SPSNYC - How to Sell Your Intranet
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What do we want? A New Intranet! When do we want it? Right Now!!! We know what we want, but how do we get it? Our passion for SharePoint doesn't lead to a new project for our Intranet. This presentation talks about why that is teh case and how we can determine who the "customer" of our Intranet projhect should be (it may surprise you). Then how to build a consensus and get that project going!
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SPSNYC - How to Sell Your Intranet
- 1. THANK YOU EVENT SPONSORS We 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
- 2. How to sell your Intranet David C. Broussard @dbroussa SPSNYC – July 25, 2015
- 3. What do we want? Right NOW!!! A New Intranet
- 4. Why do we want a new Intranet
- 5. Top 10 reasons for an Intranet
- 6. What matters most to the user?
- 7. Our Passion is Boundless
- 8. Time – 17+ months Cost – To Intranets start at $1M and go up, way up Resources – The skills and expertise needed for the Intranet are also needed elsewhere Passion <> Project
- 9. How do we remove the roadblocks?
- 10. Intranets are a + b −1
- 11. Sell to the right person
- 12. Who is the Customer of the Intranet? End Users Departments Executives
- 13. Who has the budget? End Users Departments Executives
- 14. Our target is the Department
- 15. But what about the end user?
- 16. What is the goal of the Intranet?
- 18. How the four “T’s” help you sell your Intranet Consensus Selling
- 19. A New Sales Approach
- 21. What do we need to know in general?
- 22. Teach
- 23. Tension
- 24. Tailor
- 27. Why do we build an Intranet? Intranet Produce Innovate Engage Decide
- 28. PIED is WHAT we build, not WHY Intranet Produce Innovate Engage Decide
- 30. Transformation!
- 31. The foundation for innovation as an organization is to first understand your work and organize it effectively
- 32. ID Metrics that make sense
- 36. Continuous Improvement… Landing page Functional Areas Perm Collab Ad Hoc Collaboration Personal Collaboration
- 38. Summary
- 39. Summary
- 41. THANK YOU EVENT SPONSORS We 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
Notas do Editor
- What do WE want? A new Intranet When do we want it? Right now
- Ask the audience…what is new in SharePoint 2013/2016?
- A centralized location for corporate communications – This is more important to larger organizations than it is to companies of 25 employees. The larger and more distributed the organization, the more important it is to the corporate culture to have a single place where all employees can go to find information on company strategies, announcements, HR information, and special activities. Application and information aggregation - There is nothing more frustrating to employees than to have to open 15 different browser applications and 10 different application clients to find the information they need. Employees (especially those facing the customer) need to find information quickly and almost need the information to find them. Case in point, one of the more recent Intranets I worked with allowed the employees to look up a customer by name in the Intranet portal. The resulting page created a mashup of application information including links to the customers service contracts, open service tickets, and even a Google map of where the customer was located with the closest service technician shown on the map via an integration with a Global Information System (GIS) application. All of this information came from several different applications, mashed into a single view of relevant information. Federated Search – A good Intranet portal offers a federated search model, allowing end-users to use a single, simple search interface to find information stored in a variety of applications. For instance, the portal should be able to leverage APIs from the corporate HR system, document management system, as well as CRM and ERP applications. The value of locating information stored in disparate systems makes a strong business process improvement case for the ROI of a portal. Identity Management (aka “simpler sign-on”) – Modern portals provide a single point of entry to corporate applications and information, so they should either include an Identity Management (IdM) solution, or leverage a third party system. To ensure a high rate of user adoption, end-users should be required to authenticate as few times as necessary to support corporate security policies. This “simpler sign-on” schema reduces the number of times a user has to log in, saving time, and enhancing employee satisfaction. Knowledge Management and Collaboration – Through the use of collaboration tools such as knowledge bases, Wikis, forums, chat rooms, or blogs, Intranet portals capture the corporate knowledge of how things get done. These collaborative tools ensure that commonly repeated solutions are captured in a searchable manner that can be discovered easily by future employees. In addition, these tools mitigate the danger of allowing knowledge to “walk out the door” when employees leave the company. Decentralized Content Management – Intranet portals with integrated security and content management systems allow each department within the organization to manage their own content creation/management strategy. Long gone are the days where every article published to the portal had to be scoured and approved by a Content Manager in Corporate Communications. Instead, the Corp Comm group often establishes guidelines and best practices for the departments (and sometimes at the individual level) to follow. This allows for information to flow more freely within the organization and updates to the content to made in a more timely manner. Organizational Transparency (aka “silo-busting”) – An added bonus to the decentralization of content management is a transparency factor. The more content that is published by each department, the better the chance that the rest of the company will gain an understanding of their goals and strategies. This helps drive cross-departmental communication, reduces the amount of overlapping work being done, and drives organizational collaboration. Environmental Sustainability – More information stored in electronic format that is easily searchable naturally results in fewer file cabinets full of paper. Intranet portals can serve as document repositories for smaller companies and integrate with third party document management systems in larger organizations. The end result is less paper, and a better solution for the environment. Employee Satisfaction – The easier information is to find, the more likely an employee will be able to resolve the business problems they face in their daily duties. Whether it’s locating customer information in order to resolve a customer issue, or locating research information that the employee can leverage in their next presentation, the more business information that is available throughout the organization, the better decisions employees can make in their jobs and the more successful they will be. Customer Satisfaction – Last, but by no means least, is customer satisfaction. By centralizing information and providing access to federated search tools, customer-facing employees can reduce the amount of time it takes to locate customer information and can make better business decisions that reduce call handling times, increase first-call resolution in call centers, and lead to upsell opportunities that provide customers with enhanced services that meet their needs.
- How much budget do the end users have to build an intranet? None right. Could we do a Kickstarter with payroll deduction to get them to pay for one? Departments have budget, but its limited to the scope of their department and often already allocated Executives ultimately control the entire budget, but getting time with them is difficult and their concerns are not usually the ones we have been thinking about.
- So, how do we know THEIR problems?
- So, you got a meeting with a Department head, Division head, Executive… Usually we strive for agreement…”I agree, you are saying what I have been thinking”, but in reality we want something different Start with “I’ve been thinking about you”…and MEAN it. Actually think about their potential issues from their point of view before you meet with them…alternately, use initial, less formal, meetings to ask them ABOUT their problems.
- They may dismiss your potential issues. Remember that you are seen as the IT person or the SharePoint person and coming to them and talking Employee retention might be too unusual for them to accept at first
- We have taught them something, we have created some tension about things they didn’t think about, we have tailored a solution to them specifically…now we have to take control
- WE build to solve problems, but that is just the beginning. These are the terms that business leaders use, and we need to map our language to it so that we can help our company with its…
- This is what the leaders of your company are after and we need to focus our efforts in helping them achieve it.
- To effectively transform we need to innovate, to innovate we have to be organized…to be organized we need…an Intranet?!? Now we are mapping what we want to what the organization needs…and increasing our success in selling it.
- We have all heard the line “what get’s measured gets done”
- So, we don’t have to deliver everything at once…BUT…we have to deliver something that gets constantly better…and that isn’t easier. However we DO have options on how to do it. That is another presentation I’ve given, here is the URL
- Its like building a house by starting with the wainscoating in the second bedroom…but it can be done.
- We’ve all head that problems are just opportunities…and this is true. This model does give us some real advantages.