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< !- - c on tent he re -->
                     How to Select a Web Content
                     Management System
       ...
<!-- content here -->
 Agenda
 >> Introductions
 >> Horror story
 >> The selection process
           ..   Business contex...
<!-- content here -->
 Introductions: Seth Gottlieb
 >> Seth Gottlieb
   .. Former CMS customer, integrator, vendor
   .. ...
<!-- content here -->
 Introductions: And you are...
 >> Name, role, and company
 >> Type of Site?
   .. Marketing?
   .. ...
<!-- content here -->
 Why is selection so hard?
 >> Fragmented market place


 >> Platforms not applications


 >> Conver...
<!-- content here -->
 You are not just buying software




June 2, 2009   © Copyright 2009 Content Here.                 ...
<!-- content here -->
 You are adopting a solution
                                                      Solution
        ...
<!-- content here -->
 Plenty of other chances to fail

               Badly designed customizations
 +             Ineffe...
<!-- content here -->
 A cautionary tale...




June 2, 2009   © Copyright 2009 Content Here.                  9
<!-- content here -->
 Too busy to create content




June 2, 2009   © Copyright 2009 Content Here.                  10
<!-- content here -->
 Let’s solve it with tools!




June 2, 2009   © Copyright 2009 Content Here.                  11
<!-- content here -->




June 2, 2009   © Copyright 2009 Content Here.                  12
<!-- content here -->
 20 product “short list”




June 2, 2009   © Copyright 2009 Content Here.                  13
<!-- content here -->
 Demo burnout                                                I think I like “FatSite”
              ...
<!-- content here -->
 Demo burnout
               What about the
                  workflow
                requirement?
...
<!-- content here -->
 Math, don’t fail me now!




                                                                 I thi...
<!-- content here -->
 When numbers fail...

                                                 Can’t we just go with
      ...
<!-- content here -->
After the decision
                                                            I guess we
          ...
<!-- content here -->
 $500,000 later....
               ...the users hate it.




June 2, 2009    © Copyright 2009 Conten...
<!-- content here -->
 And the cycle begins again




June 2, 2009   © Copyright 2009 Content Here.                  20
<!-- content here -->
 What went wrong?




June 2, 2009   © Copyright 2009 Content Here.                  21
<!-- content here -->
 There has to be a better way!
  >> Business context


  >> Leading requirements


  >> Solution defi...
<!-- content here -->
 Your selection team
 >> Representatives from:
   .. Contributors
   .. Site owners
   .. Site devel...
<!-- content here -->
 Step 1: business context




June 2, 2009   © Copyright 2009 Content Here.                         ...
<!-- content here -->
 Business context
 >> Organizational context
           .. Role of content in your business
        ...
<!-- content here -->
 Business Case



 >>Why you are doing it


 >>Where it is going to fit


June 2, 2009   © Copyright ...
<!-- content here -->
 A necessary digression:




                                                ROI

June 2, 2009   © C...
<!-- content here -->
 ROI exercises lead to...
 Unrealistic
 expectations




June 2, 2009   © Copyright 2009 Content Her...
<!-- content here -->
 If you want to measure something

  Measure the value of your content
                             ...
<!-- content here -->
 Part of a broader initiative
 >> Clean up/reorganize your content


 >> Redesign (with wireframes a...
<!-- content here -->
 One possible result
 >> Clean up content
 >> Revise content model
 >> Streamline workflow
 >> Reward...
<!-- content here -->
 Step 2: leading requirements




June 2, 2009   © Copyright 2009 Content Here.                  32
<!-- content here -->
 Leading requirements are...

 >> Important to your business


 >> Powerful filters




June 2, 2009 ...
<!-- content here -->
 Two categories
 >> Non-Functional Requirements: the “ilities”


 >> Functional Requirements: featur...
<!-- content here -->
 Non-functional requirements
 >> What is the budget?
 >> Who is going to be supporting this solution...
<!-- content here -->
 Powerful non-functional filters
 >> Infrastructure:
           ..   Server operating systems
      ...
<!-- content here -->
 Content modeling




June 2, 2009   © Copyright 2009 Content Here.                  37
<!-- content here -->
 Content modeling



               Pages or Objects?




June 2, 2009       © Copyright 2009 Conten...
<!-- content here -->
 Content modeling
 >> Data types: string, numeric, date, etc.


