How	
  to	
  become	
  a	
  successful	
  	
  
HR	
  technology	
  buyer.	
  
There’s	
  a	
  lot	
  of	
  guilt	
  and	
  shame	
  about	
  unsuccessful	
  
implementa;on	
  and	
  use	
  of	
  HR	
 ...
1.	
  HR	
  prac;;oners	
  don’t	
  learn	
  from	
  their	
  peers	
  and	
  
their	
  peers	
  never	
  learn	
  from	
 ...
 
How	
  do	
  we	
  change	
  this?	
  	
  
	
  
	
  
Recently	
  I	
  was	
  aDending	
  
HR	
  Tech	
  Europe	
  Spring	
  	
  
Warm-­‐Up	
  in	
  London	
  	
  
where	
  @wi...
Allow	
  me	
  to	
  share	
  the	
  best	
  pieces	
  with	
  you,	
  so	
  
you	
  can	
  benefit	
  from	
  them	
  as	
...
Product	
  
	
  
1.	
  Don’t	
  look	
  for	
  soQware	
  that	
  will	
  fix	
  your	
  bad	
  process.	
  Good	
  soQware...
Sales	
  
	
  
1.	
  Once	
  you’ve	
  signed	
  the	
  contract,	
  all	
  your	
  power	
  is	
  gone.	
  So	
  how	
  d...
Sales	
  
	
  
4.	
  You	
  don’t	
  want	
  to	
  be	
  the	
  first	
  one	
  in	
  your	
  industry	
  to	
  buy	
  a	
 ...
Nego;a;on	
  
	
  
1.	
  Ask	
  your	
  vendor:	
  How	
  do	
  you	
  make	
  money?	
  
	
  
2.	
  In	
  a	
  lot	
  of	...
Implementa;on	
  
	
  
1.	
  How	
  long	
  is	
  it	
  going	
  to	
  take	
  before	
  you	
  can	
  use	
  the	
  soQwa...
Training	
  
	
  
1.	
  Realise	
  everybody	
  learns	
  in	
  a	
  different	
  way.	
  Assesss	
  for	
  learning	
  sty...
Adop;on	
  
	
  
1.	
  Your	
  vendor	
  knows	
  everything	
  about	
  how	
  you	
  use	
  their	
  soQware.	
  Will	
 ...
Support	
  
	
  
	
  
	
  
	
  
	
  
1.	
  The	
  vendors	
  job	
  
	
  is	
  to	
  meet	
  you	
  where	
  
	
  you	
  a...
Share	
  
	
  
The	
  real	
  solu;on	
  off	
  course	
  to	
  make	
  vendors	
  build	
  beDer	
  products	
  and	
  hr	...
Some	
  ques;ons	
  you	
  can	
  ask	
  your	
  peers:	
  
HR	
  Tech	
  Europe	
  2014	
  
	
  
The	
  next	
  opportunity	
  to	
  meet	
  your	
  peers	
  and	
  find	
  awesome	
...
Share	
  &	
  connect.	
  
	
  
Feel	
  free	
  to	
  share	
  this	
  presenta;on	
  and	
  connect	
  with	
  me	
  wher...
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How to become a successful hr technology buyer

