It was late Friday afternoon. I was looking forward to the weekend. I hadn’t responded to a voicemail from earlier in the day … then I got on the follow-up call, just a quick question. Well it turns out the account director for one of our customers could see huge potential for collaboration and will talk to the customer CFO. Excellent news as always – I love people who bring leads rather than having to create them. The real work here though is that the CFO requires figures on cost savings and return on investment rather than my preference for talking about value. Sure we can talk brilliantly about savings associated with removing the need for travel but its much less tangible and quantifiable when we get to collaboration based on knowledge, documents or social networks.
Inside I was thinking about org culture, likelihood of adoption, propensity to collaborate, specific processes/projects/business challenges, key events and many more. Assessing all these factors will help understand what the business needs to collaborate on, and with who – following that point we can get to an appropriate collaboration tooling before some proof of concepts and pilots. Articulating this will be the key for success here…off we go on the adventure. Incidentally, I really liked Hichcliffe’s post last week about ROI of enterprise 2.0 tools.
Am I the only person who prefers to talk value over cost?
Image under creative commons via giddygoose on flickr