 >> Validation: required, format


 ...
<!-- content here -->
 Content model example: Quiz
 >> Title (string)
 >> Description (rich text)
 >> Instructions (rich t...
<!-- content here -->
 Functional requirements
 >> Scenarios based:
           .. Not if but how
           .. Phased

 >>...
<!-- content here -->
 Typical contributor scenarios
 >> Edit semi-structured page
 >> Create article
 >> Create unstructu...
<!-- content here -->
 Create article questions
 >> Task assignment?
 >> Are there different types of articles?
 >> How ar...
<!-- content here -->
 Typical visitor scenarios
 >> Register
 >> Login and view restricted content
 >> Rate article
 >> C...
<!-- content here -->
 Typical developer scenarios
 >> Create, test, deploy presentation template
 >> Configure workflow
 >>...
<!-- content here -->
 Step 3: solution definition
                                                      Solution
        ...
<!-- content here -->
 How much help will you need?
    Delegated                                                         ...
<!-- content here -->
 Step 4: market filtering




                                                http://www.yukonhostel...
<!-- content here -->
 Market filtering
 >> Educate one of your own
   .. CMS Report
   .. Web Content Management in Java
...
<!-- content here -->
 Market filtering
 >> Technology filters
           .. Architectural patterns
           .. Technolog...
<!-- content here -->
 A necessary digression:


               WCMS Architecture I: Baking vs. Frying




June 2, 2009   ...
<!-- content here -->
 They all do it




                                                       When?




June 2, 2009   ...
<!-- content here -->
 Different architectures
  Request                                            Publish
  Time        ...
<!-- content here -->
 Each has its advantages




FRY                                               BAKE
                ...
<!-- content here -->

 Most products are based on one of the strategies




FRY                                          ...
<!-- content here -->
 Each has its coping



FRY                                               BAKE
                     ...
<!-- content here -->
 For more information


               Read
               Enter Content Here: CMS Deployment Patter...
<!-- content here -->
 Why does this matter?
 >> Visitor facing behavior
           .. Commenting, Rating
           .. Re...
<!-- content here -->
 Another necessary digression:




               WCMS Architecture II: Central vs. Distributed




...
<!-- content here -->
 Stand-alone vs. Distributed


 *Drupal                                                   *FatWire
 ...
<!-- content here -->
 Stand-alone clustered




June 2, 2009   © Copyright 2009 Content Here.                  61
<!-- content here -->
 Other architectural factors
 >> LDAP Integration: not “yes/no” but “how”
 >> Backup: what happens t...
<!-- content here -->
 Another necessary digression:




               A word about vendor risk




June 2, 2009        ©...
<!-- content here -->
 Another necessary digression:




               What about open source?




June 2, 2009       © C...
<!-- content here -->

 open source != open source != open source
                                                know the...
And you were confused                                          <!-- content here -->
                                     ...
<!-- content here -->
 Remember the stack
                                                      Solution
                 ...
<!-- content here -->
 Remember the stack
                                        sales
                                  ...
<!-- content here -->
 Remember the stack
                                                          sales
                ...
<!-- content here -->
 Commercial open source
                                                        sales
              ...
<!-- content here -->


                        sales

               app. support
               customization
          ...
<!-- content here -->
 Step 5: short list evaluation




June 2, 2009   © Copyright 2009 Content Here.                  72
<!-- content here -->




                THE RFP
               PROCESS IS
                BROKEN
June 2, 2009   © Copyri...
<!-- content here -->
 The RFP should open a dialog


 >> The RFP should concisely communicate:
           ..   Business C...
<!-- content here -->
 The RFP should not

 >> Be a casting call


 >> Be an invitation for sales rhetoric


 >> Insulate ...
<!-- content here -->
 RFP Prototype Specification



               Prove that your product will
               work with...
<!-- content here -->
 RFP Prototype Specification



               The scenarios are the script




June 2, 2009     © C...
<!-- content here -->
 RFP TOC Example
 >> Introduction
   .. Business Context
   .. Technology Context
   .. RFP Objectiv...
<!-- content here -->
 For more information


               Read
               Enter Content Here: The RFP is DEAD, Long...
<!-- content here -->
 Demo Prep
 >> Coach suppliers
   .. Build relationship
   .. Validate understanding of requirements...
<!-- content here -->
 Proposed demo agenda:
         Time (min)             Description                       Audience
  ...
<!-- content here -->
 Participation guidelines
  >> Read the proposals
  >> Mind your manners
  >> Attendance
  >> Ask qu...
<!-- content here -->
 Postmortem facilitation
 >> Report scores
 >> Strengths/concerns
 >> Leave behind demo
 >> Follow o...
<!-- content here -->
 For more information


