It’s a bit like demanding a mortgage when it’s the warm comforts of a nicely located family home you are after.
‘Well I’m after a BI tool’ when it’s really ‘I need a way of holding the business managers to account for contract performance’.
Or ‘yes we invested in Sharepoint, its great at what it does’ when it should be ‘I am having too many project overruns and it’s killing my profitability, do something about it’.
I attended a HR conference as as an exhibitor and it struck me that business users change their language when confronted by the ‘external’ world. They turn all technical themselves, when asked what business problem you are trying to solve. The response is the mortgage explanation. ‘Well yes we are looking for a document management system’, etc. Internally among colleagues, business users and management can often articulate the pains and objectives well, ‘we can’t find anything and it’s slowing down registrations and creating a funding gap’.
Now this also impacts how you buy. Want a mortgage? Buy online amongst a raft of confusing options, and no vendor cares what you do with it as long as you look credible financially and they get their money. Or do you want a house? Start to articulate the things that are important to your family: access to schools, double-bay off-street parking, guest room, etc, and that real estate agent should do the right thing by you.
So do you want a document management system, a CRM, a BPMS or a solution to a problem or opportunity?
Talk to us and expect us to ask what is the problem and solve it.