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• Please visit them and inquire about their products & services

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How to sell your Intranet

David C. Broussard@dbroussaSPSNYC – July 25, 2015

What do we want?

Right NOW!!!

A New Intranet

Why do we want a new Intranet Social Integration, Yammer

Integration Cloud First Communities Cross Site Publishing/Content by

Search Display Templates Improved HTML Branding Improved Search (FAST

Integration) OneDrive for Business (Anywhere

Access) Sync Engine SharePoint App Model/Add-Ins CSOM improvements

Managed Metadata Metadata Navigation Content by Search Web Part Office Web App hover panels Easy to share Robust Office Web App

Integration Streamlined Server Architecture Distributed Cache model Claims Based Authentication App Store Cross Browser Compatibility Etc.

Top 10 reasons for an Intranet A centralized location for corporate communications Application and information aggregation Federated Search Identity Management (aka “simpler sign-on”) Knowledge Management and Collaboration Decentralized Content Management Organizational Transparency (aka “silo-busting”) Environmental Sustainability Employee Satisfaction Customer Satisfaction

Source Sean R. Nicholson - http://www.socmedsean.com/do-we-really-need-an-intranet-portal-how-valuable-is-the-technology-you-represent/

What matters most to the user?"Product successes and failures have shown repeatedly that users don't care that much about features. Users only care about achieving their goals." -The Inmates Are Running the Asylum, Alan Cooper

Our Passion is BoundlessWe are passionate about building a new Intranet…why doesn’t everyone follow us?

Can’t they see the value?

Can’t they see how good this will be?

Time – 17+ monthsCost – To Intranets start at $1M and go up, way upResources – The skills and expertise needed for the Intranet are also needed elsewhere

Passion <> Project

How do we remove the roadblocks?

Intranets are Intranet projects are

complex and require a new approach to selling inside your organization

We need an approach that takes this complexity into account and, in fact, leverages that complexity to our advantage.

Sell to the right person

Who is the Customer of the Intranet?

End Users Departments Executives

Who has the budget?

End Users Departments Executives

Our target is the Department Have a mission Have defined goals Have metrics Have budget! Have influence with Executives

But what about the end user?

If you aren’t paying for it, you aren’t the customer…you’re the product

What is the goal of the Intranet? Departments have a

mission that involves the employees

Employees have to accomplish their daily tasks

Intranet provides a way for employees to participate in the mission of the departments while accomplishing their daily tasks

Employee/Customer Experience Employee becomes the focus of the Intranet

because we want to encourage them to come to the Intranet to get their work done

While they are there, they are accomplishing the mission of the various departments without even knowing it

The better the experience to the employee, the more time they will spend on the Intranet and the better they will accomplish the mission of the departments and the company as a whole

How the four “T’s” help you sell your Intranet

Consensus Selling

A New Sales Approach Used to sell complex

solutions Can be used internally as

well as externally Focus on the Four “T’s”

Teach Tension Tailor Take Control

Solve THEIR problems!

What do we need to know in general? What drives your organization? What is your organization good at? Where can your organization improve? How do we define and measure success?

Teach Their time is valuable, use

it wisely Our goal is to get them to

say “Hmm, I never thought of it that way”

Start with “I’ve been thinking about you…”

Tension Can be a good thing

because it encourages action

Show them the potential issues with their current direction

Key element is not to scare them, but to make them slightly nervous

They may not react the way you think they will

Tailor Your solution should be

specific to their issues Use your understanding of

their problems to reduce the tension you have created by offering your solution

Take Control Offer your solution and ask

them how valuable it is to them

Don’t be afraid to ask for budget, metrics, and goals

Bonus structure can be a good place to start

Transform Your Organization

Why do we build an Intranet?

Intranet

Produce

Innovate

Engage

Decide

PIED is WHAT we build, not WHY

Why do we need to Produce

Why do we need to Innovate

Why do we need to Engage

Why do we need to Decide Why do we NEED an

Intranet

Intranet

Produce

Innovate

Engage

Decide

Solve Business Problems Customer Loyalty Employee Loyalty Compliance with processes Process Optimization Lower cost of doing business Increase revenue and sales Innovate into new markets, products, services Etc.

Transformation!

The foundation for innovation as an organization is to first understand your work and organize it effectively

ID Metrics that make sense

But seriously…Metrics Matter Talk to the departments for their

measures of success and report on them separately

Be aggressive in your estimates, but be able to back them up with the numbers

Be ready to constantly measure and re-measure

Deliver Fast and Often

User Expect Rapid and Constant Change…

As long as it is improvement

Business can’t wait 12+ months

http://www.slideshare.net/dbroussa/spsdfw-bottom-up-sharepoint-design

Continuous Improvement…Landing

pageFunctional

AreasPerm Collab

Ad Hoc Collaboration

Personal Collaboration

Opportunity Abounds Business needs change constantly This model allows us to constantly reaffirm the

consensus that we worked so hard for earlier Work with (or create) a governance or steering

committee that sets priorities for each

Summary

Summary Departments are the customer Consensus drives adoption Transform your organization This is just the beginning

QuestionsDavid.Broussard@catapultsystems.comblogs.catapultsystems.com/dbroussard@dbroussaFacebook.com/dbroussaLinkedIn.com/dbroussaSlideshare.net/dbroussa

THANK YOUEVENT

SPONSORSWe 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