               Read
               Enter Content Here: How to make the most ...
<!-- content here -->
 Step 6: selection




June 2, 2009   © Copyright 2009 Content Here.                  85
<!-- content here -->
 Alignment meeting agenda
 >> Initial survey (how close are we?)
 >> First elimination
 >> Open ques...
<!-- content here -->
 Decision Making Through Doubt
 >> Focus on risks and limitations of the solutions
   .. missing fea...
<!-- content here -->
 Apache style voting
 >> -1: Over my dead body (veto)
 >> -0: I don’t like it but don’t let me stand...
<!-- content here -->
 Negotiation
 >> Make it a win/win


 >> Explore discounts


 >> Share risk/credit




June 2, 2009 ...
<!-- content here -->
 Summary
 >> Understand what you are looking for - you may
    already have it!
 >> Leading requirem...
<!-- content here -->
 Thank You

 Seth Gottlieb
 Content Here
 seth@contenthere.net
 http://www.contenthere.net



 For m...
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Selection Workshop Slides from Gilbane San Francisco 2009 Conference

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I presented these slides during a three hour workshop at the Gilbane San Francisco 2009 Conference. This version of the presentation has some improvements over last years including a description of a decision making process based on Doubt

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Transcript of "Selection Workshop Slides from Gilbane San Francisco 2009 Conference"

