

    Access to Internet - High

    Marie, 19

    The Regional Youth

    Single, [redacted] resident, high school graduate

    Goals & Objectives

    • Get a good job
    • Maintain ties to family and community

    Behaviors

    • Looking for work
    • Gathering information about long-term career choices
    • Trying to get the training or experience that can help her develop a career
    • Staying with her parents until she can get established
    • Has a new cellphone and is learning how to use it
    • Plays videogames and uses the internet at least weekly

    Services of Interest

    • Job search, career counselling
    • Access to information via in-person, online, phone, email, web applications

    Traits

    General Literacy - Mid

    Digital Literacy - Mid

    Detail-Oriented - Mid-Low

    Willing to Try New Things - Mid-High

    Motivated and Persistent - Mid-Low

    Time Flexible - High

    Familiar With [Red.] - Mid-Low

    Access to [Red.] Offices - Mid-Low

    Access to Internet - Mid

    Build key scenarios for each persona to extract strategic requirements for your CXM application portfolio

    A scenario is a story or narrative that helps explore the set of interactions that a customer has with an organization. Scenario mapping will help parse requirements used to design the CXM application portfolio.

    A Good Scenario…

    • Describes specific task(s) that need to be accomplished
    • Describes user goals and motivations
    • Describes interactions with a compelling but not overwhelming amount of detail
    • Can be rough, as long as it provokes ideas and discussion

    Scenarios Are Used To…

    • Provide a shared understanding about what a user might want to do, and how they might want to do it
    • Help construct the sequence of events that are necessary to address in your user interface(s)

    To Create Good Scenarios…

    • Keep scenarios high level, not granular in nature
    • Identify as many scenarios as possible. If you’re time constrained, try to develop 2-3 key scenarios per persona
    • Sketch each scenario out so that stakeholders understand the goal of the scenario

    Activity: Build scenarios for each persona and extract strategic requirements for the CXM strategy

    2.1.9 1.5 hours

    Input

    • Customer personas (output of Activity 2.1.5)

    Output

    • CX scenario maps
    • Strategic CXM requirements
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. For each customer persona created in Activity 2.1.5, build a scenario. Choose and differentiate scenarios based on the customer goal of each scenario (e.g. make online purchase, seek customer support, etc.).
    2. Think through the narrative of how a customer interacts with your organization, at all points throughout the scenario. List each step in the interaction in a sequential order to form a scenario journey.
    3. Examine each step in the scenario and brainstorm strategic requirements that will be needed to support the customer’s use of technology throughout the scenario.
    4. Repeat steps 1-3 for each persona. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Scenario Map

    Persona Name: Brand Loyal Linda

    Scenario Goal: File a complaint about in-store customer service

    Look up “[Store Name] customer service” on public web. →Reach customer support landing page. →Receive proactive notification prompt for online chat with CSR. →Initiate conversation: provide order #. →CSR receives order context and information. →Customer articulates problem, CSR consults knowledgebase. →Discount on next purchase offered. →Send email with discount code to Brand Loyal Linda.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    2.1.1; 2.1.2; 2.1.3; 2.1.4 - Create a CXM operating model

    An analyst will facilitate a discussion to identify what impacts your CXM strategy and how to align it to your corporate strategy. The discussion will take different perspectives into consideration and look at organizational drivers, external environmental factors, as well as internal barriers and enablers.

    2.1.5 Conduct a competitive analysis

    Calling on their depth of expertise in working with a broad spectrum of organizations, our facilitator will help you work through a structured, systematic evaluation of competitors’ actions when it comes to CXM.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    2.1.6; 2.1.7 - Conduct a PEST analysis

    The facilitator will use guided conversation to target each quadrant of the PEST analysis and help your organization fully enumerate political, economic, social, and technological trends that will influence your CXM strategy. Our analysts are deeply familiar with macroenvironmental trends and can provide expert advice in identifying areas of concern in the PEST and drawing strategic requirements as implications.

    2.1.8; 2.1.9 - Build customer personas and subsequent persona scenarios

    Drawing on the preceding exercises as inputs, the facilitator will help the team create and refine personas, create respective customer interaction scenarios, and parse strategic requirements to support your technology portfolio for CXM.

    Step 2.2: Assess the Current State of CXM

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Conduct a SWOT analysis and extract strategic requirements
    • Inventory existing CXM applications and assess end-user usage and satisfaction
    • Conduct a VRIO analysis and extract strategic requirements

    Outcomes:

    • SWOT analysis
    • VRIO analysis
    • Current state application portfolio
    • Strategic requirements

    Conduct a SWOT analysis to prepare for creating your CXM strategy

    A SWOT analysis is a structured planning method that evaluates the strengths, weaknesses, opportunities, and threats involved in a project.

    Strengths - Strengths describe the positive attributes that are within your control and internal to your organization (i.e. what do you do better than anyone else?)

    Weaknesses - Weaknesses are internal aspects of your business that place you at a competitive disadvantage; think of what you need to enhance to compete with your top competitor.

    Opportunities - Opportunities are external factors the project can capitalize on. Think of them as factors that represent reasons your business is likely to prosper.

    Threats - Threats are external factors that could jeopardize the project. While you may not have control over these, you will benefit from having contingency plans to address them if they occur.

    Info-Tech Insight

    When evaluating weaknesses of your current CXM strategy, ensure that you’re taking into account not just existing applications and business processes, but also potential deficits in your organization’s channel strategy and go-to-market messaging.

    Activity: Conduct a SWOT analysis

    2.2.1 30 minutes

    Input

    • CXM strengths, weaknesses, opportunities, and threats

    Output

    • Completed SWOT analysis

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Identify your current strengths and weaknesses in managing the customer experience. Consider marketing, sales, and customer service aspects of the CX.
    2. Identify any opportunities to take advantage of and threats to mitigate.

    Example: SWOT Analysis

    Strengths

    • Strong customer service model via telephony

    Weaknesses

    • Customer service inaccessible in real-time through website or mobile application

    Opportunities

    • Leverage customer intelligence to measure ongoing customer satisfaction

    Threats

    • Lack of understanding of customer interaction platforms by staff could hinder adoption

    Activity: Translate your SWOT analysis into a list of requirements to be addressed

    2.2.2 30 minutes

    Input

    • SWOT Analysis conducted in Activity 2.2.1.

    Output

    • Strategic CXM requirements
    • CXM Stakeholder Presentation Template

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    For each SWOT quadrant:

    1. Document the point and relate it to a goal.
    2. For each point, identify CXM requirements.
    3. Sort goals and requirements to eliminate duplicates.
    4. Document your outputs in the CXM Stakeholder Presentation Template.

    Example: Parsing Requirements from SWOT Analysis

    Weakness: Customer service inaccessible in real-time through website or mobile application.

    Goal: Increase the ubiquity of access to customer service knowledgebase and agents through a web portal or mobile application.

    Strategic Requirement: Provide a live chat portal that matches the customer with the next available and qualified agent.

    Inventory your current CXM application portfolio

    Applications are the bedrock of technology enablement for CXM. Review your current application portfolio to identify what is working well and what isn’t.

    Understand Your CXM Application Portfolio With a Four-Step Approach

    Build the CXM Application Inventory →Assess Usage and Satisfaction →Map to Business Processes and Determine Dependencies →Determine Grow/Maintain/ Retire for Each Application

    When assessing the CXM applications portfolio, do not cast your net too narrowly; while CRM and MMS applications are often top of mind, applications for digital asset management and social media management are also instrumental for ensuring a well-integrated CX.

    Identify dependencies (either technical or licensing) between applications. This dependency tracing will come into play when deciding which applications should be grown (invested in), which applications should be maintained (held static), and which applications should be retired (divested).

    Info-Tech Insight

    Shadow IT is prominent here! When building your application inventory, ensure you involve Marketing, Sales, and Service to identify any “unofficial” SaaS applications that are being used for CXM. Many organizations fail to take a systematic view of their CXM application portfolio beyond maintaining a rough inventory. To assess the current state of alignment, you must build the application inventory and assess satisfaction metrics.

    Understand which of your organization’s existing enterprise applications enable CXM

    Review the major enterprise applications in your organization that enable CXM and align your requirements to these applications (net-new or existing). Identify points of integration to capture the big picture.

    The image shows a graphic titled Example: Integration of CRM, SMMP, and ERP. It is a flow chart, with icons defined by a legend on the right side of the image

    Info-Tech Insight

    When assessing the current application portfolio that supports CXM, the tendency will be to focus on the applications under the CXM umbrella, relating mostly to marketing, sales, and customer service. Be sure to include systems that act as input to, or benefit due to outputs from, CRM or similar applications. Examples of these systems are ERP systems, ECM (e.g. SharePoint) applications, and more.

    Assess CXM application usage and satisfaction

    Having a portfolio but no contextual data will not give you a full understanding of the current state. The next step is to thoroughly assess usage patterns as well as IT, management, and end-user satisfaction with each application.

    Example: Application Usage & Satisfaction Assessment

    Application Name Level of Usage IT Satisfaction Management Satisfaction End-User Satisfaction Potential Business Impact
    CRM (e.g. Salesforce) Medium High Medium Medium High
    CRM (e.g. Salesforce) Low Medium Medium High Medium
    ... ... ... ... ... ...

    Info-Tech Insight

    When evaluating satisfaction with any application, be sure to consult all stakeholders who come into contact with the application or depend on its output. Consider criteria such as ease of use, completeness of information, operational efficiency, data accuracy, etc.

    Use Info-Tech’s Application Portfolio Assessment to gather end-user feedback on existing CXM applications

    2.2.3 Application Portfolio Assessment: End-User Feedback

    Info-Tech’s Application Portfolio Assessment: End-User Feedback diagnostic is a low-effort, high-impact program that will give you detailed report cards on end-user satisfaction with an application. Use these insights to identify problems, develop action plans for improvement, and determine key participants.

    Application Portfolio Assessment: End-User Feedback is an 18-question survey that provides valuable insights on user satisfaction with an application by:

    • Performing a general assessment of the application portfolio that provides a full view of the effectiveness, criticality, and prevalence of all relevant applications.
    • Measuring individual application performance with open-ended user feedback surveys about the application, organized by department to simplify problem resolution.
    • Providing targeted department feedback to identify end-user satisfaction and focus improvements on the right group or line of business.

    INFO-TECH DIAGNOSTIC

    Activity: Inventory your CXM applications, and assess application usage and satisfaction

    2.2.4 1 hour

    Input

    • List of CXM applications

    Output

    • Complete inventory of CXM applications
    • CXM Stakeholder Presentation Template

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. List all existing applications that support the creation, management, and delivery of your customer experience.
    2. Identify which processes each application supports (e.g. content deployment, analytics, service delivery, etc.).
    3. Identify technical or licensing dependencies (e.g. data models).
    4. Assess the level of application usage by IT, management, and internal users (high/medium/low).
    5. Assess the satisfaction with and performance of each application according to IT, management, and internal users (high/medium/low). Use the Info-Tech Diagnostic to assist.

    Example: CXM Application Inventory

    Application Name Deployed Date Processes Supported Technical and Licensing Dependencies
    Salesforce June 2018 Customer relationship management XXX
    Hootsuite April 2019 Social media listening XXX
    ... ... ... ...

    Conduct a VRIO analysis to identify core competencies for CXM applications

    A VRIO analysis evaluates the ability of internal resources and capabilities to sustain a competitive advantage by evaluating dimensions of value, rarity, imitability, and organization. For critical applications like your CRM platform, use a VRIO analysis to determine their value.

    Is the resource or capability valuable in exploiting an opportunity or neutralizing a threat? Is the resource or capability rare in the sense that few of your competitors have a similar capability? Is the resource or capability costly to imitate or replicate? Is the organization organized enough to leverage and capture value from the resource or capability?
    NO COMPETITIVE DISADVANTAGE
    YES NO→ COMPETITIVE EQUALITY/PARITY
    YES YES NO→ TEMPORARY COMPETITIVE ADVANTAGE
    YES YES YES NO→ UNUSED COMPETITIVE ADVANTAGE
    YES YES YES YES LONG-TERM COMPETITIVE ADVANTAGE

    (Strategic Management Insight, 2013)

    Activity: Conduct a VRIO analysis on your existing application portfolio

    2.2.5 30 minutes

    Input

    • Inventory of existing CXM applications (output of Activity 2.2.4)

    Output

    • Completed VRIO analysis
    • Strategic CXM requirements
    • CXM Stakeholder Presentation Template

    Materials

    • VRIO Analysis model
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Evaluate each CXM application inventoried in Activity 2.2.4 by answering the four VRIO questions in sequential order. Do not proceed to the following question if “no” is answered at any point.
    2. Record the results. The state of your organization’s competitive advantage, based on each resource/capability, will be determined based on the number of questions with a “yes” answer. For example, if all four questions are answered positively, then your organization is considered to have a long-term competitive advantage.
    3. Document your outputs in the CXM Stakeholder Presentation Template.

    If you want additional support, have our analysts guide your through this phase as part of an Info-Tech workshop

    2.2.1; 2.2.2 Conduct a SWOT Analysis

    Our facilitator will use a small-team approach to delve deeply into each area, identifying enablers (strengths and opportunities) and challenges (weaknesses and threats) relating to the CXM strategy.

    2.2.3; 2.2.4 Inventory your CXM applications, and assess usage and satisfaction

    Working with your core team, the facilitator will assist with building a comprehensive inventory of CXM applications that are currently in use and with identifying adjacent systems that need to be identified for integration purposes. The facilitator will work to identify high and low performing applications and analyze this data with the team during the workshop exercise.

    2.2.5 Conduct a VRIO analysis

    The facilitator will take you through a VRIO analysis to identify which of your internal technological competencies ensure, or can be leveraged to ensure, your competitiveness in the CXM market.

    Step 2.3: Create an Application Portfolio

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities

    • Shortlist and prioritize business processes for improvement and reengineering
    • Map current CXM processes
    • Identify business process owners and assign job responsibilities
    • Identify user interaction channels to extract strategic requirements
    • Aggregate and develop strategic requirements
    • Determine gaps in current and future state processes
    • Build the CXM application portfolio

    Outcomes

    CXM application portfolio map

    • Shortlist of relevant business processes
    • Current state map
    • Business process ownership assignment
    • Channel map
    • Complete list of strategic requirements

    Understand business process mapping to draft strategy requirements for marketing, sales, and customer service

    The interaction between sales, marketing, and customer service is very process-centric. Rethink sales and customer-centric workflows and map the desired workflow, imbedding the improved/reengineered process into the requirements.

    Using BPM to Capture Strategic Requirements

    Business process modeling facilitates the collaboration between the business and IT, recording the sequence of events, tasks performed, who performed them, and the levels of interaction with the various supporting applications.

    By identifying the events and decision points in the process and overlaying the people that perform the functions, the data being interacted with, and the technologies that support them, organizations are better positioned to identify gaps that need to be bridged.

    Encourage the analysis by compiling an inventory of business processes that support customer-facing operations that are relevant to achieving the overall organizational strategies.

    Outcomes

    • Operational effectiveness
    • Identification, implementation, and maintenance of reusable enterprise applications
    • Identification of gaps that can be addressed by acquisition of additional applications or process improvement/ reengineering

    INFO-TECH OPPORTUNITY

    Refer to Info-Tech’s Create a Comprehensive BPM Strategy for Successful Process Automation blueprint for further assistance in taking a BPM approach to your sales-IT alignment.

    Leverage the APQC framework to help define your inventory of sales, marketing, and service processes

    APQC’s Process Classification Framework is a taxonomy of cross-functional business processes intended to allow the objective comparison of organizational performance within and among organizations.

