Barry jinks final_v2_2013vancouver_sharepointsummit

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  • Pragmatic early majority needs more than a reference from early adopters
  • The Technology Adoption Lifecycle is a well-known concept, developed in the 1950’s by Joe M. Bohlen, George M. Beal and Everett M. Rogers at Iowa State University, that describes how new innovations are adopted. The original research examined how farmers in Iowa adopted new ideas.
  • Barry jinks final_v2_2013vancouver_sharepointsummit

    1. 1. Seven Point Strategy for Crossing the Chasm with SharePoint Barry Jinks – Founder & CEO, Colligo
    2. 2. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Agenda • Engagement & Adoption in the Nexus of Forces • Adoption Research • 7 Point Strategy 2
    3. 3. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Gartner Nexus of Forces “Taken together [the four forces of mobile, social, cloud and information] are revolutionizing business and society, disrupting old business models and creating new leaders. The Nexus is the basis of the technology platform of the future.” 3
    4. 4. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org People are at the Center 4
    5. 5. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org But how do we get people to adopt new ways of working? 5
    6. 6. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org The Diffusion Process 1950’s: Post-WWII Research on Technology Adoption by Farmers in Iowa 6
    7. 7. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Primary Findings • Distinct stages in the technology adoption process • People trust different sources of information at each stage • Different people adopt technology at different stages depending on their personal and social characteristics 7
    8. 8. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Adoption Process From: “The Diffusion Process” - By George M. Beal and Joe M. Bohlen 8
    9. 9. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Technology Adoption Curve From: “The Diffusion Process” - By George M. Beal and Joe M. Bohlen 9
    10. 10. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 1990’s Enter Geoffrey Moore 10
    11. 11. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Disruptive Technology Adoption “A disruptive innovation is an innovation that helps create a new market and value network, and eventually goes on to disrupt an existing market and value network (over a few years or decades), displacing an earlier technology.” - Wikipedia 11
    12. 12. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Adoption Curve for Disruptive Innovations Changing work processes with social tools like SharePoint is like a disruptive innovation to the workforce 12
    13. 13. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 2011 Moore Introduces “Systems of Engagement” 13
    14. 14. From: “Systems of Engagement and The Future of Enterprise IT A Sea Change in Enterprise IT” - Geoffrey Moore, 2011 www.sharepointsummit.org 14
    15. 15. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org User Adoption Not as High as Expected in SharePointland… but Why? How satisfied are you with the level of user adoption of SharePoint in your organization? 35.0% Only 48% Are satisfied with the level of user adoption 30.0% 25.0% 20.0% 15.0% 10.0% 5.0% 0.0% Not at all satisfied Not satisfied Somewhat satisfied Satisfied Source: Colligo survey of 750 IT professionals Very satisfied Don’t know 15
    16. 16. MPS Partners Survey 2012/2013 “Current Trends in SharePoint Adoption”
    17. 17. 2012 AIIM Survey “The SharePoint Puzzle: Adding the Missing Pieces”
    18. 18. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Scenarios Where SharePoint Adoption Can Be Problematic • • • • • Email Management Attachment Management Personal Document Management Mobile Document Management Document Collaboration 18
    19. 19. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org How commonly is SharePoint used in each of the following departments within your organization? 5.0 4.31 4.5 3.97 3.76 3.64 3.55 3.55 3.5 4.0 3.48 3.29 3.38 3.5 3.24 2.75 3.0 2.5 2.0 1.5 1.0 0.5 0.0 Source: Colligo survey of 750 IT professionals 19
    20. 20. www.sharepointsummit.org Mapping SharePoint Adoption onto the Technology Adoption Curve How commonly is SharePoint used in each of the following departments within your organization? 5.0 4.31 4.5 3.97 3.76 3.64 3.55 3.55 3.5 4.0 3.48 3.29 3.38 3.5 3.24 2.75 3.0 2.5 2.0 1.5 1.0 0.5 0.0 Source: Colligo survey of 750 IT professionals 20
    21. 21. www.sharepointsummit.org And Now the Seven Points
    22. 22. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 1. Target Users Gain a deep understanding of each target persona, including how they do their jobs now and how they will interact with the system once it’s deployed. 22
    23. 23. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 2. Compelling Reason to Adopt Build a value proposition for each target user that answers the question, “What’s in it for me?” Using “day in the life” before and after scenarios can help to crystallize this. 23
    24. 24. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 3. Whole Solution Ensure that all elements of the solution are in place and able to deliver on the compelling reason to adopt, so the target users readily adopt the ECM solution. 24
    25. 25. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 4. Roll-Out Develop a deployment strategy and plan that focuses on communication and incorporates extensive user feedback into the process. 25
    26. 26. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 5. Cost Understand the real cost to the user of adopting the system. Ensure that the value delivered exceeds the cost to the user. 26
    27. 27. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 6. Competition Understand the alternatives that the target users have if they choose not to adopt the new solution. How much support is there from management to work through problems in the initial phases? 27
    28. 28. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org 7. Positioning Build and deliver messaging around the solution that communicates what the system is, who it’s targeted at, the benefits it brings and how it differs from the old ways of working. 28
    29. 29. Seven Point Strategy for Crossing the Chasm with SharePoint www.sharepointsummit.org Summary 1. 2. 3. 4. 5. 6. 7. Target users Compelling reason to adopt Whole solution Roll-out Cost Competition Positioning 29

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