  1. 1. < !- - c on tent he re --> How to Select a Web Content Management System Seth Gottlieb The Gilbane Conference San Francisco, CA June, 2009 June 2, 2009 © Copyright 2009 Content Here. 1
  2. 2. <!-- content here --> Agenda >> Introductions >> Horror story >> The selection process .. Business context .. Requirements analysis .. Solution definition .. Market filtering .. Selection June 2, 2009 © Copyright 2009 Content Here. 2
  3. 3. <!-- content here --> Introductions: Seth Gottlieb >> Seth Gottlieb .. Former CMS customer, integrator, vendor .. Dislikes them all (sometimes) >> Content Here, Inc. (est. March 2007) .. Vendor neutral strategic consulting and advisory services around content technologies: commercial, open source, and SaaS .. Clients from high tech, media and entertainment, government, and professional services industries .. Reports on Drupal for Publishers and Java Open Source Web Content Management Systems June 2, 2009 © Copyright 2009 Content Here. 3
  4. 4. <!-- content here --> Introductions: And you are... >> Name, role, and company >> Type of Site? .. Marketing? .. Media? .. Internal? >> Why are you here? .. Selecting a WCMS for the first time? .. Want to avoid another disaster? .. Just came to gloat after a wildly successful selection? June 2, 2009 © Copyright 2009 Content Here. 4
  5. 5. <!-- content here --> Why is selection so hard? >> Fragmented market place >> Platforms not applications >> Convergence of process and technology >> Information management is immature >> Are we on Web 2.0 or 3.0? June 2, 2009 © Copyright 2009 Content Here. 5
  6. 6. <!-- content here --> You are not just buying software June 2, 2009 © Copyright 2009 Content Here. 6
  7. 7. <!-- content here --> You are adopting a solution Solution app. support customization configuration support & maintenance governance process 3rd party add-ons hosting June 2, 2009 © Copyright 2009 Content Here. 7
  8. 8. <!-- content here --> Plenty of other chances to fail Badly designed customizations + Ineffective integrator + Insufficient training + Failed content migration + No real usability testing + No content management strategy + Poor organizational support = Same mess, different container June 2, 2009 © Copyright 2009 Content Here. 8
  9. 9. <!-- content here --> A cautionary tale... June 2, 2009 © Copyright 2009 Content Here. 9
  10. 10. <!-- content here --> Too busy to create content June 2, 2009 © Copyright 2009 Content Here. 10
  11. 11. <!-- content here --> Let’s solve it with tools! June 2, 2009 © Copyright 2009 Content Here. 11
  12. 12. <!-- content here --> June 2, 2009 © Copyright 2009 Content Here. 12
  13. 13. <!-- content here --> 20 product “short list” June 2, 2009 © Copyright 2009 Content Here. 13
  14. 14. <!-- content here --> Demo burnout I think I like “FatSite” the best You mean that system that did that thing with the assets? I don’t think I saw that one. I liked the one with the cute He was cute sales guy. wasn’t he? June 2, 2009 © Copyright 2009 Content Here. 14
  15. 15. <!-- content here --> Demo burnout What about the workflow requirement? He said it would be They ALL said possible with that for customization everything! June 2, 2009 © Copyright 2009 Content Here. 15
  16. 16. <!-- content here --> Math, don’t fail me now! I think I When you add Maybe we But that one hate them all. it all up, the had our Let’s start over. was so hard to Can we build winner is pretty weightings use. something clear. wrong. custom? June 2, 2009 © Copyright 2009 Content Here. 16
  17. 17. <!-- content here --> When numbers fail... Can’t we just go with the vendor who will endure the most punishment? June 2, 2009 © Copyright 2009 Content Here. 17
  18. 18. <!-- content here --> After the decision I guess we should call a couple of references now. http://flickr.com/photos/nichollsphotos/2906834393/ June 2, 2009 © Copyright 2009 Content Here. 18
  19. 19. <!-- content here --> $500,000 later.... ...the users hate it. June 2, 2009 © Copyright 2009 Content Here. 19
  20. 20. <!-- content here --> And the cycle begins again June 2, 2009 © Copyright 2009 Content Here. 20
  21. 21. <!-- content here --> What went wrong? June 2, 2009 © Copyright 2009 Content Here. 21
  22. 22. <!-- content here --> There has to be a better way! >> Business context >> Leading requirements >> Solution definition >> Market filtering objective viability subjective fit >> Short list evaluation June 2, 2009 © Copyright 2009 Content Here. 22
  23. 23. <!-- content here --> Your selection team >> Representatives from: .. Contributors .. Site owners .. Site developer/maintainers .. Visitors (or their advocates) >> Size: < 10 decision makers >> Onlookers welcome for transparency June 2, 2009 © Copyright 2009 Content Here. 23
  24. 24. <!-- content here --> Step 1: business context June 2, 2009 © Copyright 2009 Content Here. 24 http://flickr.com/photos/pictim/2579694742/
