Inertia driven IT- or Trailblazer

Ana Pierrotti Blog

WinnerIT – Inertia or Trailblaze.   Help us to help you! A typical PrecisionPoint pre-sales meeting with a prospect often begins with Dynamics users and management laying bare their frustrations in the lack of meaningful information available from their ERP system, only for them to come out of the meeting encouraged that decent detailed financial reporting may actually be possible. 

A typical PrecisionPoint pre-sales meeting with a prospect often begins with Dynamics users and management laying bare their frustrations in the lack of meaningful information available from their ERP system
  “If it really is that easy then a three-month proof-of-concept is a no brainer.”   A PrecisionPoint business consultant and install engineer then have a kick off meeting with a business and IT contact from the newly signed up customer.  The goal of the business consultant is to get a web meeting with the customer showing them their data in PrecisionPoint as soon as possible so that they can appreciate the business benefit of the solution and prove that it isn’t vaporware that BI projects often deliver. It’s over to IT now to provide a server and this is where the inertia or trailblazing comes in.   The time it takes IT to provide a server ready for the PrecisionPoint install can take anywhere from an hour to three months, and this is as true of a small company as a large multi-national.  If the IT function is inert no system will be available to demo and so the evaluation will fail.  The difference to what IT delivers is fundamentally down to whether their purpose is to be an enabler for the business, or a blocker living behind SLAs.  The best IT departments have business stakeholders embedded within them so that the needs of the business are placed at the forefront.

So what does inertia look like in an IT department when the business puts in a request?

  • Why do you want that
  • You don’t want to be doing that
  • We can build it ourselves
  • We don’t have time
  • You can’t have access to the data
  • You can’t do it like that
  • You can have the server in 3 months

The trailblazer’s response to the business:

  • Excellent, Reporting – one less thing to worry about
  • We could be doing this elsewhere in the business
  • We have a virtual server on standby that we can fire up
  • If you’re happy with that, just get PrecisionPoint to contact me and let us know what they need

Trailblazing IT departments shape business more than you would expect and ultimately influence a company’s ability to grow and thrive.David Stokes
 Increasingly it’s in larger organizations where there is the biggest variance.  They may have budget and resource but inertia IT departments can hide behind SLAs with no fear of come back if they drag their feet or simply say no.   It’s easier to protect the data by not giving access to the network, server or Dynamics database.  Surely the point of putting data into the accounting and ERP system is to provide information back out.  Trailblazers on the other hand get used to these types of request and are prepared.   For example, they have base virtual servers that can be brought on line quickly and have systems designed to cope with security.   Then it’s down to the business to decide who has access to the information, both internally and externally.   Inert and Trailblazing IT departments shape business more than you would expect and ultimately influence a company’s ability to grow and thrive.   At the end of the day to quote Tom Cruise’s Gerry McGuire’s character, “Help us, to help you.”