Jim Wilt Chief Software Architect Metrics Reporting, Inc. ARC301

Session Objectives and Takeaways (Why This Matters) Session Objective(s): Increased value to your stakeholder-trusted advisor relationship Assist stakeholders to properly align technology to their strategic business goals Key Takeaways: Four architectural practices/timeless strategy tools to position solutions for success Titanium Rules of Adoption

Really, from the Trenches

Have You Ever Built a Technological Wonder… Only to have it unappreciated or under utilized?

Stakeholders are Always Right Right?

The Perfect Disaster

The key is to help stakeholders assume responsibility and take ownership

Vendor/Product Stakeholder/ Organization

Do unto others as they'd like done unto them

#2 Lead and Educate, Warts and All

Lead and Educate, Warts and All: Case Study

#3 NABC Need Approach Benefit Considerations

NABC: Case Study Greenfield Microsoft Platform (BizTalk) replaces Legacy Platform (WebSphere) for Integration (EDI)

You Need a cost effective integration platform

Our Approach is to recommend a less costly platform and invest in your development team who admittedly will have to undergo a transition hurdle

The Benefit is a 75% recurring cost reduction and an elevated, brighter development team who can extend their new skills toward increased value in other solution development efforts

Alternative Considerations: Keep the existing integration platform (too costly, must eliminate head-count) Custom develop each Integration (not a timely, repeatable, or extensible approach)

NABC Need Approach Benefit Considerations NABC You Need a cost effective integration platform Our Approach is to recommend a less costly platform & invest in your development team who admittedly will have to undergo a transition hurdle The Benefit is a 75% recurring cost reduction and an elevated, brighter development team who can extend their new skills toward increased value in other solution development efforts Alternative Considerations are to keep the existing integration platform (too costly, must eliminate head-count) or to custom develop each Integration (not a timely, repeatable, or extensible approach) NABC You Need a cost effective integration platform Our Approach is to recommend a less costly platform & invest in your development team who admittedly will have to undergo a transition hurdle The Benefit is a 75% recurring cost reduction and an elevated, brighter development team who can extend their new skills toward increased value in other solution development efforts Alternative Considerations are to keep the existing integration platform (too costly, must eliminate head-count) or to custom develop each Integration (not a timely, repeatable, or extensible approach) Should fit on One Page

#4 Strategy Map Norton and Kaplan

Strategy Map: Case Study Sports franchise wishes to facilitate season ticket customers resale of unused tickets to fans to take advantage of secondary sales at the stadium

Strategy Map: Case Study Perspective Owner (Financial) Fan (Customer) Game (Operations) Employee Learning & Growth ObjectivesMetricsInitiatives

Strategy Map: Case Study Perspective Owner (Financial) Fan (Customer) Game (Operations) Employee Learning & Growth ObjectivesMetricsInitiatives Train IT Team to Build/Support Identify Ticket Website Vendors What capabilities and tools do our employees need to help them execute our strategy? What kind of culture, teamwork, and alignment? Tech Readiness Infrastructure, Systems Ready Strategic Awareness Tech & Tools Training Regulatory Awareness Tech Acquisitions

Strategy Map: Case Study Perspective Owner (Financial) Fan (Customer) Game (Operations) Employee Learning & Growth ObjectivesMetricsInitiatives Train IT Team to Build/Support Identify Ticket Website Vendors Ticket Resale Process To satisfy our customers, at what processes must we excel? Tech Readiness Infrastructure, Systems Ready Strategic Awareness Tech & Tools Training Regulatory Awareness Tech Acquisitions Tickets posted for Resale Tickets Resold Ticket Vendor Integrations Implement Customer Interface/Promotion

Strategy Map: Case Study Perspective Owner (Financial) Fan (Customer) Game (Operations) Employee Learning & Growth ObjectivesMetricsInitiatives Train IT Team to Build/Support Identify Ticket Website Vendors Ticket Resale Process Reduce No-Shows Increased Fan Loyalty Grow Fan Base Who are our targeted customers, and what is our value proposition in serving them? Tech Readiness Infrastructure, Systems Ready Strategic Awareness Tech & Tools Training Regulatory Awareness Tech Acquisitions Tickets posted for Resale Tickets Resold Ticket Vendor Integrations Implement Customer Interface/Promotion Empty Seat Count # Season Ticket Holders Fan Site Feedback VIP for a Day Promotion Season Ticket Holder Incentives Promotion

Strategy Map: Case Study Perspective Owner (Financial) Fan (Customer) Game (Operations) Employee Learning & Growth ObjectivesMetricsInitiatives Train IT Team to Build/Support Identify Ticket Website Vendors Ticket Resale Process Reduce No-Shows Increased Fan Loyalty Grow Fan Base Increase Stadium Revenue Increase Licensing Revenue What Financial Steps are needed to ensure the execution of our strategy? Tech Readiness Infrastructure, Systems Ready Strategic Awareness Tech & Tools Training Regulatory Awareness Tech Acquisitions Tickets posted for Resale Tickets Resold Ticket Vendor Integrations Implement Customer Interface/Promotion Empty Seat Count # Season Ticket Holders Fan Site Feedback VIP for a Day Promotion Season Ticket Holder Incentives Promotion Stadium Revenue Market Value

Strategy Map Perspective Owner (Financial) Fan (Customer) Game (Operations) Employee Learning & Growth ObjectivesMetricsInitiatives Train IT Team to Build/Support Identify Ticket Website Vendors Ticket Resale Process Reduce No-Shows Increased Fan Loyalty Grow Fan Base Increase Stadium Revenue Increase Licensing Revenue Tech Readiness Infrastructure, Systems Ready Strategic Awareness Tech & Tools Training Regulatory Awareness Tech Acquisitions Tickets posted for Resale Tickets Resold Ticket Vendor Integrations Implement Customer Interface/Promotion Empty Seat Count # Season Ticket Holders Fan Site Feedback VIP for a Day Promotion Season Ticket Holder Incentives Promotion Stadium Revenue Market Value Should fit on One Page

Titanium Rules of Adoption Promotion of technology gains you nothing - business problems are solved by people not technology Time is best spent addressing business problems using generic terminology establishing customer ownership of the problem and the solution Educate, educate, educate, and one more, educate (problem solving first, then technology) Adoption comes in small portions, but grows quickly

References Tony Alessandra and Michael J. O'Connor, The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success, Grand Central Publishing (February 1, 1998)The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success Carlson and William W. Wilmot, Innovation: The Five Disciplines for Creating What Customers Want, Crown Business (August 8, 2006)Innovation: The Five Disciplines for Creating What Customers Want Robert S. Kaplan and David P. Norton, Having Trouble with Your Strategy? Then Map It, Harvard Business Review (January 15, 2009)Having Trouble with Your Strategy? Then Map It

Your Experiences, Questions

A Better Metric… Try these tools and concepts In a few months, evaluate their effectiveness Please me and let me know your results

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