  25. 25. <!-- content here --> Business context >> Organizational context .. Role of content in your business .. Processes and tools .. Breakdowns and pain points >> Technology context .. Current infrastructure .. Supported technologies June 2, 2009 © Copyright 2009 Content Here. 25
  26. 26. <!-- content here --> Business Case >>Why you are doing it >>Where it is going to fit June 2, 2009 © Copyright 2009 Content Here. 26
  27. 27. <!-- content here --> A necessary digression: ROI June 2, 2009 © Copyright 2009 Content Here. 27
  28. 28. <!-- content here --> ROI exercises lead to... Unrealistic expectations June 2, 2009 © Copyright 2009 Content Here. 28
  29. 29. <!-- content here --> If you want to measure something Measure the value of your content and then Then do things to maximize it June 2, 2009 © Copyright 2009 Content Here. 29
  30. 30. <!-- content here --> Part of a broader initiative >> Clean up/reorganize your content >> Redesign (with wireframes and mockups) >> Reorganize responsibilities Before you implement your new WCMS June 2, 2009 © Copyright 2009 Content Here. 30
  31. 31. <!-- content here --> One possible result >> Clean up content >> Revise content model >> Streamline workflow >> Reward employees for good content management >> Upgrade existing CMS to the current version June 2, 2009 © Copyright 2009 Content Here. 31
  32. 32. <!-- content here --> Step 2: leading requirements June 2, 2009 © Copyright 2009 Content Here. 32
  33. 33. <!-- content here --> Leading requirements are... >> Important to your business >> Powerful filters June 2, 2009 © Copyright 2009 Content Here. 33
  34. 34. <!-- content here --> Two categories >> Non-Functional Requirements: the “ilities” >> Functional Requirements: features that the system interacts with June 2, 2009 © Copyright 2009 Content Here. 34
  35. 35. <!-- content here --> Non-functional requirements >> What is the budget? >> Who is going to be supporting this solution? What are their skills? >> What are the hosting capabilities? >> The structure and inter-relatedness of the content >> What kind of traffic will this site get? >> What other systems does the system need to integrate with? >> What other services are needed from the vendor? June 2, 2009 © Copyright 2009 Content Here. 35
  36. 36. <!-- content here --> Powerful non-functional filters >> Infrastructure: .. Server operating systems .. Client operating systems .. Database .. Security policy >> Technology skills >> Content modeling June 2, 2009 © Copyright 2009 Content Here. 36
  37. 37. <!-- content here --> Content modeling June 2, 2009 © Copyright 2009 Content Here. 37
  38. 38. <!-- content here --> Content modeling Pages or Objects? June 2, 2009 © Copyright 2009 Content Here. 38
  39. 39. <!-- content here --> Content modeling >> Data types: string, numeric, date, etc. >> Validation: required, format >> Structure: nestedness, inter-relatedness >> Organization: folder based, faceted June 2, 2009 © Copyright 2009 Content Here. 39
  40. 40. <!-- content here --> Content model example: Quiz >> Title (string) >> Description (rich text) >> Instructions (rich text) >> Questions (ordered collection) .. Question (complex type) •Question text (string) •Points (numeric) •Answers (ordered collection) –Answer (complex type) »Answer text (string) »Answer explanation (rich text) June 2, 2009 »Correct (boolean) © Copyright 2009 Content Here. 40
  41. 41. <!-- content here --> Functional requirements >> Scenarios based: .. Not if but how .. Phased >> Think of three classes of personas: .. Contributor/Editor .. Developer/Administrator .. Visitor June 2, 2009 © Copyright 2009 Content Here. 41
  42. 42. <!-- content here --> Typical contributor scenarios >> Edit semi-structured page >> Create article >> Create unstructured page >> Create re-usable image/video/audio >> Build photo gallery >> Edit section landing page >> Build interactive form >> Search repository >> Run content aging report June 2, 2009 © Copyright 2009 Content Here. 42
  43. 43. <!-- content here --> Create article questions >> Task assignment? >> Are there different types of articles? >> How are articles organized? >> Associations with other content >> Template selection >> Preview scenarios >> Approval rules >> Approval notifications >> Scheduled vs. immediate publishing June 2, 2009 © Copyright 2009 Content Here. 43
  44. 44. <!-- content here --> Typical visitor scenarios >> Register >> Login and view restricted content >> Rate article >> Comment on article >> Search site June 2, 2009 © Copyright 2009 Content Here. 44
  45. 45. <!-- content here --> Typical developer scenarios >> Create, test, deploy presentation template >> Configure workflow >> Create user (with permissions) June 2, 2009 © Copyright 2009 Content Here. 45
  46. 46. <!-- content here --> Step 3: solution definition Solution app. support customization configuration support & maintenance 3rd party add-ons hosting June 2, 2009 © Copyright 2009 Content Here. 46
  47. 47. <!-- content here --> How much help will you need? Delegated DIY • SaaS + SI • SaaS + You • COTS + You • SaaS + SaaS • COTS + SI + You • FOSS + You • COTS + SI + Managed • FOSS + SI + You Hosting • FOSS + SI + Managed Hosting June 2, 2009 © Copyright 2009 Content Here. 47