    OPERATING PROCESSES
    1.0 Develop Vision and Strategy 2.0 Develop and Manage Products and Services 3.0 Market and Sell Products and Services 4.0 Deliver Products and Services 5.0 Manage Customer Service
    MANAGEMENT AND SUPPORT SERVICES
    6.0 Develop and Manage Human Capital
    7.0 Manage Information Technology
    8.0 Manage Financial Resources
    9.0 Acquire, Construct, and Manage Assets
    10.0 Manage Enterprise Risk, Compliance, and Resiliency
    11.0 Manage External Relationships
    12.0 Develop and Manage Business Capabilities

    (APQC, 2011)

    MORE ABOUT APQC

    • APQC serves as a high-level, industry-neutral enterprise model that allows organizations to see activities from a cross-industry process perspective.
    • Sales processes have been provided up to Level 3 of the APQC framework.
    • The APQC Framework can be accessed through APQC’s Process Classification Framework.
    • Note: The framework does not list all processes within a specific organization, nor are the processes that are listed in the framework present in every organization.

    Understand APQC’s “Market and Sell Products and Services” framework

    3.0 Market and Sell Products

    3.1 Understand markets, customers, and capabilities

    • 3.1.1 Perform customer and market intelligence analysis
    • 3.1.2 Evaluate and prioritize market opportunities

    3.2 Develop marketing strategy

    • 3.2.1 Define offering and customer value proposition
    • 3.2.2 Define pricing strategy to align to value proposition
    • 3.2.3 Define and manage channel strategy

    3.3 Develop sales strategy

    • 3.3.1 Develop sales forecast
    • 3.3.2 Develop sales partner/alliance relationships
    • 3.3.3 Establish overall sales budgets
    • 3.3.4 Establish sales goals and measures
    • 3.3.5 Establish customer management measures

    3.4 Develop and manage marketing plans

    • 3.4.1 Establish goals, objectives, and metrics by products by channels/segments
    • 3.4.2 Establish marketing budgets
    • 3.4.3 Develop and manage media
    • 3.4.4 Develop and manage pricing
    • 3.4.5 Develop and manage promotional activities
    • 3.4.6 Track customer management measures
    • 3.4.7 Develop and manage packaging strategy

    3.5 Develop and manage sales plans

    • 3.5.1 Generate leads
    • 3.5.2 Manage customers and accounts
    • 3.5.3 Manage customer sales
    • 3.5.4 Manage sales orders
    • 3.5.5 Manage sales force
    • 3.5.6 Manage sales partners and alliances

    Understand APQC’s “Manage Customer Service” framework

    5.0 Manage Customer Service

    5.1 Develop customer care/customer service strategy

    • 5.1.1 Develop customer service segmentation
      • 5.1.1.1 Analyze existing customers
      • 5.1.1.2 Analyze feedback of customer needs
    • 5.1.2 Define customer service policies and procedures
    • 5.1.3 Establish service levels for customers

    5.2 Plan and manage customer service operations

    • 5.2.1 Plan and manage customer service work force
      • 5.2.1.1 Forecast volume of customer service contacts
      • 5.2.1.2 Schedule customer service work force
      • 5.2.1.3 Track work force utilization
      • 5.2.1.4 Monitor and evaluate quality of customer interactions with customer service representatives

    5.2 Plan and 5.2.3.1 Receive customer complaints 5.2.3.2 Route customer complaints 5.2.3.3 Resolve customer complaints 5.2.3.4 Respond to customer complaints manage customer service operations

    • 5.2.2 Manage customer service requests/inquiries
      • 5.2.2.1 Receive customer requests/inquiries
      • 5.2.2.2 Route customer requests/inquiries
      • 5.2.2.3 Respond to customer requests/inquiries
    • 5.2.3 Manage customer complaints
      • 5.2.3.1 Receive customer complaints
      • 5.2.3.2 Route customer complaints
      • 5.2.3.3 Resolve customer complaints
      • 5.2.3.4 Respond to customer complaints

    Leverage the APQC framework to inventory processes

    The APQC framework provides levels 1 through 3 for the “Market and Sell Products and Services” framework. Level 4 processes and beyond will need to be defined by your organization as they are more granular (represent the task level) and are often industry-specific.

    Level 1 – Category - 1.0 Develop vision and strategy (10002)

    Represents the highest level of process in the enterprise, such as manage customer service, supply chain, financial organization, and human resources.

    Level 2 – Process Group - 1.1 Define the business concept and long-term vision (10014)

    Indicates the next level of processes and represents a group of processes. Examples include perform after sales repairs, procurement, accounts payable, recruit/source, and develop sales strategy.

    Level 3 – Process - 1.1.1 Assess the external environment (10017)

    A series of interrelated activities that convert input into results (outputs); processes consume resources and require standards for repeatable performance; and processes respond to control systems that direct quality, rate, and cost of performance.

    Level 4 – Activity - 1.1.1.1 Analyze and evaluate competition (10021)

    Indicates key events performed when executing a process. Examples of activities include receive customer requests, resolve customer complaints, and negotiate purchasing contracts.

    Level 5 – Task - 12.2.3.1.1 Identify project requirements and objectives (11117)

    Tasks represent the next level of hierarchical decomposition after activities. Tasks are generally much more fine grained and may vary widely across industries. Examples include create business case and obtain funding, and design recognition and reward approaches.

    Info-Tech Insight

    Define the Level 3 processes in the context of your organization. When creating a CXM strategy, concern yourself with the interrelatedness of processes across existing departmental silos (e.g. marketing, sales, customer service). Reserve the analysis of activities (Level 4) and tasks (Level 3) for granular work initiatives involved in the implementation of applications.

    Use Info-Tech’s CXM Business Process Shortlisting Tool to prioritize processes for improvement

    2.3.1 CXM Business Process Shortlisting Tool

    The CXM Business Process Shortlisting Tool can help you define which marketing, sales, and service processes you should focus on.

    Working in concert with stakeholders from the appropriate departments, complete the short questionnaire.

    Based on validated responses, the tool will highlight processes of strategic importance to your organization.

    These processes can then be mapped, with requirements extracted and used to build the CXM application portfolio.

    INFO-TECH DELIVERABLE

    The image shows a screenshot of the Prioritize Your Business Processes for Customer Experience Management document, with sample information filled in.

    Activity: Define your organization’s top-level processes for reengineering and improvement

    2.3.2 1 hour

    Input

    • Shortlist business processes relating to customer experience (output of Tool 2.3.1)

    Output

    • Prioritized list of top-level business processes by department

    Materials

    • APQC Framework
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Inventory all business processes relating to customer experience.
    2. Customize the impacted business units and factor weightings on the scorecard below to reflect the structure and priorities of your organization.
    3. Using the scorecard, identify all processes essential to your customer experience. The scorecard is designed to determine which processes to focus on and to help you understand the impact of the scrutinized process on the different customer-centric groups across the organization.

    The image shows a chart with the headings Factor, Check If Yes, repeated. The chart lists various factors, and the Check if Yes columns are left blank.

    This image shows a chart with the headings Factor, Weights, and Scores. It lists factors, and the rest of the chart is blank.

    Current legend for Weights and Scores

    F – Finance

    H – Human Resources

    I – IT

    L – Legal

    M – Marketing

    BU1 – Business Unit 1

    BU2 – Business Unit 2

    Activity: Map top-level business processes to extract strategic requirements for the CXM application portfolio

    2.3.3 45 minutes

    Input

    • Prioritized list of top-level business processes (output of Activity 2.3.2)

    Output

    • Current state process maps
    • CXM Strategy Stakeholder Presentation

    Materials

    • APQC Framework
    • Whiteboard
    • Markers
    • Sticky notes

    Participants

    • Project Team

    Instructions

    1. List all prioritized business processes, as identified in Activity 2.3.2. Map your processes in enough detail to capture all relevant activities and system touchpoints, using the legend included in the example. Focus on Level 3 processes, as explained in the APQC framework.
    2. Record all of the major process steps on sticky notes. Arrange the sticky notes in sequential order.
    3. On a set of different colored sticky notes, record all of the systems that enable the process. Map these system touchpoints to the process steps.
    4. Draw arrows in between the steps to represent manual entry or automation.
    5. Identify effectiveness and gaps in existing processes to determine process technology requirements.
    6. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    INFO-TECH OPPORTUNITY

    Refer to Info-Tech’s Create a Comprehensive BPM Strategy for Successful Process Automation blueprint for further assistance in taking a BPM approach to your sales-IT alignment.

    Info-Tech Insight

    Analysis of the current state is important in the context of gap analysis. It aids in understanding the discrepancies between your baseline and the future state vision, and ensures that these gaps are documented as part of the overall requirements.

    Example: map your current CXM processes to parse strategic requirements (customer acquisition)

    The image shows an example of a CXM process map, which is formatted as a flow chart, with a legend at the bottom.

    Activity: Extract requirements from your top-level business processes

    2.3.4 30 minutes

    Input

    • Current state process maps (output of Activity 2.3.3)

    Output

    • Requirements for future state mapping

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Discuss the current state of priority business processes, as mapped in Activity 2.3.3.
    2. Extract process requirements for business process improvement by asking the following questions:
    • What is the input?
    • What is the output?
    • What are the underlying risks and how can they be mitigated?
    • What conditions should be met to mitigate or eliminate each risk?
    • What are the improvement opportunities?
    • What conditions should be met to enable these opportunities?
    1. Break business requirements into functional and non-functional requirements, as outlined on this slide.

    Info-Tech Insight

    The business and IT should work together to evaluate the current state of business processes and the business requirements necessary to support these processes. Develop a full view of organizational needs while still obtaining the level of detail required to make informed decisions about technology.

    Establish process owners for each top-level process

    Identify the owners of the business processes being evaluated to extract requirements. Process owners will be able to inform business process improvement and assume accountability for reengineered or net-new processes going forward.

    Process Owner Responsibilities

    Process ownership ensures support, accountability, and governance for CXM and its supporting processes. Process owners must be able to negotiate with business users and other key stakeholders to drive efficiencies within their own process. The process owner must execute tactical process changes and continually optimize the process.

    Responsibilities include the following:

    • Inform business process improvement
    • Introduce KPIs and metrics
    • Monitor the success of the process
    • Present process findings to key stakeholders within the organization
    • Develop policies and procedures for the process
    • Implement new methods to manage the process

    Info-Tech Insight

    Identify the owners of existing processes early so you understand who needs to be involved in process improvement and reengineering. Once implemented, CXM applications are likely to undergo a series of changes. Unstructured data will multiply, the number of users may increase, administrators may change, and functionality could become obsolete. Should business processes be merged or drastically changed, process ownership can be reallocated during CXM implementation. Make sure you have the right roles in place to avoid inefficient processes and poor data quality.

    Use Info-Tech’s Process Owner Assignment Guide to aid you in choosing the right candidates

    2.3.5 Process Owner Assignment Guide

    The Process Owner Assignment Guide will ensure you are taking the appropriate steps to identify process owners for existing and net-new processes created within the scope of the CXM strategy.

    The steps in the document will help with important considerations such as key requirements and responsibilities.

    Sections of the document:

    1. Define responsibilities and level of commitment
    2. Define job requirements
    3. Receive referrals
    4. Hold formal interviews
    5. Determine performance metrics

    INFO-TECH DELIVERABLE

    Activity: Assign business process owners and identify job responsibilities

    2.3.6 30 minutes

    Input

    • Current state map (output of Activity 2.3.3)

    Output

    • Process owners assigned
    • CXM Strategy Stakeholder Presentation

    Materials

    Participants

    • Project Team

    Instructions

    1. Using Info-Tech’s Process Owner Assignment Guide, assign process owners for each process mapped out in Activity 2.3.3. To assist in doing so, answer the following questions
    • What is the level of commitment expected from each process owner?
    • How will the process owner role be tied to a formal performance appraisal?
    • What metrics can be assigned?
    • How much work will be required to train process owners?
    • Is there support staff available to assist process owners?
  • Document your outputs in the CXM Strategy Stakeholder Presentation Template.
  • Choose the channels that will make your target customers happy – and ensure they’re supported by CXM applications

    Traditional Channels

    Face-to-Face is efficient and has a positive personalized aspect that many customers desire, be it for sales or customer service.

    Telephony (or IVR) has been a mainstay of customer interaction for decades. While not fading, it must be used alongside newer channels.

    Postal used to be employed extensively for all domains, but is now used predominantly for e-commerce order fulfillment.

    Web 1.0 Channels

    Email is an asynchronous interaction channel still preferred by many customers. Email gives organizations flexibility with queuing.

    Live Chat is a way for clients to avoid long call center wait times and receive a solution from a quick chat with a service rep.

    Web Portals permit transactions for sales and customer service from a central interface. They are a must-have for any large company.

    Web 2.0 Channels

    Social Media consists of many individual services (like Facebook or Twitter). Social channels are exploding in consumer popularity.

    HTML5 Mobile Access allows customers to access resources from their personal device through its integrated web browser.

    Dedicated Mobile Apps allow customers to access resources through a dedicated mobile application (e.g. iOS, Android).

    Info-Tech Insight

    Your channel selections should be driven by customer personas and scenarios. For example, social media may be extensively employed by some persona types (i.e. Millennials) but see limited adoption in other demographics or use cases (i.e. B2B).

    Activity: Extract requirements from your channel map

    2.3.7 30 minutes

    Input

    • Current state process maps (output of Activity 2.3.3)

    Output

    • Channel map
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech examples
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Inventory which customer channels are currently used by each department.
    2. Speak with the department heads for Marketing, Sales, and Customer Service and discuss future channel usage. Identify any channels that will be eliminated or added.
    3. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Business Unit Channel Use Survey

    Marketing Sales Customer Service
    Current Used? Future Use? Current Used? Future Use? Current Used? Future Use?
    Email Yes Yes No No No No
    Direct Mail Yes No No No No No
    Phone No No Yes Yes Yes Yes
    In-Person No No Yes Yes Yes No
    Website Yes Yes Yes Yes Yes Yes
    Social Channels No Yes Yes Yes No Yes

    Bring it together: amalgamate your strategic requirements for CXM technology enablement

    Discovering your organizational requirements is vital for choosing the right business-enabling initiative, technology, and success metrics. Sorting the requirements by marketing, sales, and service is a prudent mechanism for clarification.

    Strategic Requirements: Marketing

    Definition: High-level requirements that will support marketing functions within CXM.

    Examples

    • Develop a native mobile application while also ensuring that resources for your web presence are built with responsive design interface.
    • Consolidate workflows related to content creation to publish all brand marketing from one source of truth.
    • Augment traditional web content delivery by providing additional functionality such as omnichannel engagement, e-commerce, dynamic personalization, and social media functionality.

    Strategic Requirements: Sales

    Definition: High-level requirements that will support sales functions within CXM.

    Examples

    • Implement a system that reduces data errors and increases sales force efficiency by automating lead management workflows.
    • Achieve end-to-end visibility of the sales process by integrating the CRM, inventory, and order processing and shipping system.
    • Track sales force success by incorporating sales KPIs with real-time business intelligence feeds.

    Strategic Requirements: Customer Service

    Definition: High-level requirements that will support customer service functions within CXM.

    Examples

    • Provide a live chat portal that connects the customer, in real time, with the next available and qualified agent.
    • Bridge the gap between the source of truth for sales with customer service suites to ensure a consistent, end-to-end customer experience from acquisition to customer engagement and retention.
    • Use customer intelligence to track customer journeys in order to best understand and resolve customer complaints.

