The Right Way to Select Technology: Get the Real Story on Finding the Best Fit

by Tony Byrne, Jarrod Gingras

Overview

Why do half of all technology projects fail? A major reason is that organizations often pick the wrong tools, leaving them digitally hamstrung from the start. This book offers a modern alternative to traditional waterfall approaches to selecting technology. You’ll learn a practical, adaptive process that relies on realistic storytelling and hands-on testing to get the best fit for your enterprise.

Product Details

ISBN-13:	9781933820545
Publisher:	Rosenfeld Media
Publication date:	09/12/2017
Series:	Digital Reality Checks , #2
Pages:	192
Product dimensions:	5.90(w) x 8.90(h) x 0.60(d)

About the Author

Tony Byrne is founder of Real Story Group (formerly CMS Watch), the only exclusively "buy–side" technology analyst firm in the world. Prior to that he was the head of software engineering and project management at a digital systems integrator, after working in journalism and international technical assistance.

Tony has a professional passion for helping large enterprises make sound strategic decisions that will set them up for long–term success. Across two decades he has advised several hundred organizations in dozens of countries around the globe in selecting the right technologies.

When not working, you can find Tony gardening, following the Green Bay Packers, playing with his dog, or traveling with his family.

Jarrod Gingras is Real Story Group's Managing Director and an analyst covering digital workplace and marketing technologies. As a conference speaker and consultant, he regularly advises some of the world’s largest and most complicated enterprises on their enterprise information challenges.

Prior to joining RSG, Jarrod worked as a web developer, information architect, and user interface designer at a systems integration firm, where he developed userndash;focused content management strategies and solutions for clients across many different industries.


Jarrod's passions include following Boston's sports teams, relaxing in Costa Rica with his wife Lindsey, and helping enterprises select the right technology for their unique needs.

Table of Contents

How to Use This Book iv

Frequently Asked Questions vi

Foreword xiv

Introduction xvi

Part I Business Foundations

Chapter 1 Craft a No-Bullshit Business Case 3

Foundation for Any New Technology 4

Types of Formal Business Cases 5

Understanding True Costs 8

Tips 12

Chapter 2 Build a Selection Team That Works 13

Sample Team Composition 15

Tips 18

Chapter 3 Get the Basic Foundations Right 19

Establish Governance and Decision-Making 20

Measure Capacity. Be Honest! 24

Tips 27

Part II: Needs and Opportunities

Chapter 4 Capture Requirements That Don't Suck 31

How Not to Articulate Requirements 32

Applying UCD Principles 33

Information Gathering 35

Tips 37

Chapter 5 Why User Stories Are Everything 39

How to Structure a User Story 40

Example User Story 42

Which User Stories and How Many? 43

Tips 46

Chapter 6 Ask Questions That Really Matter 47

Example Questions 48

Types of Questions to Ask 49

Addressing Architectural Considerations 51

Tips 54

Part III Conduct Market Analysis

Chapter 7 Find More than the Usual Suspects 57

Which Marketplace? 58

Where to Get Good Information and Advice 61

Which Type of Supplier: Tech Vendor Versus Services Firm? 64

Tips 68

Chapter 8 How to Target the Right Suppliers 69

Use the Right Filtering Criteria for a Long List 70

Use Scenario Analysis to Get to Short Lists 75

Tips 79

Chapter 9 Find the Right Solicitation Vehicle 81

RFI vs. RFP/Tender vs. RFQ 82

Set a Realistic Schedule 85

Possible Shortcut Process 87

Tips 90

Part IV: Engage With Suppliers

Chapter 10 Create RFPs That Actually Work 93

Your RFP Outline 94

Anatomy of an Effective User Story 96

How Vendors May Respond 98

Tips 100

Chapter 11 Keeping It Real with Bidders 101

Setting Expectations 102

Answering Questions 104

Tips 107

Chapter 12 How to Evaluate Proposals Critically 109

Critical Evaluation 110

The Downselect Process 111

Tips 115

Part V Try Before You Buy

Chapter 13 Hold Demos on Your Own Terms 119

How to Structure the Demo Sessions 120

How to Run the Demo Sessions 122

Demo Pitfalls to Avoid 125

Tips 127

Chapter 14 Run Competitive Proof-of-Concepts 129

The Case for a Bake-Off 130

How to Run a Bake-Off 133

Bake-Off FAQs 134

Tips 137

Part VI: Make the Right Choice

Chapter 15 Negotiate Like a Pro 141

When to Start Negotiations 142

Align Price and Value 143

Contracts and Other Agreement Negotiations 145

Tips 146

Chapter 16 Make the Right Final Selection 147

Taking the Full View 148

Making the Decision 151

Planning for Success 151

Tips 153

Chapter 17 Adapt This Process for Selecting Services Firms 155

What Sort of Help Do You Need? 156

How to Adapt Your Process 158

Tips 161

Appendix Resources and Examples 163

Sample Resources 164

Index 165

Acknowledgments 173

About the Authors 174

Editorial Reviews

"Byrne and Gingras show you how to assemble the right cross–functional team and governance structure and create an evaluation process based on the roles and functional needs of the people in your organization."
—Lane Halley Goldstone, co-founder, Brooklyn Copper Cookware

"I highly recommend this book, whether you're on the verge of a full–scale technology selection process, or you want to master part of it."
—Samuel Driessen, Senior Director External Digital Channels at Teva Pharmaceuticals

"Read the book, follow the steps, and take control of your enterprise software life."
—Michael Krigsman, host, CXOTALK, and executive fellow at Center for Digital Strategies, Tuck School, Dartmouth, expert on IT failure

"A user–centric, business–driven approach to select technology for living, breathing human beings is critical to drive digital transformation. This practical book offers a refreshing approach that makes you rethink current practices."
—Bonnie Cheuk, Global Head of Digital, Euroclear

From the Publisher