  48. 48. <!-- content here --> Step 4: market filtering http://www.yukonhostels.com/new_photos.html June 2, 2009 © Copyright 2009 Content Here. 48
  49. 49. <!-- content here --> Market filtering >> Educate one of your own .. CMS Report .. Web Content Management in Java .. Gartner .. Walk the exhibition floors .. Call peers >> Hire a vendor neutral consultant June 2, 2009 © Copyright 2009 Content Here. 49
  50. 50. <!-- content here --> Market filtering >> Technology filters .. Architectural patterns .. Technology stack >> Company filters .. Company viability .. Experience in your industry .. Company health (gossip) June 2, 2009 © Copyright 2009 Content Here. 50
  51. 51. <!-- content here --> A necessary digression: WCMS Architecture I: Baking vs. Frying June 2, 2009 © Copyright 2009 Content Here. 51
  52. 52. <!-- content here --> They all do it When? June 2, 2009 © Copyright 2009 Content Here. 52
  53. 53. <!-- content here --> Different architectures Request Publish Time Time FRY BAKE != delivery publisher delivery repository repository management management June 2, 2009 © Copyright 2009 Content Here. 53
  54. 54. <!-- content here --> Each has its advantages FRY BAKE Performance/ Dynamism Stability personalization availability high traffic access control cost savings “website in a decoupling box” June 2, 2009 © Copyright 2009 Content Here. 54
  55. 55. <!-- content here --> Most products are based on one of the strategies FRY BAKE June 2, 2009 © Copyright 2009 Content Here. 55
  56. 56. <!-- content here --> Each has its coping FRY BAKE Performance/ Dynamism Stability caching code publishing fragment publishing clustering structured publishing June 2, 2009 © Copyright 2009 Content Here. 56
  57. 57. <!-- content here --> For more information Read Enter Content Here: CMS Deployment Patterns (http:// www.contenthere.net/2007/06/cms-deployment- patterns.html) June 2, 2009 © Copyright 2009 Content Here. 57
  58. 58. <!-- content here --> Why does this matter? >> Visitor facing behavior .. Commenting, Rating .. Registration >> Traffic >> Integration with existing front end functionality >> Immediacy June 2, 2009 © Copyright 2009 Content Here. 58
  59. 59. <!-- content here --> Another necessary digression: WCMS Architecture II: Central vs. Distributed June 2, 2009 © Copyright 2009 Content Here. 59
  60. 60. <!-- content here --> Stand-alone vs. Distributed *Drupal *FatWire *Ektron *Ektron *OpenCMS *Magnolia *Plone *Sitecore *Typo3 *Tridion *Vignette June 2, 2009 © Copyright 2009 Content Here. 60
  61. 61. <!-- content here --> Stand-alone clustered June 2, 2009 © Copyright 2009 Content Here. 61
  62. 62. <!-- content here --> Other architectural factors >> LDAP Integration: not “yes/no” but “how” >> Backup: what happens to the site? >> Search integration: how to notify index >> Templating: language and your skills >> Configuration management: how do you deploy code production content code/ qa configuration development June 2, 2009 © Copyright 2009 Content Here. 62
  63. 63. <!-- content here --> Another necessary digression: A word about vendor risk June 2, 2009 © Copyright 2009 Content Here. 63
  64. 64. <!-- content here --> Another necessary digression: What about open source? June 2, 2009 © Copyright 2009 Content Here. 64
  65. 65. <!-- content here --> open source != open source != open source know the ecosystem >> Community open source know the business model >> Commercial open source >> Institutional open source June 2, 2009 © Copyright 2009 Content Here. 65
  66. 66. And you were confused <!-- content here --> by commercial software cheap! *con enterprise committer grade ? we IRC zzz forge rock! leading easiest foundation sprint integrator to use hack- not leading license integrator fest dead! leading meetup integrator June 2, 2009 © Copyright 2009 Content Here. 66
  67. 67. <!-- content here --> Remember the stack Solution app. support customization configuration support & maintenance hosting June 2, 2009 © Copyright 2009 Content Here. 67
  68. 68. <!-- content here --> Remember the stack sales Solution app. support supplier customization configuration support & maintenance June 2, 2009 hosting © Copyright 2009 Content Here. 68
  69. 69. <!-- content here --> Remember the stack sales Solution app. support your i.t. customization configuration support & maintenance June 2, 2009 © Copyright 2009 Content Here. hosting 69
  70. 70. <!-- content here --> Commercial open source sales Solution app. support I.T. customization partner configuration support & maintenance 3rd party add-ons commercial foss hosting June 2, 2009 © Copyright 2009 Content Here. 70
  71. 71. <!-- content here --> sales app. support customization configuration support & maintenance Vendor hosting June 2, 2009 © Copyright 2009 Content Here. 71
  72. 72. <!-- content here --> Step 5: short list evaluation June 2, 2009 © Copyright 2009 Content Here. 72
