This morning I went to my local polling station to put a cross with a pencil on a piece of paper which I folded and put in a plastic bin, for someone to open and unfold later in the day and count one (1). I didn’t even need to show any ID.
This is 2016, the age of mobile apps and digital transformation. This process baffles me! I have a National Insurance number and a unique on-line government ID, through which they accept my tax returns, my benefits requests, my passport application, even my driver’s license renewal. Why isn’t that good enough to vote with?
Just consider the costs involved with current voting process: sending out voting cards (card+printing+envelope+postage), the hiring of the polling station, the people manning it throughout the day and counting the votes at the end, my time wasted going there and back, the time to open and count votes, the cost of managing postal votes for people who can’t vote in person (more cards, special printing,several envelopes,postage X2), etc. etc. And then the plethora of people involved in communicating (drip-feeding) the results throughout the night. And God only knows what other hidden back-office costs that I’m not even aware of.
If this isn’t a solid business case for replacing a paper process with electronic, I don’t know what is! It would have been so simple to have another gov.uk page for voting. I would log in from any browser with my government gateway ID (they already know who I am) tick a box, and press submit. That’s it, instant voting results! And on top of everything else, it is a lot more secure and auditable as a process. And it would encourage more people to vote.
C’mon UK government, can we move voting to the 21st century and save some of my taxpayer money in the process? Pretty please?
Every so often, an idea comes along that stops you in your tracks.
Innovation is happening at the speed of light all around us but most of of the time it consists only of incremental, evolutionary thinking, which takes us a little bit further in the same direction we were going all along. We have become fairly blazé about innovation.
And then you spot something that makes you sit up, pay attention, change direction, and re-think everything. I had one of these moments a few weeks back.
The name “EpyDoc” will probably mean nothing to most of you. Even looking at their existing website I would have dismissed it as a second or third-rate Document Management wannabe. Yet, EpyDoc is launching a new concept in April, that potentially re-defines the whole Data / Content / Information / Process Management industry, as we know it today. You know what happens when you mix comets and dinosaurs? It is that revolutionary.
I have lost track of the number of times over the years that I’ve moaned about the constraints that our current infrastructure is imposing on us:
- The arbitrary segregation of structured and unstructured information [here]
- The inherent synergy of Content and Process management [here]
- The content granularity that stops at the file level [here]
- The security models that protect the container rather than the information [here]
- The lack of governance and lifecycle management of all information, not just records [here]
- The impossibility of defining and predicting information value [here]
…etc. The list goes on. EpyDoc’s “Information Operating System” (a grand, but totally appropriate title), seeks to remove all of these barriers by re-thinking the way we manage information today. Not in small incremental steps, but in a giant leap.
Their approach is so fundamentally different, that I would not do it credit by trying to summarise it here. And if I’m honest, I am still discovering more details behind it. But if you are interested in having a taste on what the future of information management might look like in 5-10 years, I would urge you to read this 10-segment blog set which sets the scene, and let me know your thoughts.
And if, while you are reading through, you are, like me, sceptical about the applicability or commercial viability of this approach, I will leave you with a quote that I saw this morning on the tube:
“The horse is here to stay but the automobile is only a novelty – a fad”
(President of the Michigan Savings Bank, 1903)
P.S. Before my pedant friends start correcting me: I know that dinosaurs became extinct at the end of the Cretaceous period, not the Jurassic… 😉
I like AIIM. I’ve been a member since 1995, and I have enjoyed watching it grow from a semi-obscure huddle of microfilm archivists, to a substantial, international, Information Management industry body. I’ve also witnessed its transformation from an introvert “from the vendors, for the vendors” organisation to one that offers significant value to IM practitioners and end-users through education, webinars, market studies, etc. But AIIM has just irritated a lot of its advocates.
When AIIM introduced the Certified Information Practitioner (CIP) certification back in 2012, I found it a very astute strategic move. Unlike the ECMp, ECMs, ECMm style certifications that preceded it, which were little more than a verification that that you have attended the relevant AIIM course, the CIP certification carried a much more significant value: It demonstrated that its bearers had a good grasp of most technologies in the larger IM scope, and had a sufficient understanding of the value and the issues of ECM-related projects not to embarrass themselves. It wasn’t a trivial exam – even for some of us veterans of ECM – and it was sought after: A badge of honour.
Unfortunately it wasn’t sought after enough, so AIIM has just decided to terminate the CIP program. Apparently, some 1,000 people have achieved CIP certification in the last 4 years, which by any accreditation measure is a significant success. Any measure apart from AIIM’s, that is.
Laurence Hart (aka Word-of-Pie) wrote an excellent article today on the unfulfilled potential of the CIP program (“The CIP, A lost opportunity“), which I totally agree with and I will not repeat here. He hints however to a key problem that plagued CIP from the beginning, the same way it plagued MoReq 2010 and numerous other standards and certifications. Laurence writes: “the CIP needed to be marketed inside and outside the profession“.