    Activity: Consolidate your strategic requirements for the CXM application portfolio

    2.3.8 30 minutes

    Input

    • Strategic CXM requirements (outputs of Activities 2.1.5, 2.1.6, and 2.2.2)

    Output

    • Aggregated strategic CXM requirements
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Aggregate strategic CXM requirements that have been gathered thus far in Activities 2.1.5, 2.1.6, and 2.2.2, 2.3.5, and 2.3.7.
    2. Identify and rectify any obvious gaps in the existing set of strategic CXM requirements. To do so, consider the overall corporate and CXM strategy: are there any objectives that have not been addressed in the requirements gathering process?
    3. De-duplicate the list. Prioritize the aggregated/augmented list of CXM requirements as “high/critical,” “medium/important,” or “low/desirable.” This will help manage the relative importance and urgency of different requirements to itemize respective initiatives, resources, and the time in which they need to be addressed. In completing the prioritization of requirements, consider the following:
    • Requirements prioritization must be completed in collaboration with all key stakeholders (across the business and IT). Stakeholders must ask themselves:
      • What are the consequences to the business objectives if this requirement is omitted?
      • Is there an existing system or manual process/workaround that could compensate for it?
      • What business risk is being introduced if a particular requirement cannot be implemented right away?
  • Document your outputs in the CXM Strategic Stakeholder Presentation Template.
  • Info-Tech Insight

    Strategic CXM requirements will be used to prioritize specific initiatives for CXM technology enablement and application rollout. Ensure that IT, the business, and executive management are all aligned on a consistent and agreed upon set of initiatives.

    Burberry digitizes the retail CX with real-time computing to bring consumers back to the physical storefront

    CASE STUDY

    Industry Consumer Goods, Clothing

    Source Retail Congress, 2017

    Burberry London

    Situation

    Internally, Burberry invested in organizational alignment and sales force brand engagement. The more the sales associate knew about the brand engagement and technology-enabled strategy, the better the store’s performance. Before the efforts went to building relationships with customers, Burberry built engagement with employees.

    Burberry embraced “omnichannel,” the hottest buzzword in retailing to provide consumers the most immersive and intuitive brand experience within the store.

    Technology Strategy

    RFID tags were attached to products to trigger interactive videos on the store’s screens in the common areas or in a fitting room. Consumers are to have instant access to relevant product combinations, ranging from craftsmanship information to catwalk looks. This is equivalent to the rich, immediate information consumers have grown to expect from the online shopping experience.

    Another layer of Burberry’s added capabilities includes in-memory-based analytics to gather and analyze data in real-time to better understand customers’ desires. Burberry builds customer profiles based on what items the shoppers try on from the RFID-tagged garments. Although this requires customer privacy consent, customers are willing to provide personal information to trusted brands.

    This program, called “Customer 360,” assisted sales associates in providing data-driven shopping experiences that invite customers to digitally share their buying history and preferences via their tablet devices. As the data is stored in Burberry’s customer data warehouse and accessed through an application such as CRM, it is able to arm sales associates with personal fashion advice on the spot.

    Lastly, the customer data warehouse/CRM application is linked to Burberry’s ERP system and other custom applications in a cloud environment to achieve real-time inventory visibility and fulfillment.

    Burberry digitizes the retail CX with real-time computing to bring consumers back to the physical storefront (cont'd)

    CASE STUDY

    Industry Consumer Goods, Clothing

    Source Retail Congress, 2017

    Burberry London

    Situation

    Internally, Burberry invested in organizational alignment and sales force brand engagement. The more the sales associate knew about the brand engagement and technology-enabled strategy, the better the store’s performance. Before the efforts went to building relationships with customers, Burberry built engagement with employees.

    Burberry embraced “omnichannel,” the hottest buzzword in retailing to provide consumers the most immersive and intuitive brand experience within the store.

    The Results

    Burberry achieved one of the most personalized retail shopping experiences. Immediate personal fashion advice using customer data is only one component of the experience. Not only are historic purchases and preference data analyzed, a customer’s social media posts and fashion industry trend data is proactively incorporated into the interactions between the sales associate and the customer.

    Burberry achieved CEO Angela Ahrendts’ vision of “Burberry World,” in which the brand experience is seamlessly integrated across channels, devices, retail locations, products, and services.

    The organizational alignment between Sales, Marketing, and IT empowered employees to bring the Burberry brand to life in unique ways that customers appreciated and were willing to advocate.

    Burberry is now one of the most beloved and valuable luxury brands in the world. The brand tripled sales in five years, became one of the leading voices on trends, fashion, music, and beauty while redefining what top-tier customer experience should be both digitally and physically.

    Leverage both core CRM suites and point solutions to create a comprehensive CXM application portfolio

    The debate between best-of-breed point solutions versus comprehensive CRM suites is ongoing. There is no single best answer. In most cases, an effective portfolio will include both types of solutions.

    • When the CRM market first evolved, vendors took a heavy “module-centric” approach – offering basic suites with the option to add a number of individual modules. Over time, vendors began to offer suites with a high degree of out-of-the-box functionality. The market has now witnessed the rise of powerful point solutions for the individual business domains.
    • Point solutions augment, rather than supplant, the functionality of a CRM suite in the mid-market to large enterprise context. Point solutions do not offer the necessary spectrum of functionality to take the place of a unified CRM suite.
    • Point solutions enhance aspects of CRM. For example, most CRM vendors have yet to provide truly impressive social media capabilities. An organization seeking to dominate the social space should consider purchasing a social media management platform to address this deficit in their CRM ecosystem.

    Customer Relationship Management (CRM)

    Social Media Management Platform (SMMP)

    Field Sales/Service Automation (FSA)

    Marketing Management Suites

    Sales Force Automation

    Email Marketing Tools

    Lead Management Automation (LMA)

    Customer Service Management Suites

    Customer Intelligence Systems

    Don’t adopt multiple point solutions without a genuine need: choose domains most in need of more functionality

    Some may find that the capabilities of a CRM suite are not enough to meet their specific requirements: supplementing a CRM suite with a targeted point solution can get the job done. A variety of CXM point solutions are designed to enhance your business processes and improve productivity.

    Sales

    Sales Force Automation: Automatically generates, qualifies, tracks, and contacts leads for sales representatives, minimizing time wasted on administrative duties.

    Field Sales: Allows field reps to go through the entire sales cycle (from quote to invoice) while offsite.

    Sales Compensation Management: Models, analyzes, and dispenses payouts to sales representatives.

    Marketing

    Social Media Management Platforms (SMMP): Manage and track multiple social media services, with extensive social data analysis and insight capabilities.

    Email Marketing Bureaus: Conduct email marketing campaigns and mine results to effectively target customers.

    Marketing Intelligence Systems: Perform in-depth searches on various data sources to create predictive models.

    Service

    Customer Service Management (CSM): Manages the customer support lifecycle with a comprehensive array of tools, usually above and beyond what’s in a CRM suite.

    Customer Service Knowledge Management (CSKM): Advanced knowledgebase and resolution tools.

    Field Service Automation (FSA): Manages customer support tickets, schedules work orders, tracks inventory and fleets, all on the go.

    Info-Tech Insight

    CRM and point solution integration is critical. A best-of-breed product that poorly integrates with your CRM suite compromises the value generated by the combined solution, such as a 360-degree customer view. Challenge point solution vendors to demonstrate integration capabilities with CRM packages.

    Refer to your use cases to decide whether to add a dedicated point solution alongside your CRM suite

    Know your end state and what kind of tool will get you there. Refer to your strategic requirements to evaluate CRM and point solution feature sets.

    Standalone CRM Suite

    Sales Conditions: Need selling and lead management capabilities for agents to perform the sales process, along with sales dashboards and statistics.

    Marketing or Communication Conditions: Need basic campaign management and ability to refresh contact records with information from social networks.

    Member Service Conditions: Need to keep basic customer records with multiple fields per record and basic channels such as email and telephony.

    Add a Best-of-Breed or Point Solution

    Environmental Conditions: An extensive customer base with many different interactions per customer along with industry specific or “niche” needs. Point solutions will benefit firms with deep needs in specific feature areas (e.g. social media or field service).

    Sales Conditions: Lengthy sales process and account management requirements for assessing and managing opportunities – in a technically complex sales process.

    Marketing Conditions: Need social media functionality for monitoring and social property management.

    Customer Service Conditions: Need complex multi-channel service processes and/or need for best-of-breed knowledgebase and service content management.

    Info-Tech Insight

    The volume and complexity of both customers and interactions have a direct effect on when to employ just a CRM suite and when to supplement with a point solution. Check to see if your CRM suite can perform a specific business requirement before deciding to evaluate potential point solutions.

    Use Info-Tech’s CXM Portfolio Designer to create an inventory of high-value customer interaction applications

    2.3.9 CXM Portfolio Designer

    The CXM Portfolio Designer features a set of questions geared toward understanding your needs for marketing, sales, and customer service enablement.

    These results are scored and used to suggest a comprehensive solution-level set of enterprise applications for CXM that can drive your application portfolio and help you make investment decisions in different areas such as CRM, marketing management, and customer intelligence.

    Sections of the tool:

    1. Introduction
    2. Customer Experience Management Questionnaire
    3. Business Unit Recommendations
    4. Enterprise-Level Recommendations

    INFO-TECH DELIVERABLE

    Understand the art of the possible and how emerging trends will affect your application portfolio (1)

    Cloud

    • The emergence and maturation of cloud technologies has broken down the barriers of software adoption.
    • Cloud has enabled easy-to-implement distributed sales centers for enterprises with global or highly fragmented workforces.
    • Cloud offers the agility, scalability, and flexibility needed to accommodate dynamic, evolving customer requirements while minimizing resourcing strain on IT and sales organizations.
    • It is now easier for small to medium enterprises to acquire and implement advanced sales capabilities to compete against larger competitors in a business environment where the need for business agility is key.
    • Although cost and resource reduction is a prominent view of the impact of cloud computing, it is also seen as an agile way to innovate and deliver a product/service experience that customers are looking for – the key to competitive differentiation.

    Mobile

    • Smartphones and other mobile devices were adopted faster than the worldwide web in the late 1990s, and the business and sales implications of widespread adoption cannot be ignored – mobile is changing how businesses operate.
      • Accenture’s Mobility Research Report states that 87% of companies in the study have been guided by a formal mobility strategy – either one that spans the enterprise or for specific business functions.
    • Mobile is now the first point of interaction with businesses. With this trend, gaining visibility into customer insights with mobile analytics is a top priority for organizations.
    • Enterprises need to develop and optimize mobile experiences for internal salespeople and customers alike as part of their sales strategy – use mobile to enable a competitive, differentiated sales force.
    • The use of mobile platforms by sales managers is becoming a norm. Sales enablement suites should support real-time performance metrics on mobile dashboards.

    Understand the art of the possible and how emerging trends will affect your application portfolio (2)

    Social

    • The rise of social networking brought customers together. Customers are now conversing with each other over a wide range of community channels that businesses neither own nor control.
      • The Power Shift: The use of social channels empowered customers to engage in real-time, unstructured conversations for the purpose of product/service evaluations. Those who are active in social environments come to wield considerable influence over the buying decisions of other prospects and customers.
    • Organizations need to identify the influencers and strategically engage them as well as developing an active presence in social communities that lead to sales.
    • Social media does have an impact on sales, both B2C and B2B. A study conducted in 2012 by Social Centered Selling states that 72.6% of sales people using social media as part of their sales process outperformed their peers and exceeded their quota 23% more often (see charts at right).

    The image shows two bar graphs, the one on top titled Achieving Quota: 2010-2012 and the one below titled Exceeding Quota: 2010-2012.

    (Social Centered Learning, n.d.)

    Understand the art of the possible and how emerging trends will affect your application portfolio (3)

    Internet of Things

    • Definition: The Internet of Things (IoT) is the network of physical objects accessed through the internet. These objects contain embedded technology to interact with internal states or the external environment.
    • Why is this interesting?
      • IoT will make it possible for everybody and everything to be connected at all times, processing information in real time. The result will be new ways of making business and sales decisions supported by the availability of information.
      • With ubiquitous connectivity, the current product design-centric view of consumers is changing to one of experience design that aims to characterize the customer relationship with a series of integrated interaction touchpoints.
      • The above change contributes to the shift in focus from experience and will mean further acceleration of the convergence of customer-centric business functions. IoT will blur the lines between marketing, sales, and customer service.
      • Products or systems linked to products are capable of self-operating, learning, updating, and correcting by analyzing real-time data.
      • Take for example, an inventory scale in a large warehouse connected to the company’s supply chain management (SCM) system. When a certain inventory weight threshold is reached due to outgoing shipments, the scale automatically sends out a purchase requisition to restock inventory levels to meet upcoming demand.
    • The IoT will eventually begin to transform existing business processes and force organizations to fundamentally rethink how they produce, operate, and service their customers.

    The image shows a graphic titled The Connected Life by 2020, and shows a number of statistics on use of connected devices over time.

    For categories covered by existing applications, determine the disposition for each app: grow it or cut it loose

    Use the two-by-two matrix below to structure your optimal CXM application portfolio. For more help, refer to Info-Tech’s blueprint, Use Agile Application Rationalization Instead of Going Big Bang.

    1

    0

    Richness of Functionality

    INTEGRATE RETAIN
    1
    REPLACE REPLACE OR ENHANCE

    0

    Degree of Integration

    Integrate: The application is functionally rich, so spend time and effort integrating it with other modules by building or enhancing interfaces.

    Retain: The application satisfies both functionality and integration requirements, so it should be considered for retention.

    Replace/Enhance: The module offers poor functionality but is well integrated with other modules. If enhancing for functionality is easy (e.g. through configuration or custom development), consider enhancement or replace it.

    Replace: The application neither offers the functionality sought nor is it integrated with other modules, and thus should be considered for replacement.

    Activity: Brainstorm the art of the possible, and build and finalize the CXM application portfolio

    2.3.10 1-2 hours

    Input

    • Process gaps identified (output of Activity 2.3.9)

    Output

    • CXM application portfolio
    • CXM Strategy Stakeholder Presentation

    Materials

    Participants

    • Project Team

    Instructions

    1. Review the complete list of strategic requirements identified in the preceding exercises, as well as business process maps.
    2. Identify which application would link to which process (e.g. customer acquisition, customer service resolution, etc.).
    3. Use Info-Tech’s CXM Portfolio Designer to create an inventory of high-value customer interaction applications.
    4. Define rationalization and investment areas.
    5. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Brainstorming the Art of the Possible

    Application Gap Satisfied Related Process Number of Linked Requirements Do we have the system? Priority
    LMA
    • Lead Generation
    • Social Lead Management
    • CRM Integration
    Sales 8 No Business Critical
    Customer Intelligence
    • Web Analytics
    • Customer Journey Tracking
    Customer Service 6 Yes Business Enabling
    ... ... ... ... ... ...

    Use Info-Tech’s comprehensive reports to make granular vendor selection decisions

    Now that you have developed the CXM application portfolio and identified areas of new investment, you’re well positioned to execute specific vendor selection projects. After you have built out your initiatives roadmap in phase 3, the following reports provide in-depth vendor reviews, feature guides, and tools and templates to assist with selection and implementation.

    Info-Tech Insight

    Not all applications are created equally well for each use case. The vendor reports help you make informed procurement decisions by segmenting vendor capabilities among major use cases. The strategic requirements identified as part of this project should be used to select the use case that best fits your needs.

    If you want additional support, have our analyst guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    2.3.2; 2.3.3 Shortlist and map the key top-level business processes

    Based on experience working with organizations in similar verticals, the facilitator will help your team map out key sample workflows for marketing, sales, and customer service.

