The 8 deadly sins of buying people ware
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How can we buy people software that truly serves the purpose for which it was purchased?
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The 8 deadly sins of buying people ware
- 1. The 8 Deadly Sins of Buying PeopleWare Itamar Goldminz
- 2. Buying good software is hard! Only 60% “met their goals” 30% deemed failures $100M of every $1B invested is “wasted” - PMI, “Pulse of the Profession”, 2017
- 3. Buying good software is hard! Common mitigation strategy: look for “social proof”
- 4. Buying good software is hard! An outsider’s perspective is helpful only after we’ve developed our own first-principles perspective on what “good” looks like because... Our mileage WILL vary
- 6. 1. No underlying philosophy The 8 Deadly Sins of Buying PeopleWare
- 7. Underlying philosophy: Leadership = Communication + Coaching + Emotional intelligence 1. No underlying philosophy Source: cultivate.ai
- 8. Misaligned underlying philosophy = guaranteed adoption failure ● Articulate your own philosophy first ● Extract the tool’s philosophy ● Test for alignment 1. No underlying philosophy
- 9. 1. No underlying philosophy The 8 Deadly Sins of Buying PeopleWare 2. Discounting the user
- 10. “People don’t want to be amazing at our tool, they want to be amazing at the broader context” Kathy Sierra - Javaranch.com founder 2. Discounting the user We buy tools to drive human behavior change
- 11. Effective behavior change: 2. Discounting the user Direct the Rider (Rational mind) Motivate the Elephant (Emotional mind) Shape the Path (Environment) Source: Switch - how to change things when change is hard Is the tool addressing all three? How will you complement missing elements?
- 12. 1. No underlying philosophy 2. Discounting the user The 8 Deadly Sins of Buying PeopleWare 3. Evaluating in isolation
- 13. How software is sold 3. Evaluating in isolation
- 14. Know where the tool needs to begin and end Optimize for minimizing overlap with existing tools 3. Evaluating in isolation ATS HRIS Goals Engagement Comp But in reality...
- 15. Look for high interoperability: API-based ecosystem (pre-existing apps) is better than… APIs is better than… Pre-built integrations with specific tools is better than… Manual CSV-based data import/exports is better than… Closed tool (data exists in isolation) 3. Evaluating in isolation
- 16. 1. No underlying philosophy 2. Discounting the user 3. Evaluating in isolation The 8 Deadly Sins of Buying PeopleWare 4. Passive engagement
- 17. Not every piece of software is a primary system-of-record that will always be open in the user’s browser. 4. Passive engagement is not
- 18. If it’s low-frequency (for example, goal setting) OR event-triggered (for example, PTO approval) → the user needs to be engaged via a different always-open system (email, phone notification) 4. Passive engagement
- 19. 1. No underlying philosophy 2. Discounting the user 3. Evaluating in isolation 4. Passive engagement The 8 Deadly Sins of Buying PeopleWare 5. Data or Insights?
- 20. 5. Data or Insights?
- 21. 5. Data or Insights?
- 22. 5. Data or Insights?
- 23. 1. No underlying philosophy 2. Discounting the user 3. Evaluating in isolation 4. Passive engagement The 8 Deadly Sins of Buying PeopleWare 5. Data or Insights? 6. Constraining pricing
- 24. Typical pricing scheme: by-seat pricing 6. Constraining pricing Friction with every new seat Disincentive for wide adoption Encourages information silos
- 25. Better pricing scheme: pay by-org-size pricing 6. Constraining pricing
- 26. 1. No underlying philosophy 2. Discounting the user 3. Evaluating in isolation 4. Passive engagement The 8 Deadly Sins of Buying PeopleWare 5. Data or Insights? 6. Constraining pricing 7. Only software
- 27. 7. Only software
- 28. 1. No underlying philosophy 2. Discounting the user 3. Evaluating in isolation 4. Passive engagement The 8 Deadly Sins of Buying PeopleWare 5. Data or Insights? 6. Constraining pricing 7. Only software 8. A fool with a tool
- 29. “... is still a fool!” 8. “A fool with a tool... B.A. Baracus A-Team Grady Booch Developer of UML
- 30. 8. “A fool with a tool... Recruiting process stages and workflow ? ? ? OR OR OR Self/Peer/Manager question prompts Channel naming conventions and discussion guidelines
- 31. 1. No underlying philosophy 2. Discounting the user 3. Evaluating in isolation 4. Passive engagement The 8 Deadly Sins of Buying PeopleWare 5. Data or Insights? 6. Constraining pricing 7. Only software 8. A fool with a tool