To the best of my knowledge, there are only two ways that a standard or an accreditation can succeed: (1) It is mandated by a government, law, or regulatory body, or (2) there is sufficient demand generated for it, to make it a de-facto standard. Otherwise it whithers and dies. There was no plan to ever mandate CIP, so the only way to it would ever be successful would be to generate sufficient demand for it. I am assuming that AIIM used the number of practitioners requesting to be certified as a measure of demand, against its success criteria, before pulling the plug on the project. We can argue whether issuing 1,000 CIP certifications in 4 years should be considered a success of a failure, but that would completely miss the point. That metric is entirely wrong.
Requests for receiving the CIP accreditation is not a measure of demand. It is a consequence of the value (actual or perceived) that CIP practitioners saw in achieving the certification. And that value in turn is a result of two other drivers: The real demand in the market for CIP certified practitioners, and peer recognition. The first one of these is tangible and measurable: How many projects, RFIs, job specifications or Statements of Work, explicitly request CIP certified candidates. I am not aware that there have been many. The latter is harder to measure and I suspect the one that drove most of the 1,000+ CIP certifications issued todate.
AIIM did little to promote either.
I fished out of my archives an email that I wrote to AIIM back in March 2012, soon after I successfully passed the CIP exam:
I believe that, until such time as CIP is a widely accepted (and requested) accreditation, I think we can create marketing drive based on its exclusivity… At the moment it’s a bit of an “elite” club, so let’s make membership to the club desirable! Some ideas:
1) Look at BCS Chartered statuses. I think this extends significantly beyond just the UK: http://www.bcs.org/content/conWebDoc/18215.
If we could somehow get the CIP Certification accredited through BCS (something like “Recognised/Accredited by BCS”) or as a certification that is somehow contributing to achieving higher membership, you will have CIP advertised to a much larger IT community than AIIM can reach.
2) Are there other similar organisations around the world that we could engage with?
3) Add it to LinkedIn as a formal “Skill” – See http://www.linkedin.com/skills/skill/Certified_Internal_Auditor?trk=tyah. Not sure what’s involved in this.
4) Create a LinkedIn “exclusive” group for people who have passed CIP. This could be “by invitation only”. Not only it gives kudos, exclusivity and a community to the members, but it’s a great hunting ground for headhunters and HR people.
5) Negotiate discounts for CIPs for conferences, events, publications, training, etc. Not only with AIIM but with external groups and other communities.
The idea behind all of these, is obviously to create incentives for people to want to become CIPs, because they are getting something back for it.
That was just a starting point and I’m sure there were many other ideas to generate demand. We know that the “build it and they’ll come” principle does not work. Like any other product, CIP needed consistent and persistent marketing to generate visibility and create demand. It needed Case Studies on the value it delivered to practitioners and their clients. It needed nurturing and it needed time to grow. It needed word-of-mouth endorsement and it needed public recognition. It needed an opportunity to mature.
Alas, it received none of that and, by all accounts, it shall remain another great idea, poorly executed.
P.S. The ambiguity in the title is not coincidental…
I must have been about 8 years old, so this would have been around 1972. My father worked for BP in Greece at the time. In his office, was a giant (well, it looked giant to an 8-year old…) machine with a chunky typewriter keyboard and a paper printer in the middle.
My father typed some gobbledygook that I didn’t understand and the machine typed back some response. To an 8 year-old, this was magical! I’ve asked what that was all about. My dad explained that this machine was giving him access to some massive computer somewhere, where he could ask for certain problems to be solved and complex calculations to be performed. He would fire off the question and the computer (somewhere far away…) would come back with the answer.
I wanted to see more. My dad explained that every time he used the machine, the company was charged money. The more he used it, the more it cost. He also explained that many people from across the world would be sending these requests to the computer, and therefore there were sometimes delays while everyone was asking questions at the same time (that’s why it was called a Time sharing computer). And if we asked more, we might be slowing down someone else that needed the answer fast. But he ran a couple of more questions, just to show me and sure enough the response came straight back, a few seconds later.
It took me nearly 45 years to put 2+2 together: A massive shared computing resource, hosted off-premises, executing multi-tenant requests, and charged on a pay-per-use basis. That was my first experience of Cloud computing and SaaS.
Who says innovation is dead? Happy birthday Cloud!
“In U.S. criminal law, means, motive, and opportunity, is a common summation of the three aspects of a crime that must be established before guilt can be determined in a criminal proceeding.” (Wikipedia)
I have been around Enterprise Software Sales & Marketing for over twenty years, both as a buyer and as a vendor. I’ve trained many new and experienced sellers and I’ve got to know both extremely successful ones and spectacularly unsuccessful ones. Selling is an art, not a science.
Over the years, I’ve collected a few nuggets about selling, that they don’t necessarily teach in Sales School. Things which seem to be pretty obvious when you think about them, but which tend to be forgotten in the mad rush to close the Quarter and to make the numbers. So, in the next few articles I’ll relay some of these nuggets and hopefully help some of the less experienced sellers in our industry.
Let’s start with the basics: Sales is not about selling
If you want to succeed as a seller, stop thinking about selling and start thinking about buying. What makes or breaks a sales deal is not your ambition to sell, it’s your buyer’s willingness to buy, so start thinking as a buyer. To get a corporate buyer to send you a Purchase Order, he needs to be committing the perfect crime, and your role is to help him set it up.