    2.3.6 Create your strategic requirements for CXM

    Drawing on the preceding exercises, the facilitator will work with the team to create a comprehensive list of strategic requirements that will be used to drive technology decisions and roadmap initiatives.

    2.3.10 Create and finalize the CXM application portfolio

    Using the strategic requirements gathered through internal, external, and technology analysis up to this point, a facilitator will assist you in assembling a categorical technology application portfolio to support CXM.

    Step 2.4: Develop Deployment Best Practices

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Develop a CXM integration map
    • Develop a mitigation plan for poor quality customer data
    • Create a framework for end-user adoption of CXM applications

    Outcomes:

    • CXM application portfolio integration map
    • Data quality preservation plan
    • End-user adoption plan

    Develop an integration map to specify which applications will interface with each other

    Integration is paramount: your CXM application portfolio must work as a unified face to the customer. Create an integration map to reflect a system of record and the exchange of data.

    • CRM
      • ERP
      • Telephony Systems (IVR, CTI)
      • Directory Services
      • Email
      • Content Management
      • Point Solutions (SMMP, MMS)

    The points of integration that you’ll need to establish must be based on the objectives and requirements that have informed the creation of the CXM application portfolio. For instance, achieving improved customer insights would necessitate a well-integrated portfolio with customer interaction point solutions, business intelligence tools, and customer data warehouses in order to draw the information necessary to build insight. To increase customer engagement, channel integration is a must (i.e. with robust links to unified communications solutions, email, and VoIP telephony systems).

    Info-Tech Insight

    If the CXM application portfolio is fragmented, it will be nearly impossible to build a cohesive view of the customer and deliver a consistent customer experience. Points of integration (POIs) are the junctions between the applications that make up the CXM portfolio. They are essential to creating value, particularly in customer insight-focused and omnichannel-focused deployments. Be sure to include enterprise applications that are not included in the CXM application portfolio. Popular systems to consider for POIs include billing, directory services, content management, and collaboration tools.

    After identifying points of integration, profile them by business significance, complexity, and investment required

    • After enumerating points of integration between the CRM platform and other CXM applications and data sources, profile them by business significance and complexity required to determine a rank-ordering of priorities.
    • Points of integration that are of high business significance with low complexity are your must do’s – these are your quick wins that deliver maximum value without too much cost. This is typically the case when integrating a vendor-to-vendor solution with available native connectors.
    • On the opposite end of the spectrum are your POIs that will require extensive work to deliver but offer negligible value. These are your should not do’s – typically, these are niche requests for integration that will only benefit the workflows of a small (and low priority) group of end users. Only accommodate them if you have slack time and budget built into your implementation timeline.

    The image shows a square matrix with Point of Integration Value Matrix in the centre. On the X-axis is Business Significance, and on the Y-axis is POI complexity. In the upper left quadrant is Should Not Do, upper right is Should Do, lower left is Could Do, and lower right is Must do.

    "Find the absolute minimum number of ‘quick wins’ – the POIs you need from day one that are necessary to keep end users happy and deliver value." – Maria Cindric, Australian Catholic University Source: Interview

    Activity: Develop a CXM application integration map

    2.4.1 1 hour

    Input

    • CXM application portfolio (output of Activity 2.3.10)

    Output

    • CXM application portfolio integration map
    • CXM Strategy Stakeholder Presentation

    Materials

    • Sticky notes
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. On sticky notes, record the list of applications that comprise the CXM application portfolio (built in Activity 2.3.10) and all other relevant applications. Post the sticky notes on a whiteboard so you can visualize the portfolio.
    2. Discuss the key objectives and requirements that will drive the integration design of the CXM application portfolio.
    3. As deemed necessary by step 2, rearrange the sticky notes and draw connecting arrows between applications to reflect their integration. Allow the point of the arrow to indicate direction of data exchanges.
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Mapping the Integration of CXM Applications

    The image shows several yellow rectangles with text in them, connected by arrows.

    Plug the hole and bail the boat – plan to be preventative and corrective with customer data quality initiatives

    Data quality is king: if your customer data is garbage in, it will be garbage out. Enable strategic CXM decision making with effective planning of data quality initiatives.

    Identify and Eliminate Dead Weight

    Poor data can originate in the firm’s system of record, which is typically the CRM system. Custom queries, stored procedures, or profiling tools can be used to assess the key problem areas.

    Loose rules in the CRM system lead to records of no significant value in the database. Those rules need to be fixed, but if changes are made before the data is fixed, users could encounter database or application errors, which will reduce user confidence in the system.

    • Conduct a data flow analysis: map the path that data takes through the organization.
    • Use a mass cleanup to identify and destroy dead weight data. Merge duplicates either manually or with the aid of software tools. Delete incomplete data, taking care to reassign related data.
    • COTS packages typically allow power users to merge records without creating orphaned records in related tables, but custom-built applications typically require IT expertise.

    Create and Enforce Standards & Policies

    Now that the data has been cleaned, protect the system from relapsing.

    Work with business users to find out what types of data require validation and which fields should have changes audited. Whenever possible, implement drop-down lists to standardize values and make programming changes to ensure that truncation ceases.

    • Truncated data is usually caused by mismatches in data structures during either one-time data loads or ongoing data integrations.
    • Don’t go overboard on assigning required fields – users will just put key data in note fields.
    • Discourage the use of unstructured note fields: the data is effectively lost unless it gets subpoenaed.
    • To specify policies, use Info-Tech’s Master Data Record Tool.

    Profile your customer and sales-related data

    Applications are a critical component of how IT supports Sales, but IT also needs to help Sales keep its data current and accurate. Conducting a sales data audit is critical to ensure Sales has the right information at the right time.

    Info-Tech Insight

    Data is king. More than ever, having accurate data is essential for your organization to win in hyper-competitive marketplaces. Prudent current state analysis looks at both the overall data model and data architecture, as well as assessing data quality within critical sales-related repositories. As the amount of customer data grows exponentially due to the rise of mobility and the Internet of Things, you must have a forward-looking data model and data marts/customer data warehouse to support sales-relevant decisions.

    • A current state analysis for sales data follows a multi-step process:
      • Determine the location of all sales-relevant and customer data – the sales data inventory. Data can reside in applications, warehouses, and documents (e.g. Excel and Access files) – be sure to take a holistic approach.
    • For each data source, assess data quality across the following categories:
      • Completeness
      • Currency (Relevancy)
      • Correctness
      • Duplication
    • After assessing data quality, determine which repositories need the most attention by IT and Sales. We will look at opportunities for data consolidation later in the blueprint.

    INFO-TECH OPPORTUNITY

    Refer to Info-Tech’s Develop a Master Data Management Strategy and Roadmap blueprint for further reference and assistance in data management for your sales-IT alignment.

    Activity: Develop a mitigation plan for poor quality customer data

    2.4.2 30 minutes

    Input

    • List of departments involved in maintenance of CXM data

    Output

    • Data quality preservation plan
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Inventory a list of departments that will be interacting directly with CXM data.
    2. Identify data quality cleansing and preservation initiatives, such as those in previous examples.
    3. Assign accountability to an individual in the department as a data steward. When deciding on a data steward, consider the following:
    • Data stewards are designated full-time employees who serve as the go-to resource for all issues pertaining to data quality, including keeping a particular data silo clean and free of errors.
    • Data stewards are typically mid-level managers in the business (not IT), preferably with an interest in improving data quality and a relatively high degree of tech-savviness.
    • Data stewards can sometimes be created as a new role with a dedicated FTE, but this is not usually cost effective for small and mid-sized firms.
    • Instead, diffuse the steward role across several existing positions, including one for CRM and other marketing, sales, and service applications.
  • Document your outputs in the CXM Strategy Stakeholder Presentation Template.
  • Example: Data Steward Structure

    Department A

    • Data Steward (CRM)
    • Data Steward (ERP)

    Department B

    • Data Steward (All)

    Department C

    • Data Steward (All)

    Determine if a customer data warehouse will add value to your CXM technology-enablement strategy

    A customer data warehouse (CDW) “is a subject-oriented, integrated, time-variant, non-volatile collection of data used to support the strategic decision-making process across marketing, sales, and service. It is the central point of data integration for customer intelligence and is the source of data for the data marts, delivering a common view of customer data” (Corporate Information Factory, n.d.).

    Analogy

    CDWs are like a buffet. All the food items are in the buffet. Likewise, your corporate data sources are centralized into one repository. There are so many food items in a buffet that you may need to organize them into separate food stations (data marts) for easier access.

    Examples/Use Cases

    • Time series analyses with historical data
    • Enterprise level, common view analyses
    • Integrated, comprehensive customer profiles
    • One-stop repository of all corporate information

    Pros

    • Top-down architectural planning
    • Subject areas are integrated
    • Time-variant, changes to the data are tracked
    • Non-volatile, data is never over-written or deleted

    Cons

    • A massive amount of corporate information
    • Slower delivery
    • Changes are harder to make
    • Data format is not very business friendly

    Activity: Assess the need for a customer data warehouse

    2.4.3. 30 minutes

    Input

    • List of data sources
    • Data inflows and outflows

    Output

    • Data quality preservation plan
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Create a shortlist of customer data sources.
    2. Profile the integration points that are necessary to support inflows and outflows of customer data.
    3. Ask the following questions around the need for a CDW based on these data sources and points of integration:
    • What is the volume of customer information that needs to be stored? The greater the capacity, the more likely that you should build a dedicated CDW.
    • How complex is the data? The more complex the data, the greater the need for a CDW.
    • How often will data interchange happen between various applications and data sources? The greater and more frequent the interchange, the greater the need for a CDW.
    • What are your organizational capabilities for building a CDW? Do you have the resources in-house to create a CDW at this time?
  • Document your outputs in the CXM Strategy Stakeholder Presentation Template.
  • INFO-TECH OPPORTUNITY

    Refer to Info-Tech’s Build an Agile Data Warehouse blueprint for more information on building a centralized and integrated data warehouse.

    Create a plan for end-user training on new (or refocused) CXM applications and data quality processes

    All training modules will be different, but some will have overlapping areas of interest.

    – Assign Project Evangelists – Analytics Training – Mobile Training

    Application Training

    • Customer Service - Assign Project Evangelists – Analytics Training – Mobile Training
      • Focus training on:
        • What to do with inbound tickets.
        • Routing and escalation features.
        • How to use knowledge management features effectively.
        • Call center capabilities.
    • Sales – Assign Project Evangelists – Analytics Training – Mobile Training
      • Focus training on:
        • Recording of opportunities, leads, and deals.
        • How to maximize sales with sales support decision tree.
    • Marketing - Assign Project Evangelists – Analytics Training
      • Focus training on:
        • Campaign management features.
        • Social media monitoring and engagement capabilities.
    • IT
      • Focus training on:
        • Familiarization with the software.
        • Software integration with other enterprise applications.
        • The technical support needed to maintain the system in the future.

    Info-Tech Insight

    Train customers too. Keep the customer-facing sales portals simple and intuitive, have clear explanations/instructions under important functions (e.g. brief directions on how to initiate service inquiries), and provide examples of proper uses (e.g. effective searches). Make sure customers are aware of escalation options available to them if self-service falls short.

    Ensure adoption with a formal communication process to keep departments apprised of new application rollouts

    The team leading the rollout of new initiatives (be they applications, new governance structures, or data quality procedures) should establish a communication process to ensure management and users are well informed.

    CXM-related department groups or designated trainers should take the lead and implement a process for:

    • Scheduling application platform/process rollout/kick-off meetings.
    • Soliciting preliminary input from the attending groups to develop further training plans.
    • Establishing communication paths and the key communication agents from each department who are responsible for keeping lines open moving forward.

    The overall objective for inter-departmental kick-off meetings is to confirm that all parties agree on certain key points and understand alignment rationale and new sales app or process functionality.

    The kick-off process will significantly improve internal communications by inviting all affected internal IT groups, including business units, to work together to address significant issues before the application process is formally activated.

    The kick-off meeting(s) should encompass:

    • Target business-user requirements
    • The high-level application overview
    • Tangible business benefits of alignment
    • Special consideration needs
    • Other IT department needs
    • Target quality of service (QoS) metrics

    Info-Tech Insight

    Determine who in each department will send out a message about initiative implementation, the tone of the message, the medium, and the delivery date.

    Construct a formal communication plan to engage stakeholders through structured channels

    Tangible Elements of a Communications Plan

    • Stakeholder Group Name
    • Stakeholder Description
    • Message
    • Concerns Relative to Application Maintenance
    • Communication Medium
    • Role Responsible for Communication
    • Frequency
    • Start and End Date

    Intangible Elements of a Communications Plan

    • Establish biweekly meetings with representatives from sales functional groups, who are tasked with reporting on:
      • Benefits of revised processes
      • Metrics of success
      • Resource restructuring
    • Establish a monthly interdepartmental meeting, where all representatives from sales and IT leadership discuss pressing bug fixes and minor process improvements.
    • Create a webinar series, complete with Q&A, so that stakeholders can reference these changes at their leisure.

    Info-Tech Insight

    Every piece of information that you give to a stakeholder that is not directly relevant to their interests is a distraction from your core message. Always remember to tailor the message, medium, and timing accordingly.

    Carry the CXM value forward with linkage and relationships between sales, marketing, service, and IT

    Once the sales-IT alignment committees have been formed, create organizational cadence through a variety of formal and informal gatherings between the two business functions.

    • Organizations typically fall in one of three maturity stages: isolation, collaboration, or synergy. Strive to achieve business-technology synergy at the operational level.
    • Although collaboration cannot be mandated, it can be facilitated. Start with a simple gauge of the two functions’ satisfaction with each other, and determine where and how inter-functional communication and synergy can be constructed.

    Isolation

    The image shows four shapes, with the words IT, Sales, Customer Service, and Marketing in them.

    • Point solutions are implemented on an ad-hoc basis by individual departments for specific projects.
    • Internal IT is rarely involved in these projects from beginning to end.

    Collaboration

    The image features that same four shapes and text from the previous image, but this time they are connected by dotted lines.

    • There is a formal cross-departmental effort to integrate some point solutions.
    • Internal IT gets involved to integrate systems and then support system interactions.

    Synergy

    The image features the same shapes and text from previous instances, except the shapes are now connect by solid lines and the entire image is surrounded by dotted lines.

    • Cross-functional, business technology teams are established to work on IT-enabled revenue generation initiatives.
    • Team members are collocated if possible.

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    2.4.1 Develop a CXM application integration map

    Using the inventory of existing CXM-supporting applications and the newly formed CXM application portfolio as inputs, your facilitator will assist you in creating an integration map of applications to establish a system of record and flow of data.

    2.4.2 Develop a mitigation plan for poor quality customer data

    Our facilitator will educate your stakeholders on the importance of quality data and guide you through the creation of a mitigation plan for data preservation.

    2.4.3 Assess the need for a customer data warehouse

    Addressing important factors such as data volume, complexity, and flow, a facilitator will help you assess whether or not a customer data warehouse for CXM is the right fit for your organization.

    Phase 3

    Finalize the CXM Framework

    Build a Strong Technology Foundation for Customer Experience Management

    Phase 3 outline

    Call 1-888-670-8889 or email GuidedImplementations@InfoTech.com for more information.

    Complete these steps on your own, or call us to complete a guided implementation. A guided implementation is a series of 2-3 advisory calls that help you execute each phase of a project. They are included in most advisory memberships.

    Guided Implementation 3: Finalize the CXM Framework

    Proposed Time to Completion: 1 week

    Step 3.1: Create an Initiative Rollout Plan

    Start with an analyst kick-off call:

    • Discuss strategic requirements and the associated application portfolio that has been proposed.