  73. 73. <!-- content here --> THE RFP PROCESS IS BROKEN June 2, 2009 © Copyright 2009 Content Here. 73
  74. 74. <!-- content here --> The RFP should open a dialog >> The RFP should concisely communicate: .. Business Context .. Desired Solution .. Description of selection process .. Establish lines of communication June 2, 2009 © Copyright 2009 Content Here. 74
  75. 75. <!-- content here --> The RFP should not >> Be a casting call >> Be an invitation for sales rhetoric >> Insulate the buyer from the seller >> Take the thought out of the process June 2, 2009 © Copyright 2009 Content Here. 75
  76. 76. <!-- content here --> RFP Prototype Specification Prove that your product will work within our organization June 2, 2009 © Copyright 2009 Content Here. 76
  77. 77. <!-- content here --> RFP Prototype Specification The scenarios are the script June 2, 2009 © Copyright 2009 Content Here. 77
  78. 78. <!-- content here --> RFP TOC Example >> Introduction .. Business Context .. Technology Context .. RFP Objectives .. RFP Response .. Response Timeline >> Non-Functional Requirements >> Usage Scenarios >> Contact Person >> Appendix A: Example Content Types .. Article .. Quiz June 2, 2009 © Copyright 2009 Content Here. 78
  79. 79. <!-- content here --> For more information Read Enter Content Here: The RFP is DEAD, Long Live the RFP (http://www.contenthere.net/2008/02/the-rfp-is- dead-long-live-the-rfp.html) June 2, 2009 © Copyright 2009 Content Here. 79
  80. 80. <!-- content here --> Demo Prep >> Coach suppliers .. Build relationship .. Validate understanding of requirements .. Recommend demo format .. Let them rehearse >> Prepare audience .. Assemble selection group .. CMS theory overview (so the suppliers don’t have to) .. Participation guidelines .. Scoresheets June 2, 2009 © Copyright 2009 Content Here. 80
  81. 81. <!-- content here --> Proposed demo agenda: Time (min) Description Audience 0 - 30 Vendor intro Selection Team, Technologists, Project Manager, Money Guy, Rubber Neckers 30-60 High level product walk through Selection Team, Technologists, Project Manager, Money Guy, Rubber Neckers 60-75 Break 75-135 Custom usage scenarios Selection Team, Technologists, Project Manager 135-150 Break 150-210 Technical walk through Technologists, Project Manager 210-240 Product licensing and terms Project Manager June 2, 2009 © Copyright 2009 Content Here. 81
  82. 82. <!-- content here --> Participation guidelines >> Read the proposals >> Mind your manners >> Attendance >> Ask questions >> Represent your colleagues >> Take notes June 2, 2009 © Copyright 2009 Content Here. 82
  83. 83. <!-- content here --> Postmortem facilitation >> Report scores >> Strengths/concerns >> Leave behind demo >> Follow on questions >> Call references >> Training >> Prototype (potentially) June 2, 2009 © Copyright 2009 Content Here. 83
  84. 84. <!-- content here --> For more information Read Enter Content Here: How to make the most out of a vendor demo (http://www.contenthere.net/2007/09/ how-to-make-the-most-out-of-a-vendor-demo.htmll) June 2, 2009 © Copyright 2009 Content Here. 84
  85. 85. <!-- content here --> Step 6: selection June 2, 2009 © Copyright 2009 Content Here. 85
  86. 86. <!-- content here --> Alignment meeting agenda >> Initial survey (how close are we?) >> First elimination >> Open questions/concerns/risks >> Scenario winners >> Discussion of doubts >> Apache style voting for the front runner June 2, 2009 © Copyright 2009 Content Here. 86
  87. 87. <!-- content here --> Decision Making Through Doubt >> Focus on risks and limitations of the solutions .. missing feature .. awkward implementation .. technical incompatibility .. unsatisfactory answer .. supplier doubt >> Address each doubt .. verify .. develop mitigation strategy (customization, integration, process change, tolerance) June 2, 2009 © Copyright 2009 Content Here. 87
  88. 88. <!-- content here --> Apache style voting >> -1: Over my dead body (veto) >> -0: I don’t like it but don’t let me stand in the way >> 0: No opinion >> +0: I like it but I don’t really know why >> +1: I like it and I will help make it happen! June 2, 2009 © Copyright 2009 Content Here. 88
  89. 89. <!-- content here --> Negotiation >> Make it a win/win >> Explore discounts >> Share risk/credit June 2, 2009 © Copyright 2009 Content Here. 89
  90. 90. <!-- content here --> Summary >> Understand what you are looking for - you may already have it! >> Leading requirements: .. non-functional are the coarsest filters .. scenarios describe desired functionality >> Demos determine fit: .. Functional fit .. Organizational fit >> Create a win/win partnership June 2, 2009 © Copyright 2009 Content Here. 90
  91. 91. <!-- content here --> Thank You Seth Gottlieb Content Here seth@contenthere.net http://www.contenthere.net For more information about selecting a CMS, go to: http://www.contenthere.net/category/selection June 2, 2009 © Copyright 2009 Content Here. 91
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