How to get your IT project funded
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Transcript of How to get your IT project funded
How to Motivate
Decision Makers
Pete Cafarchio
VP Business Development and Marketing
About DataMotion
■ Founded in 1999
■ Headquarters - Morristown, NJ
■ Industries served
» Insurance, Financial Services, Healthcare, Life
Sciences, State/Local Government, Manufacturing
■ Secure Messaging Solutions:
» Email encryption, Automation, File transfer, eForms
■ Multiple deployment options:
» Cloud, On-premise, and Hybrid
» 5 million users
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Some of our Customers…
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Healthcare
Government
Financial
Other
Industries
Motivation
Fear of
punishment
Promise of
Reward
Motivation: Stick
Punishment for Non-Compliance
• “Do this or else!”
• Compliance (e.g. PCI, FERPA, HIPAA, etc.)
• Security Audit threat
• Corporate liability
• Confidential Data leakage
• Reputation damage
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Financial
• Payment Card Industry (PCI-DSS)
• Sarbanes-Oxley (SOX)
• Federal Financial Institutions Examination Council (FFIEC)
• Gramm-Leach-Bliley Act
• Pending Financial Regulation Bill
Healthcare
• Health Information Portability Accounting Act (HIPAA)
• American Recovery and Reinvestment Act (ARRA)
• Health Information Technology for Economic and Clinical Health Act (HITECH)
• Centers for Medicare/ Medicaid Service (CMS)
State & Federal Govt.
• Federal Information Security Management Act (FISMA)
• NIST 800
• State Consensus Audit Guidelines (CAG)
• Secure File Sharing Act 2010
Individual Privacy
• CA SB 1386 + 45 other states
• Family Educational Rights
and Privacy Act (FERPA)
• Massachusetts Privacy
Law 2010
• State Information Security
Laws (AR, CA, CT, MA,
MD, NV, OR, RI, TX, UT)
Compliance & Business Associate Agreements
(BAA)
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How To…
■ Work with HR, Legal, Compliance Officer
• FUD works!• Show them case studies & financial losses
• Use this webinar and Osterman Research white paper
• HiTech has stronger teeth than prior HIPAA• Even small companies can get nailed
• Impact can be even greater
• Counter legal arguments• “We didn’t know” – judges are becoming more tech savvy
Denial is more than just a river in Egypt!
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Motivation: Carrot
Reward - Improve Business Processes
• Compliance & security are overhead expenses
• Reluctant approval for a bare minimum spend
Instead…
■ Pitch project as an investment with clear ROI
■ Become a “Business enabler”
■ Learn to frame IT projects in business terms» IT staff who learn this skill advance faster
■ Save money, make money, add customers, improve efficiency, better visibility
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Save Money - Basic
• Encrypted email and file transfer can replace:• Fax
• Printing
• Case study – 401(k) enrollment
• Postage & Courier
• Case study – large state gov’t agency
• CD-ROM burn and mail for large files
• FTP headaches
• Don’t forget call center costs• $10-50 per call
• Data entry labor & mistakes
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How to…
• Check customer-facing and internal processes• Case study – credit union
• Reopen closed doors
• Listen for trigger phrases
• “We can’t use email for that”
• “It’s too hard to send large files out”
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How to…
» Tracking and monitoring add huge value
- Case study – travel ticketing
» Monitor and report on service level agreements
» Proof of delivery
- Invoices, collections
» Sometimes security and compliance are secondary concerns
- Listen to what the business owners identify as their pain points
You might be surprised
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How to…
• Simplify workflows• Case study – gov’t fulfillment
• Encryption was necessary, but secondary
• Visibility and confirmation improves workflow
• Cut call center costs for confirms and clarifications
• Reduce re-keying errors
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How to Identify Business Needs…
…Talk About Their Data
■ Review business processes with department heads- Or someone with P&L responsibility
» Why are you sending this data?
» What business process is it a part of?
» Who sends the data?
» Who receives the data?
» What information does it contain?
» What would happen if that data wasn't delivered?
» What would happen if that data was intercepted/copied?
» What delivery experience is the recipient expecting?
» How important is it to track and monitor delivery?
■ Listen, LISTEN, LISTEN to their answers!
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How to…
» After you really understand their business process challenges…only then suggest solutions
- Your vendor or reseller should be able to help
» If you can meet their business needs
[save money, make money, grow customer base],
they’ll make sure your technology project is funded!
It’s a no-brainer for them!
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Your Choice…
■ Fight with senior management» for precious budget dollars
» on an overhead expense
■ Complain that you don’t get funding
■ “I told you so” when problems arise
-OR-
■ Be a hero to senior management» They’ll make sure you get the money
» And will come back to you for more
» Promotion!- Bahamas vacation!
Party with the sales guys!
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DataMotion
Managed information delivery solutions for
business
Powerful email encryption
Easily send files up to 2 GB
Secure forms for workflows
Inbound messaging portal
Compliance filtering
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DataMotion
■ Enterprise-level visibility
■ Reporting on all messages, files, etc.
■ Uses tools everyone already has in place
■ Easy to use
■ No rip and replace
■ SaaS (or on premise)
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Contact
Pete Cafarchio
VP Business Development and Marketing
(973) 419-6483 x122
www.datamotion.com