    Then complete these activities…

    • Initiatives prioritization

    With these tools & templates:

    • CXM Strategy Stakeholder Presentation Template

    Step 3.2: Confirm and Finalize the CXM Blueprint

    Review findings with analyst:

    • Discuss roadmap and next steps in terms of rationalizing and implementing specific technology-centric initiatives or rollouts.

    Then complete these activities…

    • Confirm stakeholder strategy presentation

    With these tools & templates:

    • CXM Strategy Stakeholder Presentation Template

    Phase 3 Results & Insights:

    • Initiatives roadmap

    Step 3.1: Create an Initiative Rollout Plan

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Create a risk management plan
    • Brainstorm initiatives for CXM roadmap
    • Identify dependencies and enabling projects for your CXM roadmap
    • Complete the CXM roadmap

    Outcomes:

    • Risk management plan
    • CXM roadmap
      • Quick-win initiatives

    A CXM technology-enablement roadmap will provide smooth and timely implementation of your apps/initiatives

    Creating a comprehensive CXM strategy roadmap reduces the risk of rework, misallocation of resources, and project delays or abandonment.

    • People
    • Processes
    • Technology
    • Timeline
    • Tasks
    • Budget

    Benefits of a Roadmap

    1. Prioritize execution of initiatives in alignment with business, IT, and needs.
    2. Create clearly defined roles and responsibilities for IT and business stakeholders.
    3. Establish clear timelines for rollout of initiatives.
    4. Identify key functional areas and processes.
    5. Highlight dependencies and prerequisites for successful deployment.
    6. Reduce the risk of rework due to poor execution.

    Implement planning and controls for project execution

    Risk Management

    • Track risks associated with your CXM project.
    • Assign owners and create plans for resolving open risks.
    • Identify risks associated with related projects.
    • Create a plan for effectively communicating project risks.

    Change Management

    • Brainstorm a high-level training plan for various users of the CXM.
    • Create a communication plan to notify stakeholders and impacted users about the tool and how it will alter their workday and performance of role activities.
    • Establish a formal change management process that is flexible enough to meet the demands for change.

    Project Management

    • Conduct a post-mortem to evaluate the completion of the CXM strategy.
    • Design the project management process to be adaptive in nature.
    • Communication is key to project success, whether it is to external stakeholders or internal project team members..
    • Review the project’s performance against metrics and expectations.

    INFO-TECH OPPORTUNITIES

    Optimize the Change Management Process

    You need to design a process that is flexible enough to meet demand for change and strict enough to protect the live environment from change-related incidents.

    Create Project Management Success

    Investing time up front to plan the project and implementing best practices during project execution to ensure the project is delivered with the planned outcome and quality is critical to project success.

    Activity: Create a risk management plan

    3.1.1 45 minutes

    Input

    • Inventory of risks

    Output

    • Risk management plan
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Create a list of possible risks that may hamper the progress of your CXM project.
    2. Classify risks as strategy-based, related to planning, or systems-based, related to technology.
    3. Brainstorm mitigation strategies to overcome each listed risk.
    4. On a score of 1 to 3, determine the impact of each risk on the success of the project.
    5. On a score of 1 to 3, determine the likelihood of the occurrence for each risk.
    6. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Constructing a Risk Management Plan

    Risk Impact Likelihood Mitigation Effort
    Strategy Risks Project over budget
    • Detailed project plan
    • Pricing guarantees
    Inadequate content governance
    System Risks Integration with additional systems
    • Develop integration plan and begin testing integration methods early in the project
    .... ... ... ...

    Likelihood

    1 – High/ Needs Focus

    2 – Can Be Mitigated

    3 - Unlikely

    Impact

    1 - High Risk

    2 - Moderate Risk

    3 - Minimal Risk

    Prepare contingency plans to minimize time spent handling unexpected risks

    Understanding technical and strategic risks can help you establish contingency measures to reduce the likelihood that risks will occur. Devise mitigation strategies to help offset the impact of risks if contingency measures are not enough.

    Remember

    The biggest sources of risk in a CXM strategy are lack of planning, poorly defined requirements, and lack of governance.

    Apply the following mitigation tips to avoid pitfalls and delays.

    Risk Mitigation Tips

    • Upfront planning
    • Realistic timelines
    • Resource support
    • Change management
    • Executive sponsorship
    • Sufficient funding
    • Expectation setting
    1. Project Starts
    • Expectations are high
  • Project Workload Increases
    • Expectations are high
  • Pit of Despair
    • Why are we doing this?
  • Project Nears Close
    • Benefits are being realized
  • Implementation is Completed
    • Learning curve dip
  • Standardization & Optimization
    • Benefits are high
  • Identify factors to complete your CXM initiatives roadmap

    Completion of initiatives for your CXM project will be contingent upon multiple variables.

    Defining Dependencies

    Initiative complexity will define the need for enabling projects. Create a process to define dependencies:

    1. Enabling projects: complex prerequisites.
    2. Preceding tasks: direct and simplified assignments.

    Establishing a Timeline

    • Assign realistic timelines for each initiative to ensure smooth progress.
    • Use milestones and stage gates to track the progress of your initiatives and tasks.

    Defining Importance

    • Based on requirements gathering, identify the importance of each initiative to your marketing department.
    • Each initiative can be ranked high, medium, or low.

    Assigning Ownership

    • Owners are responsible for on-time completion of their assigned initiatives.
    • Populate a RACI chart to ensure coverage of all initiatives.

    Complex....Initiative

    • Enabling Project
      • Preceding Task
      • Preceding Task
    • Enabling Project
      • Preceding Task
      • Preceding Task

    Simple....Initiative

    • Preceding Task
    • Preceding Task
    • Preceding Task

    Activity: Brainstorm CXM application initiatives for implementation in alignment with business needs

    3.1.2 45 minutes

    Input

    • Inventory of CXM initiatives

    Output

    • Prioritized and quick-win initiatives
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. As a team, identify and list CXM initiatives that need to be addressed.
    2. Plot the initiatives on the complexity-value matrix to determine priority.
    3. Identify quick wins: initiatives that can realize quick benefits with little effort.
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Importance-Capability Matrix

    The image shows a matrix, with Initiative Complexity on the X-axis, and Business Value on the Y-axis. There are circle of different sizes in the matrix.

    Pinpoint quick wins: high importance, low effort initiatives.

    The size of each plotted initiative must indicate the effort or the complexity and time required to complete.
    Top Right Quadrant Strategic Projects
    Top Left Quadrant Quick Wins
    Bottom Right Quadrant Risky Bets
    Bottom Left Quadrant Discretionary Projects

    Activity: Identify any dependencies or enabling projects for your CXM roadmap

    3.1.3 1 hour

    Input

    • Implementation initiatives
    • Dependencies

    Output

    • CXM project dependencies

    Materials

    • Sticky notes
    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Using sticky notes and a whiteboard, have each team member rank the compiled initiatives in terms of priority.
    2. Determine preceding tasks or enabling projects that each initiative is dependent upon.
    3. Determine realistic timelines to complete each quick win, enabling project, and long-term initiative.
    4. Assign an owner for each initiative.

    Example: Project Dependencies

    Initiative: Omnichannel E-Commerce

    Dependency: WEM Suite Deployment; CRM Suite Deployment; Order Fulfillment Capabilities

    Activity: Complete the implementation roadmap

    3.1.4 30 minutes

    Input

    • Implementation initiatives
    • Dependencies

    Output

    • CXM Roadmap
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Establish time frames to highlight enabling projects, quick wins, and long-term initiatives.
    2. Indicate the importance of each initiative as high, medium, or low based on the output in Activity 3.1.2.
    3. Assign each initiative to a member of the project team. Each owner will be responsible for the execution of a given initiative as planned.
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Example: Importance-Capability Matrix

    Importance Initiative Owner Completion Date
    Example Projects High Gather business requirements. Project Manager MM/DD/YYYY
    Quick Wins
    Long Term Medium Implement e-commerce across all sites. CFO & Web Manager MM/DD/YYYY

    Importance

    • High
    • Medium
    • Low

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    3.1.1 Create a risk management plan

    Based on the workshop exercises, the facilitator will work with the core team to design a priority-based risk mitigation plan that enumerates the most salient risks to the CXM project and addresses them.

    3.1.2; 3.1.3; 3.1.4 Identify initiative dependencies and create the CXM roadmap

    After identifying dependencies, our facilitators will work with your IT SMEs and business stakeholders to create a comprehensive roadmap, outlining the initiatives needed to carry out your CXM strategy roadmap.

    Step 3.2: Confirm and Finalize the CXM Blueprint

    Phase 1

    1.1 Create the Project Vision

    1.2 Structure the Project

    Phase 2

    2.1 Scan the External Environment

    2.2 Assess the Current State of CXM

    2.3 Create an Application Portfolio

    2.4 Develop Deployment Best Practices

    Phase 3

    3.1 Create an Initiative Rollout Plan

    3.2 Confirm and Finalize the CXM Blueprint

    Activities:

    • Identify success metrics
    • Create a stakeholder power map
    • Create a stakeholder communication plan
    • Complete and present CXM strategy stakeholder presentation

    Outcomes:

    • Stakeholder communication plan
    • CXM strategy stakeholder presentation

    Ensure that your CXM applications are improving the performance of targeted processes by establishing metrics

    Key Performance Indicators (KPIs)

    Key performance indicators (KPIs) are quantifiable measures that demonstrate the effectiveness of a process and its ability to meet business objectives.

    Questions to Ask

    1. What outputs of the process can be used to measure success?
    2. How do you measure process efficiency and effectiveness?

    Creating KPIs

    Specific

    Measurable

    Achievable

    Realistic

    Time-bound

    Follow the SMART methodology when developing KPIs for each process.

    Adhering to this methodology is a key component of the Lean management methodology. This framework will help you avoid establishing general metrics that aren’t relevant.

    Info-Tech Insight

    Metrics are essential to your ability to measure and communicate the success of the CXM strategy to the business. Speak the same language as the business and choose metrics that relate to marketing, sales, and customer service objectives.

    Activity: Identify metrics to communicate process success

    3.2.1 1 hour

    Input

    • Key organizational objectives

    Output

    • Strategic business metrics
    • CXM Strategy Stakeholder Presentation

    Materials

    • Whiteboard
    • Markers

    Participants

    • Project Team

    Instructions

    1. Recap the major functions that CXM will focus on (e.g. marketing, sales, customer service, web experience management, social media management, etc.)
    2. Identify business metrics that reflect organizational objectives for each function.
    3. Establish goals for each metric (as exemplified below).
    4. Document your outputs in the CXM Strategy Stakeholder Presentation Template.
    5. Communicate the chosen metrics and the respective goals to stakeholders.

    Example: Metrics for Marketing, Sales, and Customer Service Functions

    Metric Example
    Marketing Customer acquisition cost X% decrease in costs relating to advertising spend
    Ratio of lifetime customer value X% decrease in customer churn
    Marketing originated customer % X% increase in % of customer acquisition driven by marketing
    Sales Conversion rate X% increase conversion of lead to sale
    Lead response time X% decrease in response time per lead
    Opportunity-to-win ratio X% increase in monthly/annual opportunity-to-win ratio
    Customer Service First response time X% decreased time it takes for customer to receive first response
    Time-to-resolution X% decrease of average time-to-resolution
    Customer satisfaction X% improvement of customer satisfaction ratings on immediate feedback survey

    Use Info-Tech’s Stakeholder Power Map Template to identify stakeholders crucial to CXM application rollouts

    3.2.2 Stakeholder Power Map Template

    Use this template and its power map to help visualize the importance of various stakeholders and their concerns. Prioritize your time according to the most powerful and most impacted stakeholders.

    Answer questions about each stakeholder:

    • Power: How much influence does the stakeholder have? Enough to drive the project forward or into the ground?
    • Involvement: How interested is the stakeholder? How involved is the stakeholder in the project already?
    • Impact: To what degree will the stakeholder be impacted? Will this significantly change how they do their job?
    • Support: Is the stakeholder a supporter of the project? Neutral? A resistor?

    Focus on key players: relevant stakeholders who have high power, should have high involvement, and are highly impacted.

    INFO-TECH DELIVERABLE

    Stakeholder Power Map Template

    Use Info-Tech’s Stakeholder Communication Planning Template to document initiatives and track communication

    3.2.3 Stakeholder Communication Planning Template

    Use the Stakeholder Communication Planning Template to document your list of initiative stakeholders so you can track them and plan communication throughout the initiative.

    Track the communication methods needed to convey information regarding CXM initiatives. Communicate how a specific initiative will impact the way employees work and the work they do.

    Sections of the document:

    1. Document the Stakeholder Power Map (output of Tool 3.2.2).
    2. Complete the Communicate Management Plan to aid in the planning and tracking of communication and training.

    INFO-TECH DELIVERABLE

    Activity: Create a stakeholder power map and communication plan

    3.2.4 1 hour

    Input

    • Stakeholder power map

    Output

    • Stakeholder communication plan
    • CXM Strategy Stakeholder Presentation

    Materials

    • Info-Tech’s Stakeholder Communication Planning Template
    • Info-Tech’s Stakeholder Power Map Template

    Participants

    • Project Team

    Instructions

    1. Using Info-Tech’s Stakeholder Power Map Template, identify key stakeholders for ensuring the success of the CXM strategy (Tool 3.2.2).
    2. Using Info-Tech’s Stakeholder Communication Plan Template, construct a communication plan to communicate and track CXM initiatives with all CXM stakeholders (Tool 3.2.3).
    3. Document your outputs in the CXM Strategy Stakeholder Presentation Template.

    Use Info-Tech’s CXM Strategy Stakeholder Presentation Template to sell your CXM strategy to the business

    3.2.5 CXM Strategy Stakeholder Presentation Template

    Complete the presentation template as indicated when you see the green icon throughout this deck. Include the outputs of all activities that are marked with this icon.

    Info-Tech has designed the CXM Strategy Stakeholder Presentation Template to capture the most critical aspects of the CXM strategy. Customize it to best convey your message to project stakeholders and to suit your organization.

    The presentation should be no longer than one hour. However, additional slides can be added at the discretion of the presenter. Make sure there is adequate time for a question and answer period.

    INFO-TECH DELIVERABLE

    After the presentation, email the deck to stakeholders to ensure they have it available for their own reference.

    Activity: Determine the measured value received from the project

    3.2.6 30 minutes

    Input

    • Project Metrics

    Output

    • Measured Value Calculation

    Materials

    • Workbook

    Participants

    • Project Team

    Instructions

    1. Review project metrics identified in phase 1 and associated benchmarks.
    2. After executing the CXM project, compare metrics that were identified in the benchmarks with the revised and assess the delta.
    3. Calculate the percentage change and quantify dollar impact (i.e. as a result of increased customer acquisition or retention).

    If you want additional support, have our analysts guide you through this phase as part of an Info-Tech workshop

    Book a workshop with our Info-Tech analysts:

    • To accelerate this project, engage your IT team in an Info-Tech workshop with an Info-Tech analyst team.
    • Info-Tech analysts will join you and your team onsite at your location or welcome you to Info-Tech’s historic Toronto office to participate in an innovative onsite workshop.
    • Contact your account manager (www.infotech.com/account), or email Workshops@InfoTech.com for more information.

    The following are sample activities that will be conducted by Info-Tech analysts with your team:

    3.2.4 Create a stakeholder power map and communication plan

    An analyst will walk the project team through the creation of a communication plan, inclusive of project metrics and their respective goals. If you are planning a variety of CXM initiatives, track how the change will be communicated and to whom. Determine the employees who will be impacted by the change.

