ECONOMIC BUYER – CIO, VP/OPERATIONS
- Needs to accelerate delivery of services to the business
- Struggling with rate of change
- Big Data & IoT projects
- Moving to Cloud
- Automation
- Must “do more with less”
- Dealing with budget and influence erosion
- Managing “Digital Transformation”
- The Economic Buyer is the person with discretionary approval to spend
- Detail your access to them
- Have you met with them, if not, why not?
- What is your plan to meet with that person?
- What is their background? Where have they worked?
- What are there personal motivations?
- Are they aligned to YOUR business case through THEIR initiatives?
- Who influences them?
- Why is EB access Important?
- Confirms budget
- Answers, “why do anything?” and “why now?”
- Confirms EB’s Personal Impact/Agenda
TECHNICAL BUYER- IT ARCHITECT, DIRECTOR/IT OPS
- Needs a flexible platform for quickly responding to technology changes
- Guide tool and technology selection from among diverse choices
- Manage costs and staff for absorbing new technologies
- Provide high level of service quality
- Enable application developers to collaboratively manage changes to job flows
USER BUYER – IT ADMIN, IT OPERATOR
- Needs a consistent way to define and manage application flows regardless of platform or application
- Must have powerful date/time and event based scheduling to define job flows to meet complex business requirements
- Wants intuitive drag and drop method for designing flows
- Must be able to quickly determine changes and roll back to previous versions if problems occur
- Requires support for the platforms, applications and technologies used by the organization
Business Results and Personal Impacts
(Personal Impacts)
- What’s in it for me on a personal level?
- Intangible, not measurable, not quantifiable
- Personal
(Business Results)
- Effect of your solutions on their business initiatives
- Tangible, measurable, quantifiable
- Corporate
Personal Impacts
(Gains)
- Get a promotion
- One-upmanship
- Remain in power
- Gain recognition
- Increase confidence
- Attain more autonomy
- Have more personal time
- Be seen as innovative leader
(Losses)
- Demotion
- Loss of job
- Being irrelevant
- Loss of credibility
- Continuos worry
- Loss of recognition
- Going out of business
- Losing favor with boss/peers
Typical Business Results
(Financial Decision Maker)
- Higher return on investment
- Increased sales – Reduced costs
- Low total cost of ownership
- Profitability
- Smooth cash flow
(Technical Decision Maker)
- Meet / Exceed specifications
- Timely delivery / Implementation
- Best technical solution
- Terms and conditions
- Meet legal requirements
(Front Line Decision Maker)
- Reliability
- Increased efficiency
- Fulfill performance requirements Do job better/faster/easier
- Easy to learn and use
(Guide)
- Guides don’t generally have their own business results unless they are also serving as one of the other Decision Makers
Anthony Lobosco
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