  1. 1. How  to  become  a  successful     HR  technology  buyer.  
  2. 2. There’s  a  lot  of  guilt  and  shame  about  unsuccessful   implementa;on  and  use  of  HR  technology  and   that’s  exactly  why:      
  3. 3. 1.  HR  prac;;oners  don’t  learn  from  their  peers  and   their  peers  never  learn  from  them.   2.  Vendors  can  s;ll  get  away  with  medieval  tac;cs.  
  4. 4.   How  do  we  change  this?        
  5. 5. Recently  I  was  aDending   HR  Tech  Europe  Spring     Warm-­‐Up  in  London     where  @william;ncup     was  sharing  some  things   you  should  consider  when   buying  HR  technology.    
  6. 6. Allow  me  to  share  the  best  pieces  with  you,  so   you  can  benefit  from  them  as  well.     First  of  all,  these  are  the  7  points  of  soQware   sa;sfac;on:    
  7. 7. Product     1.  Don’t  look  for  soQware  that  will  fix  your  bad  process.  Good  soQware  will   only  highlight  how  bad  your  process  is.                         2.  Vendors  know  what  a  good  process  is,  so  don’t  lie  to  them  about  your   process.  
  8. 8. Sales     1.  Once  you’ve  signed  the  contract,  all  your  power  is  gone.  So  how  do  you   feel  about  your  vendor  before  you  sign?  It’s  going  southwards  aQer  that..     2.  You  typically  buy  from  people  you  like.  So  really,  really  think  about  what   you  need  before  you  talk  with  them.               3.  Are  you  being  oversold?     Salespeople  rarely  say  no.        
  9. 9. Sales     4.  You  don’t  want  to  be  the  first  one  in  your  industry  to  buy  a  solu;on.  You   want  a  vendor  to  know  and  understand  your  industry.     (‘There’s  no  such  thing  as  an  hr  industry.  There  are  industries  in  which  hr   prac;;oners  are  prac;cing.’)           5.  All  demo’s  are          awesome.             6.  If  vendors  don’t  have  case  studies,  it  might  mean  they  don’t  have  great   rela;onships  with  customers.  Are  references  easily  provided?    
  10. 10. Nego;a;on     1.  Ask  your  vendor:  How  do  you  make  money?     2.  In  a  lot  of  soQware  deals,  you  don’t  own  the  data.  You  actually  pay  the   vendor  to  get  your  data.                                  3.  Buy  at  the  end  of  the  quarter,                      preferably  the  31st  of  December;                      sales  people  are  driven  by  quota’s.        
  11. 11. Implementa;on     1.  How  long  is  it  going  to  take  before  you  can  use  the  soQware?  Lots  of   vendors  outsource  implementa;on  and  it’s  in  the  interest  of  consultants   to  make  sure  that  implementa;on  takes  a  long  ;me..                                2.  Make  sure  people                        (internally)  are  aware  of                        change  before  you  change.                        Let  them  know  what  you’re                        doing.  Otherwise  they’re                        going  to  hate  whatever  new                        thing  you  buy.  
  12. 12. Training     1.  Realise  everybody  learns  in  a  different  way.  Assesss  for  learning  styles   and  learning  differences  to  make  training  beDer.    
  13. 13. Adop;on     1.  Your  vendor  knows  everything  about  how  you  use  their  soQware.  Will   they  ever  tell  you  that?  You  should  want  to  know  it.      
  14. 14. Support             1.  The  vendors  job    is  to  meet  you  where    you  are.  Support      shouldn’t  be  reac;ve,      but  proac;ve.             2.  Is  the  vendor  charging  clients  for  support?  
  15. 15. Share     The  real  solu;on  off  course  to  make  vendors  build  beDer  products  and  hr   prac;oners  make  beDer  acquisi;ons  and  use  of  hr  technology  is  if  we  all   start  talking.                                      So,  ask  your  peers  about                        their  experiences  and                          advice  and  share  your                          experiences  and  advice                          with  them.        
  16. 16. Some  ques;ons  you  can  ask  your  peers:  
  17. 17. HR  Tech  Europe  2014     The  next  opportunity  to  meet  your  peers  and  find  awesome  new  hr   technology  products  is  #HRTechEurope  in  Amsterdam.             For  more  informa;on,  please  visit  www.hrtecheurope.com       I  look  forward  to  mee;ng  you  there.  
  18. 18. Share  &  connect.     Feel  free  to  share  this  presenta;on  and  connect  with  me  wherever   you  want:     E-­‐mail    rene@onrecruit.nl   Telephone  +31-­‐611604603   TwiDer    twiDer.com/renebolier   LinkedIn  linkedin.com/in/renebolier   Facebook  facebook.com/renebolier   Google+  plus.google.com/+renébolier   Slideshare  slideshare.net/renebolier   Instagram  instagram.com/renebolier      
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