    Insight breakdown

    Insight 1

    • IT must work in lockstep with Marketing, Sales, and Customer Service to develop a comprehensive technology-enablement strategy for CXM.
    • As IT works with its stakeholders in the business, it must endeavor to capture and use the voice of the customer in driving strategic requirements for CXM portfolio design.
    • IT must consider the external environment, customer personas, and internal processes as it designs strategic requirements to build the CXM application portfolio.

    Insight 2

    • The cloud is bringing significant disruption to the CXM space: to maintain relevancy, IT must become deeply involved in ensuring alignment between vendor capabilities and strategic requirements.
    • IT must serve as a trusted advisor on technical implementation challenges related to CXM, such as data quality, integration, and end-user training and adoption.
    • IT is responsible for technology enablement and is an indispensable partner in this regard; however, the business must ultimately own the objectives and communication strategy for customer engagement.

    Insight 3

    • When crafting a portfolio for CXM, be aware of the art of the possible: capabilities are rapidly merging and evolving to support new interaction channels. Social, mobile, and IoT are disrupting the customer experience landscape.
    • Big data and analytics-driven decision making is another significant area of value. IT must allow for true customer intelligence by providing an integration framework across customer-facing applications.

    Summary of accomplishment

    Knowledge Gained

    • Voice of the Customer for CXM Portfolio Design
    • Understanding of Strategic Requirements for CXM
    • Customer Personas and Scenarios
    • Environmental Scan
    • Deployment Considerations
    • Initiatives Roadmap Considerations

    Processes Optimized

    • CXM Technology Portfolio Design
    • Customer Data Quality Processes
    • CXM Integrations

    Deliverables Completed

    • Strategic Summary for CXM
    • CXM Project Charter
    • Customer Personas
    • External and Competitive Analysis
    • CXM Application Portfolio

    Bibliography

    Accenture Digital. “Growing the Digital Business: Accenture Mobility Research 2015.” Accenture. 2015. Web.

    Afshar, Vala. “50 Important Customer Experience Stats for Business Leaders.” Huffington Post. 15 Oct. 2015. Web.

    APQC. “Marketing and Sales Definitions and Key Measures.” APQC’s Process Classification Framework, Version 1.0.0. APQC. Mar. 2011. Web.

    CX Network. “The Evolution of Customer Experience in 2015.” Customer Experience Network. 2015. Web.

    Genesys. “State of Customer Experience Research”. Genesys. 2018. Web.

    Harvard Business Review and SAS. “Lessons From the Leading Edge of Customer Experience Management.” Harvard Business School Publishing. 2014. Web.

    Help Scout. “75 Customer Service Facts, Quotes & Statistics.” Help Scout. n.d. Web.

    Inmon Consulting Services. “Corporate Information Factory (CIF) Overview.” Corporate Information Factory. n.d. Web

    Jurevicius, Ovidijus. “VRIO Framework.” Strategic Management Insight. 21 Oct. 2013. Web.

    Keenan, Jim, and Barbara Giamanco. “Social Media and Sales Quota.” A Sales Guy Consulting and Social Centered Selling. n.d. Web.

    Malik, Om. “Internet of Things Will Have 24 Billion Devices by 2020.” Gigaom. 13 Oct. 2011. Web.

    McGovern, Michele. “Customers Want More: 5 New Expectations You Must Meet Now.” Customer Experience Insight. 30 July 2015. Web.

    McGinnis, Devon. “40 Customer Service Statistics to Move Your Business Forward.” Salesforce Blog. 1 May 2019. Web.

    Bibliography

    Reichheld, Fred. “Prescription for Cutting Costs”. Bain & Company. n.d. Web.

    Retail Congress Asia Pacific. “SAP – Burberry Makes Shopping Personal.” Retail Congress Asia Pacific. 2017. Web.

    Rouse, Margaret. “Omnichannel Definition.” TechTarget. Feb. 2014. Web.

    Salesforce Research. “Customer Expectations Hit All-Time High.” Salesforce Research. 2018. Web.

    Satell, Greg. “A Look Back at Why Blockbuster Really Failed and Why It Didn’t Have To.” Forbes. 5 Sept. 2014. Web.

    Social Centered Learning. “Social Media and Sales Quota: The Impact of Social Media on Sales Quota and Corporate Review.” Social Centered Learning. n.d. Web.

    Varner, Scott. “Economic Impact of Experience Management”. Qualtrics/Forrester. 16 Aug. 2017. Web.

    Wesson, Matt. “How to Use Your Customer Data Like Amazon.” Salesforce Pardot Blog. 27 Aug. 2012. Web.

    Winterberry Group. “Taking Cues From the Customer: ‘Omnichannel’ and the Drive For Audience Engagement.” Winterberry Group LLC. June 2013. Web.

    Wollan, Robert, and Saideep Raj. “How CIOs Can Support a More Agile Sales Organization.” The Wall Street Journal: The CIO Report. 25 July 2013. Web.

    Zendesk. “The Impact of Customer Service on Customer Lifetime Value 2013.” Z Library. n.d. Web.

    Fast Track Your GDPR Compliance Efforts

    • Buy Link or Shortcode: {j2store}372|cart{/j2store}
    • member rating overall impact: 10.0/10 Overall Impact
    • member rating average dollars saved: $25,779 Average $ Saved
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    • Parent Category Name: Governance, Risk & Compliance
    • Parent Category Link: /governance-risk-compliance
    • Organizations often tackle compliance efforts in an ad hoc manner, resulting in an ineffective use of resources.
    • The alignment of business objectives, information security, and data privacy is new for many organizations, and it can seem overwhelming.
    • GDPR is an EU regulation that has global implications; it likely applies to your organization more than you think.

    Our Advice

    Critical Insight

    • Financial impact isn’t simply fines. A data controller fined for GDPR non-compliance may sue its data processor for damage.
    • Even day-to-day activities may be considered processing. Screen-sharing from a remote location is considered processing if the data shown onscreen contains personal data!
    • This is not simply an IT problem. Organizations that address GDPR in a siloed approach will not be as successful as organizations that take a cross-functional approach.

    Impact and Result

    • Follow a robust methodology that applies to any organization and aligns operational and situational GDPR scope. Info-Tech's framework allows organizations to tackle GDPR compliance in a right-sized, methodical approach.
    • Adhere to a core, complex GDPR requirement through the use of our documentation templates.
    • Understand how the risk of non-compliance is aligned to both your organization’s functions and data scope.
    • This blueprint will guide you through projects and steps that will result in quick wins for near-term compliance.

    Fast Track Your GDPR Compliance Efforts Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should fast track your GDPR compliance efforts, 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 your compliance requirements

    Understand the breadth of the regulation’s requirements and document roles and responsibilities.

    • Fast Track Your GDPR Compliance Efforts – Phase 1: Understand Your Compliance Requirements
    • GDPR RACI Chart

    2. Define your GDPR scope

    Define your GDPR scope and prioritize initiatives based on risk.

    • Fast Track Your GDPR Compliance Efforts – Phase 2: Define Your GDPR Scope
    • GDPR Initiative Prioritization Tool

    3. Satisfy documentation requirements

    Understand the requirements for a record of processing and determine who will own it.

    • Fast Track Your GDPR Compliance Efforts – Phase 3: Satisfy Documentation Requirements
    • Record of Processing Template
    • Legitimate Interest Assessment Template
    • Data Protection Impact Assessment Tool
    • A Guide to Data Subject Access Requests

    4. Align your data breach requirements and security program

    Document your DPO decision and align security strategy to data privacy.

    • Fast Track Your GDPR Compliance Efforts – Phase 4: Align Your Data Breach Requirements & Security Program

    5. Prioritize your GDPR initiatives

    Prioritize any initiatives driven out of Phases 1-4 and begin developing policies that help in the documentation effort.

    • Fast Track Your GDPR Compliance Efforts – Phase 5: Prioritize Your GDPR Initiatives
    • Data Protection Policy
    [infographic]

    Workshop: Fast Track Your GDPR Compliance Efforts

    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 Your Compliance Requirements

    The Purpose

    Kick-off the workshop; understand and define GDPR as it exists in your organizational context.

    Key Benefits Achieved

    Prioritize your business units based on GDPR risk.

    Assign roles and responsibilities.

    Activities

    1.1 Kick-off and introductions.

    1.2 High-level overview of weekly activities and outcomes.

    1.3 Identify and define GDPR initiative within your organization’s context.

    1.4 Determine what actions have been done to prepare; how have regulations been handled in the past?

    1.5 Identify key business units for GDPR committee.

    1.6 Document business units and functions that are within scope.

    1.7 Prioritize business units based on GDPR.

    1.8 Formalize stakeholder support.

    Outputs

    Prioritized business units based on GDPR risk

    GDPR Compliance RACI Chart

    2 Define Your GDPR Scope

    The Purpose

    Know the rationale behind a record of processing.

    Key Benefits Achieved

    Determine who will own the record of processing.

    Activities

    2.1 Understand the necessity for a record of processing.

    2.2 Determine for each prioritized business unit: are you a controller or processor?

    2.3 Develop a record of processing for most-critical business units.

    2.4 Perform legitimate interest assessments.

    2.5 Document an iterative process for creating a record of processing.

    Outputs

    Initial record of processing: 1-2 activities

    Initial legitimate interest assessment: 1-2 activities

    Determination of who will own the record of processing

    3 Satisfy Documentation Requirements and Align With Your Data Breach Requirements and Security Program

    The Purpose

    Review existing security controls and highlight potential requirements.

    Key Benefits Achieved

    Ensure the initiatives you’ll be working on align with existing controls and future goals.

    Activities

    3.1 Determine the appetite to align the GDPR project to data classification and data discovery.

    3.2 Discuss the benefits of data discovery and classification.

    3.3 Review existing incident response plans and highlight gaps.

    3.4 Review existing security controls and highlight potential requirements.

    3.5 Review all initiatives highlighted during days 1-3.

    Outputs

    Highlighted gaps in current incident response and security program controls

    Documented all future initiatives

    4 Prioritize GDPR Initiatives

    The Purpose

    Review project plan and initiatives and prioritize.

    Key Benefits Achieved

    Finalize outputs of the workshop, with a strong understanding of next steps.

    Activities

    4.1 Analyze the necessity for a data protection officer and document decision.

    4.2 Review project plan and initiatives.

    4.3 Prioritize all current initiatives based on regulatory compliance, cost, and ease to implement.

    4.4 Develop a data protection policy.

    4.5 Finalize key deliverables created during the workshop.

    4.6 Present the GDPR project to key stakeholders.

    4.7 Workshop executive presentation and debrief.

    Outputs

    GDPR framework and prioritized initiatives

    Data Protection Policy

    List of key tools

    Communication plans

    Workshop summary documentation

    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
    [infographic]

    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.

    Monitor IT Employee Experience

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    • member rating overall impact: 10.0/10 Overall Impact
    • member rating average dollars saved: $29,096 Average $ Saved
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    • Parent Category Name: Engage
    • Parent Category Link: /engage
    • In IT, high turnover and sub-optimized productivity can have huge impacts on IT’s ability to execute SLAs, complete projects on time, and maintain operations effectively.
    • With record low unemployment rates in IT, retaining top employees and keeping them motivated in their jobs has never been more critical.

    Our Advice

    Critical Insight

    • One bad experience can cost you your top employee. Engagement is the sum total of the day-to-day experiences your employees have with your company.
    • Engagement, not pay, drives results. Engagement is key to your team's productivity and ability to retain top talent. Approach it systematically to learn what really drives your team.
    • It’s time for leadership to step up. As the CIO, it’s up to you to take ownership of your team’s engagement.

    Impact and Result

    • Info-Tech tools and guidance will help you initiate an effective conversation with your team around engagement, and avoid common pitfalls in implementing engagement initiatives.
    • Monitoring employee experience continuously using the Employee Experience Monitor enables you to take a data-driven approach to evaluating the success of your engagement initiatives.

    Monitor IT Employee Experience Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to find out why you should focus on employee experience to improve engagement in IT, 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. Start monitoring employee experience

    Plan out your employee engagement program and launch the Employee Experience Monitor survey for your team.

    • Drive IT Performance by Monitoring Employee Experience – Phase 1: Start Monitoring Employee Experience
    • None
    • None
    • EXM Setup Guide
    • EXM Training Guide for Managers
    • None
    • EXM Communication Template

    2. Analyze results and ideate solutions

    Interpret your Employee Experience Monitor results, understand what they mean in the context of your team, and involve your staff in brainstorming engagement initiatives.

    • Drive IT Performance by Monitoring Employee Experience – Phase 2: Analyze Results and Ideate Solutions
    • EXM Focus Group Facilitation Guide
    • Focus Group Facilitation Guide Driver Definitions

    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.

    • Drive IT Performance by Monitoring Employee Experience – Phase 3: Measure and Communicate Results
    • Engagement Progress One-Pager
    [infographic]

    Workshop: Monitor IT Employee Experience

    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 EXM

    The Purpose

    Set up the EXM and collect a few months of data to build on during the workshop.

    Key Benefits Achieved

    Arm yourself with an index of employee experience and candid feedback from your team to use as a starting point for your engagement program.

    Activities

    1.1 Identify EXM use case.

    1.2 Identify engagement program goals and obstacles.

    1.3 Launch EXM.

    Outputs

    Defined engagement goals.

    EXM online dashboard with three months of results.

    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 team's engagement.

    Activities

    2.1 Review EXM results to understand employee experience.

    2.2 Finalize focus group agendas.

    2.3 Train managers.

    Outputs

    Customized focus group agendas.

    3 Hold Employee Focus Groups

    The Purpose

    Establish an open dialogue with your staff to understand what drives their engagement.

    Key Benefits Achieved

    Understand where in your team’s experience you can make the most impact as an IT leader.

    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.

    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 Discuss and decide on the top five engagement initiatives.

    4.3 Create initiative project plans.

    4.4 Build detailed project plans.

    4.5 Present project plans.

    Outputs

    Engagement project plans.

    IT Strategy

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    • Parent Category Name: Strategy and Governance
    • Parent Category Link: strategy-and-governance
    Success depends on IT initiatives clearly aligned to business goals.

    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

    Define Your Virtual and Hybrid Event Requirements

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    • Parent Category Name: End-User Computing Applications
    • Parent Category Link: /end-user-computing-applications

    Your organization is considering holding an event online, or has been, but:

    • The organization (both on the business and IT sides) may not have extensive experience hosting events online.
    • It is not immediately clear how your formerly in-person event’s activities translate to a virtual environment.
    • Like the work-from-home transformation, bringing events online instantly expands IT’s role and responsibilities.

    Our Advice

    Critical Insight

    If you don't begin with strategy, you will fit your event to technology, instead of the other way around.

    Impact and Result

    To determine your requirements:

    • Determine the scope of the event.
    • Narrow down your list of technical requirements.
    • Use Info-Tech’s Rapid Application Selection Framework to select the right software solution.

    Define Your Virtual and Hybrid Event Requirements Research & Tools

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Define Your Virtual and Hybrid Event Requirements Storyboard – Use this storyboard to work through key decision points involved in creating digital events.

    This deck walks you through key decision points in creating virtual or hybrid events. Then, begin the process of selecting the right software by putting together the first draft of your requirements for a virtual event software solution.

    • Define Your Virtual and Hybrid Event Requirements Storyboard

    2. Virtual Events Requirements Tool – Use this tool to begin selecting your requirements for a digital event solution.

    The business should review the list of features and select which ones are mandatory and which are nice to have or optional. Add any features not included.

