According to analyst firm Gartner, people outside the IT industry are now more responsible than ever for buying technology: enterprise IT spending accounts for 36% of the total technology budget and will continue to to increase in the years to come.
This shift in buying habits is having a huge impact on people across the enterprise buying their own technology devices, apps and services.
While some of the tricky technical elements – such as system integration and implementation – will be handled by internal IT teams and external service providers, workers will still have to convince those they report to that the technology they are considering buying is worth an investment.
For many business professionals, talking about technology plans will be a new responsibility. So how can they discuss data and digital in a way that gets the boss’s attention? Here are five ways to pique people’s interest when talking about technology.
1. Focus on business results
Never talk about technology in isolation: the value of implementing new systems and services comes from the benefits they bring to the business and its customers. It’s a lesson that’s been proven time and time again, says Spencer Clarkson, CTO at enterprise services specialist Verastar. He says anyone looking to secure an IT investment should focus on the potential positive outcomes.
“Any project is not about technology per se, but about change for the company and for its customers. The technology just provides a platform for that to happen,” he explains.
So whether it’s boosting productivity through the introduction of collaboration services or improving bottom line through opening up new digital channels to market, anyone who wants to talk about technology needs to focus on goals and objectives. “If you focus on what you’re trying to achieve, it’s pretty easy to show the benefits of technology. It’s about taking people on a journey,” says Spencer Clarkson.
2. Create a common language
As you learn more about the technology you are going to use, you will start to become an expert. That’s not a bad thing, but you can’t let your new knowledge turn into a niche interest.
IT professionals are often criticized, rightly or wrongly, for focusing too much on bits and bytes and not enough on business benefits. By taking responsibility for buying technology, you cannot afford to fall into the same trap. Don’t focus on how the technology works. Instead, focus on the human aspect. Clearly demonstrate how technology solves a problem the business is facing and you will receive a positive response from your peers and managers.
To make it easier to understand, use terms that relate to existing processes and priorities, such as customer satisfaction rating or profit. The goal is to create a common language for your technology projects, explains Milena Nikolic, Technical Director at Trainline.
Tell as many people as possible about your plans. Engage a wide range of people in your discussions and allow them to play a role in shaping your conversations. “It is by speaking a language that one learns it best. Creating content and presenting it to people is one way to open up a discussion. Bring people together and get them talking about what works and what doesn’t,” says Milena Nikolic.
3. Refine your presentation technique
Make sure you can effectively summarize why the company should invest in your technology plans. Obviously, impactful slideshows, for example, will be crucial in helping you get your points across.
When you’re fine-tuning your presentation style, don’t hesitate to seek advice from people who are used to talking about IT. The best technologists have made a career out of selling their ideas to the board, and they use a range of techniques to spark their interest.
CIOs often use “public meetings” to gather and discuss projects. Other digital leaders create regular communications, like emails or even print newsletters, to keep people up to date on plans and accomplishments.
4. Find a reputable sponsor
One of the best ways to get people to listen to your plans is to ask someone serious to speak for you. If you can get a senior executive to support your ideas, other people in the company are much more likely to sit up and pay attention.
Industry experts agree that executive sponsors play a key role in facilitating technology projects. They lend credibility to new ideas, authorize funding and resources, and connect with employees.
Adam Miller, IT group leader at Markerstudy Group, says sponsorship from senior company officials is crucial to ensuring new projects are understood and accepted. It’s something he continues to focus on when pushing for new investment.
“I have regular discussions about the activities I’m working on and the direction we’re headed. And we are focused on alignment to ensure that technology continues to deliver what the organization needs to achieve its growth ambitions,” he explains.
5. Always think about long-term goals
An investment in technology is never a one-off: contracts need to be updated, cloud service agreements can be extended, and hardware can break and need to be replaced. Anyone seeking funding for a new technology project should focus on how an IT investment fits into the company’s strategic plans.
Jon Braithwaite, CIO UK and Ireland at Compass Group, believes it’s always important to discuss how the technology you intend to build or buy can be extended or reduced over time.
“We pilot, we test, and then, when we understand that it works, we invest properly in this technology, we evolve it and we do whatever needs to be done to make it a product,” he explains. . “I think this process gives everyone the feeling that we are careful and judicious in how we spend the money, but that we are also trying to be innovative. »
Source: ZDNet.com