spsnyc - how to sell your intranet
TRANSCRIPT
THANK YOUEVENT
SPONSORSWe appreciated you supporting the New York SharePoint Community!
• Diamond, Platinum, Gold, & Silver have tables scattered throughout
• Please visit them and inquire about their products & services
• To be eligible for prizes make sure to get your bingo card stamped by ALL sponsor
How to sell your Intranet
David C. Broussard@dbroussaSPSNYC – July 25, 2015
What do we want?
Right NOW!!!
A New Intranet
Why do we want a new Intranet Social Integration, Yammer
Integration Cloud First Communities Cross Site Publishing/Content by
Search Display Templates Improved HTML Branding Improved Search (FAST
Integration) OneDrive for Business (Anywhere
Access) Sync Engine SharePoint App Model/Add-Ins CSOM improvements
Managed Metadata Metadata Navigation Content by Search Web Part Office Web App hover panels Easy to share Robust Office Web App
Integration Streamlined Server Architecture Distributed Cache model Claims Based Authentication App Store Cross Browser Compatibility Etc.
Top 10 reasons for an Intranet A centralized location for corporate communications Application and information aggregation Federated Search Identity Management (aka “simpler sign-on”) Knowledge Management and Collaboration Decentralized Content Management Organizational Transparency (aka “silo-busting”) Environmental Sustainability Employee Satisfaction Customer Satisfaction
Source Sean R. Nicholson - http://www.socmedsean.com/do-we-really-need-an-intranet-portal-how-valuable-is-the-technology-you-represent/
What matters most to the user?"Product successes and failures have shown repeatedly that users don't care that much about features. Users only care about achieving their goals." -The Inmates Are Running the Asylum, Alan Cooper
Our Passion is BoundlessWe are passionate about building a new Intranet…why doesn’t everyone follow us?
Can’t they see the value?
Can’t they see how good this will be?
Time – 17+ monthsCost – To Intranets start at $1M and go up, way upResources – The skills and expertise needed for the Intranet are also needed elsewhere
Passion <> Project
How do we remove the roadblocks?
Intranets are Intranet projects are
complex and require a new approach to selling inside your organization
We need an approach that takes this complexity into account and, in fact, leverages that complexity to our advantage.
Sell to the right person
Who is the Customer of the Intranet?
End Users Departments Executives
Who has the budget?
End Users Departments Executives
Our target is the Department Have a mission Have defined goals Have metrics Have budget! Have influence with Executives
But what about the end user?
If you aren’t paying for it, you aren’t the customer…you’re the product
What is the goal of the Intranet? Departments have a
mission that involves the employees
Employees have to accomplish their daily tasks
Intranet provides a way for employees to participate in the mission of the departments while accomplishing their daily tasks
Employee/Customer Experience Employee becomes the focus of the Intranet
because we want to encourage them to come to the Intranet to get their work done
While they are there, they are accomplishing the mission of the various departments without even knowing it
The better the experience to the employee, the more time they will spend on the Intranet and the better they will accomplish the mission of the departments and the company as a whole
How the four “T’s” help you sell your Intranet
Consensus Selling
A New Sales Approach Used to sell complex
solutions Can be used internally as
well as externally Focus on the Four “T’s”
Teach Tension Tailor Take Control
Solve THEIR problems!
What do we need to know in general? What drives your organization? What is your organization good at? Where can your organization improve? How do we define and measure success?
Teach Their time is valuable, use
it wisely Our goal is to get them to
say “Hmm, I never thought of it that way”
Start with “I’ve been thinking about you…”
Tension Can be a good thing
because it encourages action
Show them the potential issues with their current direction
Key element is not to scare them, but to make them slightly nervous
They may not react the way you think they will
Tailor Your solution should be
specific to their issues Use your understanding of
their problems to reduce the tension you have created by offering your solution
Take Control Offer your solution and ask
them how valuable it is to them
Don’t be afraid to ask for budget, metrics, and goals
Bonus structure can be a good place to start
Transform Your Organization
Why do we build an Intranet?
Intranet
Produce
Innovate
Engage
Decide
PIED is WHAT we build, not WHY
Why do we need to Produce
Why do we need to Innovate
Why do we need to Engage
Why do we need to Decide Why do we NEED an
Intranet
Intranet
Produce
Innovate
Engage
Decide
Solve Business Problems Customer Loyalty Employee Loyalty Compliance with processes Process Optimization Lower cost of doing business Increase revenue and sales Innovate into new markets, products, services Etc.
Transformation!
The foundation for innovation as an organization is to first understand your work and organize it effectively
ID Metrics that make sense
But seriously…Metrics Matter Talk to the departments for their
measures of success and report on them separately
Be aggressive in your estimates, but be able to back them up with the numbers
Be ready to constantly measure and re-measure
Deliver Fast and Often
User Expect Rapid and Constant Change…
As long as it is improvement
Business can’t wait 12+ months
http://www.slideshare.net/dbroussa/spsdfw-bottom-up-sharepoint-design
Continuous Improvement…Landing
pageFunctional
AreasPerm Collab
Ad Hoc Collaboration
Personal Collaboration
Opportunity Abounds Business needs change constantly This model allows us to constantly reaffirm the
consensus that we worked so hard for earlier Work with (or create) a governance or steering
committee that sets priorities for each
Summary
Summary Departments are the customer Consensus drives adoption Transform your organization This is just the beginning
QuestionsDavid.Broussard@catapultsystems.comblogs.catapultsystems.com/[email protected]/dbroussaLinkedIn.com/dbroussaSlideshare.net/dbroussa
THANK YOUEVENT
SPONSORSWe appreciated you supporting the New York SharePoint Community!
• Diamond, Platinum, Gold, & Silver have tables scattered throughout
• Please visit them and inquire about their products & services
• To be eligible for prizes make sure to get your bingo card stamped by ALL sponsor