    • Virtual/Hybrid Event Software Feature Analysis Tool
    [infographic]

    Further reading

    Define Your Virtual and Hybrid Event Requirements

    Accelerate your event scoping and software selection process.

    Analyst Perspective

    When events go virtual, IT needs to cover its bases.

    The COVID-19 pandemic imposed a dramatic digital transformation on the events industry. Though event ticket and registration software, mobile event apps, and onsite audio/visual technology were already important pieces of live events, the total transformation of events into online experiences presented major challenges to organizations whose regular business operations involve at least one annual mid-sized to large event (association meetings, conferences, trade shows, and more).

    Many organizations worked to shift to online, or virtual events, in order to maintain business continuity. As time went on, and public gatherings began to restart, a shift to “hybrid” events began to emerge—events that accommodate both in-person and virtual attendance. Regardless of event type, this pivot to using virtual event software, or digital event technology, brings events more closely into IT’s areas of responsibility. If you don't begin with strategy, you risk fitting your event to technology, instead of the other way around.

    If virtual and hybrid events are becoming standard forms of delivering content in your organization, use Info-Tech’s material to help define the scope of the event and your requirements, and to support your software selection process.

    Photo of Emily Sugerman
    Emily Sugerman
    Research Analyst, Infrastructure & Operations
    Info-Tech Research Group

    Executive Summary

    Your Challenge

    The organization (both on the business and IT sides) may not have extensive experience hosting events online.

    It is not immediately clear how a formerly in-person event’s activities translate to a virtual environment.

    Like the work-from-home transformation, bringing events online expands IT’s role and responsibilities.

    Common Obstacles

    It is not clear what technological capabilities are needed for the event, which capabilities you already own, and what you may need to purchase.

    Though virtual events remove some barriers to attendance (distance, travel), it introduces new complications and considerations for planners.

    Hybrid events introduce another level of complexity.

    Info-Tech’s Approach

    In order to determine your requirements:

    Determine the scope of the event.

    Narrow down your list of technical requirements.

    Use Info-Tech’s Rapid Application Selection Framework to select the right software solution.

    Info-Tech Insight

    If you don't begin with strategy, you will fit your event to technology, instead of the other way around.

    Your challenge

    The solution you have been using for online events does not meet your needs.

    Though you do have some tools that support large meetings, it is not clear if you require a larger and more comprehensive virtual event solution. There is a need to determine what type of technology you might need to purchase versus leveraging what you already have.

    It is difficult to quickly and practically identify core event requirements and how they translate into technical capabilities.

    Maintaining or improving audience engagement is a perpetual challenge for virtual events.

    38%
    of event professionals consider virtual event technology “a tool for reaching a wider audience as part of a hybrid strategy.”

    21%
    consider it “a necessary platform for virtual events, which remain my go-to event strategy.”

    40%
    prioritize “mid-budget all-in-one event tech solution that will prevent remote attendees from feeling like second-class participants.”

    Source: Virtual Event Tech Guide, 2022

    Common obstacles

    These barriers make this challenge difficult to address for many organizations.

    Events with networking objectives are not always well served by webinars, which are traditionally more limited in their interactive elements.

    Events that include the conducting of organizational/association business (like voting) may have bylaws that make selecting a virtual solution more challenging.

    Maintaining attendee engagement is more challenging in a virtual environment.

    Prior to the pandemic, your organization may not have been as experienced in putting on fully virtual events, putting more responsibility in your corner as IT. Navigating virtual events can also require technological competencies that your attendee userbase may not universally possess.

    Technological limitations and barriers to access can exclude potential attendees just as much as bringing events online can open up attendance to new audiences.

    Opportunity: Virtual events can significantly increase an event’s reach

    Events held virtually during the pandemic noted significant increases in attendees.

    “We had 19,000 registrations from all over the world, almost 50 times the number of people we had expected to host in Amsterdam. . . . Most of this year’s [2020] attendees would not have been able to participate in a physical GrafanaCon in Amsterdam. That was a huge win.” – Raj Dutt, Grafana Labs CEO[5]

    Event In-person Online 2022
    Microsoft Build 2019: 6,000 attendees 2020: 230,000+ registrants[1] The 2022 conference was also held virtually[3]
    Stanford Institute for Human-Centered Artificial Intelligence A few hundred attendees expected for the original (cancelled) 2020 in-person conference 2020: 30,000 attendees attended the “COVID-19 and AI” virtual conference[2] The 2022 Spring Conference was a hybrid event[4]

    [1] Kelly, 2020; [2] Price, 2020; [3] Stanford Digital Economy Lab, 2022; [4] Warren, 2022; [5] Fast Company, 2020

    Info-Tech’s methodology for defining virtual/hybrid event requirements

    A diagram that shows defining event scope, creating list of requirements, and selecting software.

    Event planning phases

    Apply project management principles to your virtual/hybrid event planning process.

    Online event planning should follow the same established principles as in-person event planning.
    Align the event’s concept and objectives with organizational goals.

    A diagram of event planning phases
    Source: Adapted from Event Management Body of Knowledge, CC BY 4.0

    Gather inputs to the planning processes

    Acquire as much of this information as possible before you being the planning process.

    Budget: Determine your organization’s budget for this event to help decide the scope of the event and the purchasing decisions you make as you plan.

    Internal human resources: Identify who in your organization is usually involved in the organization of this event and if they are available to organize this one.

    List of communication and collaboration tools: Acquire the list of the existing communication and collaboration tools you are currently licensed for. Ensure you know the following information about each tool:

    • Type of license
    • License limitations (maximum number of users)
    • Internal or external-facing tool (or capable of both)
    • Level of internal training and competency on the tool

    Decision point: Relate event goals to organizational goals

    What is driving the event?

    Your organization may hold a variety of in-person events that you now wish, for various reasons, to hold fully or partially online. Each event likely has a slightly different set of goals.

    Before getting into the details of how to transition your event online, return to the business/organizational goals the event is serving.

    Ensure each event (and each component of each event) maps back to an organizational goal.

    If a component of the event does not align to an organizational goal, assess whether it should remain as part of the event.

    Common organizational goals

    • Increase revenue
    • Increase productivity
    • Attract and retain talent
    • Improve change management
    • Carry out organizational mission
    • Identify new markets
    • Increase market share
    • Improve customer service
    • Launch new product/service

    Common event goals

    • Education/training
    • Knowledge transfer
    • Decision making
    • Professional development
    • Sales/lead generation
    • Fundraising
    • Entertainment
    • Morale boosting
    • Recognition of achievement

    Decision point: Identify your organization’s digital event vision

    What do you want the outcome of this event to be?

    Attendee goals: Who are your attendees? Why do they attend this event? What attendee needs does your event serve? What is your event’s value proposition? Are they intrinsically or extrinsically motivated to attend?

    Event goals: From the organizer perspective, why do you usually hold this event? Who are your stakeholders?

    Organizational goals: How do the event goals map to your organizational goals? Is there a clear understanding of what the event’s larger strategic purpose is.

    Common attendee goals

    Education: our attendees need to learn something new that they cannot learn on their own.
    Networking: our attendees need to meet people and make new professional connections.
    Professional development: our attendees have certain obligations to keep credentials updated or to present their work publicly to advance their careers.
    Entertainment: our attendees need to have fun.
    Commerce: our attendees need to buy and sell things.

    Decision point: Level of external event production

    Will you be completely self-managed, reliant on external event production services, or somewhere in the middle?

    You can review this after working through the other decision points and the scope becomes clearer.

    A diagram that shows Level of external event production, comparing Completely self-managed vs Fully externally-managed.

    Decision point: Assign event planning roles

    Who will be involved in planning the event? Fill/combine these roles as needed.

    Planning roles Description
    Project manager Shepherd event planning until completion while ensuring project remains on schedule and on budget.
    Event manager Correspond with presenters during leadup to event, communicate how to use online event tools/platform, perform tests with presenters/exhibitors, coordinate digital event staff/volunteers.
    Program planner Select the topics, speakers, activity types, content, streams.
    Designer and copywriter Design the event graphics; compose copy for event website.
    Digital event technologist Determine event technology requirements; determine how event technology fits together; prepare RFP, if necessary, for new hardware/software.
    Platform administrator Set up registration system/integrate registrations into platform(s) of choice; upload video files and collateral; add livestream links; add/delete staff roles and set controls and permissions; collect statistics and recordings after event.
    Commercial partner liaison Recruit sponsors and exhibitors (offer sponsorship packages); facilitate agreement/contract between commercial partners and organization; train commercial partners on how to use event technology; retrieve lead data.
    Marketing/social media Plan and execute promotional campaigns (email, social media) in the lead up to, and during, the event. Post-event, send follow-up communications, recording files, and surveys.

    Decision point: Assign event production roles

    Who will be involved in running the event?

    Event production roles Description
    Hosts/MCs Address attendees at beginning and end of event, and in-between sessions
    Provide continuity throughout event
    Introduce sessions
    Producers Prepare presenters for performance
    Begin and end sessions
    Use controls to share screens, switch between feeds
    Send backchannel messages to presenters (e.g., "Up next," "Look into webcam")
    Moderators Admit attendees from waiting room
    Moderate incoming questions from attendees
    Manage slides
    Pass questions to host/panelists to answer
    Moderate chat
    IT support Manage event technology stack
    Respond to attendee technical issues
    Troubleshoot network connectivity problems
    Ensure audio and video operational
    Start and stop session recording
    Save session recordings and files (chat, Q&As)

    Decision point: Map attendee goals to event goals to organizational goals

    Input: List of attendee benefits, List of event goals, List of organizational goals
    Output: Ranked list of event goals as they relate to attendee needs and organizational goals
    Materials: Whiteboard/flip charts
    Participants: Planning team

    1. Define attendee benefits:
      1. List the attendee benefits derived from your event (as many as possible).
      2. Rank attendee benefits from most to least important.
    2. Define event goals:
      1. List your event goals (as many as possible).
      2. Draw a connecting line to your ranked list of attendee benefits.
      3. Identify if any event goals exist with no clear relationship to attendee benefits. Discuss whether this event goal needs to be re-envisioned. If it connects to no discernible attendee benefits, consider removing it. Otherwise, figure out what attendee benefits the event goal provides.
    3. Define organizational goals:
      1. Acquire a list of your organization’s main strategic goals.
      2. Draw a connecting line from each event goal to the organizational goal it supports.
      3. If most of your event goals do not immediately seem to support an organizational goal, discuss why this is. Try to find the connection. If you cannot, discuss whether the event should proceed or be rethought.

    Decision point: Break down your event into its constituent components

    Identify your event archetype

    Decompose the event into its component parts

    Identify technical requirements that help meet event goals

    Benefits:

    • Clarify how formerly in-person events map to virtual archetypes.
    • Ensure your virtual event planning is anchored to organizational goals from the outset.
    • Streamline your virtual event tech stack planning later.

    Decision point: Determine your event archetype

    Analyze your event’s:

    • Main goals.
    • The components and activities that support those goals.
    • How these components and activities fall into people- vs. content-centric activities, and real-time vs. asynchronous activities.
    1. Conference
    2. Trade show
    3. Annual general meeting
    4. Department meeting
    5. Town hall
    6. Workshop

    A diagram that shows people- vs. content-centric activities, and real-time vs. asynchronous activities

    Info-Tech Insight

    Begin the digital event planning process by understanding how your event’s content is typically consumed. This will help you make decisions later about how best to deliver the content virtually.

    Conference

    Goals: Education/knowledge transfer; professional advancement; networking.

    Major content

    • Call for proposals/circulation of abstracts
    • Keynotes or plenary address: key talk addressed to large audience
    • Panel sessions: multiple panelists deliver address on common theme
    • Poster sessions: staffed/unstaffed booths demonstrate visualization of major research on a poster
    • Association meetings (see also AGM archetype): professional associations hold AGM as one part of a larger conference agenda

    Community

    • Formal networking (happy hours, social outings)
    • Informal networking (hallway track, peer introductions)
    • Business card exchange
    • Pre- and post-event correspondence

    Commercial Partners

    • Booth reps: Publishing or industry representatives exhibit products/discuss collaboration

    A quadrants matrix of conference

    Trade show

    Objectives: Information transfer; sales; lead generation.

    Major content

    • Live booth reps answer questions
    • Product information displayed
    • Promotional/information material distributed
    • Product demonstrations at booths or onstage
    • Product samples distributed to attendees

    Community interactions

    • Statements of intent to buy
    • Lead generation (badge scanning) of booth visitors
    • Business card exchange
    • Pre- and post-event correspondence

    A quadrants matrix of Trade show

    Annual general meeting

    Objectives: Transparently update members; establish governance and alignment.

    Meeting events

    • Updates provided to members on organization’s activities/finances
    • Decisions made regarding organization’s direction
    • Governance over organization established (elections)
    • Speakers addressing large audience from stage
    • In-camera sessions
    • Translation of proceedings
    • Real-time weighted voting
    • Minutes taken during meeting

    Administration

    • Notice given of meeting within mandated time period
    • Agenda circulated prior to meeting
    • Distribution of proxy material
    • Minutes distributed

    A quadrants matrix of Annual general meeting

    Department meeting

    Objectives: Information transfer of company agenda/initiatives; group decision making.

    Major content

    • Agenda circulated prior to meeting
    • Updates provided from senior management/leadership to employees on organization’s initiatives and direction
    • Employee questions and feedback addressed
    • Group decision making
    • Minutes taken during meeting
    • Minutes or follow-up circulated

    A quadrants matrix of department meeting

    Town hall meeting

    Objectives: Update public; answer questions; solicit feedback.

    Major content

    • Public notice of meeting announced
    • Agenda circulated prior to meeting
    • Speakers addressing large audience from stage
    • Presentation of information pertinent to public interest
    • Audience members line up to ask questions/provide feedback
    • Translation of proceedings
    • Recording of meeting archived

    A quadrants matrix of Town hall meeting

    Workshop

    Objectives: Make progress on objective; achieve consensus; knowledge transfer.

    Major content

    • Scheduling of workshop
    • Agenda circulated prior to meeting
    • Facilitator leads group activities
    • Participants develop alignment on project
    • Progress achieved on workshop project
    • Feedback on workshop shared with facilitator

    A quadrants matrix of Workshop

    Decision point: Analyze your event’s purpose and value

    Use the event archetypes to help you identify your event’s core components and value proposition.

    1. Attendee types: Who typically attends your event? Exclusively internal participants? External participants? A mix of the two?
    2. Communication: How do participants usually communicate with each other during this event? How do they communicate with the event organizers? Include both formal types of communication (listening to panel sessions) and informal (serendipitous conversations in the hallway).
    3. Connection: What types of connections do your attendees need to experience? (networking with peers; interactions with booth reps; consensus building with colleagues).
    4. Exchange of material: What kind of material is usually exchanged at this event and between whom? (Pamphlets, brochures, business cards, booth swag).
    5. Engagement: How do you usually retain attendees' attention and make sure they remain engaged throughout the event?
    6. Length: How long does the event typically last?
    7. Location and setup: Where does the event usually take place and who is involved in its setup?
    8. Success metrics: How do you usually measure your event's success?

    Info-Tech Insight

    Avoid trying to exactly reproduce the formerly in-person event online. Instead, identify the value proposition of each event component, then determine what its virtual expression could be.

    Example: Trade show

    Goals: Information transfer; sales; lead generation.

