Business & Technology: Striking the Right Balance for Success

John RizzoDirector/TSA,

Salesforce Services

@johnrizzo1

In/johnrizzo1

Israel ForstSenior Director,

Salesforce Services

in/israelforst

Introductions

Israel Forst

John Rizzo

• Wife and two kids

• Love to create• Linux

• Hardware hacking

• Woodworking

• Passionate about tech• Development, Infrastructure, etc.

• Technology Leadership for past

decade

Agenda

What’s Changing? WIIFM

Designing for the Future

Delivering In the Future

Selling In The Future

Who’s Buying Technology?

CFO/CMO Decision Makers

CIO - Influencer, less of a decision-maker

Why?

*aaS = Equalizer

Legacy Approach:

• Limited business ROI

• Took too long

• Wasn’t agile

• No continuous evolution

• Competitors are excelling

With *aaS • All roads don’t lead to IT• Disintermediation creates options• Options = Competition = Power to Consumer

Consumerization of IT?

Benefits

• More standardization (communication, etc…)

• More Options• More End User Focused• More Innovative

Challenges

• More Disconnected• More Options• More End User Focused• More Innovative• Higher Expectations• New Design Paradigms

How Does IT Stay Relevant?

Embrace The Future

Lead Coalescence of Technology Options To Align With Business Strategy

Hampering Progress Will Lead To Greater Irrelevancy

OK, I Get It! But Which Cloud Should I Use?

Possibly All, Most Likely Some, Rarely None

Design and Delivery

Which choice solves for these goals?

• Provides solutions in a timely manner

• Aligns costs to ROI

• Constantly adapts to business changes

• Satisfy all constituents

• Becomes part of the business strategy/success

There is no single answer for all requirements

On Prem?*aaS?Other?

Balance Is KeyOn Premise

(Infrastructure and Apps)

Infrastructure / Platform as a

Service

Software as a Service

Flexibility● High Customizion

● Low Configuration

● Low end-user power

● High Customizion

● Low Configuration

● Low end-user power

● Low Customizion

● High Configuration

● High end-user power

Cost

● Low/No License Cost

● High IT Mgmt Cost

● Low/No License Cost

● Higher Overall Cost

● High IT Mgmt Cost

● Usage (Value) Based

● Very Low Mgmt Cost

Time to Market● Slow ● Faster than on-prem

but still slower than PAAS/SAAS

● Fastest

Barriers To Entry● Slow Time to Market

● High Startup Cost

● Fixed IT Costs

● Faster Time to Market

● Lower Startup Cost

● Fast Time to Market

● Low/No Infrastructure Cost

For ( Solution Component sc : Solution) {Evaluate sc: […]

}

Decision Criteria Differs

Component• Customization vs. Configuration• Rapidly Evolving Requirements• Points of Access (Mobile,

Desktop)• Compliance Requirements• Customer Skillset• Multi-Tenancy Suitability• Data Security Constraints• Data Volumes• Latency Sensativity

Options

• On Prem• IAAS• SAAS• PAAS

3

4

1

5

6

2

The Right Order?

Trad

itio

nal

Ap

pro

ach

User Interface Requirements = Means to Data

Model

6

5

1

4

3

2

Met

a-D

ata

Ap

plic

atio

n A

pp

roac

h

User Interface Is The End Goal

Data Model Remains Fluid

• Data Model

• Security Model

• User Interface

• Integration

• Optimization

• Reports & Outputs

Krispy Kreme Do-Nots

• Check your dogma at the door• Everything is on the table (Including the cloud)• Speak in future-state requirements – Not about the last app

The Price of Admission:

• Disengaged top-down sponsorship• Fixed Scope/Design – Agile design needs agile scope• Feature Parity – “Make it just like my current app”

Project Killers:

• Feature Parity = Issue Parity• Embrace Failure – Fail often, fail fast, iterate and evolve

Design For Success:

Selling The Future

• You can’t continue to scope the way you used to

• The single greatest factor that will affect your sale is

configuration vs customization

• Don’t nickel and dime.

Customization is a multiplier

Configuration Limits Scope• Fixed/Known Scope• Anticipated Permutations• Encourages Common Use-cases• Drives Cost Down

Customization Opens Scope• Unlimited/Unknown Scope• Greater Opportunity for Defects• Encourages “Feature Parity”• Drives Cost Up

The Downside of Configuration

• Configuration Work = Business Decisions, not application config• It can be done remotely, but should it? – Alignment with users• Not a good candidate for off-shoring

Configuration work ≠ Lower Cost Resources

• “Why can’t we just put that in production?”• Highlight cost of getting it wrong

Great/Fast Demo = Higher Expectations

• Reset expectations early• Highlight time-to-market• Highlight the cost-savings

Doesn’t Look Like Our Current Tool

Scoping Best Practices

• Enterprise projects are never delivered as scoped• Agility is your friend• Embrace the shifting sand, encourage your customer to do the same

Acknowledge The Reality

• Tight scope requires complete pre-sales design – Don’t sell that way• Forces customer to made decisions before they’re ready

Sell The Ability To Evolve

• Phase 1 = Minimum Acceptable Functionality• Resist scoping Phase 2 until some miles behind you

Encourage Iteration

• Avoid tightly-scoped configuration, focus on broad strokes (L/M/H)• Solve for what can’t be configured, and scope that

Law of Diminishing Returns

Question for Delivery Resources

• What type of Project would you prefer to staff? • Tightly scoped by pre-sales or flexible scope with price range?

This Isn’t The End

Consumerization of IT doesn’t marginalize IT

Forces a transition to business oriented IT Professionals

Represents opportunity for us all

What Did You Learn?

Israel ForstSenior Director, Salesforce Services

John RizzoDirector/TSA, Salesforce Services

@johnrizzo1

In/johnrizzo1

in/israelforst