Why the perfect crime? Have you ever watched police dramas on TV? CSI, NCIS, Law & Order, that kind of thing? If you have, you’ll know that when detectives qualify someone as the suspect of a crime, they are looking for are means, motive and opportunity (and to commit a perfect crime and get away with it, you also need an alibi). When you are qualifying a corporate sale, you need to look for the same criteria for your buyer.
Motive: Why do something? What’s in it for them? In most cases, the purchase may have a business case that justifies the expense to further the company’s goals. But ultimately, the buyer needs to look good by doing the best for their company: lower costs, achieve compliance, enable growth, retain employees. Why? So that he can further his career: a pat on the back from his manager, a promotion, a better commission. There is no buyer that commits his company’s resources without risk and without an ulterior motive. Find your product’s personal benefit to your buyer and you have his attention.
Opportunity: Why do something now? Here is where you are looking for the compelling event. The biggest enemy you have as a seller, is their option to do nothing. What is it that will compel your buyer to act now, this quarter, this week? A new regulation? A new manufacturing plant? A round of redundancies? A change in strategy? An audit? Your job as a seller is to identify their urgency. What is it that will convince your buyer that they can no longer wait before making this decision. If buying now or in six months makes no difference to them, you don’t have a sale.
Means: It goes without saying that they need to have a budget. Or some other vehicle for releasing funding. No money, no sale! Again, as a seller, you need to understand their funding cycles, approval routes and budget constraints. Also their priorities – there may have been budget allocated for your solution, but an expensive plant failure, or a company acquisition or a legal dispute may take precedence and grab that money. Look for confirmation that the funding is approved and still available, when you expect it to be.
Finally, alibi: You have established that your prospect has a need for the solution, they have the funding and the urgency. Why would they buy your product? How do they justify their decision internally? Your USP, your differentiators, your Total Cost of Ownership, your customer support – what is it that will convince them that your proposal is more defensible to their peers and their manager, over your competitors? You may think that you product is the best in the market, but does your buyer think so too and do they believe it strongly enough to be able to sell their story internally? Your job is not only to convince them but to give them the tools and the confidence to become an advocate and a champion internally.
Buying enterprise solutions is the same as buying anything else: an emotional decision, on top of a rational one. Ultimately, you may not have control over your buyers emotions, but at least you can make sure that the rational part of the decision making – the premeditated part, to continue the crime metaphor – is secure.
I know that comparing a corporate purchase to a crime is a bit crude, but I believe that the analogy of the mental process behind it is accurate. I have found it a useful and quick mental check to qualify and validate new sales opportunities.
Remember: Good sellers don’t sell. They enable their buyers to buy.
On-Premise is an architectural deployment decision (On-premise vs. Cloud). It defines where your software would physically be deployed, and the access and connectivity options available to you. It’s a decision that has to be taken in context of the rest of your enterprise architecture landscape and your long-term design strategies.
Software-as-a-Service (SaaS) is a licensing model and, if you are comparing it with anything, it would be with Perpetual Licensing which has been the traditional IT licensing model for many years. This relates to how you are going to pay for using the solution: Pay a large sum (usually) up front as capital expense (Cap-Ex), and you own a perpetual license to access the solution forever. It is then your choice if you also pay and an annual support fee as an Operational Expense(Op-Ex). But the license to use the software is yours forever. Alternatively, in SaaS, you pay a much smaller amount per user/per month (all Op-Ex), which is flexible as your requirements change. In the SaaS model, you don’t actually own any licenses you are effectively “paying rent” only for as long as you are using the solution. This has nothing to do with where the solution is physically deployed.
And just to confuse the definitions even further, SaaS is also sometimes used to refer to the responsibility for administering the systems and supporting the solution. Typically, in a perpetually licensed environment, the license owner is responsible for the administration of the solution (or a third-party, if Application Management has been outsourced). In the SaaS model, the administration burden typically lies with the solution provider, not the organisation paying for the services.
The confusion has come about by the fact that, most commonly, perpetually licensed software tends to be deployed on-premise and managed by the license owner, whereas SaaS software tends to be deployed on cloud and administered by the service provider. But it does not have to be that way: Theoretically at least, there is nothing stopping you from deploying your perpetually licensed software on a private cloud, instead of on-premise. There is also nothing stopping you from negotiating a SaaS payment model with your software vendor, even if the software is deployed on-premise.
So the question of “On-Premise vs SaaS” usually implies: “On-Premise, perpetually licensed, self administered VS Cloud hosted, Pay-as-you-use, provider managed”.
And I’m not even going to start talking about what this implies for private vs public vs hybrid clouds and Single instance vs Multi-tenant architectures, which are also often lumped under the “SaaS” moniker, even though they have nothing to do with SaaS.
I know the differences are semantic but, as Information Management professionals, we have a duty to be clear about the terminology we use. Our clients have more than enough to be confused about, we don’t need to make it any worse.
P.S. As my good friend and fellow pedant, Chris Walker reminded me, the correct term is “On-Premises” not “On-Premise”. He is right of course. There is no excuse for bad English either! 🙂