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SplunkLive! Tampa: Using Value to Fuel Adoption
- 1. Using Value to Drive Adoption Stuart Ainsworth Specialist, IT Operations Splunk> January 12, 2016
- 2. 2 Make machine data accessible, usable and valuable to everyone. • “We’re saving 27,000 hours/year, have reduced downtime by more than 50%, and our fraud team has stopped over $10M with Splunk. It’s invaluable.”
- 3. Adoption Drives Value Reactive Search and Investigate Proactive Monitoring and Alerting Operational Visibility Proactive Real-time Business Insight
- 4. We sometimes forget that Value DrivesAdoption…
- 5. Why Position Business Value? 5 Your process requires it Create and maintain visibility Replicate success across the org Accelerate enterprise adoption Maximize business results
- 6. Splunk is a Hidden Gem 6 Way cool universal tech! What business value do I get? I got all the answers!
- 7. Best Practices for Documenting & Positioning Value 4 Measure and Track Your Success 1 Align with Key Business Objectives Qualify and Quantify Business Value 2 3 Incremental Steps with a Big Picture Plan
- 8. Position Value in Expansion Area Bringing it all together Value Opportunity: • faster detection, • faster investigation, • faster root cause analysis of application incidents • fewer developer escalation After 3 to 6 months After 3 to 6 months Document Success for Server & Network teams Document Success for App & DB teams Position Value in Expansion Area Application Development Value Opportunity: • faster test analysis, • faster investigation of pre- production bugs, • faster releases cycles Position Value in Expansion Area Security & Compliance Value Opportunity: • faster detection, faster triage, • faster investigation of security Value Realized: • faster detection, • faster investigation, • faster root cause analysis of system incidents IT Operations Application Support
- 9. “We’re saving 27,000 hours/year, have reduced downtime by more than 50%, and our fraud team has stopped over $10M with Splunk. It’s invaluable.” The Impact of Documenting Value 9 “We can search syslog and we could never do that before.” The Impact of Documenting Value BEFORE AFTER
- 10. Top Challenges to Documenting Value Lack of Splunk and Industry Benchmarks x Data Lack of Tools to Make Value Measurement Easy x Tools Not Enough Time to Assess Your Value x Time
- 11. Help Splunk customers, prospects, and partners document the projected and already realized business value of making machine data accessible, usable, and valuable for everyone Common Deliverables: › CFO-Ready Business Cases › Value Realization Studies › Adoption Roadmaps and Maturity Assessments Business Value Consulting @Splunk 11
- 12. Ask Me or Your Account Team For… • Value assessment models • Usage adoption and staff readiness templates • Splunk common benefits and benchmarks • Glass Table Exercise
- 13. Boost your adoption with value… 13 Gather the right metrics to compute and document value Quantify value with ease using best practice tools Prioritize your adoption of Splunk based on business value
- 14. Copyright © 2015 Splunk Inc. Thank you! Stuart Ainsworth sainsworth@splunk.com
Editor's Notes
- At Splunk, our mission is to make machine data accessible, usable and valuable to everyone. And this overarching mission is what drives our company and product priorities.
- What we see at many customers is that adoption slows down at some and needs a boost. Often the reason is that there is no measurement of the value achieved and therefore no justification to expand adoption. How have we helped customers boost their adoption? By focusing on the business value of what Splunk is delivering, producing impactful measurements of that value, and using it to justify future use cases.
- Your process requires it. There are no more IT projects. Only business projects powered by IT. 85% of investments over 50,000 USD require a formal business case (IDC) Create or maintain visibility to Splunk’s strategic importance Prioritize Splunk investment over other projects Facilitate continued support and resources (FTE, maintenance, etc) Ease approval of future resource requests People, infrastructure, Splunk license, professional services Supporting renewals; staff departures Eliminate any doubt of Splunk’s value to your organization Help Other Succeed in your organization If they understand what you’ve done and what value you’ve received, they can do the same thing Promote yourself or your team Show your success to help promote your people and your own accomplishments
- People who use it in green, think it’s cool. Not connected to the boardroom. Need help with the language and dimensions of value. You all know what a great platform Splunk is. So if it’s so great, why does our team exist? Well…Users love Splunk and clearly understand the value it delivers to them operationally, but they struggle with articulating it to their senior management in business terms. This leaves executives asking what THEY get from Splunk. They understand their people love it, but can’t put dollars, euros, yuan, or yen on it easily. The Value that Splunk brings to the business is a hidden gem for most executives. When they are able to understand the business value it delivers for them, in most cases it’s priceless. Have a situation at a financial company where funding was shut off for Splunk until value was understood. That was a huge source of pain for the folks using Splunk. Hidden gem: We found over $27M in value.
- These practices will help you articulate the value and boost adoption. BTW, this works for any business project. GEICO save 15% example for point 1. Make sure it is important
- This is the story about it being shut off due to lack of value transparency.