    1. Identify event component(s)
    2. Document its face-to-face expression(s)
    3. Identify the expression’s value proposition
    4. Translate the value proposition to a virtual component that facilitates overall event goal

    Event component

    Face-to-face expression

    Value proposition of component

    Virtual expression

    Attendee types Paying attendees Revenue for event organizer; sales and lead generation for booth rep Access to virtual event space
    Attendee types Booth rep Revenue for event organizer; information source for paying attendees Access to virtual event space
    Communication/connection Conversation between booth rep and attendee Lead generation for booth rep; information to inform decision making for attendee Ability to enter open video breakout session staffed by booth reps OR

    Ability to schedule meeting times with booth rep

    Multiple booth reps on hand to monitor different elements of the booth (one person to facilitate the discussion over video, another to monitor chat and Q&A)
    Communication/connection Serendipitous conversation between attendees Increased attendee contacts; fun Multiple attendees can attend the booth’s breakout session simultaneously and participate in web conferencing, meeting chat, or submit questions to Q&A
    Communication/connection Badges scanned at booth/email sign-up sheets filled out at table Lead generation for exhibitors List of visitors to booth shared with exhibitor (if consent given by attendees)

    Ability for attendees to request to be contacted for more information
    Exchange of material Catering (complimentary coffee, pastries) Obviate the need for attendees to leave the event for refreshments N/A: not included in virtual event
    Exchange of material Pamphlets, product literature, swag Portable information for attendee decision making Downloadable files (pdf)
    Location Responsibility of both the organizers (tables, chairs, venue) and booth reps (posters, handouts) Booth reps need a dedicated space where they can be easily found by attendees and advertise themselves Booth reps need access to virtual platform to upload files, images, provide booth description
    Engagement Attendees able to visit all booths by strolling through space Event organizers have a captive audience who is present in the immediacy of the event site Attendees motivated to stay in the event space and attend booths through gamification strategies (points awarded for number of booths visited or appointments booked)
    Length of event 2 full days Attendees travel to event site and spend the entire 2 days at the event, allowing them to be immersed in the event and absorb as much information in as little time as possible Exhibitors’ visiting hours will be scheduled so they work for both attendees attending in Eastern Standard Time and Pacific Time
    Metrics for success -Positive word of mouth
    -Number of registrations
    These metrics can be used to advertise to future exhibitors and attendees Number of virtual booths visited

    Number of file downloads

    Survey sent to attendees after event (favorite booths, preferred way to interact with exhibitors, suggestions for improvement, most valuable part of experience)

    Plan your metrics

    Use the analytics and reporting features available in your event technology toolset to capture the data you want to measure. Decide how each metric will impact your planning process for the next event.

    Examples of metrics:

    • Number of overall participants/registrants: Did you have more or fewer registrants/attendees than previous iterations of the event? What is the difference between number of registrants and number of real attendees?
    • Locations of participants: Where are people participating from? How many are attending for the first time? Are there new audiences you can pursue next time?
    • Most/least popular sessions: How long did people stay in the sessions and the event overall?
    • Most/least popular breakout rooms and discussion boards: Which topics should be repeated/skipped next time?
    • Social media mentions: Which topics received the most engagement on social media?
    • Surveys: What do participants report enjoying most? Least?
    • Technical failures: Can your software report on failures? Identify what technical problems arose and prepare a plan to mitigate them next time.

    Ensure the data you capture feeds into better planning for the next event

    Determine compliance requirements

    A greater event reach also means new data privacy considerations, depending on the location of your guests.

    General Data Protection Regulation (GDPR)

    Concerns over the collection of personal electronic data may not have previously been a part of your event planning considerations. However, now that your event is online, it’s wise to explore which data protection regulations apply to you. Remember, even if your organization is not located in the EU, if any of your attendees are European data subjects you may still be required to comply with GDPR, which involves the notification of data collected, allowing for opt-out options and the right to have data purged. The data must be collected for a specific purpose; if that purpose is expired, it can no longer be retained. You also have an obligation to report any breaches.

    Accessibility requirements

    What kind of accessibility laws are you subject to (AODA, WCAG2)? Regardless of compliance requirements, it is a good idea to ensure the online event follows accessibility best practices.

    Decision point: Set event policies

    What event policies need to be documented?
    How will you communicate them to attendees?

    Code of conduct

    One trend in the large event and conference space in recent years has been the development of codes of conduct that attendees are required to abide by to continue participating in the event.
    Now that your event is online, consider whether your code of conduct requires updating. Are there new types of appropriate/inappropriate online behavior that you need to define for your attendees?

    Harassment reporting

    If your organization has an event harassment reporting process, determine how this process will transfer over to the digital event.
    Ensure the reporting process has an owner and a clear methodology to follow to deal with complaints, as well as a digital reporting channel (a dedicated email or form) that is only accessed by approved staff to protect sensitive information.

    Develop a risk management plan

    Plan for how you will mitigate technical risks during your virtual event
    Provide presenters with a process to follow if technical problems arise.

    • Presenter’s internet connection cuts out
    • Attendees cannot log in to event platform
    • Attendees cannot hear/see video feed
    • What process will be followed when technical problems occur: ticketing system; chatbot; generic email accessible by all IT support assigned

    Testing/Rehearsal

    Test audio hardware: Ensure speakers use headphones/earbuds and mics (they do not have to be fancy/expensive). Relying on the computer/laptop mic can lead to more ambient noise and potential feedback problems.

    Check lighting: Avoid backlighting. Reposition speakers so they are not behind windows. Ask them to open/close shades. Add lamps as needed.

    Prevent interruptions: Before the event, ask panelists to turn phone and computer notifications to silent. Put a sign on the door saying Do not Disturb.

    Control audience view of screenshare: If your presenters will be sharing their screens, teach them how this works on the platform they are using. Advise them to exit out of any other application that is not part of their presentation, so they do not share the wrong screen unintentionally. Advise them to remove anything from the desktop that they do not want the audience to see, in case their desktop becomes visible at any point.

    Control audience view of physical environment: Before the event, advise participants to turn their cameras on and examine their backgrounds. Remove anything the audience should not be able to see.

    Test network connectivity: Send the presenters a link to a speed test and check their internet speed.

    Emergency contact: Exchange cell phone numbers for emergency backchannel conversations if problems arise on the day of the event.

    Set expectations: Presenting to an online audience feels very different to a live crowd. Prepare presenters for a lack of applause and lack of ability to see their audience, and that this does not mean the presentation was unsuccessful.

    Identify requirements

    To determine what kind of technical requirements you need to build the virtual expression of your event, consult the Virtual Event Platform Requirements Tool.

    1. If you have determined that the requirements you wish to use for the event exceed the capabilities of your existing communication and collaboration toolset, identify whether these gaps tip the scale toward purchasing a new tool. Use the requirement gaps to make the business case for purchasing a new tool.
    2. Use the Virtual Event Platform Requirements Tool to create a list of requirements.
    3. Consult the Software Reviews category for Virtual Event Platform Data Quadrant and Emotional Footprint reports.
    4. Assemble your documentation for approvals and the Rapid Application Selection Process.

    A photo of Detailed Feature Analysis Worksheet.

    Download the Virtual/Hybrid Event Software Feature Analysis Tool

    Rapid Application Selection Framework and Contract Review

    A photo of Rapid Application Selection Framework
    Launch Info-Tech’s Rapid Application Selection Framework.

    Using the requirements you’ve just gathered as a base, use Info-Tech’s complete framework to improve the efficiency and effectiveness of software selection.

    Once you’ve selected a vendor(s), review the contract. Does it define an exit strategy? Does it define when your data will be deleted? Does it set service-level agreements that you find acceptable? Leverage Info-Tech’s contract review service once you have selected the virtual event solution and have received a contract from the vendor.

    Further research

    Photo of Run Better Meetings
    Run Better Meetings

    Bibliography

    Dutt, Raj. “7 Lessons from This Company’s First-Ever Virtual Conference.” Fast Company, 29 Jul 2020. Web.

    Kelly, Samantha Murphy. “Microsoft Build Proves Splashy Tech Events Can Thrive Online.” CNN, 21 May 2020. Web.

    “Phases.” Event Management Body of Knowledge (EMBOK), n.d. Web.

    Price, Michael. “As COVID-19 Forces Conferences Online, Scientists Discover Upsides of Virtual Format.” Science, 28 Apr 2020. Web.

    “Stanford HAI Spring Conference - Key Advances in Artificial Intelligence.” Stanford Digital Economy Lab, 2022. Web.

    “Virtual Event Tech Guide 2022.” Skift Meetings, April 2022. Web.

    Warren, Tom. “Microsoft Build 2022 Will Take Place May 24th–26th.” The Verge, 30 March 2022. Web.

    Contributors

    6 anonymous contributors

    Optimize the Service Desk With a Shift-Left Strategy

    • Buy Link or Shortcode: {j2store}478|cart{/j2store}
    • member rating overall impact: 9.4/10 Overall Impact
    • member rating average dollars saved: $21,171 Average $ Saved
    • member rating average days saved: 11 Average Days Saved
    • Parent Category Name: Service Desk
    • Parent Category Link: /service-desk
    • Tier 2 and 3 specialists lose time and resources working on tickets instead of more complex projects.
    • The service desk finds themselves resolving the same incidents over and over, wasting manual work on tasks that could be automated.
    • Employees expect modern, consumer-like experiences when they need help; they want to access information and resources from wherever they are and have the tools to solve their problems themselves without waiting for help.

    Our Advice

    Critical Insight

    • It can be difficult to overcome the mindset that difficult functions need to be escalated. Shift left involves a cultural change to the way the service desk works, and overcoming objections and getting buy-in up front is critical.
    • Many organizations have built a great knowledgebase but fail to see the value of it over time as it becomes overburdened with overlapping and out-of-date information. Knowledge capture, updating, and review must be embedded into your processes if you want to keep the knowledgebase useful.
    • Similarly, the self-service portal is often deployed out of the box with little input from end users and fails to deliver its intended benefits. The portal needs to be designed from the end user’s point of view with the goal of self-resolution if it will serve its purpose of deflecting tickets.

    Impact and Result

    • Embrace a shift-left strategy by moving repeatable service desk tasks and requests into lower-cost delivery channels such as self-help tools and automation.
    • Shift work from Tier 2 and 3 support to Tier 1 through good knowledge management practices that empower the first level of support with documented solutions to recurring issues and free up more specialized resources for project work and higher value tasks.
    • Shift knowledge from the service desk to the end user by enabling them to find their own solutions. A well-designed and implemented self-service portal will result in fewer logged tickets to the service desk and empowered, satisfied end users.
    • Shift away manual repetitive work through the use of AI and automation.
    • Successfully shifting this work left can reduce time to resolve, decrease support costs, and increase end-user satisfaction.

    Optimize the Service Desk With a Shift-Left Strategy Research & Tools

    Start here – read the Executive Brief

    Read our concise Executive Brief to understand why a shift-left strategy can help to optimize your service desk, review Info-Tech's methodology, and understand the four ways we can support you in completing this project.

    Besides the small introduction, subscribers and consulting clients within this management domain have access to:

    1. Prepare to shift left

    Assess whether you’re ready to optimize the service desk with a shift-left strategy, get buy-in for the initiative, and define metrics to measure success.

    • Optimize the Service Desk With a Shift-Left Strategy – Phase 1: Prepare to Shift Left
    • Shift-Left Prerequisites Assessment
    • Shift-Left Strategy
    • Shift-Left Stakeholder Buy-In Presentation

    2. Design shift-left model

    Build strategy and identify specific opportunities to shift service support left to Level 1 through knowledge sharing and other methods, to the end-user through self-service, and to automation and AI.

    • Optimize the Service Desk With a Shift-Left Strategy – Phase 2: Design Shift Left Model
    • Shift-Left Action Plan
    • Knowledge Management Workflows (Visio)
    • Knowledge Management Workflows (PDF)
    • Self-Service Portal Checklist
    • Self-Service Resolution Workflow (Visio)
    • Self-Service Resolution Workflow (PDF)

    3. Implement and communicate

    Identify, track, and implement specific shift-left opportunities and document a communications plan to increase adoption.

    • Optimize the Service Desk With a Shift-Left Strategy – Phase 3: Implement & Communicate
    • Incident Management Workflow (Visio)
    • Incident Management Workflow (PDF)
    [infographic]

    Workshop: Optimize the Service Desk With a Shift-Left Strategy

    Workshops offer an easy way to accelerate your project. If you are unable to do the project yourself, and a Guided Implementation isn't enough, we offer low-cost delivery of our project workshops. We take you through every phase of your project and ensure that you have a roadmap in place to complete your project successfully.

    1 Prepare to Shift Left

    The Purpose

    Define how shift left would apply in your organization, get buy-in for the initiative, and define metrics to measure success.

    Key Benefits Achieved

    Defined scope and objectives for the shift-left initiative

    Buy-in for the program

    Metrics to keep the project on track and evaluate success

    Activities

    1.1 Review current service desk structure

    1.2 Discuss challenges

    1.3 Review shift-left model and discuss how it would apply in your organization

    1.4 Complete the Shift-Left Prerequisites Assessment

    1.5 Complete a RACI chart for the project

    1.6 Define and document objectives

    1.7 Review the stakeholder buy-in presentation

    1.8 Document critical success factors

    1.9 Define KPIs and metrics

    Outputs

    Shift-left scope

    Completed shift-left prerequisites assessment

    RACI chart

    Defined objectives

    Stakeholder buy-in presentation

    Critical success factors

    Metrics to measure success

    2 Plan to Shift to Level 1

    The Purpose

    Build strategy and identify specific opportunities to shift service support left to Level 1 through knowledge sharing and other methods.

    Key Benefits Achieved

    Identified initiatives to shift work to Level 1

    Documented knowledge management process workflows and strategy

    Activities

    2.1 Identify barriers to Level 1 resolution

    2.2 Discuss knowledgebase challenges and areas for improvement

    2.3 Optimize KB input process

    2.4 Optimize KB usage process

    2.5 Optimize KB review process

    2.6 Discuss and document KCS strategy and roles

    2.7 Document knowledge success metrics

    2.8 Brainstorm additional methods of increasing FLR

    Outputs

    KB input workflow

    KB usage workflow

    KB review workflow

    KCS strategy and roles

    Knowledge management metrics

    Identified opportunities to shift to Level 1

    3 Plan to Shift to End User and Automation

    The Purpose

    Build strategy and identify specific opportunities to shift service support left to the end user through self-service and to automation and AI.

    Key Benefits Achieved

    Identified initiatives to shift work to self-service and automation

    Evaluation of self-service portal and identified opportunities for improvement

    Activities

    3.1 Review existing self-service portal and discuss vision

    3.2 Identify opportunities to improve portal accessibility, UI, and features

    3.3 Evaluate the user-facing knowledgebase

    3.4 Optimize the ticket intake form

    3.5 Document plan to improve, communicate, and evaluate portal

    3.6 Map the user experience with a workflow

    3.7 Document your AI strategy

    3.8 Identify candidates for automation

    Outputs

    Identified opportunities to improve portal

    Improvements to knowledgebase

    Improved ticket intake form

    Strategy to communicate and measure success of portal

    Self-service resolution workflow

    Strategy to apply AI and automation

    Identified opportunities to shift tasks to automation

    4 Build Implementation and Communication Plan

    The Purpose

    Build an action plan to implement shift left, including a communications strategy.

    Key Benefits Achieved

    Action plan to track and implement shift-left opportunities

    Communications plan to increase adoption

    Activities

    4.1 Examine process workflows for shift-left opportunities

    4.2 Document shift-left-specific responsibilities for each role

    4.3 Identify and track shift-left opportunities in the action plan

    4.4 Brainstorm objections and responses

    4.5 Document communications plan

    Outputs

    Incident management workflow with shift-left opportunities

    Shift left responsibilities for key roles

    Shift-left action plan

    Objection handling responses

    Communications plan