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Category Archives: Change

People, Process, Technology…where do most of the ALIM implementation challenges come from?

Posted on December 22, 2012 by Al 2 Comments

Implementing an ALIM system brings change that impacts people, process and technology. It’s understandable that technology vendors represent their products as THE solution to all of you’re problems. I’ve seen a lot of awesome demos and it’s easy to get excited about the possibilities that today’s software tools bring.

But most will ignore the challenges in getting to the benefits the software can provide. That’s understandable right? No vendor wants a prospective customer getting nervous about the implementation challenges, so it’s not in their best interest to bring this up in the sales process.

Full disclosure/reminder…I’m a VP at Bentley Systems, Inc.

But another thing that vendors have in common is that they want their software to be used. You might assume that they’re only really interested in the sale, but they know that “shelfware” is a very bad thing. Especially today as the software business is moving rapidly to a subscription model. Years ago…ALIM system cost was very front loaded. So if a system didn’t “take” the vendor would miss out on some recurring maintenance / support revenue, but they’d banked most of the revenue from the relationship on the front end.

Not so much today…and moving quickly to a low-cost of entry and a consumption pricing model that spreads the bulk of the revenue from the relationship over a much longer time horizon. Subscription models have been around for a while, but you can thank the Cloud / SaaS for the recent acceleration that’s occurred in the past couple of years.

So it’s become even more important to vendors that the system be successful both in capability and be widely adoption. If you’re working with a vendor that’s selling a subscription, but isn’t talking about change issues…they don’t get it. And I’d question their long-term viability if they don’t begin to demonstrate quickly that they want to assist with your success by helping you overcome what might be your own internal issues.

So the question…

[polldaddy poll=6787930]

 

Stealing Ideas

Posted on May 31, 2012 by Al Leave a comment

Don’t worry about people stealing your ideas. If your ideas are any good, you’ll have to ram them down people’s throats.

Howard H. Aiken, IBM

Portaits in Silicon 1987

Enterprises Should Implement Change, Not Applications

Posted on May 10, 2012 by Al Leave a comment

“Business benefit comes from the integration of people and process with information technology. Most projects focus too much attention on the technology and too little on people, process and change management.” – Dave Gardner, Dave Gardner’s life’s work has been improving business execution and collaboration within the enterprise and beyond the enterprise into the sales/dealer channels with a focus on improving the customer experience.

Read Dave’s article in Forbes here…http://www.forbes.com/sites/dell/2012/05/08/enterprises-should-implement-change-not-applications-2/

 

Geoffrey Moore on Change Management

Posted on May 5, 2012 by Al Leave a comment
“We’ve been talking about change management for 30 years and it’s been a fraud. And it can’t continue to be a fraud.”

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